Episode Overview
In this episode of The John Kitchens Coach Podcast, John sits down with real estate strategist and keynote speaker Michael Collier for a high-level, real-talk conversation about what it actually takes to grow as a business owner without burning out.
They dive deep into the misunderstood power of leverage—not just in business, but across all areas of life. Michael shares how agents are stuck trying to do everything, how that mindset creates burnout, and why clarity, systems, and the right support team are the keys to getting to the next level.
Whether you're a solo agent, team leader, or small business owner, this episode will challenge how you view your time, your energy, and your leadership.
Key Topics Covered
Leveraging to Level Up
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Why most agents are stuck in reaction mode and burning out
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The difference between creating a business vs. creating a job for yourself
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How to get from A to B without knowing what Z looks like yet
Building the Right Support Around You
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How to use leverage to become a better leader
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What tasks you should immediately stop doing—and who should take them over
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The power of hiring (even when cash flow feels tight)
Creating Accountability That Drives Growth
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Why hiring a team forces you to become more organized, more focused, and more consistent
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How leverage leads to higher standards and stronger leadership
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The connection between leverage, accountability, and momentum
Owning Your Strengths and Delegating the Rest
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The unique ability exercise: focus on what gives you energy and prints money
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How Michael built a content team of virtual assistants to drive brand and inbound deals
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Why creating content doesn’t mean you have to do all the editing, posting, or managing
Designing Your Life Team (Not Just Your Business Team)
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How leverage outside of business (like housekeepers, grocery services, laundry) gives you freedom inside it
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A powerful reminder that solving your life bottlenecks helps unlock business performance
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The mindset shifts from “how do I do this” to “who can help me solve this?”
Resources + Mentions
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Buy Back Your Time by Dan Martell
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Who Not How by Dan Sullivan
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The Disney Way (book reference)
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The Leverage Lounge Podcast – coming soon from Michael Collier
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Strategic frameworks: SWOT Analysis, Unique Ability, Hourly Rate Exercise
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Discover C
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Seven figure success starts whenyou start thinking like a CEO.
Welcome to the JohnKitchens Coach podcast.
Experience is your host, John Kitchens.
Get ready to think bigger andtransform your business into
a path to lasting freedom.
What's good, brother?
What's good, man?
It's good to see you again.
(00:22):
Great to see you, man.
And uh, you know.
Definitely looking backand, and, and following you.
And man, just, just really proud of, ofthe evolution and the growth and, and,
you know, the path that you're on and,and really leaning into your strengths.
Yeah.
And I know that that's definitelykind of, you know, part of the topic
and the conversation here on, uh,the expert mentors and, you know,
(00:44):
for those of you guys tuning in, uh,welcome to Expert Mentors Live 2 94.
And if you're catching this on thepodcast or the YouTube channel,
you know, the Expert Mentor series.
Was, uh, you know, born 294 episodesago, uh, with the, uh, the, the, the
little nudge in the push from KyleWhissel and Dan Beer on really being
(01:04):
able to tap into the horsepower thatwe have inside of the Honey Badger
Nation and really being able to pullout, um, just an amazing individuals
and human beings like yourself.
And so good to, good to have youon, and definitely excited to
dive in today's topic with you.
Yeah, same man.
You know, it's always good to be back and,and, uh, you know, we're, again, we're
(01:25):
gonna, we're gonna get deeper today, butso much of, of, uh, a lot of that I've,
you know, the stuff that I've built andwhat I, what I've done in my business, you
know, a lot of the words that you say, thephrases that you say echo in the back of
my mind, I'm like, you know, write thingsright or, you know, all that stuff, right?
And if the audience goes back and,and, and checks out the previous
episodes, all this stuff, 293.
(01:46):
Previous episodes, they'll hear,they'll hear a lot of the simpler,
uh, and the same concepts thatyou've reached over and over again.
But it just makes so much sense.
And so I'm, I'm glad to be able to,to put some of that into use and
actually share that with other people.
Right.
It's like the, the giftthat keeps on giving.
Yeah.
So thank you, man.
Yeah.
And you know, it's, it's funnythinking back and, and like you said,
(02:08):
we've had just so many incredible,amazing human beings and leaders
and, you know, the who's who of, ofthis industry, uh, because they are
a part of the Honey Badger Nation.
And so being able to, to tapin and, and what's working
and, and things to think about.
And it's just kind of cool to see,you know, the evolution of, of time
that, that, you know, how the, thetraining and the mindset, 'cause
(02:30):
that's really where it is, right?
'cause you go back and, yeah.
Look at a lot of the conversations.
Almost every one of the, you know,293 previous conversations, it, it all
revolves around the mindset, right?
The right mindset, the growth mindset,um, you know, taking our, our Ls
as, as lessons instead of lossesand how do we, you know, tweak and,
and adapt and make the adjustmentsnavigating the terrain moving forward.
(02:53):
Because it's, it's, it's an everevolving, you know, you know.
Moving terrain.
It's almost like, you know, it's,I mean it's 3D chess, right?
That we're, that we're playingand you know, it feels like the
landscape is, is changing right.
Right in front of us as aswe're continuing to navigate.
And what I really love to pull outof a lot of these conversations.
Are the principles, right?
(03:14):
The things that won'tchange doesn't matter.
You know, as we're transitioning intoa buyer's market, inventory's on the
climb, um, you know, it's becomingharder and harder, uh, to, to navigate,
acquire the opportunities as you have,you know, not only the AI driven agent,
but the AI driven consumer, and youknow how they're getting smarter, but.
We have to fall back to our principles andreally fall back to the things that won't
(03:38):
change and really be grounded in that.
And I know today's topic, youknow, around leverage really
is to get to that next level.
I was just on, uh, uh, A PBD, uh,webinar before we jumped in here.
It's one that he's talking about with,with balance, with, with family, and.
Um, you know, the, you know,the, the question, you know,
(03:59):
can, can you have it all?
And, you know, there's ways tobe able to leverage yourself
in that, um, in that direction.
But he talked about one of the biggestmistakes that most entrepreneurs
make is that there, they're notclear on the next level, right?
And so how do you, how do youunderstand the level you're
at to get to that next level?
(04:20):
And it, it really getsto a point and, you know.
We hit on this hard, you know, infact, how KT was even born, right?
Kitchen Table was even born, waslistening to the Who Not How book
right From, from from Dan Sullivan.
I mean literally listening tothe open remarks and the opening
dialogue with Dan Sullivan, um, and.
(04:43):
Ben as they were kind ofnavigating in that first chapter,
he just talked about it, right?
You know how many people that have beenconsecutively, you know, to all of his
sessions over the, over three decades.
And I was like, man, we gotta do that.
And that's the direction we went.
But it's also a place to how you,what, what you need to do to get from
where you're at to that next level.
And then, you know, obviouslythere's another level after that
(05:05):
and another level after that.
Right?
But it's all about leverage.
'cause you can't do it by yourself.
You know, and the truth of the matteris most people don't know if we're
honest with us, us man, you know?
Um.
Coach Bur talks about this in, in hisbook, you know, um, in Pray Drive.
He's like, you don't necessarilyhave to know what Z looks
like when you're at a right.
(05:25):
Let's just focus on what B looks like.
What is that?
What is that next best stepthat you can take in order to,
because your journey is going to.
Fold as you go.
Now, there are some people whohave this completely mapped out.
Like, you know, there's, there's, atfive years old they knew they were gonna
be the president of the United States.
Right.
And they actually end up going, youknow, but, but there were a lot of
steps that happened along the way.
(05:45):
A lot of right.
Things that they had to do in orderto, for, for certain opportunities and.
To, to open up and, and people thatthey had to meet along the way.
So what, so they had to decidewhat rooms do I need to be in?
You know?
Yeah.
What, what, what person, what type ofperson, uh, do I need to be, what are some
of the things that I can't do to in orderto, to po position myself to be able to be
(06:07):
in the best position later on, even if Idon't know exactly what that looks like.
And so that's one of theco the conversations.
You know, um, that's kind of the threadof the conversation today that I,
that I wanted to really touch on isthat idea of leveraging to level up.
You know, we, we understand thatthere is a level up that has to be,
be made, uh, as small business owners.
(06:29):
The truth is, man, so many of us assmall business owners, all we do is
focus on like what the day brings most.
It's like the tail wagging the dog, right?
Most agents, as you know.
Especially agents wake up and they haveno idea what the day is going to bring.
They don't, they have no idea on whatthey should be doing for the day.
They just let the day cometo them and they just react.
(06:50):
And it's a very reactionary position.
Uh, but what what it ends updoing is pulling them when
we allow the day to just.
Um, happen to us and we respond to it orreact to it, it actually ends up pulling
us into so many different directionsthat we end up spreading ourselves thin.
And this is why, you know, I'm speakingon a lot of stages these days and, and,
(07:11):
um, you know, I was a keynote speakerat the, the South Carolina Regional
rally, and I also spoke in New York justrecently, uh, just last week actually.
And when I'm talking to agents andI'm asking, you know, how's business,
we, you know, the market is what themarket, the market is what it is.
Mm-hmm.
That that's, there'sstill opportunities there.
Homes are still being bought and sold.
It's still happening.
(07:32):
Yeah.
You still got top agents whoare still gonna be top agents.
You still got a lot of the agentswho have been doing the things,
um, still doing the things.
However, what I'm finding isthat the thread is similar across
all of these conversations.
Many of them are almost burnt out.
Mm-hmm.
There's a lot of agents who arejust trying to do it all as opposed
to they're trying to go wide asopposed to digging deeper first.
(07:54):
Mm-hmm.
You know, and, and so what I likenit to to is, you know, when you open
a restaurant small, you know, oneof the greatest examples of a small
business owner is a restaurateur, butthe restaurant owner, many times, they
actually end up creating a job, right?
They didn't create, they didn'tcreate a business that works itself.
They created a job for themselves.
(08:15):
They gotta be there every day.
They're the ones unlocking thedoor and locking the door up.
They're the ones whoare counting the funds.
They're the ones sometimes who'sstepping into as the cashier.
They're also the janitor.
They're also having to be the having towear the CEO hat, and a lot of the times
it's because of the lack of leverage.
Leveraging the right resources, theright tools, the right capital, the
(08:37):
right people, is what takes us frombeing a small business owner to a big
business owner to that next level.
And I think that's really important.
Yeah.
And you know, like you said, youknow, going from, you know, where
you're at to where you want to goand, and being able to map out at
least the next, the next level, right?
Like you said, A to B, what is,what is that, what's required?
(08:58):
And, and, and the question always becomes,you know, who do I have to become in order
for me to get to that next level, right?
For that next step to be true?
And it's like, okay, what do I, whatdo I need to, you know, improve upon?
More importantly, whatdo I need to let go?
And that's, that's that constant, youknow, SWOT analysis, Hey, these are
my strengths, these are my weaknesses,these are the opportunities I have,
and these are the real threats.
(09:18):
How do I, you know, put moreemphasis on my strengths and then
go create leverage to, you know,compliment or offset my weaknesses.
And it's the, you know, Gary,you know, it's, there's like
2, 2, 2 school of thoughts.
But I think with the business side.
It's the Gary V approach, right?
You know, triple down on, on yourstrengths, the David Goggins approach.
(09:43):
Just, just improve your weaknesses.
But I think that's more on the personal,personal development side of things.
Whereas when we're speaking, youknow, specifically around business,
it's like leaning in and Dan Marteltalks about and buy back your time
is like, we wanna get into thequadrant that we're doing the thing.
That makes me the most amount of money,because that's what I, that's what
I'm the best in the world at, right?
(10:03):
But also gives me energy, right?
So like, it's the unique ability exercise.
Remember we talked about that,Mike, that you know, the, the
difference between unique andexceptional is just really one thing.
It's like, does it give me energyor does it take energy away?
Yes.
Um, or not even gimme energy at all.
Right?
That's an exceptional, you know,a, a capability and resource
that, that we have in ourselves.
(10:25):
It's like, dude, I justneed to spend time on.
What I'm the best in the world at thatmakes me the most amount of money.
That gives me energy, right?
Like for me, like.
I trying to engage and sell somebodyinto a coaching program, like robs me of
energy and I'm not freaking good at it.
But sitting here on you, havingconversations, coaching, diagnosing,
(10:49):
pointing out, you know, blindspots, helping navigate terrains.
I can do that all day every day.
Right?
Right.
And so I think that'sjust where you find it.
Then you're like, oh shit, okay,well I'm not good at this, but
how do I create that leverage?
Because you still need it.
You still have to have it.
So for you, how do you kind of go about.
Kind of, you know, diagnosing thesituation to determine what the right
(11:14):
move is, you know, so it goes backto the, to the quadrant of conscious,
competent versus unconscious.
I. Incompetent.
Incompetent, right?
And it's like, do you know where you sit?
Do you know where you are?
And much like what you justsaid, what gives you energy?
What gives me energyis very similar to you.
(11:35):
I'm a face-to-face guy.
You know, I sold timeshare and uh, youknow, I've been in sales my whole life.
But I actually enjoy closing at the table.
I actually enjoy having a conversationand seeing that light bulb go off, go
off, where it's like I'm educating themon something that they didn't know before.
You know, me selling.
A lot of times people go, man, like you,you worked at Disney and you were selling
(11:56):
like Disney vacation, Disney timeshareon a Disney cruise ship for years.
Like that must've been theeasiest job in the world.
I'm like, no, it's actually oneof the hardest jobs in the world.
One of the reasons why is becauseit was so daggone expensive.
And the other thing is they'reon a daggone cruise ship.
For three, four or seven days, andI have to pull time away from their
crews, their family vacation that theyspent thousands of dollars to be on.
(12:20):
Sit down with
you.
No, they don't wanna talk tothe timeshare guy, you know?
Yeah.
But.
But helping them to understandwhy this makes sense.
Right.
A little bit of pain now makes for awhole, whole lot of pleasure later, right?
Yeah.
And it's something thatthey can pass down.
So we have, I was able to talk legacyand all this stuff and, and so I
(12:41):
have a really unique ability to beable to take a complex idea, make it
simple, and then teach that thing.
Yes.
And watch that light bulb gooff when that light bulb go
off, goes off and they get it.
Man, my heart swells right?
That that's like.
That's like everything for me.
So I, I love that moment, which iswhy I teach a lot of classes, why
(13:02):
I'm, you know, I, I speak on stages,uh, is why I have my, my podcast
that I'm gonna be, be launching here,this, you know, end of this month.
But, you know, those types of things.
And so, so what does that mean though?
Well, in, in, let's use real estateas an example in real estate.
I know I can't be all things to everybody.
One, I think as a real estate agent, ifI was to give some tactical advice to
(13:24):
the listeners here, one of the thingsthat we have to do is make sure that
we're not trying to talk to everybody.
Yep.
You know, um, one of the keys ofmarketing, as you know, is that
if you're trying, if you're talk,if your marketing is talking to
everybody, then nobody's listening.
Mm-hmm.
And so we have to really start to nichedown and say, okay, who do I wanna
help and how do I wanna help them?
Whether that's luxury buyer, that'sa, you know, um, new construction,
(13:49):
first time home buyer, downpayment, whatever that thing is.
And maybe, maybe that's actuallymany times something that's leaning
from who you were before you ever,ever even got into real estate.
You know, if you were, if youwere military personnel before you
got into real estate, guess what?
You probably, your heartprobably beats for veterans.
(14:09):
Just makes sense.
Yeah.
You know, um, and, and so usuallywe're able to lean from our past
and go into, uh, that that's kind ofthe key to what our future might be,
how we can help those you we're bestsuited to be able to help the people
or the person that we once were.
Mm-hmm.
You know, um, very similar to like,you know, alcoholics Anonymous, right?
(14:31):
The 12 Step program.
The 12 step.
You know, most people go through the 11steps, but what research has actually
shown that if you don't actually go tothe 12th step and do the 12th step, you're
bound to actually go back into alcoholism.
Mm-hmm.
And what is the 12th step?
The 12th step is now that you understandthese principles, go out and help somebody
(14:52):
else who's actually been there before.
'cause you're best suited tohelp somebody who you once were.
Yeah.
Yeah, it's, so that's, that's the keyis, is kind of deciding who you want
to help, how you want to help them.
And for me, I know thatthe best marketer wins.
It's not the best realestate agent who wins.
It's the best marketer who wins.
So I have to now get my message clearto who I'm talking to, who I wanna
(15:15):
help, and then how I want to help them.
And then begin hiring out or putting theright pieces in place, people in place
in order to make sure that the rest ofthe business is still taken care of.
Yeah, yeah.
You know, to really keep those thingsoff and is, you know, we were talking
before we went live that, you know,so many people try to do everything
(15:35):
to think that they're gonna save somemoney, but it's really costing them
by not, by not making that investment.
Um, and, and sometimes just evendoing things that need to just
let go stop doing things right.
That's, you know, you start to look andit's like, man, is this really serving?
Serving us and, and,and making a difference.
Does it even matter?
Right?
Yeah.
That, that we're actually doingit and, you know, Mar Martel has
(15:58):
the, the buyback Your time formula.
Um, you know, love it.
Just, just understanding whatyour, your hourly rate is.
And it's just a good rule of thumb thatyou know, if, if you know what your hourly
rate is worth, if you can, you know.
Find somebody to do those thingsthat, that you can for less than
what it is, then you've gotta do it.
And there, there's all way, all kindsof ways for, for that compensation.
(16:19):
And sometimes, you know, hey,I just don't have the, the free
cash flow to be able to do it.
And that's typically right.
The reason that most people tryto do everything is they just
don't have the free cash flowto make that investment before.
Right.
The return shows up.
That's why you've, you know.
Especially in real estate.
That's why if you can tie some stuffto the backend right when the deal
closes to when the the money comesin, then you can disperse some of that
(16:40):
out, you know, to create that leverage.
Exactly.
We see it with TC stuff all the time.
So, you know, it's justasking better questions.
Right.
Once you, once you've, I identified,you know, what you're doing that
you need to let go of either stopdoing or, or delegate or, you
know, bring somebody in to, to do.
Um, I think the biggest thing though,that they get, they get fearful is like.
(17:02):
You know, I, I don't wanna makea hire because I don't have
enough stuff for them to do.
Yeah.
And it's like, listen, the firststep is figure out what you're
doing that you don't need to bedoing, that you need to let go of.
And it's just having that filter of, youknow, what your hourly rate is worth.
Is there any, anything else thatlike, you, like to run through to
kind of see what's on, on your platethat you know you need to let go of?
(17:24):
Well, you, you've already talked aboutit, but one of the things is, man,
what, what is it that that pumps me up?
What, what gets me excited?
You know, if I'm doing something, evenif it, to be quite honest, like if I'm
doing something that it might make mereally good money, but I'm actually
not excited about doing it, then thelikelihood of me continuing to do it
or being consistent and disciplinedwith it is probably pretty slim.
(17:44):
And, and, and so that hourly,uh, that hourly wage exercise is
important, but I think it's alsoimportant to understand that like.
You know, there, there mightbe some things that you, you
actually still enjoy doing.
Now I don't know that any, Idon't know anybody who actually
enjoys writing offers, you know?
Yeah.
And all of the paperwork that'sinvolved in, in an offer, let's
(18:05):
say, for a real estate agent.
So, you know, the, that's why the firsthire being the transaction coordinator
just makes sense, like you said.
'cause they get paid on the backend.
It doesn't make sense for, forme to be sitting there, um,
doing a lot of the stuff that.
That, uh, a lot of agents bog themselvesdown in, you know, but another thing
that that is very prevalent is,um, you know, social media, right?
(18:28):
I, I actually enjoy creating content.
I enjoy creating thevideos, but you know what?
I don't enjoy doingJohn editing the videos.
Yeah, yeah.
You know, posting the videos, making surethat the hashtags are right, making sure
that it's reaching the right audience,the SEO optimization, all of that stuff.
I wanna shoot the videos.
And then let somebodyelse do the rest, right?
(18:50):
And so that's why I personally have threevirtual assistants as my digital marketing
team to help me with all of that.
I have an SEO manager who's al alreadyoptimizing, um, all of the keywords and,
and everything that we're gonna needfor the podcast to make sure that we
launch and, and it has some good momentumand, and it maintains that momentum,
you know, but the same thing, I have ans uh, uh, social media manager who's,
(19:12):
who's posting a lot of the content.
That I post.
So I have a post every day.
Right.
One of the things, you know, I read a, Iread a a stat the other day and I actually
posted it on Facebook, but there was astat, um, that said that 71% of buyers
are finding their agents on social media.
Mm-hmm.
And a lot of agents balked at that.
Where'd that come from?
Where'd you get that?
You know, where'd you getthat information from?
(19:32):
And I shared, uh, happily sharedthat information and um, and
you know, to me that was wild.
Yeah.
And, and so a lot of agents go, well,when you talk to most agents, the
reason why they tell you that theydon't post on social media is 'cause
one, they don't know what to post.
Well, that's not even a thing anymorewith chat GPT you should always
have know what to post now, right?
AI made that super simple for us.
(19:53):
But, but even still, you can haveall of the content given to you.
You know exactly what to post.
You actually shoot the video, you makethe content, and guess what it does?
Sits in that dag on phone fordays, weeks, months, or even years.
Everybody watching this right nowcan, can laugh at knowing that they
have a photo or a video that they'veshot that's sitting in their phone
(20:15):
that they never actually posted.
Why?
Why?
Well, it's because they don'tlove the idea of, well, one, they
gotta get over their whole ego.
You know, you look how you lookand you sound how you sound.
That's, that's, that's one thing.
But the other part of it is, youknow, you don't need to be the
one that's actually posting that.
If you were paying someone to postthat content for you, then guess what?
(20:38):
If you don't provide that contentfor them, you still have to pay them.
And you don't want, if you don't,if you're like me and you don't
like wasting money, you bettergive them some content to post.
And so what it does is it createsa new level of accountability.
Just like when you, when you're a businessowner and you start hiring employees,
you have a new level of accountability.
As a leader, I. Because you better makesure that, one, they're showing up.
(21:01):
But you have to showup as a leader better.
You have to be a better individual.
Like so who do I have to become inorder to have a successful business in
order to be as big as I want this to be?
Well, I gotta start.
I gotta be a better leader because I gottastart hiring people and they're expecting
for me to give them something to do.
That means I need to know what theyneed to be doing, which means I need
to be a little bit more organized.
I need to be on time.
(21:21):
Right.
I need to have a certain, to hold myselfto a certain level of accountability so
I can hold the same thing for others.
And, and so what I find is thatwhen you start leveraging, you
actually become a better leader.
Yeah.
Yeah, it is.
Um, 'cause I mean, you're forced,you say you to the point, right?
Like, you know that, that 12th stepand it's, it's the concept that,
(21:42):
you know, we've talked about atKT a bunch of times is the um, uh.
Shamrock in his MMA studio isthe plus minus and equal, right?
Right.
Like when you come in, you've, you,you know, you've gotta, you gotta
find a plus, you gotta find a mentor,somebody you look up to, somebody
that you could ask questions to.
Somebody, you know, could be arole model and example for you.
You know, the, the equal is somebodythat's on the same level that
(22:05):
you can use as an accountabilitypartner, running, push each other,
running mate, be accountable.
And then the minus is somebodythat you can teach and.
You know, like, well,hey, you know, I get it.
I hear that, but I'm a,I'm a brand new agent.
Like what, who, what can I mentor?
I was like, well, you,you got your license.
You figured out a way to get your license.
I'm sure there's other people outthere that are trying to figure
out ways to get their license, whatthey need to be thinking about, how
(22:26):
they need to be prepared coming in.
Absolutely.
So there's always somebody that you canlead and mentor, but it is that, like
you said, that that 12 step, but it's astep quickly that once, once you have to
start teaching, then that's where that.
You know, like, oh shit,I better check the mirror.
Am I, am I doing what I'm saying?
I'm, I'm doing like, oh wow.
(22:47):
Right.
So it is that level of leadership,which the first role of
leadership is lead by example.
So am I leading by example?
Am I doing what I say I'm gonna do?
So it's that gut check.
Yep.
Um, to hold yourself accountableright back into, you know, our
day-to-day actions or our thoughtsand our, our behavior as well.
Yeah.
Yeah.
And, and I think that's whatpeople, people are looking for.
You know, people don't followpeople, they follow vision.
(23:08):
And so, you know, when you don't haveany vision, you know, uh, my, my people
perish due, due to lack of vision, right?
It's like, yep.
You, you have to, as a leader, youhave to have some kind of vision
that, that people want to follow.
Um, you know, even on the recruitingside of things, as, as agents are
out here recruiting other agents,you know, I, I always like to say
your vibe attracts your tribe.
(23:29):
Mm-hmm.
But what is that vibe?
How are you showing up?
Where are you showing up?
What rooms are you showing up in?
And, and what do you have in your hand?
What do you have?
What do, what did you come with?
What value do you offer?
And it doesn't have to bethat you sold, you know?
A million homes, you know, andyou have a 50,000 person team.
You know, it doesn't have to be that, it,it, it needs to be who are you, what do
(23:51):
you believe in, how are you showing up?
And, and who do you want to run with?
To your point, um, who, who are your,who do you want to be that equal?
I always tell agents all the time,like, I'm, I'm willing to help.
I'm willing to push you acrossthe finish line because that
means you're in front of me.
You're actually making some, you'reactually making some headway.
You're making some, somestrides towards the finish line.
Um, but I, but I'm willing to pushyou 'cause I'll have your back,
(24:13):
but I'm not willing to pull you.
Right.
Right.
That, that's where you haveto have to come across.
Yeah.
You know, and so, uh, you know, whenwe're talking about leveling up there,
there is a level of accountabilitythat has to be made, but then there's
also, um, with that accountability.
Uh, uh, when you have enoughaccountability, there's gonna be growth.
(24:33):
You know, IUI use the exampleof like the gym, right?
When you hire a trainer, you, you arehiring an accountability partner, right?
A hundred percent.
And, and, and that you're noteven necessarily, you might, you,
you know how to do pushups, John.
Yeah.
You know how to lift weights.
Yeah.
But you need sometimes ofa reminder, somebody there,
like you need that reminder.
You.
(24:56):
At the end of the day, that's whatyou're hiring, but guess what?
Because you've hired that accountabilitypartner, you're leveling up as a result.
So now you're leveraging.
You're leveraging thataccountability partner.
You're spending money to hire somebodyto bring them in, to make you better.
And ultimately that relationship works.
And so now you become a better leader.
'cause you're healthier, you're, you're,you're, you're responding better.
(25:17):
You're, you're leading by example,and that's just one area of your life.
So if you can now start to magnifythat and, and bring that across
multiple areas of your life, whatdoes that look like in business?
What does that look likein your spiritual life?
What does that look like in your physical,you know, your, your, your personal life.
And that's where I'm, I've justgotten really passionate man about,
you know, using leverage, um, tofind freedom because we have this,
(25:42):
I. Warped mindset that if, if,if it's gonna be, it's up to me.
Yeah.
I gotta do it all right.
Yeah.
I'm putting it all on my back.
I don't trust anybody.
I don't, I don't want anybody to,I don't want, you know, I talk
to agents about, uh, and businessowners, about how I use, um, virtual
assistants to post on social mediaand, and handle my social media stuff.
And, and they're like, oh gosh,you let them, oh, no, man.
(26:05):
I couldn't, I couldn't bearthe thought of, and I'm like.
Do you know how many speakingopportunities that I get as
a result of my social media?
Do you know how many, likeI'd say about 60 to 70% of my
business comes from social media.
People reaching out to me saying,Hey, can you list my house?
Hey, I wanna talk to youabout buying a property.
Or, Hey, we're gonna bebuying here in the next.
Or agents who are like, Hey, I'm about toget my license, or, Hey, I've been right.
(26:26):
Like the stuff that I'm postingis actually one making me money,
but it also has freed up my time.
Yeah.
And so I am leveraging people ina different way, and I think we
just haven't been exposed to it.
I think it's actually, honestly,it's a lack of exposure.
We, we believe that, again, ifit's gonna be, it's up to me.
(26:47):
So now I have to have myown signature on this thing.
I gotta do it my way.
I gotta be Frank Sinatra, right?
I'm gonna do it my way.
Yeah.
And, and I'll be ableto say, I did it my way.
But you know what the, you know whatthe fastest route to success is.
R and d man.
Mm-hmm.
Freaking rip off and duplicate.
Yeah.
Yeah.
There's people, there's people that, thatare ahead of you, not just one chapter.
(27:11):
There are a few books ahead of you mm-hmm.
That can open up the playbook thatare willing to open up the playbook
and, and lock arms with you andsay, Hey man, here's what I did.
Here's how I did it.
Copy and paste and see that, see, youknow, you can put your own little.
Little Salt Bay on there, right?
You can, you can do your own thing, but atthe end of the day, if you want success,
(27:33):
success leaves clues and there's a lotof people who are willing to, to, to give
you the clues if you're willing to copy.
Yeah.
And I think that's a lot, you know,the kind of the, the intent of, of
this entire expert mentor seriesas is really been around that.
Right.
You know, uh, imitate before you innovate.
And, you know, that's just areally good question, right?
You know, am am I imitating to a level ofsuccess to that level before I innovate?
(27:56):
And so many people, you know, they're,they're, they're on, you know, step A
and they're trying to get to step B, butyet, you know, they're trying to do their
own thing and innovate when, you know,the stair, the stairwell and the path.
And, and it's like the, youknow, hey, follow this diagram
to get out of the building.
And they're like, well,I'm gonna try this way.
(28:18):
Imitate before you innovate and makesure you're getting the results that the
person that you're imitating is gettingbefore you start to, to, to innovate.
Um, and it's just, just a good reminder.
I mean, it's, it's part of kind ofthat autopsy, self self-assessment
list that, that we go through,our team goes through every week.
It's like, are you imitatingor are you innovating?
Yeah.
And now get it, uh, you get to a certainpoint, it makes sense that you need
(28:41):
to innovate a little bit, you know,and test, and especially like, you
know, the, the leverage and the teamthat you've built around, you know.
The, the path that you choose to, todo business, which is organic social
and, and, and so I think it's leaninginto, you know, whatever path that is
that makes the most sense for you to beable to, and, and, and or combination
(29:04):
to, to grow your business based uponwhat it is you're trying to accomplish.
So like, for example.
The most successful companies figureout, you know, their selling process
and, and they, they go all in.
Whereas real estate agents arenotorious for going, you know, very
wide, but they don't go very deep.
That's right.
And, and so like for you,you're like, dude, I'm, I'm, I'm
(29:29):
world class in front of people.
Um, you know, logistically, uh,you know, I know I'm gonna have the
biggest lift when I, when I do events.
However, um, you know, family obligationsand, and yeah, you know, logistics, it
just doesn't make sense for me to spend,you know, 210 days on the road every year.
Um, you know, I choose to, to be at home.
(29:51):
So what is my path?
Well, I speak on events as much as I can.
Of course, however, my, my path is.
For you is organic social.
Right?
And so therefore I'm gonna createthe leverage in the team because,
you know, I love being on stage.
I love having the conversation.
I love recording the videos, but Idon't wanna do anything else after that.
(30:12):
Okay, great.
Well that's where we need tocreate leverage because you
know, just think about the timeyou would lose if you had to.
Come up with the concepts.
You had to then edit the content.
You had to provide the copy, thenyou had to look at the posting
schedule, then you had to, to post.
Mm-hmm.
Then you had to engage,you had to follow trends.
What, what, what is the analytics?
(30:32):
What's the data telling me?
Right?
Like, that's a full-time job.
Yeah.
Then how are you gonna go, how are yougoing to, you know, go on appointments?
How are you gonna negotiate deals?
How are you going to,how are you making money?
How are you making money?
That is a leading thing thatis a must to get into that.
So it's just really thinkingthrough your sales process.
Where is the bottleneck?
(30:53):
Where are you getting in the way?
What do you need to not be doing?
And, and let me create that leverage.
You know when, when we getinto this conversation and.
You were, um, you know, the veryfirst agent to CEO event that
we did back in 2019 in Frisco.
And I, I'll never forget this, right,because as we were going through
the exercise and we're talking aboutleverage, and we're really trying to
(31:14):
identify, you know, what's on yourplate that needs to come off your plate.
And, and I'll never forget this, right?
I, I've told this story a hundred times,you know, as we're going through it, Renee
is sitting there and she's like, guys,I don't need anybody for my business.
And we're like, okay, wellwhere do you need that leverage?
Where do you need that support?
(31:35):
She goes, I need somebody to bethere when my kids get off the bus.
Make sure that they get home safe.
Make sure that they get their, theirsnack and make sure that they get
in and get their homework going.
And that way, you know, when Ican, when I'm able to get in.
At four or five or six o'clock, right.
That, that component's done.
It's not like you're raising my kids.
You're, you're help support.
And it's like, right, I don't evenneed you to do it five days a week.
(31:57):
Even if you could do it three days aweek, that gives me 15 extra hours of
work that I could, I could do that.
That way when I get home atfive or six o'clock, I'm home.
I can be with them.
Instead of how we see it is that, okay,well I'm distracted now, I gotta go
get them, then I gotta get 'em home.
I gotta get 'em situated.
(32:17):
Say I'm trying to do work in between.
It's like, Hey, here, here you eat.
I gotta go take a call.
And, and it's just more chaoticinstead of thinking consistency
and thinking structure.
And I'll just, I'll never forgetworking through that with her.
It's like, you know, listen, we, youknow, what's the team have to look like?
And most of us, when, when, whenwe hear that, we think, okay, well
what's the leverage in the team haveto look like, oh, for my business?
(32:40):
And it's bigger than that.
It's your life team.
What does the life team have to looklike in order for me to, to live the
life that I want to live with, with, youknow, my, my, my significant other with
my kiddos, you know, the activities,our passions, our hobbies, our business.
And it's just a wholecomponent of, of looking at it.
(33:00):
On a bigger scale, instead of just, okay,what levers do I need for my business?
It's like, no, bro, you might notneed anything for your business.
You might just need some, someadditional support outside of it.
What we are interestedin is the whole person.
Mm-hmm.
It's not just the business person.
Right.
Right.
That's one, that's one.
Pillar of your life.
Yeah.
But when we start talking about a holisticlife approach, you know, I posted this
(33:23):
question on social media and I was talkingabout how, what leverage has done in my,
in my life, um, yes, it's done some stuffin my business, but even in my life.
And I posed the question, youknow, in what ways have you used
leverage to gain some of your sanity,your time, or your freedom back?
You know what the numberone answer was, housekeeper.
(33:44):
Yeah.
The number one answer that peopleresponded with was, man, when I hired a
housekeeper, it was a game changer, right?
It wasn't when I hired my firstvirtual assistant or when I
hired my, you know, whatever.
Right?
My OS man, it was.
When I hired us, so a housekeeper.
So it reminded me though, because withmy wife, that was one of the first
(34:07):
things that we leveraged in our marriage.
Yeah.
You know, she does the laundry, uh,primarily does the, the grocery shopping
and all that, all that kind of stuff.
But she, it's not because she enjoys doingit, it's because it needed to be done.
And, um, cleaning was alwaysa, a, a, a joint venture.
(34:28):
Right.
That was her and I. But at the endof the day, you know, like a good
wife wants a clean house anyway.
I mean, and so, I mean, yeah,it, it, it's so thing, right?
Like I'll never forget man,hearing a, hearing a lesson and
it was somebody around, um, justbecause you don't have money, it
doesn't mean you have to be dirty.
(34:48):
Like, like if, if you, like, youcan still have, it's a standard.
Even if you don't have money,you still have a standard.
And, and so.
Sometimes we, we need that help, bro.
You're so spot on.
Right?
You think about like.
The, the, the little things thatfrustrate you and that, that gobble
up your attention and your time.
Yeah.
And that's, that's around the house.
(35:10):
Especially you, I mean, you, youknow, the kiddos, the young kiddos.
Yeah.
Especially as they get more activeand they're in multiple sports.
I mean, the laundry willpile up on you in a hurry.
Right.
Being able to have that, um, you know,there's certain things, I mean, obviously.
You know, besides human resources,you can get into the other
leveraged activities like the, thegrocery deliver delivery system.
Absolutely.
(35:31):
Like you don't have to drive there.
You don't have to spend the time,you don't have to drive back.
So they got wash and fold services.
Now they have, I mean, there's not, I.
You know, I don't even listen,I live in Florida, bro.
Right?
Like my grass is growing, youknow, three inches every day.
Yeah.
It rains every day.
Yeah.
So, but it's also 98 degrees.
I don't own a lawnmower.
(35:51):
Right.
I'm not going out there to cut my grass.
You know, that takes.
You know, anywhere from 45 minutesto an hour, possibly two hours.
If I'm the one doing it, Ihire somebody to do that.
Mm-hmm.
And guess what?
While I'm in there working and makingmy phone calls, guess what I'm hearing?
The lawnmower going outside, right?
Yeah.
That gives me that time, thatfreedom, that sanity back.
And I'm able to do more of thedollar producing activities.
(36:14):
You know, if I have to take my, mykids to, um, you know, to school.
When I get to take them to school,we get to have a long conversation
and you know, have all this stuff.
I got, you know, I got my 6-year-oldson and my 10-year-old daughter,
and the conversations are offthe wall, man, I enjoy those.
Like sometimes I'm just trying to takenotes so I can remember these moments.
Yeah.
You know, but, but we wannacapture these moments.
(36:35):
And when we capture thesemoments, we obviously, we need
the time to be able to do that.
And so, you know, there's leverage,there's things that we can leverage
in our, in our household and inour business and our families.
Uh, you know, even if you're, even ifyou have a, um, a marriage, marriage
therapist, marriage counselor, ifyou go through marriage counseling or
you know, you have a therapist, likethat's leveraging the, the degree that
someone else worked to get, right?
(36:57):
Yeah.
They paid.
To be in that position and now you'releveraging them so you can have
a more richer, more fuller life.
And, uh, I, I think we just have to lookat life, um, more, more holistically.
Rather than just in the silos,because I think you're right.
When people start thinking aboutleverage or when we start talking about
leverage, you know, you, you can listento Grant Cardone's podcast, right?
(37:17):
And Grant Cardone's gonnatalk about leverage.
But he is talking about how he has,you know, 15,000 doors and he is, you
know, leveraging capital and he isusing 10 31 exchanges and da da da.
And, and for the most part, like a lot ofthis stuff goes over most people's head.
You know, they're like, man, 15,000doors or 10,000 doors, Lord of mercy.
I'm, I'm just trying to get myfirst, I'm trying to get my, my 10th.
You know, and, um, and so it's, it'ssometimes it's really hard for us
(37:39):
to kind of follow those steps, butthat's why I, I, I love what you do
here, you know, on EML, it's like onexpert mentors live, like you're able
to, we're able, able to break theseconcepts down and slow down a little bit.
And maybe come down from this30,000 foot foot view, but, but come
down, come in a little bit closer.
Mm-hmm.
And, and bring it into these, you know,these bite-sized pieces that, that people
(38:03):
can actually not only chew on, but digest.
Yeah.
And, uh, and I think it's important.
It is so important and you know,I just keep going back, you
know, and it's, it's an exercise.
It doesn't mean that youdo this once and it's done.
It's an exercise to where you'reconstantly paying attention
to your time and your energyand what, what is, what is it?
Where, where's it being given?
(38:23):
And, you know, continue to look at, okay,I have no business doing these things.
Who do I need to get helpto get these off my plate?
Right.
Yeah.
It's, it's the back to, you knowhow kitchen table even started
listening to the who not How concept.
From Strategic Coach, from DanSullivan and you know, we just
have been kind of growing up withour parents and our grandparents.
(38:45):
We were wired to, to ask thequestion, how do we do this?
But, you know, our, our evolutionis, is into strategic thinking
and, you know, to be better at, at.
Strategic thinking is justasking better questions.
Yeah.
So the better question is,who do I need to assist with?
Who do I need to call?
Who do I need to get some help?
(39:05):
Like who can help us solve this situation?
Right?
So like thinking through, it's like,okay, well the house is a disaster.
We need stuff to be taken out.
We need new stuff put in.
We need help with the laundry.
Who, who would be a great.
Part-time house manager that could, thatcould step in and, you know, take over
and coordinate all of these activities to,to help us keep the house in order so I
(39:31):
don't have to, to burn mental bandwidth.
Right.
I don't have to burn, you know, my timeand energy trying to figure it out.
I can.
Focus on, you know, the main equitiesthat are important to my life is like, you
know, how, how am I driving the business?
How am I continuing to build, you know, afuture and build wealth for, for, for our
family as well as, you know, my health,making sure my health is, is, is on point.
(39:53):
And, and that then also, you know, help.
Where I can spend timein my relationships.
Yeah.
If I'm spending 2, 2, 2 and a halfhours every day picking up around
the house, worried about things goingon with the house, doing something
here, picking up here, doing laundryhere, I mean, you add that up and
maybe even if it's 30 minutes a day.
Right.
I mean, you, you, you add that upat the, at the end of the week.
(40:16):
I mean, that's three and a half hoursthat you could have reallocated to.
The, the more importantequities of your life.
And it's just thinking throughit a little more strategically.
It's thinking through Yeah.
You know, and, and listen.
Um.
You know, when you're in survival modeand cash flow is tight, you're like, oh, I
gotta, I gotta cut that, I gotta do that.
Well, when you cut it and you takeon those obligations, then that
(40:36):
takes time away from you to fix theproblem, which is a revenue problem.
And I promise you, 90% of the peoplethat listen to to these conversations,
they have a revenue problem.
That's right.
And they need to, they need to reallocatetheir time to improve revenue then, then.
You know that that'llsolve a lot of problems.
But instead, they're tryingto, to pinch pennies.
(40:57):
They're trying to do those thingsand you just don't have to do
it because the leverage is themost affordable it's ever been.
With the emergence of ai, with theemergence of on demand services.
Yeah, with the emergence of theglobal workforce, we, we have,
you know, a salary cap we have.
(41:19):
The resources we just have to allocatethem in the most appropriate way to
solve what it is we're wanting tosolve and stop getting hung up on the
how to versus the who can help us.
Absolutely.
And you know, going back to thatman, like my house was always clean.
I. Like it, it wasn't even one ofthose situations where it, where
(41:39):
we, we were, we were living in, youknow, squallor or filth or you know,
this clothes hanging off the door.
My wife did did a great job ofmaking sure that the house was clean,
and so I didn't see the problem.
When she suggested that weget a housekeeper, I'm like,
what are we housekeeper for?
Dude, the house is always clean.
I'm the housekeeper.
(42:01):
Yeah, we don't need one becauseI'm the one that's doing it,
you know, the lions share of it.
But No, it's, it's wild man.
It's wild.
I mean, that's wild.
That's a 50, 60 hour a week job.
You know, the stay at home, the stayat home moms, the stay at home spouses.
I mean, people don't realize,I mean, how many hours?
And my wife works.
That's right.
She's, she's still wor you know, she's,she's she's salaried over at, at Disney.
(42:23):
Yeah.
She does her thing and, and so.
In between all of that.
It was the cleaning up after thekids and all that kinda stuff.
Yeah.
And I just didn't, I just didn't see it.
It was kind of outta sight, outta mind.
And, and so you're right.
It, it often, the first question is,well, how are we gonna afford that?
Yeah.
How can we afford not to?
When you do it, yeah.
You get to a point where it's like,I can't afford not to do this.
(42:48):
Uhhuh, and, and I think Mike,it's a shift in mindset, right?
So it goes back to the first thing thatwe said and what majority of these,
these conversations on EML are about.
It's about mindset.
And it's, it's the mindset of, okay,what investment do we need to make?
And if you think of it as an investment,you know you're gonna get a return.
Yeah.
And now if you remove thingsoff of your plate and, and,
(43:08):
and it's like, listen, I just.
I need to breathe.
Right?
Like, like I, I need that extra threehours a week just for, for my sanity.
Okay, great.
Well that's an investment in yoursanity, but sometimes it is just an
expense to give you some time for life.
Yeah.
But most of the time it's an investmentfor you to reallocate that time, to move
(43:30):
your business, to move your life forward.
So I think in almost every situation.
It can be an investment if you'rereallocating that time, that's improving
you or improving your business.
Yes.
So it's just a mindset shift ofhow, how you wanna look at it.
That's right.
Yeah.
It's not, it's not an expense.
It's an investment.
And, and when you start lookingfor that, that ROI, then you
(43:54):
actually, again, accountability.
Right?
Now, you start holdingthese dollars accountable.
Yeah.
You know, again, if you, you're thetype of person that doesn't want to
just spend money just frivolously or,you know, whatever, which most business
owners don't want to, then it's like,all right, you, you're trying to figure
out how you can afford to do this.
Well, I'll tell you what, try it for abit, make sure you get that ROI, you're
gonna hold it to a higher standard.
Yeah.
And that becomes the new standard.
(44:16):
Right.
You, you, you, you can'tafford not to do it.
Mm-hmm.
Uh, beyond that, and so.
You know, that's one of the reasonswhy, like I said, I, I, I have
this podcast coming, it's calledthe Leverage Lounge podcast.
And so, uh, I decided to host this podcastbecause I talked to content creators.
I talked to business owners, um, I,you know, and innovators and I, I
(44:39):
see that they're trying to be, again,the CEO, the, the, the cashier, the
janitor in their business, all on thesame day, all at the same time, and.
The truth of it is they, theyjust haven't really been exposed
to how to get to the next level.
Yeah.
You know, we hear about these,these business owners who were
once small business owners.
How does, how does somebody gofrom owning a food truck to now
(45:00):
owning a chain of restaurants?
Mm-hmm.
You know, um, I, I, one of the gueststhat I'm gonna have on there, um,
is a, uh, multiple business owners,but one is, uh, she, she, one of her
businesses, uh, she and her husband, theyactually own a, uh, a few McDonald's.
Uh, franchises.
Yeah.
You know, and, and when you ask her,well, why did you choose McDonald's?
(45:23):
You know what she said?
Because there's a predictablemodel on how to do things.
Yeah.
Right.
All McDonald's sell McDonald'sthe same way no matter where.
It's, no matter what, they have a,a certain system, a set of set of
processes that they use, and guess what?
It's a duplicatable process.
Mm-hmm.
And so now I have a, a simple refinedsystem that's a duplicatable process.
(45:47):
And I can teach it to other businessowners who can pick it up and say,
oh, okay, this is the McDonald's way.
You know, very much like with Disney,Disney is a little bit more complex,
but there's a, there's a book that'staught to a lot of, uh, fortune 100
companies, um, by the, by the DisneyInstitute, and it's called the Disney Way.
That's the book and it teaches people howto run your business, how Disney did it.
(46:11):
How do you create thisaffinity for your company?
How do you have these systemsand processes in place?
And, and the truth of the matter is,again, most of us just haven't been
exposed to how to grow a business.
And so we, we get alittle bit of advice here.
We get a little bit of advice there.
We read a few books.
We try, we're trying to doso much all at the same time.
But if there was a, if there was a, a.Model that allowed you to understand
(46:32):
what steps to take in order to have thescalability that you're looking for, then
you'd be able to scale that much faster.
And so that's what I really want to do.
I wanna, I wanna shorten that, thatgap, that that time from A to Z. My
hope with this podcast is to really helpto kind of shorten that timeline and
help business owners and, and creatorsand entrepreneurs and innovators see
(46:55):
themselves in some of these stories thatare going to be shared and go, okay.
That's the next step.
Yeah, that's my B I'm not lookingfor ZI just found out what B is.
I love it, man.
Uh, you know, you're, you're so spot onand I, I can't wait to, uh, you know,
circle back with you after you get thingslaunched and, and dive in a little bit
deeper on, on truly, you know, helpingpeople, you know, get from where they're
(47:19):
at to, to at least that next step.
And then once they're on thatnext step, then figure out
how to get to the next step.
So, Mike, what's the bestway for people to connect?
Yeah, follow me on Instagramor any of the platforms.
The Mike Collier, that'sTHE, Mike Collier.
Um, you can see, you know,you can find me there.
(47:39):
Um, I'll be posting on YouTube, uh,so on my YouTube channel, um, I.
Right now it's Discover Central Florida.
I was using the YouTube channel forsomething else, but this is where
a lot of this content is gonna go.
So, but right now, discover CentralFlorida, you can follow, uh, that page.
Uh, that's where this isalso being, uh, hosted now.
And then, um, you know, youcan always, always just, I.
(47:59):
Just reach out to me, send me aDM if you have any questions in
regards to leverage, uh, partnership.
Whether it's, uh, the, you know, if you'rean agent that's out there looking to get
from A to B, what is the proper next step?
How can I systematize my business?
Put some processes in orderwhere it actually makes sense?
Maybe again, the leverage may notnecessarily be you leveraging your capital
(48:20):
to spend money to do some of these things.
You know, there, there's free leadsources out there that you can leverage.
There's, yeah, there'sgetting in the right rooms.
That you can leverage the,the, the networks, groups of
people that you can leverage.
And so, uh, I, you know, I just,again, I, I wanna help people
get to that logical next step.
And so whatever that is, if you haveany questions, feel free to reach out
to me, dm me, uh, text me, whatever.
(48:42):
And, uh, I'm happy to help.
You're amazing, brother.
I appreciate you and, uh, can't waitto uh, can't wait to do it again.
We're gonna rock and roll man.
I appreciate you.
Alright bud.
Thanks.
We'll see you.
See you guys.
That's a wrap for today.
I hope you got somethingvaluable from this episode.
If you did, hit follow andvisit John kitchens.coach for
more ways we can work together.
(49:03):
See you on the next episode.
Seven figure success starts whenyou start thinking like a CEO.
Welcome to the JohnKitchens Coach podcast.
Experience is your host, John Kitchens.
Get ready to think bigger andtransform your business into
a path to lasting freedom.
What's good, brother?
What's good, man?
It's good to see you again.
(00:22):
Great to see you, man.
And uh, you know.
Definitely looking backand, and, and following you.
And man, just, just really proud of, ofthe evolution and the growth and, and,
you know, the path that you're on and,and really leaning into your strengths.
Yeah.
And I know that that's definitelykind of, you know, part of the topic
and the conversation here on, uh,the expert mentors and, you know,
(00:44):
for those of you guys tuning in, uh,welcome to Expert Mentors Live 2 94.
And if you're catching this on thepodcast or the YouTube channel,
you know, the Expert Mentor series.
Was, uh, you know, born 294 episodesago, uh, with the, uh, the, the, the
little nudge in the push from KyleWhissel and Dan Beer on really being
(01:04):
able to tap into the horsepower thatwe have inside of the Honey Badger
Nation and really being able to pullout, um, just an amazing individuals
and human beings like yourself.
And so good to, good to have youon, and definitely excited to
dive in today's topic with you.
Yeah, same man.
You know, it's always good to be back and,and, uh, you know, we're, again, we're
(01:25):
gonna, we're gonna get deeper today, butso much of, of, uh, a lot of that I've,
you know, the stuff that I've built andwhat I, what I've done in my business, you
know, a lot of the words that you say, thephrases that you say echo in the back of
my mind, I'm like, you know, write thingsright or, you know, all that stuff, right?
And if the audience goes back and,and, and checks out the previous
episodes, all this stuff, 293.
(01:46):
Previous episodes, they'll hear,they'll hear a lot of the simpler,
uh, and the same concepts thatyou've reached over and over again.
But it just makes so much sense.
And so I'm, I'm glad to be able to,to put some of that into use and
actually share that with other people.
Right.
It's like the, the giftthat keeps on giving.
Yeah.
So thank you, man.
Yeah.
And you know, it's, it's funnythinking back and, and like you said,
(02:08):
we've had just so many incredible,amazing human beings and leaders
and, you know, the who's who of, ofthis industry, uh, because they are
a part of the Honey Badger Nation.
And so being able to, to tapin and, and what's working
and, and things to think about.
And it's just kind of cool to see,you know, the evolution of, of time
that, that, you know, how the, thetraining and the mindset, 'cause
(02:30):
that's really where it is, right?
'cause you go back and, yeah.
Look at a lot of the conversations.
Almost every one of the, you know,293 previous conversations, it, it all
revolves around the mindset, right?
The right mindset, the growth mindset,um, you know, taking our, our Ls
as, as lessons instead of lossesand how do we, you know, tweak and,
and adapt and make the adjustmentsnavigating the terrain moving forward.
(02:53):
Because it's, it's, it's an everevolving, you know, you know.
Moving terrain.
It's almost like, you know, it's,I mean it's 3D chess, right?
That we're, that we're playingand you know, it feels like the
landscape is, is changing right.
Right in front of us as aswe're continuing to navigate.
And what I really love to pull outof a lot of these conversations.
Are the principles, right?
(03:14):
The things that won'tchange doesn't matter.
You know, as we're transitioning intoa buyer's market, inventory's on the
climb, um, you know, it's becomingharder and harder, uh, to, to navigate,
acquire the opportunities as you have,you know, not only the AI driven agent,
but the AI driven consumer, and youknow how they're getting smarter, but.
We have to fall back to our principles andreally fall back to the things that won't
(03:38):
change and really be grounded in that.
And I know today's topic, youknow, around leverage really
is to get to that next level.
I was just on, uh, uh, A PBD, uh,webinar before we jumped in here.
It's one that he's talking about with,with balance, with, with family, and.
Um, you know, the, you know,the, the question, you know,
(03:59):
can, can you have it all?
And, you know, there's ways tobe able to leverage yourself
in that, um, in that direction.
But he talked about one of the biggestmistakes that most entrepreneurs
make is that there, they're notclear on the next level, right?
And so how do you, how do youunderstand the level you're
at to get to that next level?
(04:20):
And it, it really getsto a point and, you know.
We hit on this hard, you know, infact, how KT was even born, right?
Kitchen Table was even born, waslistening to the Who Not How book
right From, from from Dan Sullivan.
I mean literally listening tothe open remarks and the opening
dialogue with Dan Sullivan, um, and.
(04:43):
Ben as they were kind ofnavigating in that first chapter,
he just talked about it, right?
You know how many people that have beenconsecutively, you know, to all of his
sessions over the, over three decades.
And I was like, man, we gotta do that.
And that's the direction we went.
But it's also a place to how you,what, what you need to do to get from
where you're at to that next level.
And then, you know, obviouslythere's another level after that
(05:05):
and another level after that.
Right?
But it's all about leverage.
'cause you can't do it by yourself.
You know, and the truth of the matteris most people don't know if we're
honest with us, us man, you know?
Um.
Coach Bur talks about this in, in hisbook, you know, um, in Pray Drive.
He's like, you don't necessarilyhave to know what Z looks
like when you're at a right.
(05:25):
Let's just focus on what B looks like.
What is that?
What is that next best stepthat you can take in order to,
because your journey is going to.
Fold as you go.
Now, there are some people whohave this completely mapped out.
Like, you know, there's, there's, atfive years old they knew they were gonna
be the president of the United States.
Right.
And they actually end up going, youknow, but, but there were a lot of
steps that happened along the way.
(05:45):
A lot of right.
Things that they had to do in orderto, for, for certain opportunities and.
To, to open up and, and people thatthey had to meet along the way.
So what, so they had to decidewhat rooms do I need to be in?
You know?
Yeah.
What, what, what person, what type ofperson, uh, do I need to be, what are some
of the things that I can't do to in orderto, to po position myself to be able to be
(06:07):
in the best position later on, even if Idon't know exactly what that looks like.
And so that's one of theco the conversations.
You know, um, that's kind of the threadof the conversation today that I,
that I wanted to really touch on isthat idea of leveraging to level up.
You know, we, we understand thatthere is a level up that has to be,
be made, uh, as small business owners.
(06:29):
The truth is, man, so many of us assmall business owners, all we do is
focus on like what the day brings most.
It's like the tail wagging the dog, right?
Most agents, as you know.
Especially agents wake up and they haveno idea what the day is going to bring.
They don't, they have no idea on whatthey should be doing for the day.
They just let the day cometo them and they just react.
(06:50):
And it's a very reactionary position.
Uh, but what what it ends updoing is pulling them when
we allow the day to just.
Um, happen to us and we respond to it orreact to it, it actually ends up pulling
us into so many different directionsthat we end up spreading ourselves thin.
And this is why, you know, I'm speakingon a lot of stages these days and, and,
(07:11):
um, you know, I was a keynote speakerat the, the South Carolina Regional
rally, and I also spoke in New York justrecently, uh, just last week actually.
And when I'm talking to agents andI'm asking, you know, how's business,
we, you know, the market is what themarket, the market is what it is.
Mm-hmm.
That that's, there'sstill opportunities there.
Homes are still being bought and sold.
It's still happening.
(07:32):
Yeah.
You still got top agents whoare still gonna be top agents.
You still got a lot of the agentswho have been doing the things,
um, still doing the things.
However, what I'm finding isthat the thread is similar across
all of these conversations.
Many of them are almost burnt out.
Mm-hmm.
There's a lot of agents who arejust trying to do it all as opposed
to they're trying to go wide asopposed to digging deeper first.
(07:54):
Mm-hmm.
You know, and, and so what I likenit to to is, you know, when you open
a restaurant small, you know, oneof the greatest examples of a small
business owner is a restaurateur, butthe restaurant owner, many times, they
actually end up creating a job, right?
They didn't create, they didn'tcreate a business that works itself.
They created a job for themselves.
(08:15):
They gotta be there every day.
They're the ones unlocking thedoor and locking the door up.
They're the ones whoare counting the funds.
They're the ones sometimes who'sstepping into as the cashier.
They're also the janitor.
They're also having to be the having towear the CEO hat, and a lot of the times
it's because of the lack of leverage.
Leveraging the right resources, theright tools, the right capital, the
(08:37):
right people, is what takes us frombeing a small business owner to a big
business owner to that next level.
And I think that's really important.
Yeah.
And you know, like you said, youknow, going from, you know, where
you're at to where you want to goand, and being able to map out at
least the next, the next level, right?
Like you said, A to B, what is,what is that, what's required?
(08:58):
And, and, and the question always becomes,you know, who do I have to become in order
for me to get to that next level, right?
For that next step to be true?
And it's like, okay, what do I, whatdo I need to, you know, improve upon?
More importantly, whatdo I need to let go?
And that's, that's that constant, youknow, SWOT analysis, Hey, these are
my strengths, these are my weaknesses,these are the opportunities I have,
and these are the real threats.
(09:18):
How do I, you know, put moreemphasis on my strengths and then
go create leverage to, you know,compliment or offset my weaknesses.
And it's the, you know, Gary,you know, it's, there's like
2, 2, 2 school of thoughts.
But I think with the business side.
It's the Gary V approach, right?
You know, triple down on, on yourstrengths, the David Goggins approach.
(09:43):
Just, just improve your weaknesses.
But I think that's more on the personal,personal development side of things.
Whereas when we're speaking, youknow, specifically around business,
it's like leaning in and Dan Marteltalks about and buy back your time
is like, we wanna get into thequadrant that we're doing the thing.
That makes me the most amount of money,because that's what I, that's what
I'm the best in the world at, right?
(10:03):
But also gives me energy, right?
So like, it's the unique ability exercise.
Remember we talked about that,Mike, that you know, the, the
difference between unique andexceptional is just really one thing.
It's like, does it give me energyor does it take energy away?
Yes.
Um, or not even gimme energy at all.
Right?
That's an exceptional, you know,a, a capability and resource
that, that we have in ourselves.
(10:25):
It's like, dude, I justneed to spend time on.
What I'm the best in the world at thatmakes me the most amount of money.
That gives me energy, right?
Like for me, like.
I trying to engage and sell somebodyinto a coaching program, like robs me of
energy and I'm not freaking good at it.
But sitting here on you, havingconversations, coaching, diagnosing,
(10:49):
pointing out, you know, blindspots, helping navigate terrains.
I can do that all day every day.
Right?
Right.
And so I think that'sjust where you find it.
Then you're like, oh shit, okay,well I'm not good at this, but
how do I create that leverage?
Because you still need it.
You still have to have it.
So for you, how do you kind of go about.
Kind of, you know, diagnosing thesituation to determine what the right
(11:14):
move is, you know, so it goes backto the, to the quadrant of conscious,
competent versus unconscious.
I. Incompetent.
Incompetent, right?
And it's like, do you know where you sit?
Do you know where you are?
And much like what you justsaid, what gives you energy?
What gives me energyis very similar to you.
(11:35):
I'm a face-to-face guy.
You know, I sold timeshare and uh, youknow, I've been in sales my whole life.
But I actually enjoy closing at the table.
I actually enjoy having a conversationand seeing that light bulb go off, go
off, where it's like I'm educating themon something that they didn't know before.
You know, me selling.
A lot of times people go, man, like you,you worked at Disney and you were selling
(11:56):
like Disney vacation, Disney timeshareon a Disney cruise ship for years.
Like that must've been theeasiest job in the world.
I'm like, no, it's actually oneof the hardest jobs in the world.
One of the reasons why is becauseit was so daggone expensive.
And the other thing is they'reon a daggone cruise ship.
For three, four or seven days, andI have to pull time away from their
crews, their family vacation that theyspent thousands of dollars to be on.
(12:20):
Sit down with
you.
No, they don't wanna talk tothe timeshare guy, you know?
Yeah.
But.
But helping them to understandwhy this makes sense.
Right.
A little bit of pain now makes for awhole, whole lot of pleasure later, right?
Yeah.
And it's something thatthey can pass down.
So we have, I was able to talk legacyand all this stuff and, and so I
(12:41):
have a really unique ability to beable to take a complex idea, make it
simple, and then teach that thing.
Yes.
And watch that light bulb gooff when that light bulb go
off, goes off and they get it.
Man, my heart swells right?
That that's like.
That's like everything for me.
So I, I love that moment, which iswhy I teach a lot of classes, why
(13:02):
I'm, you know, I, I speak on stages,uh, is why I have my, my podcast
that I'm gonna be, be launching here,this, you know, end of this month.
But, you know, those types of things.
And so, so what does that mean though?
Well, in, in, let's use real estateas an example in real estate.
I know I can't be all things to everybody.
One, I think as a real estate agent, ifI was to give some tactical advice to
(13:24):
the listeners here, one of the thingsthat we have to do is make sure that
we're not trying to talk to everybody.
Yep.
You know, um, one of the keys ofmarketing, as you know, is that
if you're trying, if you're talk,if your marketing is talking to
everybody, then nobody's listening.
Mm-hmm.
And so we have to really start to nichedown and say, okay, who do I wanna
help and how do I wanna help them?
Whether that's luxury buyer, that'sa, you know, um, new construction,
(13:49):
first time home buyer, downpayment, whatever that thing is.
And maybe, maybe that's actuallymany times something that's leaning
from who you were before you ever,ever even got into real estate.
You know, if you were, if youwere military personnel before you
got into real estate, guess what?
You probably, your heartprobably beats for veterans.
(14:09):
Just makes sense.
Yeah.
You know, um, and, and so usuallywe're able to lean from our past
and go into, uh, that that's kind ofthe key to what our future might be,
how we can help those you we're bestsuited to be able to help the people
or the person that we once were.
Mm-hmm.
You know, um, very similar to like,you know, alcoholics Anonymous, right?
(14:31):
The 12 Step program.
The 12 step.
You know, most people go through the 11steps, but what research has actually
shown that if you don't actually go tothe 12th step and do the 12th step, you're
bound to actually go back into alcoholism.
Mm-hmm.
And what is the 12th step?
The 12th step is now that you understandthese principles, go out and help somebody
(14:52):
else who's actually been there before.
'cause you're best suited tohelp somebody who you once were.
Yeah.
Yeah, it's, so that's, that's the keyis, is kind of deciding who you want
to help, how you want to help them.
And for me, I know thatthe best marketer wins.
It's not the best realestate agent who wins.
It's the best marketer who wins.
So I have to now get my message clearto who I'm talking to, who I wanna
(15:15):
help, and then how I want to help them.
And then begin hiring out or putting theright pieces in place, people in place
in order to make sure that the rest ofthe business is still taken care of.
Yeah, yeah.
You know, to really keep those thingsoff and is, you know, we were talking
before we went live that, you know,so many people try to do everything
(15:35):
to think that they're gonna save somemoney, but it's really costing them
by not, by not making that investment.
Um, and, and sometimes just evendoing things that need to just
let go stop doing things right.
That's, you know, you start to look andit's like, man, is this really serving?
Serving us and, and,and making a difference.
Does it even matter?
Right?
Yeah.
That, that we're actually doingit and, you know, Mar Martel has
(15:58):
the, the buyback Your time formula.
Um, you know, love it.
Just, just understanding whatyour, your hourly rate is.
And it's just a good rule of thumb thatyou know, if, if you know what your hourly
rate is worth, if you can, you know.
Find somebody to do those thingsthat, that you can for less than
what it is, then you've gotta do it.
And there, there's all way, all kindsof ways for, for that compensation.
(16:19):
And sometimes, you know, hey,I just don't have the, the free
cash flow to be able to do it.
And that's typically right.
The reason that most people tryto do everything is they just
don't have the free cash flowto make that investment before.
Right.
The return shows up.
That's why you've, you know.
Especially in real estate.
That's why if you can tie some stuffto the backend right when the deal
closes to when the the money comesin, then you can disperse some of that
(16:40):
out, you know, to create that leverage.
Exactly.
We see it with TC stuff all the time.
So, you know, it's justasking better questions.
Right.
Once you, once you've, I identified,you know, what you're doing that
you need to let go of either stopdoing or, or delegate or, you
know, bring somebody in to, to do.
Um, I think the biggest thing though,that they get, they get fearful is like.
(17:02):
You know, I, I don't wanna makea hire because I don't have
enough stuff for them to do.
Yeah.
And it's like, listen, the firststep is figure out what you're
doing that you don't need to bedoing, that you need to let go of.
And it's just having that filter of, youknow, what your hourly rate is worth.
Is there any, anything else thatlike, you, like to run through to
kind of see what's on, on your platethat you know you need to let go of?
(17:24):
Well, you, you've already talked aboutit, but one of the things is, man,
what, what is it that that pumps me up?
What, what gets me excited?
You know, if I'm doing something, evenif it, to be quite honest, like if I'm
doing something that it might make mereally good money, but I'm actually
not excited about doing it, then thelikelihood of me continuing to do it
or being consistent and disciplinedwith it is probably pretty slim.
(17:44):
And, and, and so that hourly,uh, that hourly wage exercise is
important, but I think it's alsoimportant to understand that like.
You know, there, there mightbe some things that you, you
actually still enjoy doing.
Now I don't know that any, Idon't know anybody who actually
enjoys writing offers, you know?
Yeah.
And all of the paperwork that'sinvolved in, in an offer, let's
(18:05):
say, for a real estate agent.
So, you know, the, that's why the firsthire being the transaction coordinator
just makes sense, like you said.
'cause they get paid on the backend.
It doesn't make sense for, forme to be sitting there, um,
doing a lot of the stuff that.
That, uh, a lot of agents bog themselvesdown in, you know, but another thing
that that is very prevalent is,um, you know, social media, right?
(18:28):
I, I actually enjoy creating content.
I enjoy creating thevideos, but you know what?
I don't enjoy doingJohn editing the videos.
Yeah, yeah.
You know, posting the videos, making surethat the hashtags are right, making sure
that it's reaching the right audience,the SEO optimization, all of that stuff.
I wanna shoot the videos.
And then let somebodyelse do the rest, right?
(18:50):
And so that's why I personally have threevirtual assistants as my digital marketing
team to help me with all of that.
I have an SEO manager who's al alreadyoptimizing, um, all of the keywords and,
and everything that we're gonna needfor the podcast to make sure that we
launch and, and it has some good momentumand, and it maintains that momentum,
you know, but the same thing, I have ans uh, uh, social media manager who's,
(19:12):
who's posting a lot of the content.
That I post.
So I have a post every day.
Right.
One of the things, you know, I read a, Iread a a stat the other day and I actually
posted it on Facebook, but there was astat, um, that said that 71% of buyers
are finding their agents on social media.
Mm-hmm.
And a lot of agents balked at that.
Where'd that come from?
Where'd you get that?
You know, where'd you getthat information from?
(19:32):
And I shared, uh, happily sharedthat information and um, and
you know, to me that was wild.
Yeah.
And, and so a lot of agents go, well,when you talk to most agents, the
reason why they tell you that theydon't post on social media is 'cause
one, they don't know what to post.
Well, that's not even a thing anymorewith chat GPT you should always
have know what to post now, right?
AI made that super simple for us.
(19:53):
But, but even still, you can haveall of the content given to you.
You know exactly what to post.
You actually shoot the video, you makethe content, and guess what it does?
Sits in that dag on phone fordays, weeks, months, or even years.
Everybody watching this right nowcan, can laugh at knowing that they
have a photo or a video that they'veshot that's sitting in their phone
(20:15):
that they never actually posted.
Why?
Why?
Well, it's because they don'tlove the idea of, well, one, they
gotta get over their whole ego.
You know, you look how you lookand you sound how you sound.
That's, that's, that's one thing.
But the other part of it is, youknow, you don't need to be the
one that's actually posting that.
If you were paying someone to postthat content for you, then guess what?
(20:38):
If you don't provide that contentfor them, you still have to pay them.
And you don't want, if you don't,if you're like me and you don't
like wasting money, you bettergive them some content to post.
And so what it does is it createsa new level of accountability.
Just like when you, when you're a businessowner and you start hiring employees,
you have a new level of accountability.
As a leader, I. Because you better makesure that, one, they're showing up.
(21:01):
But you have to showup as a leader better.
You have to be a better individual.
Like so who do I have to become inorder to have a successful business in
order to be as big as I want this to be?
Well, I gotta start.
I gotta be a better leader because I gottastart hiring people and they're expecting
for me to give them something to do.
That means I need to know what theyneed to be doing, which means I need
to be a little bit more organized.
I need to be on time.
(21:21):
Right.
I need to have a certain, to hold myselfto a certain level of accountability so
I can hold the same thing for others.
And, and so what I find is thatwhen you start leveraging, you
actually become a better leader.
Yeah.
Yeah, it is.
Um, 'cause I mean, you're forced,you say you to the point, right?
Like, you know that, that 12th stepand it's, it's the concept that,
(21:42):
you know, we've talked about atKT a bunch of times is the um, uh.
Shamrock in his MMA studio isthe plus minus and equal, right?
Right.
Like when you come in, you've, you,you know, you've gotta, you gotta
find a plus, you gotta find a mentor,somebody you look up to, somebody
that you could ask questions to.
Somebody, you know, could be arole model and example for you.
You know, the, the equal is somebodythat's on the same level that
(22:05):
you can use as an accountabilitypartner, running, push each other,
running mate, be accountable.
And then the minus is somebodythat you can teach and.
You know, like, well,hey, you know, I get it.
I hear that, but I'm a,I'm a brand new agent.
Like what, who, what can I mentor?
I was like, well, you,you got your license.
You figured out a way to get your license.
I'm sure there's other people outthere that are trying to figure
out ways to get their license, whatthey need to be thinking about, how
(22:26):
they need to be prepared coming in.
Absolutely.
So there's always somebody that you canlead and mentor, but it is that, like
you said, that that 12 step, but it's astep quickly that once, once you have to
start teaching, then that's where that.
You know, like, oh shit,I better check the mirror.
Am I, am I doing what I'm saying?
I'm, I'm doing like, oh wow.
(22:47):
Right.
So it is that level of leadership,which the first role of
leadership is lead by example.
So am I leading by example?
Am I doing what I say I'm gonna do?
So it's that gut check.
Yep.
Um, to hold yourself accountableright back into, you know, our
day-to-day actions or our thoughtsand our, our behavior as well.
Yeah.
Yeah.
And, and I think that's whatpeople, people are looking for.
You know, people don't followpeople, they follow vision.
(23:08):
And so, you know, when you don't haveany vision, you know, uh, my, my people
perish due, due to lack of vision, right?
It's like, yep.
You, you have to, as a leader, youhave to have some kind of vision
that, that people want to follow.
Um, you know, even on the recruitingside of things, as, as agents are
out here recruiting other agents,you know, I, I always like to say
your vibe attracts your tribe.
(23:29):
Mm-hmm.
But what is that vibe?
How are you showing up?
Where are you showing up?
What rooms are you showing up in?
And, and what do you have in your hand?
What do you have?
What do, what did you come with?
What value do you offer?
And it doesn't have to bethat you sold, you know?
A million homes, you know, andyou have a 50,000 person team.
You know, it doesn't have to be that, it,it, it needs to be who are you, what do
(23:51):
you believe in, how are you showing up?
And, and who do you want to run with?
To your point, um, who, who are your,who do you want to be that equal?
I always tell agents all the time,like, I'm, I'm willing to help.
I'm willing to push you acrossthe finish line because that
means you're in front of me.
You're actually making some, you'reactually making some headway.
You're making some, somestrides towards the finish line.
Um, but I, but I'm willing to pushyou 'cause I'll have your back,
(24:13):
but I'm not willing to pull you.
Right.
Right.
That, that's where you haveto have to come across.
Yeah.
You know, and so, uh, you know, whenwe're talking about leveling up there,
there is a level of accountabilitythat has to be made, but then there's
also, um, with that accountability.
Uh, uh, when you have enoughaccountability, there's gonna be growth.
(24:33):
You know, IUI use the exampleof like the gym, right?
When you hire a trainer, you, you arehiring an accountability partner, right?
A hundred percent.
And, and, and that you're noteven necessarily, you might, you,
you know how to do pushups, John.
Yeah.
You know how to lift weights.
Yeah.
But you need sometimes ofa reminder, somebody there,
like you need that reminder.
You.
(24:56):
At the end of the day, that's whatyou're hiring, but guess what?
Because you've hired that accountabilitypartner, you're leveling up as a result.
So now you're leveraging.
You're leveraging thataccountability partner.
You're spending money to hire somebodyto bring them in, to make you better.
And ultimately that relationship works.
And so now you become a better leader.
'cause you're healthier, you're, you're,you're, you're responding better.
(25:17):
You're, you're leading by example,and that's just one area of your life.
So if you can now start to magnifythat and, and bring that across
multiple areas of your life, whatdoes that look like in business?
What does that look likein your spiritual life?
What does that look like in your physical,you know, your, your, your personal life.
And that's where I'm, I've justgotten really passionate man about,
you know, using leverage, um, tofind freedom because we have this,
(25:42):
I. Warped mindset that if, if,if it's gonna be, it's up to me.
Yeah.
I gotta do it all right.
Yeah.
I'm putting it all on my back.
I don't trust anybody.
I don't, I don't want anybody to,I don't want, you know, I talk
to agents about, uh, and businessowners, about how I use, um, virtual
assistants to post on social mediaand, and handle my social media stuff.
And, and they're like, oh gosh,you let them, oh, no, man.
(26:05):
I couldn't, I couldn't bearthe thought of, and I'm like.
Do you know how many speakingopportunities that I get as
a result of my social media?
Do you know how many, likeI'd say about 60 to 70% of my
business comes from social media.
People reaching out to me saying,Hey, can you list my house?
Hey, I wanna talk to youabout buying a property.
Or, Hey, we're gonna bebuying here in the next.
Or agents who are like, Hey, I'm about toget my license, or, Hey, I've been right.
(26:26):
Like the stuff that I'm postingis actually one making me money,
but it also has freed up my time.
Yeah.
And so I am leveraging people ina different way, and I think we
just haven't been exposed to it.
I think it's actually, honestly,it's a lack of exposure.
We, we believe that, again, ifit's gonna be, it's up to me.
(26:47):
So now I have to have myown signature on this thing.
I gotta do it my way.
I gotta be Frank Sinatra, right?
I'm gonna do it my way.
Yeah.
And, and I'll be ableto say, I did it my way.
But you know what the, you know whatthe fastest route to success is.
R and d man.
Mm-hmm.
Freaking rip off and duplicate.
Yeah.
Yeah.
There's people, there's people that, thatare ahead of you, not just one chapter.
(27:11):
There are a few books ahead of you mm-hmm.
That can open up the playbook thatare willing to open up the playbook
and, and lock arms with you andsay, Hey man, here's what I did.
Here's how I did it.
Copy and paste and see that, see, youknow, you can put your own little.
Little Salt Bay on there, right?
You can, you can do your own thing, but atthe end of the day, if you want success,
(27:33):
success leaves clues and there's a lotof people who are willing to, to, to give
you the clues if you're willing to copy.
Yeah.
And I think that's a lot, you know,the kind of the, the intent of, of
this entire expert mentor seriesas is really been around that.
Right.
You know, uh, imitate before you innovate.
And, you know, that's just areally good question, right?
You know, am am I imitating to a level ofsuccess to that level before I innovate?
(27:56):
And so many people, you know, they're,they're, they're on, you know, step A
and they're trying to get to step B, butyet, you know, they're trying to do their
own thing and innovate when, you know,the stair, the stairwell and the path.
And, and it's like the, youknow, hey, follow this diagram
to get out of the building.
And they're like, well,I'm gonna try this way.
(28:18):
Imitate before you innovate and makesure you're getting the results that the
person that you're imitating is gettingbefore you start to, to, to innovate.
Um, and it's just, just a good reminder.
I mean, it's, it's part of kind ofthat autopsy, self self-assessment
list that, that we go through,our team goes through every week.
It's like, are you imitatingor are you innovating?
Yeah.
And now get it, uh, you get to a certainpoint, it makes sense that you need
(28:41):
to innovate a little bit, you know,and test, and especially like, you
know, the, the leverage and the teamthat you've built around, you know.
The, the path that you choose to, todo business, which is organic social
and, and, and so I think it's leaninginto, you know, whatever path that is
that makes the most sense for you to beable to, and, and, and or combination
(29:04):
to, to grow your business based uponwhat it is you're trying to accomplish.
So like, for example.
The most successful companies figureout, you know, their selling process
and, and they, they go all in.
Whereas real estate agents arenotorious for going, you know, very
wide, but they don't go very deep.
That's right.
And, and so like for you,you're like, dude, I'm, I'm, I'm
(29:29):
world class in front of people.
Um, you know, logistically, uh,you know, I know I'm gonna have the
biggest lift when I, when I do events.
However, um, you know, family obligationsand, and yeah, you know, logistics, it
just doesn't make sense for me to spend,you know, 210 days on the road every year.
Um, you know, I choose to, to be at home.
(29:51):
So what is my path?
Well, I speak on events as much as I can.
Of course, however, my, my path is.
For you is organic social.
Right?
And so therefore I'm gonna createthe leverage in the team because,
you know, I love being on stage.
I love having the conversation.
I love recording the videos, but Idon't wanna do anything else after that.
(30:12):
Okay, great.
Well that's where we need tocreate leverage because you
know, just think about the timeyou would lose if you had to.
Come up with the concepts.
You had to then edit the content.
You had to provide the copy, thenyou had to look at the posting
schedule, then you had to, to post.
Mm-hmm.
Then you had to engage,you had to follow trends.
What, what, what is the analytics?
(30:32):
What's the data telling me?
Right?
Like, that's a full-time job.
Yeah.
Then how are you gonna go, how are yougoing to, you know, go on appointments?
How are you gonna negotiate deals?
How are you going to,how are you making money?
How are you making money?
That is a leading thing thatis a must to get into that.
So it's just really thinkingthrough your sales process.
Where is the bottleneck?
(30:53):
Where are you getting in the way?
What do you need to not be doing?
And, and let me create that leverage.
You know when, when we getinto this conversation and.
You were, um, you know, the veryfirst agent to CEO event that
we did back in 2019 in Frisco.
And I, I'll never forget this, right,because as we were going through
the exercise and we're talking aboutleverage, and we're really trying to
(31:14):
identify, you know, what's on yourplate that needs to come off your plate.
And, and I'll never forget this, right?
I, I've told this story a hundred times,you know, as we're going through it, Renee
is sitting there and she's like, guys,I don't need anybody for my business.
And we're like, okay, wellwhere do you need that leverage?
Where do you need that support?
(31:35):
She goes, I need somebody to bethere when my kids get off the bus.
Make sure that they get home safe.
Make sure that they get their, theirsnack and make sure that they get
in and get their homework going.
And that way, you know, when Ican, when I'm able to get in.
At four or five or six o'clock, right.
That, that component's done.
It's not like you're raising my kids.
You're, you're help support.
And it's like, right, I don't evenneed you to do it five days a week.
(31:57):
Even if you could do it three days aweek, that gives me 15 extra hours of
work that I could, I could do that.
That way when I get home atfive or six o'clock, I'm home.
I can be with them.
Instead of how we see it is that, okay,well I'm distracted now, I gotta go
get them, then I gotta get 'em home.
I gotta get 'em situated.
(32:17):
Say I'm trying to do work in between.
It's like, Hey, here, here you eat.
I gotta go take a call.
And, and it's just more chaoticinstead of thinking consistency
and thinking structure.
And I'll just, I'll never forgetworking through that with her.
It's like, you know, listen, we, youknow, what's the team have to look like?
And most of us, when, when, whenwe hear that, we think, okay, well
what's the leverage in the team haveto look like, oh, for my business?
(32:40):
And it's bigger than that.
It's your life team.
What does the life team have to looklike in order for me to, to live the
life that I want to live with, with, youknow, my, my, my significant other with
my kiddos, you know, the activities,our passions, our hobbies, our business.
And it's just a wholecomponent of, of looking at it.
(33:00):
On a bigger scale, instead of just, okay,what levers do I need for my business?
It's like, no, bro, you might notneed anything for your business.
You might just need some, someadditional support outside of it.
What we are interestedin is the whole person.
Mm-hmm.
It's not just the business person.
Right.
Right.
That's one, that's one.
Pillar of your life.
Yeah.
But when we start talking about a holisticlife approach, you know, I posted this
(33:23):
question on social media and I was talkingabout how, what leverage has done in my,
in my life, um, yes, it's done some stuffin my business, but even in my life.
And I posed the question, youknow, in what ways have you used
leverage to gain some of your sanity,your time, or your freedom back?
You know what the numberone answer was, housekeeper.
(33:44):
Yeah.
The number one answer that peopleresponded with was, man, when I hired a
housekeeper, it was a game changer, right?
It wasn't when I hired my firstvirtual assistant or when I
hired my, you know, whatever.
Right?
My OS man, it was.
When I hired us, so a housekeeper.
So it reminded me though, because withmy wife, that was one of the first
(34:07):
things that we leveraged in our marriage.
Yeah.
You know, she does the laundry, uh,primarily does the, the grocery shopping
and all that, all that kind of stuff.
But she, it's not because she enjoys doingit, it's because it needed to be done.
And, um, cleaning was alwaysa, a, a, a joint venture.
(34:28):
Right.
That was her and I. But at the endof the day, you know, like a good
wife wants a clean house anyway.
I mean, and so, I mean, yeah,it, it, it's so thing, right?
Like I'll never forget man,hearing a, hearing a lesson and
it was somebody around, um, justbecause you don't have money, it
doesn't mean you have to be dirty.
(34:48):
Like, like if, if you, like, youcan still have, it's a standard.
Even if you don't have money,you still have a standard.
And, and so.
Sometimes we, we need that help, bro.
You're so spot on.
Right?
You think about like.
The, the, the little things thatfrustrate you and that, that gobble
up your attention and your time.
Yeah.
And that's, that's around the house.
(35:10):
Especially you, I mean, you, youknow, the kiddos, the young kiddos.
Yeah.
Especially as they get more activeand they're in multiple sports.
I mean, the laundry willpile up on you in a hurry.
Right.
Being able to have that, um, you know,there's certain things, I mean, obviously.
You know, besides human resources,you can get into the other
leveraged activities like the, thegrocery deliver delivery system.
Absolutely.
(35:31):
Like you don't have to drive there.
You don't have to spend the time,you don't have to drive back.
So they got wash and fold services.
Now they have, I mean, there's not, I.
You know, I don't even listen,I live in Florida, bro.
Right?
Like my grass is growing, youknow, three inches every day.
Yeah.
It rains every day.
Yeah.
So, but it's also 98 degrees.
I don't own a lawnmower.
(35:51):
Right.
I'm not going out there to cut my grass.
You know, that takes.
You know, anywhere from 45 minutesto an hour, possibly two hours.
If I'm the one doing it, Ihire somebody to do that.
Mm-hmm.
And guess what?
While I'm in there working and makingmy phone calls, guess what I'm hearing?
The lawnmower going outside, right?
Yeah.
That gives me that time, thatfreedom, that sanity back.
And I'm able to do more of thedollar producing activities.
(36:14):
You know, if I have to take my, mykids to, um, you know, to school.
When I get to take them to school,we get to have a long conversation
and you know, have all this stuff.
I got, you know, I got my 6-year-oldson and my 10-year-old daughter,
and the conversations are offthe wall, man, I enjoy those.
Like sometimes I'm just trying to takenotes so I can remember these moments.
Yeah.
You know, but, but we wannacapture these moments.
(36:35):
And when we capture thesemoments, we obviously, we need
the time to be able to do that.
And so, you know, there's leverage,there's things that we can leverage
in our, in our household and inour business and our families.
Uh, you know, even if you're, even ifyou have a, um, a marriage, marriage
therapist, marriage counselor, ifyou go through marriage counseling or
you know, you have a therapist, likethat's leveraging the, the degree that
someone else worked to get, right?
(36:57):
Yeah.
They paid.
To be in that position and now you'releveraging them so you can have
a more richer, more fuller life.
And, uh, I, I think we just have to lookat life, um, more, more holistically.
Rather than just in the silos,because I think you're right.
When people start thinking aboutleverage or when we start talking about
leverage, you know, you, you can listento Grant Cardone's podcast, right?
(37:17):
And Grant Cardone's gonnatalk about leverage.
But he is talking about how he has,you know, 15,000 doors and he is, you
know, leveraging capital and he isusing 10 31 exchanges and da da da.
And, and for the most part, like a lot ofthis stuff goes over most people's head.
You know, they're like, man, 15,000doors or 10,000 doors, Lord of mercy.
I'm, I'm just trying to get myfirst, I'm trying to get my, my 10th.
You know, and, um, and so it's, it'ssometimes it's really hard for us
(37:39):
to kind of follow those steps, butthat's why I, I, I love what you do
here, you know, on EML, it's like onexpert mentors live, like you're able
to, we're able, able to break theseconcepts down and slow down a little bit.
And maybe come down from this30,000 foot foot view, but, but come
down, come in a little bit closer.
Mm-hmm.
And, and bring it into these, you know,these bite-sized pieces that, that people
(38:03):
can actually not only chew on, but digest.
Yeah.
And, uh, and I think it's important.
It is so important and you know,I just keep going back, you
know, and it's, it's an exercise.
It doesn't mean that youdo this once and it's done.
It's an exercise to where you'reconstantly paying attention
to your time and your energyand what, what is, what is it?
Where, where's it being given?
(38:23):
And, you know, continue to look at, okay,I have no business doing these things.
Who do I need to get helpto get these off my plate?
Right.
Yeah.
It's, it's the back to, you knowhow kitchen table even started
listening to the who not How concept.
From Strategic Coach, from DanSullivan and you know, we just
have been kind of growing up withour parents and our grandparents.
(38:45):
We were wired to, to ask thequestion, how do we do this?
But, you know, our, our evolutionis, is into strategic thinking
and, you know, to be better at, at.
Strategic thinking is justasking better questions.
Yeah.
So the better question is,who do I need to assist with?
Who do I need to call?
Who do I need to get some help?
(39:05):
Like who can help us solve this situation?
Right?
So like thinking through, it's like,okay, well the house is a disaster.
We need stuff to be taken out.
We need new stuff put in.
We need help with the laundry.
Who, who would be a great.
Part-time house manager that could, thatcould step in and, you know, take over
and coordinate all of these activities to,to help us keep the house in order so I
(39:31):
don't have to, to burn mental bandwidth.
Right.
I don't have to burn, you know, my timeand energy trying to figure it out.
I can.
Focus on, you know, the main equitiesthat are important to my life is like, you
know, how, how am I driving the business?
How am I continuing to build, you know, afuture and build wealth for, for, for our
family as well as, you know, my health,making sure my health is, is, is on point.
(39:53):
And, and that then also, you know, help.
Where I can spend timein my relationships.
Yeah.
If I'm spending 2, 2, 2 and a halfhours every day picking up around
the house, worried about things goingon with the house, doing something
here, picking up here, doing laundryhere, I mean, you add that up and
maybe even if it's 30 minutes a day.
Right.
I mean, you, you, you add that upat the, at the end of the week.
(40:16):
I mean, that's three and a half hoursthat you could have reallocated to.
The, the more importantequities of your life.
And it's just thinking throughit a little more strategically.
It's thinking through Yeah.
You know, and, and listen.
Um.
You know, when you're in survival modeand cash flow is tight, you're like, oh, I
gotta, I gotta cut that, I gotta do that.
Well, when you cut it and you takeon those obligations, then that
(40:36):
takes time away from you to fix theproblem, which is a revenue problem.
And I promise you, 90% of the peoplethat listen to to these conversations,
they have a revenue problem.
That's right.
And they need to, they need to reallocatetheir time to improve revenue then, then.
You know that that'llsolve a lot of problems.
But instead, they're tryingto, to pinch pennies.
(40:57):
They're trying to do those thingsand you just don't have to do
it because the leverage is themost affordable it's ever been.
With the emergence of ai, with theemergence of on demand services.
Yeah, with the emergence of theglobal workforce, we, we have,
you know, a salary cap we have.
(41:19):
The resources we just have to allocatethem in the most appropriate way to
solve what it is we're wanting tosolve and stop getting hung up on the
how to versus the who can help us.
Absolutely.
And you know, going back to thatman, like my house was always clean.
I. Like it, it wasn't even one ofthose situations where it, where
(41:39):
we, we were, we were living in, youknow, squallor or filth or you know,
this clothes hanging off the door.
My wife did did a great job ofmaking sure that the house was clean,
and so I didn't see the problem.
When she suggested that weget a housekeeper, I'm like,
what are we housekeeper for?
Dude, the house is always clean.
I'm the housekeeper.
(42:01):
Yeah, we don't need one becauseI'm the one that's doing it,
you know, the lions share of it.
But No, it's, it's wild man.
It's wild.
I mean, that's wild.
That's a 50, 60 hour a week job.
You know, the stay at home, the stayat home moms, the stay at home spouses.
I mean, people don't realize,I mean, how many hours?
And my wife works.
That's right.
She's, she's still wor you know, she's,she's she's salaried over at, at Disney.
(42:23):
Yeah.
She does her thing and, and so.
In between all of that.
It was the cleaning up after thekids and all that kinda stuff.
Yeah.
And I just didn't, I just didn't see it.
It was kind of outta sight, outta mind.
And, and so you're right.
It, it often, the first question is,well, how are we gonna afford that?
Yeah.
How can we afford not to?
When you do it, yeah.
You get to a point where it's like,I can't afford not to do this.
(42:48):
Uhhuh, and, and I think Mike,it's a shift in mindset, right?
So it goes back to the first thing thatwe said and what majority of these,
these conversations on EML are about.
It's about mindset.
And it's, it's the mindset of, okay,what investment do we need to make?
And if you think of it as an investment,you know you're gonna get a return.
Yeah.
And now if you remove thingsoff of your plate and, and,
(43:08):
and it's like, listen, I just.
I need to breathe.
Right?
Like, like I, I need that extra threehours a week just for, for my sanity.
Okay, great.
Well that's an investment in yoursanity, but sometimes it is just an
expense to give you some time for life.
Yeah.
But most of the time it's an investmentfor you to reallocate that time, to move
(43:30):
your business, to move your life forward.
So I think in almost every situation.
It can be an investment if you'rereallocating that time, that's improving
you or improving your business.
Yes.
So it's just a mindset shift ofhow, how you wanna look at it.
That's right.
Yeah.
It's not, it's not an expense.
It's an investment.
And, and when you start lookingfor that, that ROI, then you
(43:54):
actually, again, accountability.
Right?
Now, you start holdingthese dollars accountable.
Yeah.
You know, again, if you, you're thetype of person that doesn't want to
just spend money just frivolously or,you know, whatever, which most business
owners don't want to, then it's like,all right, you, you're trying to figure
out how you can afford to do this.
Well, I'll tell you what, try it for abit, make sure you get that ROI, you're
gonna hold it to a higher standard.
Yeah.
And that becomes the new standard.
(44:16):
Right.
You, you, you, you can'tafford not to do it.
Mm-hmm.
Uh, beyond that, and so.
You know, that's one of the reasonswhy, like I said, I, I, I have
this podcast coming, it's calledthe Leverage Lounge podcast.
And so, uh, I decided to host this podcastbecause I talked to content creators.
I talked to business owners, um, I,you know, and innovators and I, I
(44:39):
see that they're trying to be, again,the CEO, the, the, the cashier, the
janitor in their business, all on thesame day, all at the same time, and.
The truth of it is they, theyjust haven't really been exposed
to how to get to the next level.
Yeah.
You know, we hear about these,these business owners who were
once small business owners.
How does, how does somebody gofrom owning a food truck to now
(45:00):
owning a chain of restaurants?
Mm-hmm.
You know, um, I, I, one of the gueststhat I'm gonna have on there, um,
is a, uh, multiple business owners,but one is, uh, she, she, one of her
businesses, uh, she and her husband, theyactually own a, uh, a few McDonald's.
Uh, franchises.
Yeah.
You know, and, and when you ask her,well, why did you choose McDonald's?
(45:23):
You know what she said?
Because there's a predictablemodel on how to do things.
Yeah.
Right.
All McDonald's sell McDonald'sthe same way no matter where.
It's, no matter what, they have a,a certain system, a set of set of
processes that they use, and guess what?
It's a duplicatable process.
Mm-hmm.
And so now I have a, a simple refinedsystem that's a duplicatable process.
(45:47):
And I can teach it to other businessowners who can pick it up and say,
oh, okay, this is the McDonald's way.
You know, very much like with Disney,Disney is a little bit more complex,
but there's a, there's a book that'staught to a lot of, uh, fortune 100
companies, um, by the, by the DisneyInstitute, and it's called the Disney Way.
That's the book and it teaches people howto run your business, how Disney did it.
(46:11):
How do you create thisaffinity for your company?
How do you have these systemsand processes in place?
And, and the truth of the matter is,again, most of us just haven't been
exposed to how to grow a business.
And so we, we get alittle bit of advice here.
We get a little bit of advice there.
We read a few books.
We try, we're trying to doso much all at the same time.
But if there was a, if there was a, a.Model that allowed you to understand
(46:32):
what steps to take in order to have thescalability that you're looking for, then
you'd be able to scale that much faster.
And so that's what I really want to do.
I wanna, I wanna shorten that, thatgap, that that time from A to Z. My
hope with this podcast is to really helpto kind of shorten that timeline and
help business owners and, and creatorsand entrepreneurs and innovators see
(46:55):
themselves in some of these stories thatare going to be shared and go, okay.
That's the next step.
Yeah, that's my B I'm not lookingfor ZI just found out what B is.
I love it, man.
Uh, you know, you're, you're so spot onand I, I can't wait to, uh, you know,
circle back with you after you get thingslaunched and, and dive in a little bit
deeper on, on truly, you know, helpingpeople, you know, get from where they're
(47:19):
at to, to at least that next step.
And then once they're on thatnext step, then figure out
how to get to the next step.
So, Mike, what's the bestway for people to connect?
Yeah, follow me on Instagramor any of the platforms.
The Mike Collier, that'sTHE, Mike Collier.
Um, you can see, you know,you can find me there.
(47:39):
Um, I'll be posting on YouTube, uh,so on my YouTube channel, um, I.
Right now it's Discover Central Florida.
I was using the YouTube channel forsomething else, but this is where
a lot of this content is gonna go.
So, but right now, discover CentralFlorida, you can follow, uh, that page.
Uh, that's where this isalso being, uh, hosted now.
And then, um, you know, youcan always, always just, I.
(47:59):
Just reach out to me, send me aDM if you have any questions in
regards to leverage, uh, partnership.
Whether it's, uh, the, you know, if you'rean agent that's out there looking to get
from A to B, what is the proper next step?
How can I systematize my business?
Put some processes in orderwhere it actually makes sense?
Maybe again, the leverage may notnecessarily be you leveraging your capital
(48:20):
to spend money to do some of these things.
You know, there, there's free leadsources out there that you can leverage.
There's, yeah, there'sgetting in the right rooms.
That you can leverage the,the, the networks, groups of
people that you can leverage.
And so, uh, I, you know, I just,again, I, I wanna help people
get to that logical next step.
And so whatever that is, if you haveany questions, feel free to reach out
to me, dm me, uh, text me, whatever.
(48:42):
And, uh, I'm happy to help.
You're amazing, brother.
I appreciate you and, uh, can't waitto uh, can't wait to do it again.
We're gonna rock and roll man.
I appreciate you.
Alright bud.
Thanks.
We'll see you.
See you guys.
That's a wrap for today.
I hope you got somethingvaluable from this episode.
If you did, hit follow andvisit John kitchens.coach for
more ways we can work together.
(49:03):
See you on the next episode.
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