June 10, 2025 • 29 mins
Episode Summary:
In this high-octane episode, John Kitchens, Jay Kinder, and Al Stasek are joined by Brent Gove, for a powerhouse conversation that throws it back to the early days, unpacks the current state of real estate, and challenges every agent to rise up. From legendary stories of 2010 open house energy to the hard truths about today's market correction, this episode is a wake-up call to get in the right rooms, master lead generation, and paddle for the wave that’s building now.
Brent Gove delivers pure fire—talking about energy, vision, and how frustration is the real precursor to breakthrough. You’ll hear raw truths, real stats, and timeless principles that apply whether you're struggling to survive or ready to dominate.
Key Takeaways:
-
Success Leaves Clues:
The secret to breaking through isn’t a secret—it’s getting in the room with people playing bigger than you and doing what they do until it works. -
The Force of Average Is Real:
Every time you commit to a higher level, the universe tests you. Expect resistance. Push anyway. That’s how transformation happens. -
Lead Gen or Die:
The #1 skill in real estate—bar none—is lead generation. If you’re not mastering it, you’re not going to make it through this market. -
Big Goals Drive Big Growth:
Brent shares how setting a goal to close 30 homes in a month—when he’d never done more than 7—led to him doubling his personal record. -
Real Market Talk:
77% of LOs didn’t renew last year. Most agents are struggling. But the pruning is creating massive opportunity for those willing to step up now. -
Events and Energy Matter:
The biggest shifts come when you’re around high-energy, high-belief people. From Build to Cabo to Cleveland—you need to show up.
Resources & Links:
-
Cabo25.com – Get your tickets before it sells out!
-
JohnKitchens.coach – Resources and coaching to help you scale
-
HoneyBadgerNation.com – Gear, recognition, and agent growth community
“Frustration is the precursor to breakthrough. If you're frustrated right now, you're ready.” – Brent Gove
Connect with Us:
- Instagram: @johnkitchenscoach
- LinkedIn: @johnkitchenscoach
- Facebook: @johnkitchenscoach
If you enjoyed this episode, be sure to subscribe and leave a review. Stay tuned for more insights and strategies from the top minds. See you next time! 🔥
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Seven figure success starts whenyou start thinking like a CEO.
Welcome to the JohnKitchens Coach Podcast.
Experience is your host, John Kitchens.
Get ready to think bigger andtransform your business into
a path to lasting freedom.
Here we go.
What's up everybody?
Man.
Thank you guys tuning intothe One Big Fire podcast.
(00:23):
We are like, you know, as soon assoon as you hopped in, Brent, I
was like, my, my mind went to 2010.
And I, I remember, you know, kinder and Ihad a, had a little sabbatical for a few
years and, um, just getting thrown backinto kind of the world of, you know, kind
of what, what was, what was happening.
At that time, and I remember, youknow, the shops at Legacy in that back
(00:48):
room, kind of, I just, I, I mean, Icould vividly see the room, right?
And, you know, and, and just, youjust igniting that stage and just,
just the energy and I'm like.
Yep.
This is, uh, this is,this is something special.
And, and man, what a, what an incredible15 year run it has been, you know, looking
(01:08):
back since, since that time, and I'mreally excited for you to, to jump in
with us and, and really kickstart 2025,the second half of the decade, um, just
as we're kind of, kind of looking atthings and, and moving into the future.
So, man, welcome.
It's great to, greatto have you on with us.
Great to be here, man.
Love you guys.
I'm, I'm glad you started it out with 2010'cause I want to hear Jay's take on it.
(01:31):
But as soon as you said 2010, I likeimmediately teleported back to the shops.
And that's the first time I evermet Brett Gove or even heard of him.
And you guys put him on the stage.
And I, I was thinking to myself, I'venever been to a real estate event
where someone's so fired up aboutopen houses that he made the call cry.
(01:53):
Like, I'm over here.
I'm crying why I'm crying, but thisguy's lighting this place on fire.
And I'm like, holy crap.
What did I just experience?
Who is this dude?
Yeah, man.
It's, uh, you know, we've beendoing this a long time, huh?
Uh, yeah, yeah, yeah.
That was a, that was a really,that was a really, really,
(02:13):
really good group of people.
And, uh, man, you can neverunderscore the value of, uh,
getting in the room with, you know,um, people doing stuff, you know?
Yeah.
That was a, it was.
A, a heck of a lineup.
You know, it was, it was really,you think about really who
was, who was all in that room.
And you look at the foundation andthe cornerstone of the industry at,
(02:34):
at where, where it is today, right?
And, and really who, who's, you know,um, you know, anchored in the values and
the principles and driving the directionof, of the industry, and who's had the
ripple effect of, of that, of, of thoseindividuals that were in that room.
The ripple effect, you know,measured over the last 15 years,
um, and, and where the industry is.
(02:54):
At today and moving into the future.
Yeah.
What, what's, it's like you sayyou can't underscore the, the, the
value of getting in the right rooms.
I think I flew in 1999 all the wayto Toronto, Canada, 26 years ago.
Can you read that, Jade?
Yeah.
And I met you there and, and you wereon stage with Brian Moses and you were
(03:15):
like the youngest rock rockstar fromOklahoma, Lawton, some, uh, military town.
And he's selling 600 homes a year.
And I was like, oh.
That was like, you know, I wasselling like 40 plus homes a year.
I'm like, how does anyonesell 80, let alone 600?
And of course you get those roomslike, oh, it's easy to sell.
Yeah, that's my, that was my, you know,I told this story a few times, but you
(03:39):
know, I remember the very first time.
Being in that room.
And, um, I was sitting next to a guy,um, that I didn't know he was anything.
And you know, he gets up to themic and he is like, yeah, you
know, last year I sold 400 homes.
And I was like, what?
Like what?
Like the very first time yousee it, you're just like,
you just can't believe it.
And then, and then you'relike, okay, well it's possible.
(04:00):
So, you know, he, how'd you do it?
Right?
And you start, you start trying tofigure out, man, well what are, what
are these, what are these guys doing?
And gals.
And, um, you know, I think, you know,a lot of, a, a lot of success comes
down to, you know, once you see kindof what it looks like, you know, it's
just a, now you know it can be done now.
Now it's a question of whetheryou really want it or not.
And, um.
(04:20):
For me, I've just been lucky enoughto be the dumbest guy in the room
plenty of times to see thingsthat I didn't know were possible.
And um, yeah man, thoseare good times, man.
You know, a lot of, lot ofshared knowledge, you know, the
way to success has always been.
I know for Brent, you, for me and forAl and for John, we've always gotten
in those rooms and gotten around peoplethat were doing bigger than us and
(04:42):
what do you know, you know, we ended updoing, you know, the same thing and so.
Super.
Yeah, super great.
We're fortunate to, tohave had those experiences.
Yep.
I think, I think one of the keysis you meet people that maybe they,
they don't look like Ryan Serhant.
Right.
You meet Ryans crap.
He looks like a movie star.
He's in these high rises.
Like, I could never do this.
(05:02):
But when you meet, remember Leonard Fazio?
Yeah.
Just a normal guy from Iowa or something.
He, so I don't rememberwhere he, North Dakota.
I don't know.
And he killed it.
I said, Hey Leonard,you want to have lunch?
He's like, sure.
And I had lunch with Leonard.
He spoke for an hour, but I had aone-on-one lunch with him for an
hour and I just interrogated him andthen, then they said, shadow someone.
(05:23):
So I called you and I flew to OklahomaCity, then drove out to Lawton
and hung out with you for the day.
And success leaves clues, you guys,but, and then the Matthews in Texas.
800 homes a year.
Yep.
So when you, the key is you go tothese, these rooms and he meets
someone who maybe isn't, doesn't looklike Ryan Serhant or a movie star.
Right.
And they're selling 1800 homes.
You, you're like, what's my excuse?
(05:45):
And then you get angry.
You get mad and frustration occurs.
And that is the moment ofbreakthrough frustration.
If you're frustrated today watchingthis stream, like I'm pissed.
I'm like, this market'sgot, I'm sick of it.
Welcome to leadership.
Mm-hmm.
You're about to have a breakthroughis a precursor if you're miserable.
(06:06):
Go have a beer, miserable people,no offense, but you're not ready.
But if you're frustrated, you areready to have your breakthrough.
Yep.
No doubt.
Yeah, so good.
And, and it's a, um, it's agood indicator too, right?
When you make, you make that decisionand, and you know, our, our buddy
Tuman talks about, you know, kind ofthe force of average every time you
make the decision to take, take yourlife to that next level, get ready.
(06:30):
Right?
It's, it's, it's coming at you andit's just something you, you put
that out there in the universe.
You just, you, you makethe decision and then.
Just be ready.
There was a great real, um,saw, um, the other night kind of
just maybe going down this path.
Maybe I was thinking about it.
And, um, there was a gentlemantalking about him and his wife.
They were actually, you know, in Hawaiiand they were talking about their future
(06:51):
and they made some tough decisionsabout where their future was going.
And he said, okay.
He, he said, told her, he said, be ready.
Buckle up.
They literally land when they getback home and they're driving the
car home from the airport, theyget a flat tire and he looks at her
and goes, I told you to be ready.
It's already starting.
(07:12):
And it's the littlethings like that, right?
When you choose to take yourlife to another level, you
choose to stop playing small.
You choose to go there.
The force of average isgoing to come and get you.
And, um, and, and you can chooseto be like, ah, dang, bad luck.
Or like, ha, not today.
You're not getting me today.
I'm gonna fix this.
And we're gonna keep moving because Iknow you're gonna keep coming at me.
(07:34):
That's so good.
Who want, does anyone lovechocolate chip cookies or brownies?
Do you, do you like 'em?
Be like, yeah, they're good het like that?
I can promise you if you would like themto magically appear in front of you today.
Go on a diet.
See, today's the day I'm going on adiet and all of a sudden, brownies or
chocolate chip cookies, one of the twowill appear out of nowhere, and I promise
(07:54):
you, you can have all the brownies.
Chocolate is going to happen.
In other words, when you setthis big goal, I'm gonna change
my life and I'm gonna save.
$20,000, your car will find out about it.
The engine will blowand take half, 10,000.
You know, like, like life happens to you.
You gotta high hurdle thatstuff and get over it.
But it's coming.
Do not be surprised by keepyour focus on the prize.
(08:16):
Push forward.
Everybody struggles.
I struggle.
These three struggle, we all struggle.
But man, you're in the right place.
By the way, what is the purpose?
I should have asked thisbefore, of the one big.
Fire podcast, like whatis the purpose here?
Uh, I should have asked that question.
I would like to know.
Yeah.
I mean, we, we started the,the podcast years ago, and
(08:38):
then we, we stopped doing it.
Right.
I don't know why, but we, we did.
But our purpose was really the, to getour messages out to our, to our, our,
our, our group of people reach out tothe public as well, transfer as much,
let 'em know what we're doing right now.
'cause we're always working onsomething to help solve a problem.
So whether it's, you know.
(08:58):
Current events in real estate, thingswe have going on at exp, things that
are happening in the real estateindustry, which, you know, in the
last 12 months, nothing exciting hashappened in the real estate industry.
So, you know, it's really just ourperspective and getting that out there.
Some people wanna knowit, some people don't.
But circling back to like going big,two things, going big and events.
(09:20):
I started thinking about this as we were,you guys were chopping it up earlier,
is that we all met because of events.
We all met because of like really goodevents that delivered a ton of value and
energy, but I've never seen anybody, youknow, the, the one big fire build event,
(09:42):
your build event, I've never seen, Idon't think it's ever been done, ever
in the history of real estate where yes,real estate companies, big, multimillion
billion dollar real estate companies,they put big events on all the time.
All the big brands do never have I seen.
Um, an agent, do it from anagent's perspective, putting.
(10:03):
Your wallet on the line, bringingTony fricking Robbins and Ed Millet.
I mean, we're not talking littlenames, the biggest, the biggest
names in, you know, entrepreneurship,personal growth, and Gary Breca.
Um, you know, when, whenyou Hey Sby, Hey, SBY baby.
(10:24):
I, it's really, you know, I, I,I hate reusing the, the, the term
life changing over and over again.
'cause it gets.
Cliche, but truly there's, there's noone I know with the energy that you've
brought, this company, our organization,and not just our organization, the
entire company is a one big fireorganization, um, than what you did.
(10:45):
And your message back when Imet you, which was to go big.
Don't just do a little open house.
Do a big open house, open house onsteroids, light your hair on fire.
I mean, it's been your mantra.
And the one thing I was sayingto Courtney the other day is.
I don't know how he keeps the energy up.
Where do you get the freakinggasoline for the, for the jet?
(11:06):
You're flying all around, man.
It feels like you never run outta energy.
Could you just touch on like, howdo you keep it going and, and,
uh, what's the secret to to, to,you know, keep your tank full?
Because everyone's hasto empty at one point.
Um, what would you share with us?
Great question.
Uh, what immediately comes to mind?
And I don't wanna sound goofy,as you know, this is goofy,
(11:27):
but I'm gonna say love, man.
That's my su my superpower's love.
I genuinely love people.
Now, are some people harderto love than, than others?
Yes.
Do I limit my time with the peoplewho are harder to love than others?
Yes.
I'm talking about, youknow, toxic negative people.
I'm nice to 'em.
I hug 'em.
I'll say a prayer for 'em,but I, I get away from them.
So, a b. Purposeful and intentionalabout the rooms you get in.
(11:51):
Make sure these are the kind ofpeople you want to be around, right?
And, and so that, and number two,I don't watch The Walking Dead or
Bridger Tin or these, you know, um,breaking Bad, um, e even Seinfeld.
I've never, I've never seenan episode of Seinfeld.
Like, I know that's like Un Americanand you guys are gonna, I've
never ordered from Amazon either.
I'm probably the only personleft in the world who's never
(12:12):
placed an order from Amazon.
I'm funny that way, but what I do is I'm.
Constantly reading books and I'mconstantly going to events and
people are like, you, you go, Imean, I have two events I'm going
to, this month they create conferencein Atlanta, end of the month.
This Sunday I'm, uh, Saturday, I'm doingthe Surge Conference in San Francisco.
Neither one of 'em haveanything to do with real estate.
But there, Tim Tebow's gonna bethere, Nick, with the guy with
(12:33):
no arms, no legs gonna be there.
Joe Montana, one of the mostwinning quarterbacks gonna be there.
Um, one of my favorite actors inHollywood, um, which I can no longer
remember his name now that I'm sayingthat, but he is gonna be there and all
these amazing speakers are gonna be there.
It's all day Saturday.
I cannot wait and I'm gonna go get more.
I just spent 19 days in fiin Fiji with Tony Robinson.
(12:54):
He kept saying, you mustparticipate in your own rescue.
You have to participate in your rescue.
It's not a maybe should quarter you.
Have to you.
You're terrible at finances,your credit cards running up,
don't have money in the bank.
Yeah, I'm not good at that.
Well get good at it.
Three rules of life.
Number one, life isn't fair.
Number two, you're entitled to nothing.
And number three, noone's coming to save you.
(13:14):
Mm-hmm.
So you better buck up and study, youknow, financial or delegate that.
Well.
How's that working for you?
You know, sometimes you, youcan't delegate your health, you
can't delegate your finances.
Now, when you get big, you can,and I've got CFOs now and things
that help me, but here's the deal.
Step up.
Tony Robbins always saying step up.
(13:35):
So, um, I, I think a, I get my energy fromGod, you know, that's, that's my thing.
And, and love, and I'll end withthis and give it back to you guys.
What you focus on expands.
If you're focusing on why yourlife sucks, it's gonna suck worse.
Stop it.
Yeah.
Get control of your thoughts.
That's why Tony's always gratitude.
Be thankful, focus on what's good.
(13:56):
We all have the bad, we all struggle.
Focus on what's good about your wife,about your husband, about your business.
I got, I. 12 agents andmost of 'em are cruddy.
Well, how many?
I got three.
Focus on the three.
I love the other nine,but focus on the three.
What you focus on.
Expanse.
My life is great 'causeI focus on cool things.
(14:19):
Anyways, back to you.
But that's, I don't know if Ianswered your question I'll out there.
Absolutely.
So, you know, um, you know that Davidtalks a lot about if, if you have a a
real vision, you never need motivation.
And, and he, and he says, if you,if you need constant motivation,
um, you, you don't have that.
(14:40):
Everything that you do is just for money.
And it's just really, reallygood thinking about that.
And so I'm hearing you, you know,you talk about, you know, connection,
love, people relationships,but is there a bigger vision?
Like is, you know, what's the vision for.
For your life.
What's 20, 30, 40 years downthe road for Brent Gove?
Uh, that's a great question.
(15:00):
So, I mean, for me, I wantto be a history maker.
I. A globe shroder.
You know, I want to be, I wantto have an impact on the world.
And of course that is done through love.
It's not how much money you make,it's how many lives you touched.
It's, it's going al be saying,man, you were there for me at
three o'clock in the morning.
It's me saying, Jay Kinder,thank you for helping me.
Back in 2009 and 10 when I wasstruggling, and by the way, I went
(15:24):
to a bankruptcy lawyer in 2008and tried to go bankrupt again.
I went bankrupt in 90.
Five.
And I tried to go and they're like,you still make too much money?
Stay home and do nothing for a year.
I'm not gonna do that.
So I spent years and years and years andyears paying off hundreds of thousands
of dollars in capital gains taxes.
And I was just naive and young.
I was 39, I didn't know.
(15:45):
And you learn a littlebit through your pain.
So, um.
I don't know if that answersthe question, but you know, you
go, you gotta go through life.
You gotta walk through the fire.
And I'll say this, and I don'tmean to quote the Bible too much
or whatever, but I always want tobe a pastor, so just deal with it.
I'm not a pastor, okay.
But I wanted to be a pastor.
So, um, but I'll say this after inthe Bible, I. The number one all
(16:08):
time printed book ever of all time.
It talks about wars, plagues, pestilence.
You know people, people take it intocaptivity, earthquakes, famine, drought.
Every single time you notice it saysat the end, and it came to pass.
Think back in your own life.
There've been some darkmoments in my life.
Like 2010 was the worst year of my life.
(16:31):
The worst.
Year of my life.
The year you guys metme, it was my worst year.
I didn't know depression.
I didn't know.
I'd walk around my neighborhoodat three o'clock in the morning
and my wife and I were separated.
We had five children.
It was a horrible time for me.
Terrible.
Now I'm happy to say we'vebeen married 34 years.
We're doing great, but,and it came to pass.
(16:54):
So whatever you guys are goingthrough right now, financial.
Physical, spiritual in your marriage,in your relationships, in your business.
This too shall pass it.
Guess what?
I'll, I'll say this andI'll give it to you.
A wave is coming, I'mtelling you right now.
This is my third market correction.
The nineties, we sold homes of flashlights'cause they were all boarded up.
(17:14):
That was normal.
Here's your lockbox key.
Here's the dang flashlight.
You gotta light up the boarded up houseand you gotta beat people with them.
When you walk into a dark room andthere's beat them and you illuminate,
that was, I thought that was normal.
I showed HUD repos all in themid nineties and then in the two
thousands everything was a bankrepo boarded up and short cells.
We sold those.
What's unique about this marketis interest rates are high.
(17:35):
Prices have held.
Buyers aren't really buying.
Sales aren't really selling.
We get this like quagmire.
It's about to break loose.
We are 12.
To 24 months away.
And any surfers out there, whenyou see that wave coming, you
watch 'em, they watch, they startgetting themselves position and
it's, it's lifting up, lifting up.
And they start paddling.
They start paddling and thenboom, they catch the wave.
You need to paddle right now.
(17:57):
This is your moment.
If you're at Coldwell Banker remix,Cal Williams exp, Berkshire Sotheby's
Compass, this is your moment.
Start paddling.
The pruning's happening.
Agents are going away.
77% of all los didn't renewtheir license last year, 77%.
So all those little 1, 2, 3loans they were doing were all
going to the remaining what, 23%?
(18:18):
Same thing in real estate.
Everyone did that list their homewith their niece, their nephew, their
aunt, their uncle, grandma, grandpa.
They're outta real estate.
All that business is coming to you.
The wave is coming.
Start paddling.
Last man standing, last woman standing.
You're gonna catch that wave.
It's gonna be massive.
It is coming, and we'reat 12 to 24 months out.
So keep the faith, keep paddling.
(18:40):
You're gonna make it.
You're gonna make it.
This is normal, cyclical real estate.
It's never fun.
But when you come on thebackside of that 2000.
Five is when that marketcorrected in California.
The nation found it.
2008 didn't end until 2011, butwe hit this run for a decade that
this wave that's coming bigger.
(19:00):
Get ready, get excited.
So Brent, one of the things that,you know, um, the, the conversation
with Tina and, uh, Leo and, and, andGlen, um, last week, you wrapped with.
Focus on lead generation and youknow, you know, us, our mantra is,
you know, it's not the best realestate agent that wins, right?
(19:21):
It's the best marketer always wins.
The best marketer always wins.
And being a, being a great realestate agent, I think is about
three or four down the line.
So you're looking at, Hey,I'm hearing you all right.
Like, I, like, I'm get mytechnique on my paddle, but like,
what, what should agents be?
Preparing for focused on obsessed withto catch that wave at the at at the peak
(19:46):
and be able to ride it for a long time.
Okay, I'm giving you the award.
That was a phenomenal question.
You get the nice crystalblack award, baby.
You're hitting the nail on the head.
Uh, he is right.
Thank you.
I've been giving you the inspiration.
Okay, I'll gonna paddle, but what do I do?
And, and the number one skill in realestate and the number two and the number
three, and the number four is leadgeneration, mastering lead generation.
(20:07):
And I'll prove it to you.
I was talking to a woman from Buffalo,New York yesterday, an independent woman.
She sells 3, 4, 5 homes a month, 3, 4, 5.
She has nothing in escrow right now.
39 years in nothing in escrow.
Completely unacceptable.
And so here's the deal, she's nevertruly mastered lead generation.
It's skill number 1, 2,3, 4, 5 if you master.
'cause for example, when I finallycommitted myself to that, after 10 years
(20:31):
in real estate, I, I'd done it for buyersearly on and I was, so, I sold 4 27 homes.
Three 18.
We met at open houses, at thoseopen house on server in one year.
Most people have said 300homes in their career.
I did.
We did 318 in a year, butI didn't do it for sellers.
I'm like, nobody callsme to list their home.
I ain't have a call here or there.
My listing presentation's terrible.
(20:52):
And I, I get beat by guys likeJohn Kitchen's, Jay Kinder and
Alby Stak, their m mopping.
I, and I'm competitive.
I hate losing, you know,I was frustrated by that.
So I spent two years and Igo, I'm gonna figure this out.
People started calling me every day tolist their homes, sometimes twice a day.
Why?
Because I finally said, I'mgoing to figure this out.
Anybody who had listings, I'dsay, can I buy you coffee?
(21:14):
If they were, can I take you to lunch?
Can I, and I would just interrogate them.
I flew to lot in Oklahoma andinterrogated Jay Jennifer the day,
came back, copied him verbatim.
Used the same ag guy and I went from.
From having no listings to 18 to28 active listings at all time.
Handpicked nice people who broughtme gifts, who had good energy,
(21:36):
and then the cranky snotty.
Well, if we gotta list, our homeagents are like car salesman.
I didn't take those.
I don't care if it's a 300 listing.
I. I had six listing specialists.
I'd give it to them.
We'll take 'em.
We'll be abused.
We wanna be abused.
You know, when you'renew, you'll take anybody.
When you get down the road and you'relike, oh, I'm listening to that
still small voice, that red, redflag's up this couple isn't gonna
(21:57):
be a taco bear, I'm not gonna do it.
'cause they're gonna require apint of blood and a pound of flesh.
The answer's no.
You get standards and when you have 18,20 active listings, but you got nothing,
you take the couple or the individual youknow, is gonna be abusive by like, ah,
it's 900,000, it's a 27,000 commission.
I could prep with some abuse.
When you're done, you'relike, it wasn't worth it.
I, they kept me up at two, threehours, went to bed thinking about 'em.
(22:18):
I woke up thinking about 'em, something.
You need to leave this stream rightnow and you need to go fire a client.
Go fire the buyer.
Fire the cell.
They're suck in the lifeoutta you right now.
Literal all I got.
Principle of vacuum.
Get rid of what you don't want tomake room for what you do want.
Get rid of toxic negative people in yourlife that make you drink or do drugs.
They didn't make you.
I get that, but when you get around'em, you drink and do drugs and
(22:39):
you know, you don't want that.
You know, I mean.
You know, I have a cup of coffee inthe morning and one in the afternoon.
Um, it's all the drugs I need.
I did it.
I like my coffee.
But, um, but the thing ismastering lead generation.
So here's the deal.
I love Seneca.
I figured out thousands of yearsago, the Greek philosopher, I think
he was Greek, Roman, whatever.
(22:59):
But I said this, it is not becausethings are difficult that you do not try.
Is because you do not try that.
Things are difficult.
And you know what?
You gotta get a ticketon the struggle bus.
You gotta fight the fight.
You gotta, you gotta,we all struggle, man.
I get it.
You are gonna have to,your ego's not your amigo.
(23:20):
I don't wanna look stupid.
I wanna be that guy.
If you have love in your heart.
I wish I could tell you one looks stupid.
You're gonna look stupid.
Michael Jordan missed more game-winningshots than he ever made, but always made.
Babe Ruth set the record forstriking out the year he set the
record for being the home run king.
Uh uh.
Those stories are, I guarantee you,Wayne Gretzky, the great hockey player.
(23:40):
I. Missed more shots than he made,but he just remembered as the
greatest hockey player with him.
You are not taking enough shots.
And so when you, when you quit talkingto one or two people today, talk to
20 or 30 or 40 people a day, if youneed an alarm clock to wake up, your
goals and dreams aren't big enough.
And, and I just wanna make a difference.
People said, what did you love about 2024?
(24:01):
I go, you know what, I, I'm not.
There's a lot of things, but reallywhat I hated was watching agents
struggle, was watching them suffer,watching their kids suffer, watching
them not have enough money for theircar payment, their credit card payment.
That bugged me and that was80% of the market out there
seeing 77% of the los not renew.
They did that because they're struggling.
(24:22):
They're getting Chrisand, and why is that?
They never.
Mastered lead generation.
You gotta just want it, man.
Fucking could y reach through thispodcast and grab you right now.
Come on man.
Quit watching stupid Netflix.
That's why you suffer.
You're doing dumb things,put good stuff in.
The good stuff comes out and,and you're living inspired life
(24:42):
where you make a difference.
So I don't know if that's what youwanted, but that's what I had for you.
It just came out.
Yeah.
Giddy up.
Yeah, man.
Well, I was just reading the notes from,from that vision call that you guys did,
and the one thing that that really, Inever, I don't know if I've heard it.
I think I've heard it, but youjust articulated it better.
That day was like, you wanted tomake, I don't know, what if it was
(25:05):
like a hundred, $200,000 or somethinglike that, and instead of like making
that the goal, you added a zero.
Oh yeah.
And then you shot for that.
And I remember, I think it was like youwanted to get 30 closings or something
and you felt short of it, but you got 14,which, which was your biggest month ever.
Yeah.
But because you were going for a goalthat was so far beyond, it was that
(25:28):
big BHAG, you were planning all yourmetrics around that big goal, not the
one that you actually wanted to hit, andthen you ended up exceeding your, yeah.
Your real goal.
It was thought.
It was actually Glen Sanford.
It was Glen Sanford.
Oh, that was Glen saidit added, added zero.
Glen started it, then I finished it.
Okay.
He said you're trying to make a quarterof a million a year come up with a
(25:49):
business plan to make 1.2 million.
1,000,250. Yes.
And then when, if, when you don'thit that, you land at three, four,
500,000, like, I can't make a quarter.
I can't set, come up with a biggerplan to where you're, you're
what you can't do becomes easy.
Then I took, I said, oh my God.
Glen's right?
My record was set.
Back then it was just me.
I didn't have a team.
I'd sold seven homes in a month.
I felt pretty good about that.
(26:09):
Got paid seven times in a month.
Felt good, right?
If all of you got paid.
But I'm like, we'll ever give, Ido normally do 3, 4, 5, 3, 4, 5.
Will I ever hit seven again?
Then I ran outta escrows.
I got frustrated.
I said, that's it.
I'm.
Pissed and I said, A goalto sell 30 homes in a month.
I'd never done that before.
And the goal begged a question.
If I'm gonna sell 30 homes in a month,how in the world will I do that?
(26:30):
Well, I guess I gotta quit going to theoffice and trying to set up appointments
to show property this weekend.
See, I could do, man, I would, I go,I have to show property every day.
I had a sense of urgency.
I. I was down at the office,not at nine or 10 or 11.
I was down there at seven 30.
Let's go.
Who am I showing property today?
Somebody, somewhere seen something today.
I started showing property every day,sometimes two, three times a day.
(26:51):
I started writing offers everyday like crazy, and I didn't
hit my goal of 30 homes.
But to answer your question,Alby let the call the bag.
I sold 14.
I doubled a record.
I didn't know if I'd evenget to, I just freaking.
Doubled it.
So you're struggling,you're thinking too small.
Set some BHAGs.
Big, hairy, audacious goal.
How dare you sell 30 homes?
Are you a big team?
Nope, just me.
I'm gonna sell 30 homes this month.
(27:11):
Big teams don't sell 30.
Who do you think you are?
I don't know.
I think I'm, I'm, I'mmade in the image of God.
I could do a lot of cool things.
I got 24 hours I could showproperty riding off or put it in
escrow today, and I went after it.
So you are this closeto your breakthrough.
Just quit worrying about what peoplethink with love in your heart.
Put in massive action.
You're gonna get, you're gonna improvequickly and your life is gonna change.
(27:34):
You are 30 days away from having anentire new life if you embrace it.
I commend all of you for being onthis, uh, honey Badger, uh, podcast.
You're here, you're growing.
I love you.
I've gotta go.
I'm actually speaking 30minutes away from now, and now
I have 28 minutes to get there.
And before you go, before you go.
Cabo baby.
Cabo 25, Cabo 20 five.com.
(27:57):
People get, still, get tickets.
It's not sold out yet, correct?
Absolutely.
Uh uh, but it's gonna sell out.
We're, we're, we've, uh, of coursePace Morby is gonna do there.
Rockstar, if you don't know Pace,ed Millet, Tom Ferry and the one of
the Top Real Estate Co. They're allcoming in, flying in their jets.
Um, Gary Breca and then.
1100 of the superstars ofthe industry are flying.
(28:18):
It's the number one premier event we do.
It's nine to 1230 every day.
Then you get to play all day.
Play all night.
Enjoy the pool, the spa golf,fish for marlin, whatever.
Uh, hi at Ziva.
Go to Cabo 20 five.com.
Get a ticket while you still can.
This will sell out.
But the cool thing is we have ahandful of ocean front rooms left.
When those are gone, they're gone.
You get the garden view.
(28:39):
And if you love looking at the,the, uh, desert in the parking lot.
That's for you.
So I would get a room today.
Get your ticket today.
And, uh, anyways.
Love you guys.
Thanks for having me.
At cabo com, ca do com.
I got my tickets.
I'll be there.
I don't know about Jayand John, I'm there.
(28:59):
Awesome.
Cleveland, if you're listeningto this from Cleveland, you
want a little warm up the Cabo.
I'll, I'll put the links in the comments.
Brent is coming to this frozentundra of Cleveland, Ohio,
swimming across Lake Erie.
Like a polar bear gonna come up.
I've never, never been there, but I'mcoming for you, Cleveland and surrounding.
If you, if you're within an hour flight,Southwest, wanna get away, catch a
(29:21):
so of flight flying to Cleveland.
If you're within four or 500miles, get on Southwest flight.
Come see us.
Love you guys.
I gotta bounce.
We'll see ya.
Appreciate you, brother.
See you brother.
See everybody.
Later guys, that's a wrap for today.
I hope you got somethingvaluable from this episode.
If you did, hit follow andvisit John kitchens.coach for
more ways we can work together.
(29:43):
See you on the next episode.
Seven figure success starts whenyou start thinking like a CEO.
Welcome to the JohnKitchens Coach Podcast.
Experience is your host, John Kitchens.
Get ready to think bigger andtransform your business into
a path to lasting freedom.
Here we go.
What's up everybody?
Man.
Thank you guys tuning intothe One Big Fire podcast.
(00:23):
We are like, you know, as soon assoon as you hopped in, Brent, I
was like, my, my mind went to 2010.
And I, I remember, you know, kinder and Ihad a, had a little sabbatical for a few
years and, um, just getting thrown backinto kind of the world of, you know, kind
of what, what was, what was happening.
At that time, and I remember, youknow, the shops at Legacy in that back
(00:48):
room, kind of, I just, I, I mean, Icould vividly see the room, right?
And, you know, and, and just, youjust igniting that stage and just,
just the energy and I'm like.
Yep.
This is, uh, this is,this is something special.
And, and man, what a, what an incredible15 year run it has been, you know, looking
(01:08):
back since, since that time, and I'mreally excited for you to, to jump in
with us and, and really kickstart 2025,the second half of the decade, um, just
as we're kind of, kind of looking atthings and, and moving into the future.
So, man, welcome.
It's great to, greatto have you on with us.
Great to be here, man.
Love you guys.
I'm, I'm glad you started it out with 2010'cause I want to hear Jay's take on it.
(01:31):
But as soon as you said 2010, I likeimmediately teleported back to the shops.
And that's the first time I evermet Brett Gove or even heard of him.
And you guys put him on the stage.
And I, I was thinking to myself, I'venever been to a real estate event
where someone's so fired up aboutopen houses that he made the call cry.
(01:53):
Like, I'm over here.
I'm crying why I'm crying, but thisguy's lighting this place on fire.
And I'm like, holy crap.
What did I just experience?
Who is this dude?
Yeah, man.
It's, uh, you know, we've beendoing this a long time, huh?
Uh, yeah, yeah, yeah.
That was a, that was a really,that was a really, really,
(02:13):
really good group of people.
And, uh, man, you can neverunderscore the value of, uh,
getting in the room with, you know,um, people doing stuff, you know?
Yeah.
That was a, it was.
A, a heck of a lineup.
You know, it was, it was really,you think about really who
was, who was all in that room.
And you look at the foundation andthe cornerstone of the industry at,
(02:34):
at where, where it is today, right?
And, and really who, who's, you know,um, you know, anchored in the values and
the principles and driving the directionof, of the industry, and who's had the
ripple effect of, of that, of, of thoseindividuals that were in that room.
The ripple effect, you know,measured over the last 15 years,
um, and, and where the industry is.
(02:54):
At today and moving into the future.
Yeah.
What, what's, it's like you sayyou can't underscore the, the, the
value of getting in the right rooms.
I think I flew in 1999 all the wayto Toronto, Canada, 26 years ago.
Can you read that, Jade?
Yeah.
And I met you there and, and you wereon stage with Brian Moses and you were
(03:15):
like the youngest rock rockstar fromOklahoma, Lawton, some, uh, military town.
And he's selling 600 homes a year.
And I was like, oh.
That was like, you know, I wasselling like 40 plus homes a year.
I'm like, how does anyonesell 80, let alone 600?
And of course you get those roomslike, oh, it's easy to sell.
Yeah, that's my, that was my, you know,I told this story a few times, but you
(03:39):
know, I remember the very first time.
Being in that room.
And, um, I was sitting next to a guy,um, that I didn't know he was anything.
And you know, he gets up to themic and he is like, yeah, you
know, last year I sold 400 homes.
And I was like, what?
Like what?
Like the very first time yousee it, you're just like,
you just can't believe it.
And then, and then you'relike, okay, well it's possible.
(04:00):
So, you know, he, how'd you do it?
Right?
And you start, you start trying tofigure out, man, well what are, what
are these, what are these guys doing?
And gals.
And, um, you know, I think, you know,a lot of, a, a lot of success comes
down to, you know, once you see kindof what it looks like, you know, it's
just a, now you know it can be done now.
Now it's a question of whetheryou really want it or not.
And, um.
(04:20):
For me, I've just been lucky enoughto be the dumbest guy in the room
plenty of times to see thingsthat I didn't know were possible.
And um, yeah man, thoseare good times, man.
You know, a lot of, lot ofshared knowledge, you know, the
way to success has always been.
I know for Brent, you, for me and forAl and for John, we've always gotten
in those rooms and gotten around peoplethat were doing bigger than us and
(04:42):
what do you know, you know, we ended updoing, you know, the same thing and so.
Super.
Yeah, super great.
We're fortunate to, tohave had those experiences.
Yep.
I think, I think one of the keysis you meet people that maybe they,
they don't look like Ryan Serhant.
Right.
You meet Ryans crap.
He looks like a movie star.
He's in these high rises.
Like, I could never do this.
(05:02):
But when you meet, remember Leonard Fazio?
Yeah.
Just a normal guy from Iowa or something.
He, so I don't rememberwhere he, North Dakota.
I don't know.
And he killed it.
I said, Hey Leonard,you want to have lunch?
He's like, sure.
And I had lunch with Leonard.
He spoke for an hour, but I had aone-on-one lunch with him for an
hour and I just interrogated him andthen, then they said, shadow someone.
(05:23):
So I called you and I flew to OklahomaCity, then drove out to Lawton
and hung out with you for the day.
And success leaves clues, you guys,but, and then the Matthews in Texas.
800 homes a year.
Yep.
So when you, the key is you go tothese, these rooms and he meets
someone who maybe isn't, doesn't looklike Ryan Serhant or a movie star.
Right.
And they're selling 1800 homes.
You, you're like, what's my excuse?
(05:45):
And then you get angry.
You get mad and frustration occurs.
And that is the moment ofbreakthrough frustration.
If you're frustrated today watchingthis stream, like I'm pissed.
I'm like, this market'sgot, I'm sick of it.
Welcome to leadership.
Mm-hmm.
You're about to have a breakthroughis a precursor if you're miserable.
(06:06):
Go have a beer, miserable people,no offense, but you're not ready.
But if you're frustrated, you areready to have your breakthrough.
Yep.
No doubt.
Yeah, so good.
And, and it's a, um, it's agood indicator too, right?
When you make, you make that decisionand, and you know, our, our buddy
Tuman talks about, you know, kind ofthe force of average every time you
make the decision to take, take yourlife to that next level, get ready.
(06:30):
Right?
It's, it's, it's coming at you andit's just something you, you put
that out there in the universe.
You just, you, you makethe decision and then.
Just be ready.
There was a great real, um,saw, um, the other night kind of
just maybe going down this path.
Maybe I was thinking about it.
And, um, there was a gentlemantalking about him and his wife.
They were actually, you know, in Hawaiiand they were talking about their future
(06:51):
and they made some tough decisionsabout where their future was going.
And he said, okay.
He, he said, told her, he said, be ready.
Buckle up.
They literally land when they getback home and they're driving the
car home from the airport, theyget a flat tire and he looks at her
and goes, I told you to be ready.
It's already starting.
(07:12):
And it's the littlethings like that, right?
When you choose to take yourlife to another level, you
choose to stop playing small.
You choose to go there.
The force of average isgoing to come and get you.
And, um, and, and you can chooseto be like, ah, dang, bad luck.
Or like, ha, not today.
You're not getting me today.
I'm gonna fix this.
And we're gonna keep moving because Iknow you're gonna keep coming at me.
(07:34):
That's so good.
Who want, does anyone lovechocolate chip cookies or brownies?
Do you, do you like 'em?
Be like, yeah, they're good het like that?
I can promise you if you would like themto magically appear in front of you today.
Go on a diet.
See, today's the day I'm going on adiet and all of a sudden, brownies or
chocolate chip cookies, one of the twowill appear out of nowhere, and I promise
(07:54):
you, you can have all the brownies.
Chocolate is going to happen.
In other words, when you setthis big goal, I'm gonna change
my life and I'm gonna save.
$20,000, your car will find out about it.
The engine will blowand take half, 10,000.
You know, like, like life happens to you.
You gotta high hurdle thatstuff and get over it.
But it's coming.
Do not be surprised by keepyour focus on the prize.
(08:16):
Push forward.
Everybody struggles.
I struggle.
These three struggle, we all struggle.
But man, you're in the right place.
By the way, what is the purpose?
I should have asked thisbefore, of the one big.
Fire podcast, like whatis the purpose here?
Uh, I should have asked that question.
I would like to know.
Yeah.
I mean, we, we started the,the podcast years ago, and
(08:38):
then we, we stopped doing it.
Right.
I don't know why, but we, we did.
But our purpose was really the, to getour messages out to our, to our, our,
our, our group of people reach out tothe public as well, transfer as much,
let 'em know what we're doing right now.
'cause we're always working onsomething to help solve a problem.
So whether it's, you know.
(08:58):
Current events in real estate, thingswe have going on at exp, things that
are happening in the real estateindustry, which, you know, in the
last 12 months, nothing exciting hashappened in the real estate industry.
So, you know, it's really just ourperspective and getting that out there.
Some people wanna knowit, some people don't.
But circling back to like going big,two things, going big and events.
(09:20):
I started thinking about this as we were,you guys were chopping it up earlier,
is that we all met because of events.
We all met because of like really goodevents that delivered a ton of value and
energy, but I've never seen anybody, youknow, the, the one big fire build event,
(09:42):
your build event, I've never seen, Idon't think it's ever been done, ever
in the history of real estate where yes,real estate companies, big, multimillion
billion dollar real estate companies,they put big events on all the time.
All the big brands do never have I seen.
Um, an agent, do it from anagent's perspective, putting.
(10:03):
Your wallet on the line, bringingTony fricking Robbins and Ed Millet.
I mean, we're not talking littlenames, the biggest, the biggest
names in, you know, entrepreneurship,personal growth, and Gary Breca.
Um, you know, when, whenyou Hey Sby, Hey, SBY baby.
(10:24):
I, it's really, you know, I, I,I hate reusing the, the, the term
life changing over and over again.
'cause it gets.
Cliche, but truly there's, there's noone I know with the energy that you've
brought, this company, our organization,and not just our organization, the
entire company is a one big fireorganization, um, than what you did.
(10:45):
And your message back when Imet you, which was to go big.
Don't just do a little open house.
Do a big open house, open house onsteroids, light your hair on fire.
I mean, it's been your mantra.
And the one thing I was sayingto Courtney the other day is.
I don't know how he keeps the energy up.
Where do you get the freakinggasoline for the, for the jet?
(11:06):
You're flying all around, man.
It feels like you never run outta energy.
Could you just touch on like, howdo you keep it going and, and,
uh, what's the secret to to, to,you know, keep your tank full?
Because everyone's hasto empty at one point.
Um, what would you share with us?
Great question.
Uh, what immediately comes to mind?
And I don't wanna sound goofy,as you know, this is goofy,
(11:27):
but I'm gonna say love, man.
That's my su my superpower's love.
I genuinely love people.
Now, are some people harderto love than, than others?
Yes.
Do I limit my time with the peoplewho are harder to love than others?
Yes.
I'm talking about, youknow, toxic negative people.
I'm nice to 'em.
I hug 'em.
I'll say a prayer for 'em,but I, I get away from them.
So, a b. Purposeful and intentionalabout the rooms you get in.
(11:51):
Make sure these are the kind ofpeople you want to be around, right?
And, and so that, and number two,I don't watch The Walking Dead or
Bridger Tin or these, you know, um,breaking Bad, um, e even Seinfeld.
I've never, I've never seenan episode of Seinfeld.
Like, I know that's like Un Americanand you guys are gonna, I've
never ordered from Amazon either.
I'm probably the only personleft in the world who's never
(12:12):
placed an order from Amazon.
I'm funny that way, but what I do is I'm.
Constantly reading books and I'mconstantly going to events and
people are like, you, you go, Imean, I have two events I'm going
to, this month they create conferencein Atlanta, end of the month.
This Sunday I'm, uh, Saturday, I'm doingthe Surge Conference in San Francisco.
Neither one of 'em haveanything to do with real estate.
But there, Tim Tebow's gonna bethere, Nick, with the guy with
(12:33):
no arms, no legs gonna be there.
Joe Montana, one of the mostwinning quarterbacks gonna be there.
Um, one of my favorite actors inHollywood, um, which I can no longer
remember his name now that I'm sayingthat, but he is gonna be there and all
these amazing speakers are gonna be there.
It's all day Saturday.
I cannot wait and I'm gonna go get more.
I just spent 19 days in fiin Fiji with Tony Robinson.
(12:54):
He kept saying, you mustparticipate in your own rescue.
You have to participate in your rescue.
It's not a maybe should quarter you.
Have to you.
You're terrible at finances,your credit cards running up,
don't have money in the bank.
Yeah, I'm not good at that.
Well get good at it.
Three rules of life.
Number one, life isn't fair.
Number two, you're entitled to nothing.
And number three, noone's coming to save you.
(13:14):
Mm-hmm.
So you better buck up and study, youknow, financial or delegate that.
Well.
How's that working for you?
You know, sometimes you, youcan't delegate your health, you
can't delegate your finances.
Now, when you get big, you can,and I've got CFOs now and things
that help me, but here's the deal.
Step up.
Tony Robbins always saying step up.
(13:35):
So, um, I, I think a, I get my energy fromGod, you know, that's, that's my thing.
And, and love, and I'll end withthis and give it back to you guys.
What you focus on expands.
If you're focusing on why yourlife sucks, it's gonna suck worse.
Stop it.
Yeah.
Get control of your thoughts.
That's why Tony's always gratitude.
Be thankful, focus on what's good.
(13:56):
We all have the bad, we all struggle.
Focus on what's good about your wife,about your husband, about your business.
I got, I. 12 agents andmost of 'em are cruddy.
Well, how many?
I got three.
Focus on the three.
I love the other nine,but focus on the three.
What you focus on.
Expanse.
My life is great 'causeI focus on cool things.
(14:19):
Anyways, back to you.
But that's, I don't know if Ianswered your question I'll out there.
Absolutely.
So, you know, um, you know that Davidtalks a lot about if, if you have a a
real vision, you never need motivation.
And, and he, and he says, if you,if you need constant motivation,
um, you, you don't have that.
(14:40):
Everything that you do is just for money.
And it's just really, reallygood thinking about that.
And so I'm hearing you, you know,you talk about, you know, connection,
love, people relationships,but is there a bigger vision?
Like is, you know, what's the vision for.
For your life.
What's 20, 30, 40 years downthe road for Brent Gove?
Uh, that's a great question.
(15:00):
So, I mean, for me, I wantto be a history maker.
I. A globe shroder.
You know, I want to be, I wantto have an impact on the world.
And of course that is done through love.
It's not how much money you make,it's how many lives you touched.
It's, it's going al be saying,man, you were there for me at
three o'clock in the morning.
It's me saying, Jay Kinder,thank you for helping me.
Back in 2009 and 10 when I wasstruggling, and by the way, I went
(15:24):
to a bankruptcy lawyer in 2008and tried to go bankrupt again.
I went bankrupt in 90.
Five.
And I tried to go and they're like,you still make too much money?
Stay home and do nothing for a year.
I'm not gonna do that.
So I spent years and years and years andyears paying off hundreds of thousands
of dollars in capital gains taxes.
And I was just naive and young.
I was 39, I didn't know.
(15:45):
And you learn a littlebit through your pain.
So, um.
I don't know if that answersthe question, but you know, you
go, you gotta go through life.
You gotta walk through the fire.
And I'll say this, and I don'tmean to quote the Bible too much
or whatever, but I always want tobe a pastor, so just deal with it.
I'm not a pastor, okay.
But I wanted to be a pastor.
So, um, but I'll say this after inthe Bible, I. The number one all
(16:08):
time printed book ever of all time.
It talks about wars, plagues, pestilence.
You know people, people take it intocaptivity, earthquakes, famine, drought.
Every single time you notice it saysat the end, and it came to pass.
Think back in your own life.
There've been some darkmoments in my life.
Like 2010 was the worst year of my life.
(16:31):
The worst.
Year of my life.
The year you guys metme, it was my worst year.
I didn't know depression.
I didn't know.
I'd walk around my neighborhoodat three o'clock in the morning
and my wife and I were separated.
We had five children.
It was a horrible time for me.
Terrible.
Now I'm happy to say we'vebeen married 34 years.
We're doing great, but,and it came to pass.
(16:54):
So whatever you guys are goingthrough right now, financial.
Physical, spiritual in your marriage,in your relationships, in your business.
This too shall pass it.
Guess what?
I'll, I'll say this andI'll give it to you.
A wave is coming, I'mtelling you right now.
This is my third market correction.
The nineties, we sold homes of flashlights'cause they were all boarded up.
(17:14):
That was normal.
Here's your lockbox key.
Here's the dang flashlight.
You gotta light up the boarded up houseand you gotta beat people with them.
When you walk into a dark room andthere's beat them and you illuminate,
that was, I thought that was normal.
I showed HUD repos all in themid nineties and then in the two
thousands everything was a bankrepo boarded up and short cells.
We sold those.
What's unique about this marketis interest rates are high.
(17:35):
Prices have held.
Buyers aren't really buying.
Sales aren't really selling.
We get this like quagmire.
It's about to break loose.
We are 12.
To 24 months away.
And any surfers out there, whenyou see that wave coming, you
watch 'em, they watch, they startgetting themselves position and
it's, it's lifting up, lifting up.
And they start paddling.
They start paddling and thenboom, they catch the wave.
You need to paddle right now.
(17:57):
This is your moment.
If you're at Coldwell Banker remix,Cal Williams exp, Berkshire Sotheby's
Compass, this is your moment.
Start paddling.
The pruning's happening.
Agents are going away.
77% of all los didn't renewtheir license last year, 77%.
So all those little 1, 2, 3loans they were doing were all
going to the remaining what, 23%?
(18:18):
Same thing in real estate.
Everyone did that list their homewith their niece, their nephew, their
aunt, their uncle, grandma, grandpa.
They're outta real estate.
All that business is coming to you.
The wave is coming.
Start paddling.
Last man standing, last woman standing.
You're gonna catch that wave.
It's gonna be massive.
It is coming, and we'reat 12 to 24 months out.
So keep the faith, keep paddling.
(18:40):
You're gonna make it.
You're gonna make it.
This is normal, cyclical real estate.
It's never fun.
But when you come on thebackside of that 2000.
Five is when that marketcorrected in California.
The nation found it.
2008 didn't end until 2011, butwe hit this run for a decade that
this wave that's coming bigger.
(19:00):
Get ready, get excited.
So Brent, one of the things that,you know, um, the, the conversation
with Tina and, uh, Leo and, and, andGlen, um, last week, you wrapped with.
Focus on lead generation and youknow, you know, us, our mantra is,
you know, it's not the best realestate agent that wins, right?
(19:21):
It's the best marketer always wins.
The best marketer always wins.
And being a, being a great realestate agent, I think is about
three or four down the line.
So you're looking at, Hey,I'm hearing you all right.
Like, I, like, I'm get mytechnique on my paddle, but like,
what, what should agents be?
Preparing for focused on obsessed withto catch that wave at the at at the peak
(19:46):
and be able to ride it for a long time.
Okay, I'm giving you the award.
That was a phenomenal question.
You get the nice crystalblack award, baby.
You're hitting the nail on the head.
Uh, he is right.
Thank you.
I've been giving you the inspiration.
Okay, I'll gonna paddle, but what do I do?
And, and the number one skill in realestate and the number two and the number
three, and the number four is leadgeneration, mastering lead generation.
(20:07):
And I'll prove it to you.
I was talking to a woman from Buffalo,New York yesterday, an independent woman.
She sells 3, 4, 5 homes a month, 3, 4, 5.
She has nothing in escrow right now.
39 years in nothing in escrow.
Completely unacceptable.
And so here's the deal, she's nevertruly mastered lead generation.
It's skill number 1, 2,3, 4, 5 if you master.
'cause for example, when I finallycommitted myself to that, after 10 years
(20:31):
in real estate, I, I'd done it for buyersearly on and I was, so, I sold 4 27 homes.
Three 18.
We met at open houses, at thoseopen house on server in one year.
Most people have said 300homes in their career.
I did.
We did 318 in a year, butI didn't do it for sellers.
I'm like, nobody callsme to list their home.
I ain't have a call here or there.
My listing presentation's terrible.
(20:52):
And I, I get beat by guys likeJohn Kitchen's, Jay Kinder and
Alby Stak, their m mopping.
I, and I'm competitive.
I hate losing, you know,I was frustrated by that.
So I spent two years and Igo, I'm gonna figure this out.
People started calling me every day tolist their homes, sometimes twice a day.
Why?
Because I finally said, I'mgoing to figure this out.
Anybody who had listings, I'dsay, can I buy you coffee?
(21:14):
If they were, can I take you to lunch?
Can I, and I would just interrogate them.
I flew to lot in Oklahoma andinterrogated Jay Jennifer the day,
came back, copied him verbatim.
Used the same ag guy and I went from.
From having no listings to 18 to28 active listings at all time.
Handpicked nice people who broughtme gifts, who had good energy,
(21:36):
and then the cranky snotty.
Well, if we gotta list, our homeagents are like car salesman.
I didn't take those.
I don't care if it's a 300 listing.
I. I had six listing specialists.
I'd give it to them.
We'll take 'em.
We'll be abused.
We wanna be abused.
You know, when you'renew, you'll take anybody.
When you get down the road and you'relike, oh, I'm listening to that
still small voice, that red, redflag's up this couple isn't gonna
(21:57):
be a taco bear, I'm not gonna do it.
'cause they're gonna require apint of blood and a pound of flesh.
The answer's no.
You get standards and when you have 18,20 active listings, but you got nothing,
you take the couple or the individual youknow, is gonna be abusive by like, ah,
it's 900,000, it's a 27,000 commission.
I could prep with some abuse.
When you're done, you'relike, it wasn't worth it.
I, they kept me up at two, threehours, went to bed thinking about 'em.
(22:18):
I woke up thinking about 'em, something.
You need to leave this stream rightnow and you need to go fire a client.
Go fire the buyer.
Fire the cell.
They're suck in the lifeoutta you right now.
Literal all I got.
Principle of vacuum.
Get rid of what you don't want tomake room for what you do want.
Get rid of toxic negative people in yourlife that make you drink or do drugs.
They didn't make you.
I get that, but when you get around'em, you drink and do drugs and
(22:39):
you know, you don't want that.
You know, I mean.
You know, I have a cup of coffee inthe morning and one in the afternoon.
Um, it's all the drugs I need.
I did it.
I like my coffee.
But, um, but the thing ismastering lead generation.
So here's the deal.
I love Seneca.
I figured out thousands of yearsago, the Greek philosopher, I think
he was Greek, Roman, whatever.
(22:59):
But I said this, it is not becausethings are difficult that you do not try.
Is because you do not try that.
Things are difficult.
And you know what?
You gotta get a ticketon the struggle bus.
You gotta fight the fight.
You gotta, you gotta,we all struggle, man.
I get it.
You are gonna have to,your ego's not your amigo.
(23:20):
I don't wanna look stupid.
I wanna be that guy.
If you have love in your heart.
I wish I could tell you one looks stupid.
You're gonna look stupid.
Michael Jordan missed more game-winningshots than he ever made, but always made.
Babe Ruth set the record forstriking out the year he set the
record for being the home run king.
Uh uh.
Those stories are, I guarantee you,Wayne Gretzky, the great hockey player.
(23:40):
I. Missed more shots than he made,but he just remembered as the
greatest hockey player with him.
You are not taking enough shots.
And so when you, when you quit talkingto one or two people today, talk to
20 or 30 or 40 people a day, if youneed an alarm clock to wake up, your
goals and dreams aren't big enough.
And, and I just wanna make a difference.
People said, what did you love about 2024?
(24:01):
I go, you know what, I, I'm not.
There's a lot of things, but reallywhat I hated was watching agents
struggle, was watching them suffer,watching their kids suffer, watching
them not have enough money for theircar payment, their credit card payment.
That bugged me and that was80% of the market out there
seeing 77% of the los not renew.
They did that because they're struggling.
(24:22):
They're getting Chrisand, and why is that?
They never.
Mastered lead generation.
You gotta just want it, man.
Fucking could y reach through thispodcast and grab you right now.
Come on man.
Quit watching stupid Netflix.
That's why you suffer.
You're doing dumb things,put good stuff in.
The good stuff comes out and,and you're living inspired life
(24:42):
where you make a difference.
So I don't know if that's what youwanted, but that's what I had for you.
It just came out.
Yeah.
Giddy up.
Yeah, man.
Well, I was just reading the notes from,from that vision call that you guys did,
and the one thing that that really, Inever, I don't know if I've heard it.
I think I've heard it, but youjust articulated it better.
That day was like, you wanted tomake, I don't know, what if it was
(25:05):
like a hundred, $200,000 or somethinglike that, and instead of like making
that the goal, you added a zero.
Oh yeah.
And then you shot for that.
And I remember, I think it was like youwanted to get 30 closings or something
and you felt short of it, but you got 14,which, which was your biggest month ever.
Yeah.
But because you were going for a goalthat was so far beyond, it was that
(25:28):
big BHAG, you were planning all yourmetrics around that big goal, not the
one that you actually wanted to hit, andthen you ended up exceeding your, yeah.
Your real goal.
It was thought.
It was actually Glen Sanford.
It was Glen Sanford.
Oh, that was Glen saidit added, added zero.
Glen started it, then I finished it.
Okay.
He said you're trying to make a quarterof a million a year come up with a
(25:49):
business plan to make 1.2 million.
1,000,250. Yes.
And then when, if, when you don'thit that, you land at three, four,
500,000, like, I can't make a quarter.
I can't set, come up with a biggerplan to where you're, you're
what you can't do becomes easy.
Then I took, I said, oh my God.
Glen's right?
My record was set.
Back then it was just me.
I didn't have a team.
I'd sold seven homes in a month.
I felt pretty good about that.
(26:09):
Got paid seven times in a month.
Felt good, right?
If all of you got paid.
But I'm like, we'll ever give, Ido normally do 3, 4, 5, 3, 4, 5.
Will I ever hit seven again?
Then I ran outta escrows.
I got frustrated.
I said, that's it.
I'm.
Pissed and I said, A goalto sell 30 homes in a month.
I'd never done that before.
And the goal begged a question.
If I'm gonna sell 30 homes in a month,how in the world will I do that?
(26:30):
Well, I guess I gotta quit going to theoffice and trying to set up appointments
to show property this weekend.
See, I could do, man, I would, I go,I have to show property every day.
I had a sense of urgency.
I. I was down at the office,not at nine or 10 or 11.
I was down there at seven 30.
Let's go.
Who am I showing property today?
Somebody, somewhere seen something today.
I started showing property every day,sometimes two, three times a day.
(26:51):
I started writing offers everyday like crazy, and I didn't
hit my goal of 30 homes.
But to answer your question,Alby let the call the bag.
I sold 14.
I doubled a record.
I didn't know if I'd evenget to, I just freaking.
Doubled it.
So you're struggling,you're thinking too small.
Set some BHAGs.
Big, hairy, audacious goal.
How dare you sell 30 homes?
Are you a big team?
Nope, just me.
I'm gonna sell 30 homes this month.
(27:11):
Big teams don't sell 30.
Who do you think you are?
I don't know.
I think I'm, I'm, I'mmade in the image of God.
I could do a lot of cool things.
I got 24 hours I could showproperty riding off or put it in
escrow today, and I went after it.
So you are this closeto your breakthrough.
Just quit worrying about what peoplethink with love in your heart.
Put in massive action.
You're gonna get, you're gonna improvequickly and your life is gonna change.
(27:34):
You are 30 days away from having anentire new life if you embrace it.
I commend all of you for being onthis, uh, honey Badger, uh, podcast.
You're here, you're growing.
I love you.
I've gotta go.
I'm actually speaking 30minutes away from now, and now
I have 28 minutes to get there.
And before you go, before you go.
Cabo baby.
Cabo 25, Cabo 20 five.com.
(27:57):
People get, still, get tickets.
It's not sold out yet, correct?
Absolutely.
Uh uh, but it's gonna sell out.
We're, we're, we've, uh, of coursePace Morby is gonna do there.
Rockstar, if you don't know Pace,ed Millet, Tom Ferry and the one of
the Top Real Estate Co. They're allcoming in, flying in their jets.
Um, Gary Breca and then.
1100 of the superstars ofthe industry are flying.
(28:18):
It's the number one premier event we do.
It's nine to 1230 every day.
Then you get to play all day.
Play all night.
Enjoy the pool, the spa golf,fish for marlin, whatever.
Uh, hi at Ziva.
Go to Cabo 20 five.com.
Get a ticket while you still can.
This will sell out.
But the cool thing is we have ahandful of ocean front rooms left.
When those are gone, they're gone.
You get the garden view.
(28:39):
And if you love looking at the,the, uh, desert in the parking lot.
That's for you.
So I would get a room today.
Get your ticket today.
And, uh, anyways.
Love you guys.
Thanks for having me.
At cabo com, ca do com.
I got my tickets.
I'll be there.
I don't know about Jayand John, I'm there.
(28:59):
Awesome.
Cleveland, if you're listeningto this from Cleveland, you
want a little warm up the Cabo.
I'll, I'll put the links in the comments.
Brent is coming to this frozentundra of Cleveland, Ohio,
swimming across Lake Erie.
Like a polar bear gonna come up.
I've never, never been there, but I'mcoming for you, Cleveland and surrounding.
If you, if you're within an hour flight,Southwest, wanna get away, catch a
(29:21):
so of flight flying to Cleveland.
If you're within four or 500miles, get on Southwest flight.
Come see us.
Love you guys.
I gotta bounce.
We'll see ya.
Appreciate you, brother.
See you brother.
See everybody.
Later guys, that's a wrap for today.
I hope you got somethingvaluable from this episode.
If you did, hit follow andvisit John kitchens.coach for
more ways we can work together.
(29:43):
See you on the next episode.
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