August 27, 2025 • 46 mins
Episode Overview
In this episode of the John Kitchens Coach Podcast, John Kitchens sits down with DJ Fairley for an unfiltered conversation about setbacks, clarity, branding, and what it really takes to thrive in today’s real estate landscape.
From recovering from injury to navigating tough markets, DJ shares how discipline, daily wins, and focusing on health fueled his best year ever. The two also unpack the role of clarity in leadership, why branding is the future of real estate, and how consistency builds both trust and long-term success.
This is a raw and practical masterclass on resilience, clarity, and leading your business through uncertain times.
What You’ll Learn in This Episode
Turning Setbacks into Strength
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How DJ bounced back after a major injury and still delivered his best year
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Why mindset, daily wins, and health are the foundation of success
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The power of stopping excuses and winning one day at a time
Clarity Over Chaos
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Why procrastination is often caused by lack of clarity
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The “squeegee effect” of consistently resetting your vision
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How to use weekly planning and accountability partners to stay aligned
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The dangers of chasing status instead of long-term freedom
Branding & The Future of Real Estate
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Why “the best marketer always wins” in 2025 and beyond
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Lessons from Alex Hormozi’s record-breaking book launch
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The shift to AI-powered consumers and what that means for agents
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Why reputation is your ultimate brand—and how to protect it
Habits, Health & High Performance
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Why health is the foundation of mindset and consistency
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How daily steps and fundamentals translate into real estate success
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The importance of consultative selling—being the guide, not the hero
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Why consistency in small metrics (calls, appointments, signed deals) creates big results
Resources & Mentions
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John Kitchens Executive Coaching – One-on-one coaching, clarity, and accountability
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Scaling Up by Benjamin Hardy – Framework for clarity and growth
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The AI Driven Leader by Jeff Woods – A must-read for leaders in an AI-powered market
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The Miracle Morning by Hal Elrod – Daily framework for success
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Can’t Hurt Me by David Goggins – Building resilience and mental toughness
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StoryBrand by Donald Miller – How to position yourself as the guide, not the hero
Final Takeaway
Success in real estate—and in life—doesn’t come from shortcuts. It comes from clarity, consistency, and connection. Build habits that support your health, clarity that guides your actions, and a brand that earns trust. Do the hard things daily, and the results will follow.
“Win every day. Don’t worry about how far the mountain is—just take the next step.” – DJ Fairley
Connect with Us:
- Instagram: @johnkitchenscoach
- LinkedIn: @johnkitchenscoach
- Facebook: @johnkitchenscoach
If you enjoyed this episode, be sure to subscribe and leave a review. Stay tuned for more insights and strategies from the top minds. See you next time! 🔥
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Seven figure success starts whenyou start thinking like a CEO.
Welcome to the John Kitchens Coach podcastexperience as your host, John Kitchens.
Get ready to think bigger andtransform your business into
a path to lasting freedom.
What is happening?
(00:20):
What's up, John?
What's good, brother?
Hey, so how much I was thinking, man?
So down the rabbit hole again.
And, uh, stumbled upon, um, youknow, Kobe during the, the Achilles.
But what it was, was,um, you know who he is.
He's been on Rogan.
(00:41):
He is one of, uh, one of thebest podcasters on the planet.
And he, um, he was just reciting.
That, uh, post that Kobe made thenight after three 30 in the morning
after, you know, the, the Achillesand 35 years old and just watching him
and like going through any, any typeof, of setbacks and obviously, you
(01:05):
know, kind of your perspective goingthrough, you know, not once but twice
through, through that same injury.
But I think it's really.
A correlation.
It's the, the whole, you know, how youdo anything is how you do everything.
Yet most people can't connect the dotsand carry it over into other things.
But I think there's a lot of folks rightnow that are going through hard times,
(01:27):
going through setbacks, um, be it in someaspect of, of what's going on, right?
It's, it's the whole, you know, this tooshall pass in, in the middle of the storm,
turn and face the storm and keep moving.
And, you know, don't wanna sit around and,and feel sorry for yourself, but we do
have to keep moving, keep taking action.
(01:49):
So like, talk me through, like foryou, you know, going through that
setback, I mean, you knew immediatelywhat it was, but then, you know,
you can't just keep laying there.
You just can't keep sitting around.
You can't keep feeling sorry for yourself.
So I, I would love to justkind of get your take on.
On that, connecting the dots, movingthrough challenging, hard, difficult
(02:10):
times because I think there's,there's a correlation to what's
happening in the market right now.
Yeah.
No, thank you.
Honestly, and I think coach with you nowfor, what's it been, five, six years now.
I, I think there's so many thingsthat I take from a lot of what you
said, and I think in those times,like certain things come to, I mean,
the first thing I thought if I'm.
(02:33):
I have responsibilities that don't stop.
And I'm fortunate, I looked at itfrom a fortunate perspective that
thank God I don't run for a living.
Like I, I, I don't, you know,and I can still do my job.
And I'm sure DUR was a little bitnervous at first, thinking, you know,
it's gonna be 30 days or whatnot.
But I, I think I was back in theoffice like, what, two, two days after.
(02:53):
I mean, it was basically, Ijust didn't let it stop me.
And I figured, you know, evenpost-surgery on crutches, um.
Most of my job, I can still do, like, I'mstill even, you know, butt scooting up
steps to show properties and all that.
But I, I think the biggest thing thatgot me mindset, well, well, two things.
One, I knew to get through it.
(03:14):
I had to just win every day.
And I was cognizant of that.
I didn't think about howlong it was gonna be.
'cause if you get in that mindset, and Idid this younger a lot, it's overwhelming.
And I think that's why a lot of people doquit or, or get in their head too much.
Is it, it seems like themountain is so, so far away, but
it's just one step at a time.
So A, I approached iton a day-to-day basis.
(03:34):
B, um, uh.
I completely stopped drinking.
I was very healthy because a couplereasons I knew I'd recover quicker, but
mainly your mind has to be really sharpwhen you go through tough times and,
and anything that clouds your mind, youknow, whether it's bad food, not working
out alcohol, like it's gonna make it10 times harder and more than likely,
(03:57):
again, you're just not gonna succeed.
And that kind of, you know,it was crazy as it sounds.
The injury for me got mereally, really focused on.
Doing my job better, and thisis the best year I've ever had.
So, you know, now, um, that I'm ableto walk and hike and like, you know,
again, things I always took for granted.
(04:17):
I'm a lot happier because I'm ableto get a lot of the energy out.
And you know, this morning me and AVwent on a long hike, which was awesome.
Like, just, just goingback to those things.
But yeah, you're right.
I think in tough times I think that.
We, we have to manage it day by day, andyou gotta take care of yourself for, I, I
know you're a big advocate on your health.
It's like, I used to take it forgranted and think, oh yeah, you know,
(04:41):
it's, you just do that to look okay.
But like, that is the foundation,like being in a healthy body.
And I think that was just on one of thegentlemen you listened to on the podcast.
He said that and made a good argument.
He is like, it doesn't start witha mind, it starts with a body.
When your body is moving andyou're, you're feeling good.
That stimulates the mind to then geta better mindset and go further versus
(05:02):
if you just say in your mind, well,I'm going to get there, but you don't
change the physical habits of theeating, the alcohol and things like that.
I think
that's why people just neverhave the success and have a
lot of setbacks obviously.
So, and it was funny, we were,did a. Um, posted Rio yesterday.
(05:23):
That was, was around, um, thisconversation I had last week that, you
know, procrastination is often caused bya lack of clarity and, and even thinking
through on that a, a little bit more that.
Chaos is the enemy of growth.
And the only way through through chaosis, is has to start with clarity.
(05:44):
And that's, you know, when youlook at even the agent to CEO
framework, everything startswith clarity and it's just a good
reminder kind of thinking through.
It's like, you know, we tendto beat ourselves up, man.
Why?
Why are you procrastinating?
Why are you dragging your feet?
Sometimes that's an indicator thatyou shouldn't just be doing the thing,
(06:06):
somebody else more qualified that, uh,you know, that you could outsource, that
you could get somebody at a fraction ofkind of what you're worth to do it, or
you just, you don't have enough clarityon how come, how come this is the path?
How come we need to, to go through this?
How come this is happening?
(06:27):
And, and, or.
I've lost sight of my resourcefulness.
How do I need to be alittle more resourceful to
navigate this, this terrain?
But it all comes back to clarity andit's, it's like you said, you know,
I knew grounded that I have peopledepending upon me, I don't have a choice.
(06:47):
I can't sit here, I have to keep moving.
And you know, that's just an,an amazing realization because
I think so many times, you know.
People wanna play, youknow, the victim game.
And, and you know, woe isme when nobody gives a shit.
Like nobody cares.
People like, if they're dependingupon you, they're depending upon you.
(07:10):
And I think that's where, you know,just those reminders come in is
like, like, I don't have a choice.
I can't sit here.
Like, I have so many peoplethat are looking to me for
guidance direction inspiration.
You know, like, what's the next move?
And man, that's, that's, that'sjust an amazing, you know, to
stay grounded in that regard.
But when we talk about gettingclear, and, and I don't think you,
(07:34):
I don't think it's a one and done.
I think it's, I think it's just aconstant, like, you know, you got
the squeegee in the shower, right?
Like, you don't squeegee at once.
You squeegee it every day that youget out of the shower and into, if
not, I mean, I think that's a reallygood analogy of it too, right?
Like in the shower, the squeegee like.
If you let it go a couple days,it gets, it's still pretty foggy.
It's still pretty, you know, yougotta, you gotta keep cleaning it off.
(07:55):
And, and so for you, what'sthat clarity framework?
What's that process?
What's the, the rinse and repeat,what, what are the exercise to
maintain that level of clarity?
Yeah, it's a, honestly,that's a great one.
Like when you say about clarity,I think about this every, around
this time is the same thingabout, um, making business plans.
We, I, I was taught youngerthought and just like you said.
(08:17):
You set it in January, you haveyour plan, you get to December,
and then you do a new plan.
But again, from your teachingand, and, uh, others saying the
same thing you've been sayingfor years, it is a daily thing.
'cause right now, you know, I, beginningof the year within you and everything,
I, all I cared about was listings, right?
I was hyper, hyper, hyper-focusedon crushing listings.
(08:41):
And so far it's been an amazing year.
Like I said, best year for the team.
Best year for me personally.
But I am in a moment right now, and me andBert just talking, we really need to sit
down and reset and get our clarity back.
Because it comes back to, and I'll neverforget, it was the time we were sitting
in the conference room, us three, it wasprobably the, I still go back to that,
(09:01):
and you're like, why are you doing this?
What is the like, start with that.
Just start with why.
Start with, what do you see it look likein one year, three years, five years?
Like really dig into that.
And we don't do that enough because we.
Yeah, because we, we get in thatgroove, like, I know my plan, I'm
running, and you just keep runningstraight until finally you realize like,
that's a good analogy on the trail.
(09:23):
You're off the wrong,you're on the off the path.
Like you're, you've just beenrunning straight so hard.
You're like, where am I?
Like, where am I going?
So, um, for me personally, right now,it's been reading that book scaling.
This has been remarkable.
I'm going back through it.
So I think you recommendedthis pretty unbelievable.
Honestly, this has been, and I'mgoing back through it slowly and
(09:44):
kind of highlighting and really beingdiligent about taking notes, but um,
having the clarity on where we see thebusiness, where we see the team, and.
You know, and making sure we'rehaving fun doing it at the same time.
You know, sometimesit's just too reactive.
This business can be so reactive,especially in more difficult times.
So I think that, and, and you've said itright, uh, getting tactical, sometimes
(10:08):
it's a who, not a how or a why problem.
So like I, I think that those type of, um,clarity meetings need to happen a lot more
often than a lot of us are doing them.
I think at a minimum every week,and I know you do your Sunday
planning, which I love, but at, ata minimum every week having time to.
Um, think not, how do you say it?
(10:29):
Not on the business in the bit, likereally sit down and focus on the, you
know, more of the, why are we doing this?
Are we clear on the focus?
Are we clear on the path?
Um, and not be so reactive sometimes.
Yeah, it is, it's, it's super important,but I think the reactiveness comes from.
Lack of, lack of clarity of, of whatmust I be doing in order to move
(10:49):
me closer to where I want to go.
And, and I think that'sfor, for a lot of people.
They just lose sight of where they wantto go and it, and it ebbs and flows right?
Sometimes we get intoa little survival mode.
So it's hard, hard for us tosee beyond, beyond survival.
But once survival's there, andyou know, you and talked about
this, that, you know, 20 years.
Um, almost coming up on 21 yearswith, with kinder, um, and being
(11:15):
able to, to, to reflect back.
And if I was to coach, coach US 20,you know, 19 years ago, 18 years
ago, you know, the biggest thingthat I would've pushed on us would've
been like, listen, guys, like.
You're, you're, you're focusedon the wrong thing and the thing
you're focused on is status.
Right?
And our stat, the, the, the statuswe were chasing, it wasn't the
(11:37):
bigger houses, the bigger cars.
It was like we wanted to be number one.
And, um, what we should have been thinkingabout is, okay, what do we have to do?
Every quarter, every month, every week,every day within our control that's moving
us closer to our freedom, the freedom thatwe want to achieve, um, the things that,
(12:00):
that we're wanting to accomplish, the,the impact that we're wanting to make.
The bigger vision, because if wewould've been, you know, more focused
on beyond status, who knows what,what could have happened, right?
But, uh, you know, it's, it'sone of those things, right?
Like I wouldn't go change anythingjust because you and I wouldn't
be sitting here on this, on thisconversation today, if that goal
(12:24):
would've had been, had been different.
And so.
It's, it's super, super important to,I think, have a system, have a process
to, to regain that, that clarityas you continue to go and check in
along the way, have somebody to help.
Check in with you along the way.
That's why, you know, I'm a hundredpercent pro partnership because of
(12:45):
you have that other accountabilitypartner like, like you and dur,
which is, you know, which is rare,but also critical to be able to
navigate, you know, really tough times.
The point of of that book was scalingwith, with, uh, Benjamin Hardy
is right out of the gate and I.
I felt, I felt kind of victim tothis and the, the smaller mindset
(13:13):
achieving goals to build momentum.
And I think for me it was littlesteps along the way, right?
Like, we want to hit these littlemilestones, we want to accomplish
small goals, but those small goals haveto add up for a massive, impossible
goal with an impossible timeframe.
(13:35):
And, and I, I, I lost connectionof connecting those dots, right?
I think it's, I think it's an,and I don't think it's an or.
I think you gotta have small daily wins.
Win the day, win the week, win themonth, win the quarter, win the year,
win the year, win the year, right?
String, string years together.
(13:56):
But it has to be in pursuitof something bigger.
And I know that's vision, but it alsohas to be like a big, crazy goal.
That was my big take fromthat book so far for you.
What, what was, what was your big takecoming out of, out of going through that?
Here's two things thatshook me, that that time.
He talked about Steve Ballmer when hewas at Microsoft and he had a goal and
(14:19):
he executed on the goal, but he hit thewrong goal because that was when he wasn't
chasing, uh, where things were going.
Mobile ai.
Right.
He was just so focused on.
It, it reminded me of Blockbuster.
They were so diligent and so sure ofthemself, they were going down the
right path and they succeeded at that.
(14:41):
But they ultimately failed because theywere chasing the complete wrong goal
where things were shifting, hence Netflix.
But that Steve Ballmer thing wasshocking when they mentioned that
book that hey, he executed, butthey lost, you know, hundreds and
hundreds of millions of dollars.
They brought in a new CEO thatfocused on the right path.
So, you know, when you say that,here's, here's what I think
about our businesses often is.
(15:02):
We, I'll attribute it to like a Navy seal.
They have specific workouts they gotta begood at to, and you said it daily wins.
Even with them, breakit down like hell week.
Like maybe it's hourly wins, maybeit's half hour wins, but win-win,
all those wins stack, right?
But the way that they are workingout, for example, say to prepare
for that, and that's a year,and you're right, a multi-year
(15:25):
thing to even become one, right?
Mm-hmm.
If they're not doing the right stuff.
It is the same thing.
You can execute on the wrong stuff.
Meaning like, you gotta be a goodswimmer, you gotta have good cardio.
But you look at them like none of themare bodybuilders, none of them are, you
know, so, and, and then like, look at yourtraining versus like if I, you know, for
you to do distance in different things.
It's different training.
(15:45):
So that's why I look at our jobs is we, Ithink we get caught up sometimes in just
doing, this is what we should be doing,but we also have to be thinking forward.
Like, I know for us, andyou've talked about a lot.
We really gotta pay attention to AI rightnow and we really gotta pay attention
to where this can be a tool in our toolbelt probably will be one of the most
important tools we have in the future.
(16:08):
Mm-hmm.
You know, and, and the biggest thing,me and DUR were just talking about.
We are grinders and that's how we'vealways done things and we win on that.
But, and you've said it for yourwhole life, the best marketer wins
and listen to Hormo this weekend.
He had a big kickoff.
I got a copy of this for you by theway, actually, multiple copies, but
200
(16:28):
of them.
Did you get 200 of them?
I did.
So actually, yeah, I'mgonna send you a link.
I, he got me and so they're laugh too.
He is like, uh, I'm not sureif that was the best decision.
I'm gonna share it with kitchens and you,and we have access now to everything.
And if all we need is one of us tofigure out one thing, it was worth it.
So, um, you know where he got
me, you know where he got me, he gotme with the ai, that's where he got me.
(16:50):
So Me too.
So when I knew that I'd have the wholetool to be able to in, in second, and
I'm really saying, I'm just tellingdur like, I gotta create this login.
I'm sharing it with only you and John.
You guys have it.
And I think between us three, like.
So you got it.
So the good news is you, you're, you'rethe winner of it too, so, uh, uh, yes.
Yeah.
You know, in, in, there was, there wasa lot of lessons and things from there,
(17:11):
but, um, a lot of great marketing lessons.
I mean, just incredible marketinglessons and it's, it's, it's funny to
listen to the people that are kind ofchirping and clowning on it a little bit.
And I'm like, it's the most incrediblething that's ever been pulled
off in history because Exactly.
Like, do you not realize like.
$30 a book.
(17:31):
Do the math.
3.2 million books times 30.
Do the math.
It's 98, 90 $9 million in sales.
Took 'em two years, probably longer.
And the ad spend just, itwas a masterclass on how
(17:53):
to, I mean, it was, it was.
Textbook the best execution oneverything that he talks about.
I mean, it is, it's like it'sstill remarkable to even sit back
and, and comprehend what he did.
You nailed it.
And, and I think for me, again,the, the pause moment is we've known
(18:15):
about Hormo now for so many years.
He's always delivered unbelievable value.
Mm-hmm.
You look him in, at him as an authority.
He's done it.
He's done it with his own businesses.
He is done it with multiple businesses.
But when he finally said,I'm gonna brand, that was it.
Right?
And, and that right there is the proof.
Like he was already successful.
(18:36):
But when the rocket ship took off, hebecame a great brander, a great man.
And you just said it right?
He just pulled off the greatest market.
Probably the single most greatestmarketing piece ever witnessed.
Hit a Guinness Book of World records.
Like has the world record like.
It, it was cool to even bea part of it live right.
To see.
Yeah.
And you're right.
When you break it down, like someonelike you who's a deeper thinker and you
(18:58):
look at the pieces, it's remarkable.
So bringing it back down to us and, andeveryone really the future is branding.
I, I was telling dirt, we're fortunateright now that our client, if you
look at the average age group, saywe're in that 35 to 65, 70 age group.
(19:19):
My nieces that are going to collegeand my, and our, our kids and everyone
else, when they buy houses, the firstthing they look at is now chat, GBT,
who's the best agent in Pittsburgh?
Who's the best for this?
Like those tools.
And if we're not on those tools inthe top three, you're getting lost.
Right?
So that's where I can't believe when youthink of the evolution of the future.
(19:40):
It is gonna be more important than ever.
And, and it's never been, it's neverbeen done probably in the history
of the world that you can becomefamous on these tools that are
for the most part are free, right?
Mm-hmm.
So that's what's remarkable isbefore you, like I I, I know you,
you guys in the kinder days, you wereprobably big on what billboards the
(20:01):
radio and you crushed it with that.
But like, think about that wholeevolution, like that's gonna.
Eventually, I do believeit's gonna go away.
I think it's gonna be all digital.
You know,
there'll be a lot there.
There'll still be there.
Right.
It's, it's back to, you know,um, nu number of in it's
still impressions, right?
It's still authority, it's still trust.
(20:24):
You said the word earlier, it'sbrand and the way that we should be
thinking about brand is reputation.
So when somebody sees Mad Holmes, whatdo they think about when they see dj?
What do they think about?
What do you want them to think about?
And when they searchand they ask chat, GPT.
(20:48):
Hey, who's the best real estate agentto sell my home in Upper St. Clair, pa,
um, to be able to get us the most amountof money in the shortest amount of time.
Who do we need to, who dowe need to reach out to?
And so like that, that'salready happening.
And it's the thing that we, youknow, early on it was like, you
(21:10):
know, the AI empowered agent.
What about the AI empowered consumer?
And the only thing, and I saw a statisticlast week, um, 48% want just an agent.
This is consumer, you know.
How do you prefer, what do you prefer?
Um, mid 20% AI only, and then the26, 27, 20 8% to cover the full 100.
(21:40):
Agent and ai.
So they want the combination of both.
So it's gonna be interesting tosee how those numbers move around,
um, in the next 6, 12, 18 months.
Um, I, I, I think I shared it with you,but we, we might've even talked about it.
Um, Brendan, Brendan Burchard,obvi, obviously you guys would
be in place definitely deepinto the Brendan Burchard world.
(22:02):
Mm-hmm.
Um, he was on, he was on Ed's podcasta couple weeks ago and he, they didn't
really get into it, but Ed kind of pokedhim a little bit at the end and he said,
yeah, like, listen, you know, 30% of thecurrent workforce will be unemployed in
the next, you know, well it pr prettymuch in the next 18 to 24 months.
Listen, I like, you know, me.
I'm not, I'm not, I'm, I'm the oppositeof, of like falling victim to fear.
(22:25):
But it's like, okay, let's, okay.
If that's true, then where's the move?
Like, where do we navigate to The onlything, and Gary V is standing on this,
he's like, listen guys, the only thingthat we will have in our business and in
our lives in 10 years from now is brand.
He said, that's it.
He said, that's the onlything that we will have, so.
(22:49):
If that's true, what are all thethings that have to happen for
you to have an impeccable brand?
Right?
When people see it, theyknow, damn, I trust that.
I know.
I know what I'm gonna get.
I know what I'm not gonna get, and thisis, this is why I wanna reach out to them.
So it's just an interesting thoughtand I love that, that you said
(23:10):
that because to me That's right.
And everything that we do.
So we have to be super intentional.
And that was the other thing in thescaling book that Ben talks about.
And, and Tony Robinson, the Forwardeven said it, and the, the book
that is a must read, which is theAI Driven Leader by Jeff Woods.
(23:30):
Jeff talks about it in in thatbook and he says, listen, it's not
necessarily about hitting the goal,it's about who you are becoming.
On the path to hit that goal.
That's.
The important thing.
And so think about thatalong the way, right?
Like your brand and, and whatyou stand for and, and like,
(23:52):
yeah, I mean, you're a straightshooter, you're a great negotiator.
Like you're, you're, you know,you stand for what's right.
You don't play games, right?
Like, or that dude's a slime ball.
He's a cutthroat, he'lldo anything to get that.
You want that brand.
Do you want that reputation?
Or do you want a brand that will standthe test of time that people can trust?
So it's just interesting how thingsare gonna shake out in the next,
(24:15):
you know, in the next couple years.
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starts with one question.
What's really holding us back?
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(24:38):
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Now back to the show.
Yeah, no, that is awesome and Iappreciate you telling me that.
I know you mentioned that book before,but I just wrote it down again.
You said the AI driven leader,that's something else to look into.
(25:00):
Um, no, I, I, I think when you say though,the other cool thing that made me think
about you a little bit when you say aboutbrand reputation, like you've said this
before and I, I was actually tellingCassie the other day, this like your, in
my opinion, John Kitchens is also definedas like endurance athlete ultras, like.
It's who you've become, right?
(25:22):
So, and I was saying thisabout 75 hard, me included.
So many of us do this.
You do great.
And what do you do when you get out?
You get back to what happens, right?
And and it's like,
it's so hard 'cause you're just playingthe up and down and up and down.
But like once you become, like yousaid, the process and where it leads
you, all of this, doing all the hardthings always gets you to the best path.
(25:45):
So having a lot of integrityin your business every day.
Fast forward 10 years, you'regonna be well known for that
in, in front of everybody.
Like your clients, yourpartners, et cetera.
What you do for your mental health,your physical, like, that's gonna be
who you are and who you're definedas not, you know, oh, they, you know,
this person does a few of those.
(26:06):
And, and that's a lot of itis you're probably one of the
most consistent people I know.
Um.
And I, and also I think whenyou talk about trust as part
of your brand being huge,
that's big.
Like, I know if you say you're gonnado something, I'm, there's not even a
question like I know it's getting done.
It's like John said, he'sdoing it, he's doing it.
John said will be there.
(26:27):
He's gonna be there.
And it's because you show consistencyin your life every single day.
And this year I've done a lot better joband you know, I'm just being vulnerable.
I, I gotta make sure I always am.
And, and I know it's, it's easiersaid than done, but the times
that we don't, it's just excusesand the lies we tell ourself.
Mm-hmm.
It's
reasons we make up like that.
Like there's never a valid reason.
(26:48):
It's the, it's the BS between our earsthat we're like, ah, I'll do it tomorrow.
And you said it right, cra like,I don't have to do it today,
I'll do it later, et cetera.
Um, so yeah,
it is, and it's, uh, I waslooking, I pulled it up.
So it's uh, Joe, Joe Polishquote, and it's one of my
favorite and it's, life is easy.
When you live it the hard way andhard when you live it, the easy way.
(27:14):
And that is like, so freaking true, right.
You know, and you get up and you havethat meditation time, you have that,
that prayer, you have that silence.
You know, you're, you're the, thethings and the, you know, being
careful of the words you say, right?
Because what we say we hear andwhat we hear, we internalize.
So we're really careful at, at whatwe're putting into, into our minds.
(27:39):
We, we, we visualize ata, at a high level, right?
We're constantly exercising, we'removing our bodies, not, not only,
you know, lifting, but also, youknow, moving, getting the steps
in, um, you know, reading, right?
What, what are we reading?
Not only listening, but, but actuallywritten word like reading what,
what, what are, what are we seeing?
(27:59):
And then, you know, gettingthe thoughts out of our head.
And I think that's, you know, describingthe journaling, even if it's just.
To, to scribble, but it's justthe, the release of stop carrying
the things around in your head.
Right.
Just, just get it out.
And, you know, that's theSaver's framework, which, you
know, I think Hal, Hal nailedit right in the Miracle Morning.
I mean, that is like the framework thatcan just absolutely change your life.
(28:22):
Right.
And obviously you can, you can, you know,add to it, you can subtract a little bit.
There's the, the 75 hard elements of, youknow, making sure you know the hydration.
Um.
You know, you know, payingattention to the diet, um, you
know, the progress pictures, right?
What, what, what got you this last goaround because, you know, it's the,
(28:43):
it's, it's, you gotta see it, right?
You gotta, you gottareally, really see it.
And when you're forced to lookat it, you either like what
you see or what you don't.
And, you know, no, no hiding from it.
So it's so important.
But speaking of 75 hard, uh, I startedlistening to, um, Tim, Tim Grover
was on, on Andy's, uh, podcast.
(29:04):
I didn't know he was working with schemes.
Did you
know that?
I No, I didn't.
I didn't either until he said that.
He goes, yeah, we, I was like, God dang.
You got, yeah, you got thebest player in baseball.
Yeah.
Okay.
You know
why that doesn't surprise me, though?
I feel like he picks you.
Like, I feel like you have to be worthy.
And you look at Jordan, you lookat Kobe, you look at Wade, um, I
(29:28):
think the only person he said hecan't work with, which you could
fact check me on this, was LeBron.
I think he showed up late or something.
He's like, I'm not dealing with this.
Like he needs you at that level.
But you know, I took my sonto a baseball game this year.
He didn't pitch.
And that video Ben at Ben Kinneyshowed us, you gotta watch it Unbeliev.
He does a two hour warmup.
(29:50):
Two hour warmup before every, every game.
He did it that day.
I watched him do it, didn't evenpitch, and he's still doing it.
And they said every otherpitcher in the MLB on average,
20 minutes, his is two hours.
And he attributes his coach atout, I think it was LSU, who said,
um, if you want to be the best.
(30:12):
This is the minimum standard.
He made him think this is theminimum, this is the minimum standard.
Right.
And it always comes back to that.
All these people at these highlevels, yes they have God-given,
but so much of it's effort.
Mm-hmm.
So much of it is what we never see.
And I mean effort that we couldn'teven wrap our head around and Right.
So to hear that Grover istraining him, that's remarkable.
(30:37):
I mean, he's, he's special.
He's, he's a one generation, he's very
special.
He's very special.
So enjoy him while, while he's here.
'cause he's not staying here.
No, we've talked about it.
I'm, we're 99% sureeither good New York or la
He is going to New York or laThat is what he is built for.
So, um, it's gonna be interesting.
(30:57):
You know what would be remarkable?
I mean, they'd have to sell the team.
They'd have to have new ownershipprobably to keep him is gonna
be the, is gonna be the trick.
Crazy now.
So Dej one, one other kind of thing tothat, that you had mentioned and we, and
we go brand, but we go connectiveness.
There was, there was something in, um,
(31:22):
I pulled up, there was abreakdown, see if I can find it.
So this was back to, to hers.
Um, kind of take from now.
Bam.
Uh, Vanessa Bowman wrote thisarticle, um, yesterday on now Bam, and
really, really dissected mosis, um.
(31:44):
Record.
I mean, geez, in, in the oneday he sold 2.9 copies, I
think through the three days.
Uh, I saw the number.
That's what I was telling you.
3.286 million as of yesterdaymorning, sold of, of his newest book.
And I think the only other books,uh, only three fiction books sold
(32:06):
more copies than money models.
Launch each of the Harry Potterseries doesn't surprise me.
So.
What he says right here.
So what agents can learn from this launch.
This was really good.
Number one, your networkequals your net worth.
And I think it just, just think aboutthat within, you know, the game that we
play within the community and you know,one of the foundational pillars for your.
(32:31):
Your, your social media content,the marketing side of things,
especially organic social man.
You've gotta be an ambassadorfor your community.
You've got to be ableto have that network.
And it's, honestly, it's the number onething that I miss from having our team
and, and what we had built in Lawton.
It's the number one thing that Imiss from, oh, you got a problem?
(32:55):
Hold on.
Hey, da, da, da, dah.
What you got.
Cool.
I'll be right there.
Awesome.
Thank you.
Having that network on speed dial forwhatever it is that you need, I miss that.
Like I really, reallymiss the connectiveness.
How important for you has, has that beennavigating the terrain and especially
(33:15):
where we're at and where we're going andwhere, you know, what the momentum we're
building, how critical, how important is?
That network.
I think it's everything.
I, I, I think a lot of us take itfor granted 'cause we're chasing
the deal and chasing the next deal.
But here, here's where it, it emulates.
(33:36):
I would say in my daily life, therelationships with other agents is huge.
We're all in this together.
Like I don't look at otheragents as competitors.
I, I, I look at us like I, I'malways truly rooting for everyone to
win, and I really mean that, right?
Like, if somebody, you know, beatsmy numbers, they deserved it, they
(33:56):
outworked me that, you know, andgood for them, and I'm, I'm mean,
I'm applauding them, but I don'thave an ego with any of these people.
I think that's big, right?
I, I say on a lot of these tougherdeals, we're here to do the best we
can for our respective clients and worktogether to get to the finish line.
Mm-hmm.
How can we do this together better?
(34:17):
If they want to be the hero, all good.
I don't need to be the hero.
I don't need any like, and that mindset.
A has helped me cultivate someamazing agent relationships.
B, vendor relationships.
You just said it.
There's a lot of deals this yearthat got saved because of vendors
being on speed down, knowingwe're loyal, we're consistent.
We'll come through and them saying like,I'll do this job, or I'll do that job.
(34:38):
I'll float the money.
I'll get it done because it's you.
Where if I didn't have a relationship,there's not a chance in hell, or this is
an emergency, I need you there tomorrow.
Um, clients, you know, building realrelationships with our clients where.
You know, they're, they'reconsistently saying your name
and, and singing your praises.
And I just did a deal for a couple, I gotto know over the last six months, and they
(35:00):
had like, movie night in the park and theyhave a decent following and they hashtag,
you know, DJ Fairley, hashtag Mad Holmes,hashtag like happiness for our family.
Like, you know, and then sent mea screenshot saying, Hey, just to
let you know, we wouldn't be hereexperiencing this if it wasn't for you.
And, uh.
You know, there's three or fourmore people we just told tonight.
(35:23):
Two of them call me this week.
Like, like just the power of that.
Like just from a movie night,I get two now, a listing and a
buyer is like, Hey, we heard youdid an amazing job work with us.
So it's like, that is gold.
Mm-hmm.
And, and, and I, I mean, I, I knowyou know better than me, but like
the, the long-term relationships,you never know what we're gonna
end up doing together either.
(35:45):
Yeah.
You know, so I don't wannamake any, any enemies.
I don't wanna piss you, Ijust wanna do the best I can.
It is, and it, it's so critical,especially when you get into creative
deal structure and it is kind of themarket that we're moving into, right?
It's just not black and white.
It's just, it's just not you.
(36:05):
You gotta get creative.
Um, especially with people that aretrying to right size or they need
to make an adjustments, they need toget out of a situation they're in.
You've gotta get really creative and yougotta look at it at the whole picture,
especially if they're selling and buying.
Now you gotta like run the math across,you know, multiple transactions, but
(36:26):
you've gotta be the one leading that.
You've gotta be the one doing it.
I talk with Jacob Weaverabout it all the time, right?
He works the, the, the, the high endluxury out in the Seattle Bellevue market.
And I mean, he's got an $11 million newconstruction on, on the market right now.
So like you talk about the levelof creativeness that you've gotta
go through to, to, to embark,especially on, on higher end deals.
(36:48):
But it's now getting intoeveryday deals of how you gotta,
you know, think creatively.
But back to the tool, right, theconnections, the network, but the AI
tool is there now to help you navigatethat creative, you know, you know.
Let's, let's break this apart.
Here's what we got.
What are all of our options?
Right?
(37:09):
Like I was playing around with Ram'sAI last night on a, on a business
situation, gave it a scenario walkingthrough different, different plays.
Go this route, go that route.
Like you talk about.
Being able to navigate differentangles and things that would
hold us up and block us.
Now we can work throughin minutes and hours.
(37:31):
That used to take us weeks to getthrough, but then it's also gonna come
back to your resourcefulness and, and,and I believe, believe your connections
and how you can, you know, bringpeople together to make deals happen.
A hundred percent.
You're, and, and, andyou're exactly right.
Like everything is hard right now.
You gotta just, like, everything is hard.
(37:52):
I I, right.
Like the, the client side's hard.
The, like, it's just hard.
But I, I think embracing it and justknowing it is what it is, but making
the best of the Senate and, youknow, the good news, like you said,
things, things are gonna change.
I don't know when, right.
We're gonna have easier times.
Like, look how lucky we were andwe take all this for granted.
Rewind to COVID, right?
(38:14):
As soon as COVID got broken.
Every listing selling in aday with 2030 offers, right?
So to be a listing agent,um, greatest time ever.
Buyer's side was really tough.
But like, yeah, now it'sshifted more to a buyer's.
I, I, I think, I believe it'sa little more in the buyer's
favor, candidly, right now.
Um, still a good time to sell, but alittle bit more in the buyer's favor.
(38:35):
But to me it's just.
Constantly learning and evolving.
Like what did, what are we learning nowthrough this and everything that we go
through, we just sharpen the acts evenmore because history repeats itself.
So probably in this another20 years, probably, yeah.
Probably at least 20more years doing this.
So I think I'm gonna be so much betteroff the next cycle or the next time this
(38:59):
happens, we can go back and experienceand say, oh yeah, we've been through this.
Mm-hmm.
Or, or, or, or, we know it's about tocome and, and better prepare for it.
But, but yeah.
It's just resetting the habits, right?
It's just, it's justdifferent habits, right?
Where, you know, you, you miss somethinga couple days, that becomes the new habit.
And so you gotta re retrainand rebuild the habits.
(39:21):
And I, I really, you know, theconsultative type selling, really
listening, understanding, you know,listen, we're not the hero, right?
We're just the guide.
We're helping that particular individual,be it a buyer, seller, investor builder.
Recruiting an agent, right?
You know, you, you guys are, Imean, you, you focus primarily
with, with, with sellers, right?
(39:43):
That's your, your main lane.
You're, you're focused on that lane,the best that you can be in that lane.
DURs a little bit more, right?
His, his clientele is the agent, right?
Because the game changes towhere you're no longer really.
Your main customer is notreally the buyer and seller for,
for dur it's, it's the agent.
(40:04):
And, and so, you know, being ableto really listen and understand
like, I'm not the hero here.
I'm just gonna help you getto, to the destination of what
you're trying to accomplish.
And it's one of the things, um, probablygonna open agent to CEO with is, is just.
(40:25):
Faith Right in the process and, you know,really being able to get people to, you
know, show them the bridge and the path,and it's like, listen, I just need you
to trust the process and I, and I'm, I'mhere for you the entire way, and I'm not
gonna let you, I'm not gonna let you fall.
I'm not gonna let you slip.
I will get you to where you wantto go, but you just have to,
(40:47):
you just have to, you know, havefaith and trust in the process.
With that comes proof, right?
So showcasing proof, Hey,look at what we did for this.
Look what we did for this.
Look what we did for this.
Look what we did for this.
But that's the direction I really believethat everything is, is moving towards.
So, like you said, thebest marketer always wins.
So being able to tell that story,showing proof, to be able to help, you
(41:09):
know, clients get to the destination,get to where they're wanting to go.
Yeah.
And, and, and not to keep saying onbrand, but the reason I can't get outta
my head is when you think about whenyou have that brand, at least from my
perspective, look what it opens up.
You're attracting so much more,like your people are gonna be able
to come to you, whether that be aclient, whether that be an agent.
(41:31):
Like to me, when you're, when you becomethat brand, you're doing a great job on
the branding, everything gets easier.
And not only that, when I talkedabout having some enjoyment and fun
in this too, it is fun 'cause you'reattracting, you're attracting your people.
You know, I, I think that's theother thing that age teaches me.
I used to get really down if we'd,if we'd lose an agent or if we didn't
(41:54):
get an agent or I'd lose a client.
And now that as I get older,I'm like, you know what?
There, there's a reasonfor it and it's okay.
I'm not gonna win them all,but I wanna win the ones that.
That, you know, they, they seeme as, as someone that they wanna
work with or someone they like.
Right.
It's like being genuine to yourself andjust know if you keep doing the, the hard
(42:16):
work and, and being genuine to yourself,you're gonna attract the right people.
We're not gonna win everybody.
Right.
That's right.
Looking for the
people
that are
looking for us.
That's per Yeah, exactly.
Brother, I appreciate you and um, man.
Yeah, you guys are on fire.
You're absolutely rocking, dialed in.
I mean, the amount of productionthat you guys are slinging up in
a tough market is, is absolutely,you know, freaking remarkable.
(42:41):
But it, it goes back to the consistency.
It goes back in doing the rightthing, going back and just
focusing on the fundamentals.
And I think it's the, you know,you gotta have the macros, you
gotta be paying attention to.
You know, the, the main metrics thatactually move the needle right for us in,
you know, we know protein, carbs, fats, weknow water intake, we know steps, right?
(43:05):
And I mean, be pretty dang healthy.
You just pay attention toa handful of those metrics.
And I think it's the samefor our business, right?
I think those, those, thosemetrics, you pay attention to
'em, you look at 'em every day.
How many conversations did you have?
How many appointments did you set?
How many new pieces ofbusiness did you sign?
I mean, there's your proteins,your carbs, your fats right there.
(43:26):
That's it.
Like your business is going to be healthyif you're within your conversations
appointments and, and new signed business.
The, the closings and everythingelse will take care of themselves.
But I think it's just gettingback to control the controllables
and, you know, life is easywhen you live it the hard way.
And staying in the macros is hard.
(43:46):
Getting those steps in is hard.
Drinking enough water is hard.
Getting out, going onthose, those, those hikes.
That's hard.
I, I love how you break it down intosimple things, because I swear every
time you tell me something, it, it's likewhen I tell you, go look for a red car.
You see 20 of them.
You just said this to me a week ago.
First time ever heard in my life,you said just focus on 15,000 steps.
(44:08):
I've never heard that.
My whole life it's 10,000.
Right.
So I'm down like now nine pounds.
All I've done is walked in, hike.
I have and, and of course, diet, right?
But sure as shit.
One of our clients who is alike world class trainer, has a
master's degree in kinesiology.
Has every muscle you could dream of.
(44:30):
He just told me, he's like, Hey, I've beenmeaning to tell you good job on 75 hard.
Hey, by the way, don't worry aboutlike going out there and jogging
and doing all this fancy stuff.
He's like, lift some weights.
But he's like, just make sureyou're doing 15,000 steps.
What the like, I was like, John justsaid like literally, he's like, that's
what we tell our clients is, is justget the steps in and you're good.
(44:56):
Yeah.
It's, it's the 20 mile march, right?
You know, it's, it's stayingdisciplined, staying consistent.
And if you, if you, you know, know thatstory, you know, the two teams embarking,
no matter what, the one team, no matterwhat, they went 20 miles, great days.
They went 20 miles horrible days.
They went 20 miles.
The other team, they went a bunchof miles When it was nice when the
(45:17):
weather, they just kind of stayed put.
Guess what?
They didn't make it.
They ran outta supplies and thenthey really didn't make it back
home, and the other team didbecause they stayed consistent.
They just kept hitting the mark, kepthitting the mark, kept hitting the mark.
And man, that's what it's about right now.
Control the controllables.
Know your marks, hit the mark on thegood days, hit the mark on the bad
(45:38):
days, and those days will add up.
Balance passes and chest passes.
You start with a Kobe reference, right?
How do you start every practice?
Wasn't it just foul shots and basics?
Right?
Back to the fundamentals.
Basics, like, um, you know, how do weput our shoes on, socks on the right
way, lace 'em up and um, get after it.
Love it
(45:59):
brother.
Appreciate you and uh,guys appreciate you too.
Connect with, uh, connect with Dej.
Uh, if you guys need anything,reach out and uh, we'll see
you guys on the next episode.
See you.
Appreciate y'all.
Thank you.
Thanks for tuning in.
If you're done guessing and ready tolead like a real CEO with a custom
strategy, real accountability andproven systems, check out my executive
(46:21):
one-on-one coaching@johnkitchens.coach.
Fill out the application and bookyour one-on-one call with me.
Be sure to hit follow soyou never miss an episode.
Catch you on the next one.
Seven figure success starts whenyou start thinking like a CEO.
Welcome to the John Kitchens Coach podcastexperience as your host, John Kitchens.
Get ready to think bigger andtransform your business into
a path to lasting freedom.
What is happening?
(00:20):
What's up, John?
What's good, brother?
Hey, so how much I was thinking, man?
So down the rabbit hole again.
And, uh, stumbled upon, um, youknow, Kobe during the, the Achilles.
But what it was, was,um, you know who he is.
He's been on Rogan.
(00:41):
He is one of, uh, one of thebest podcasters on the planet.
And he, um, he was just reciting.
That, uh, post that Kobe made thenight after three 30 in the morning
after, you know, the, the Achillesand 35 years old and just watching him
and like going through any, any typeof, of setbacks and obviously, you
(01:05):
know, kind of your perspective goingthrough, you know, not once but twice
through, through that same injury.
But I think it's really.
A correlation.
It's the, the whole, you know, how youdo anything is how you do everything.
Yet most people can't connect the dotsand carry it over into other things.
But I think there's a lot of folks rightnow that are going through hard times,
(01:27):
going through setbacks, um, be it in someaspect of, of what's going on, right?
It's, it's the whole, you know, this tooshall pass in, in the middle of the storm,
turn and face the storm and keep moving.
And, you know, don't wanna sit around and,and feel sorry for yourself, but we do
have to keep moving, keep taking action.
(01:49):
So like, talk me through, like foryou, you know, going through that
setback, I mean, you knew immediatelywhat it was, but then, you know,
you can't just keep laying there.
You just can't keep sitting around.
You can't keep feeling sorry for yourself.
So I, I would love to justkind of get your take on.
On that, connecting the dots, movingthrough challenging, hard, difficult
(02:10):
times because I think there's,there's a correlation to what's
happening in the market right now.
Yeah.
No, thank you.
Honestly, and I think coach with you nowfor, what's it been, five, six years now.
I, I think there's so many thingsthat I take from a lot of what you
said, and I think in those times,like certain things come to, I mean,
the first thing I thought if I'm.
(02:33):
I have responsibilities that don't stop.
And I'm fortunate, I looked at itfrom a fortunate perspective that
thank God I don't run for a living.
Like I, I, I don't, you know,and I can still do my job.
And I'm sure DUR was a little bitnervous at first, thinking, you know,
it's gonna be 30 days or whatnot.
But I, I think I was back in theoffice like, what, two, two days after.
(02:53):
I mean, it was basically, Ijust didn't let it stop me.
And I figured, you know, evenpost-surgery on crutches, um.
Most of my job, I can still do, like, I'mstill even, you know, butt scooting up
steps to show properties and all that.
But I, I think the biggest thing thatgot me mindset, well, well, two things.
One, I knew to get through it.
(03:14):
I had to just win every day.
And I was cognizant of that.
I didn't think about howlong it was gonna be.
'cause if you get in that mindset, and Idid this younger a lot, it's overwhelming.
And I think that's why a lot of people doquit or, or get in their head too much.
Is it, it seems like themountain is so, so far away, but
it's just one step at a time.
So A, I approached iton a day-to-day basis.
(03:34):
B, um, uh.
I completely stopped drinking.
I was very healthy because a couplereasons I knew I'd recover quicker, but
mainly your mind has to be really sharpwhen you go through tough times and,
and anything that clouds your mind, youknow, whether it's bad food, not working
out alcohol, like it's gonna make it10 times harder and more than likely,
(03:57):
again, you're just not gonna succeed.
And that kind of, you know,it was crazy as it sounds.
The injury for me got mereally, really focused on.
Doing my job better, and thisis the best year I've ever had.
So, you know, now, um, that I'm ableto walk and hike and like, you know,
again, things I always took for granted.
(04:17):
I'm a lot happier because I'm ableto get a lot of the energy out.
And you know, this morning me and AVwent on a long hike, which was awesome.
Like, just, just goingback to those things.
But yeah, you're right.
I think in tough times I think that.
We, we have to manage it day by day, andyou gotta take care of yourself for, I, I
know you're a big advocate on your health.
It's like, I used to take it forgranted and think, oh yeah, you know,
(04:41):
it's, you just do that to look okay.
But like, that is the foundation,like being in a healthy body.
And I think that was just on one of thegentlemen you listened to on the podcast.
He said that and made a good argument.
He is like, it doesn't start witha mind, it starts with a body.
When your body is moving andyou're, you're feeling good.
That stimulates the mind to then geta better mindset and go further versus
(05:02):
if you just say in your mind, well,I'm going to get there, but you don't
change the physical habits of theeating, the alcohol and things like that.
I think
that's why people just neverhave the success and have a
lot of setbacks obviously.
So, and it was funny, we were,did a. Um, posted Rio yesterday.
(05:23):
That was, was around, um, thisconversation I had last week that, you
know, procrastination is often caused bya lack of clarity and, and even thinking
through on that a, a little bit more that.
Chaos is the enemy of growth.
And the only way through through chaosis, is has to start with clarity.
(05:44):
And that's, you know, when youlook at even the agent to CEO
framework, everything startswith clarity and it's just a good
reminder kind of thinking through.
It's like, you know, we tendto beat ourselves up, man.
Why?
Why are you procrastinating?
Why are you dragging your feet?
Sometimes that's an indicator thatyou shouldn't just be doing the thing,
(06:06):
somebody else more qualified that, uh,you know, that you could outsource, that
you could get somebody at a fraction ofkind of what you're worth to do it, or
you just, you don't have enough clarityon how come, how come this is the path?
How come we need to, to go through this?
How come this is happening?
(06:27):
And, and, or.
I've lost sight of my resourcefulness.
How do I need to be alittle more resourceful to
navigate this, this terrain?
But it all comes back to clarity andit's, it's like you said, you know,
I knew grounded that I have peopledepending upon me, I don't have a choice.
(06:47):
I can't sit here, I have to keep moving.
And you know, that's just an,an amazing realization because
I think so many times, you know.
People wanna play, youknow, the victim game.
And, and you know, woe isme when nobody gives a shit.
Like nobody cares.
People like, if they're dependingupon you, they're depending upon you.
(07:10):
And I think that's where, you know,just those reminders come in is
like, like, I don't have a choice.
I can't sit here.
Like, I have so many peoplethat are looking to me for
guidance direction inspiration.
You know, like, what's the next move?
And man, that's, that's, that'sjust an amazing, you know, to
stay grounded in that regard.
But when we talk about gettingclear, and, and I don't think you,
(07:34):
I don't think it's a one and done.
I think it's, I think it's just aconstant, like, you know, you got
the squeegee in the shower, right?
Like, you don't squeegee at once.
You squeegee it every day that youget out of the shower and into, if
not, I mean, I think that's a reallygood analogy of it too, right?
Like in the shower, the squeegee like.
If you let it go a couple days,it gets, it's still pretty foggy.
It's still pretty, you know, yougotta, you gotta keep cleaning it off.
(07:55):
And, and so for you, what'sthat clarity framework?
What's that process?
What's the, the rinse and repeat,what, what are the exercise to
maintain that level of clarity?
Yeah, it's a, honestly,that's a great one.
Like when you say about clarity,I think about this every, around
this time is the same thingabout, um, making business plans.
We, I, I was taught youngerthought and just like you said.
(08:17):
You set it in January, you haveyour plan, you get to December,
and then you do a new plan.
But again, from your teachingand, and, uh, others saying the
same thing you've been sayingfor years, it is a daily thing.
'cause right now, you know, I, beginningof the year within you and everything,
I, all I cared about was listings, right?
I was hyper, hyper, hyper-focusedon crushing listings.
(08:41):
And so far it's been an amazing year.
Like I said, best year for the team.
Best year for me personally.
But I am in a moment right now, and me andBert just talking, we really need to sit
down and reset and get our clarity back.
Because it comes back to, and I'll neverforget, it was the time we were sitting
in the conference room, us three, it wasprobably the, I still go back to that,
(09:01):
and you're like, why are you doing this?
What is the like, start with that.
Just start with why.
Start with, what do you see it look likein one year, three years, five years?
Like really dig into that.
And we don't do that enough because we.
Yeah, because we, we get in thatgroove, like, I know my plan, I'm
running, and you just keep runningstraight until finally you realize like,
that's a good analogy on the trail.
(09:23):
You're off the wrong,you're on the off the path.
Like you're, you've just beenrunning straight so hard.
You're like, where am I?
Like, where am I going?
So, um, for me personally, right now,it's been reading that book scaling.
This has been remarkable.
I'm going back through it.
So I think you recommendedthis pretty unbelievable.
Honestly, this has been, and I'mgoing back through it slowly and
(09:44):
kind of highlighting and really beingdiligent about taking notes, but um,
having the clarity on where we see thebusiness, where we see the team, and.
You know, and making sure we'rehaving fun doing it at the same time.
You know, sometimesit's just too reactive.
This business can be so reactive,especially in more difficult times.
So I think that, and, and you've said itright, uh, getting tactical, sometimes
(10:08):
it's a who, not a how or a why problem.
So like I, I think that those type of, um,clarity meetings need to happen a lot more
often than a lot of us are doing them.
I think at a minimum every week,and I know you do your Sunday
planning, which I love, but at, ata minimum every week having time to.
Um, think not, how do you say it?
(10:29):
Not on the business in the bit, likereally sit down and focus on the, you
know, more of the, why are we doing this?
Are we clear on the focus?
Are we clear on the path?
Um, and not be so reactive sometimes.
Yeah, it is, it's, it's super important,but I think the reactiveness comes from.
Lack of, lack of clarity of, of whatmust I be doing in order to move
(10:49):
me closer to where I want to go.
And, and I think that'sfor, for a lot of people.
They just lose sight of where they wantto go and it, and it ebbs and flows right?
Sometimes we get intoa little survival mode.
So it's hard, hard for us tosee beyond, beyond survival.
But once survival's there, andyou know, you and talked about
this, that, you know, 20 years.
Um, almost coming up on 21 yearswith, with kinder, um, and being
(11:15):
able to, to, to reflect back.
And if I was to coach, coach US 20,you know, 19 years ago, 18 years
ago, you know, the biggest thingthat I would've pushed on us would've
been like, listen, guys, like.
You're, you're, you're focusedon the wrong thing and the thing
you're focused on is status.
Right?
And our stat, the, the, the statuswe were chasing, it wasn't the
(11:37):
bigger houses, the bigger cars.
It was like we wanted to be number one.
And, um, what we should have been thinkingabout is, okay, what do we have to do?
Every quarter, every month, every week,every day within our control that's moving
us closer to our freedom, the freedom thatwe want to achieve, um, the things that,
(12:00):
that we're wanting to accomplish, the,the impact that we're wanting to make.
The bigger vision, because if wewould've been, you know, more focused
on beyond status, who knows what,what could have happened, right?
But, uh, you know, it's, it'sone of those things, right?
Like I wouldn't go change anythingjust because you and I wouldn't
be sitting here on this, on thisconversation today, if that goal
(12:24):
would've had been, had been different.
And so.
It's, it's super, super important to,I think, have a system, have a process
to, to regain that, that clarityas you continue to go and check in
along the way, have somebody to help.
Check in with you along the way.
That's why, you know, I'm a hundredpercent pro partnership because of
(12:45):
you have that other accountabilitypartner like, like you and dur,
which is, you know, which is rare,but also critical to be able to
navigate, you know, really tough times.
The point of of that book was scalingwith, with, uh, Benjamin Hardy
is right out of the gate and I.
I felt, I felt kind of victim tothis and the, the smaller mindset
(13:13):
achieving goals to build momentum.
And I think for me it was littlesteps along the way, right?
Like, we want to hit these littlemilestones, we want to accomplish
small goals, but those small goals haveto add up for a massive, impossible
goal with an impossible timeframe.
(13:35):
And, and I, I, I lost connectionof connecting those dots, right?
I think it's, I think it's an,and I don't think it's an or.
I think you gotta have small daily wins.
Win the day, win the week, win themonth, win the quarter, win the year,
win the year, win the year, right?
String, string years together.
(13:56):
But it has to be in pursuitof something bigger.
And I know that's vision, but it alsohas to be like a big, crazy goal.
That was my big take fromthat book so far for you.
What, what was, what was your big takecoming out of, out of going through that?
Here's two things thatshook me, that that time.
He talked about Steve Ballmer when hewas at Microsoft and he had a goal and
(14:19):
he executed on the goal, but he hit thewrong goal because that was when he wasn't
chasing, uh, where things were going.
Mobile ai.
Right.
He was just so focused on.
It, it reminded me of Blockbuster.
They were so diligent and so sure ofthemself, they were going down the
right path and they succeeded at that.
(14:41):
But they ultimately failed because theywere chasing the complete wrong goal
where things were shifting, hence Netflix.
But that Steve Ballmer thing wasshocking when they mentioned that
book that hey, he executed, butthey lost, you know, hundreds and
hundreds of millions of dollars.
They brought in a new CEO thatfocused on the right path.
So, you know, when you say that,here's, here's what I think
about our businesses often is.
(15:02):
We, I'll attribute it to like a Navy seal.
They have specific workouts they gotta begood at to, and you said it daily wins.
Even with them, breakit down like hell week.
Like maybe it's hourly wins, maybeit's half hour wins, but win-win,
all those wins stack, right?
But the way that they are workingout, for example, say to prepare
for that, and that's a year,and you're right, a multi-year
(15:25):
thing to even become one, right?
Mm-hmm.
If they're not doing the right stuff.
It is the same thing.
You can execute on the wrong stuff.
Meaning like, you gotta be a goodswimmer, you gotta have good cardio.
But you look at them like none of themare bodybuilders, none of them are, you
know, so, and, and then like, look at yourtraining versus like if I, you know, for
you to do distance in different things.
It's different training.
(15:45):
So that's why I look at our jobs is we, Ithink we get caught up sometimes in just
doing, this is what we should be doing,but we also have to be thinking forward.
Like, I know for us, andyou've talked about a lot.
We really gotta pay attention to AI rightnow and we really gotta pay attention
to where this can be a tool in our toolbelt probably will be one of the most
important tools we have in the future.
(16:08):
Mm-hmm.
You know, and, and the biggest thing,me and DUR were just talking about.
We are grinders and that's how we'vealways done things and we win on that.
But, and you've said it for yourwhole life, the best marketer wins
and listen to Hormo this weekend.
He had a big kickoff.
I got a copy of this for you by theway, actually, multiple copies, but
200
(16:28):
of them.
Did you get 200 of them?
I did.
So actually, yeah, I'mgonna send you a link.
I, he got me and so they're laugh too.
He is like, uh, I'm not sureif that was the best decision.
I'm gonna share it with kitchens and you,and we have access now to everything.
And if all we need is one of us tofigure out one thing, it was worth it.
So, um, you know where he got
me, you know where he got me, he gotme with the ai, that's where he got me.
(16:50):
So Me too.
So when I knew that I'd have the wholetool to be able to in, in second, and
I'm really saying, I'm just tellingdur like, I gotta create this login.
I'm sharing it with only you and John.
You guys have it.
And I think between us three, like.
So you got it.
So the good news is you, you're, you'rethe winner of it too, so, uh, uh, yes.
Yeah.
You know, in, in, there was, there wasa lot of lessons and things from there,
(17:11):
but, um, a lot of great marketing lessons.
I mean, just incredible marketinglessons and it's, it's, it's funny to
listen to the people that are kind ofchirping and clowning on it a little bit.
And I'm like, it's the most incrediblething that's ever been pulled
off in history because Exactly.
Like, do you not realize like.
$30 a book.
(17:31):
Do the math.
3.2 million books times 30.
Do the math.
It's 98, 90 $9 million in sales.
Took 'em two years, probably longer.
And the ad spend just, itwas a masterclass on how
(17:53):
to, I mean, it was, it was.
Textbook the best execution oneverything that he talks about.
I mean, it is, it's like it'sstill remarkable to even sit back
and, and comprehend what he did.
You nailed it.
And, and I think for me, again,the, the pause moment is we've known
(18:15):
about Hormo now for so many years.
He's always delivered unbelievable value.
Mm-hmm.
You look him in, at him as an authority.
He's done it.
He's done it with his own businesses.
He is done it with multiple businesses.
But when he finally said,I'm gonna brand, that was it.
Right?
And, and that right there is the proof.
Like he was already successful.
(18:36):
But when the rocket ship took off, hebecame a great brander, a great man.
And you just said it right?
He just pulled off the greatest market.
Probably the single most greatestmarketing piece ever witnessed.
Hit a Guinness Book of World records.
Like has the world record like.
It, it was cool to even bea part of it live right.
To see.
Yeah.
And you're right.
When you break it down, like someonelike you who's a deeper thinker and you
(18:58):
look at the pieces, it's remarkable.
So bringing it back down to us and, andeveryone really the future is branding.
I, I was telling dirt, we're fortunateright now that our client, if you
look at the average age group, saywe're in that 35 to 65, 70 age group.
(19:19):
My nieces that are going to collegeand my, and our, our kids and everyone
else, when they buy houses, the firstthing they look at is now chat, GBT,
who's the best agent in Pittsburgh?
Who's the best for this?
Like those tools.
And if we're not on those tools inthe top three, you're getting lost.
Right?
So that's where I can't believe when youthink of the evolution of the future.
(19:40):
It is gonna be more important than ever.
And, and it's never been, it's neverbeen done probably in the history
of the world that you can becomefamous on these tools that are
for the most part are free, right?
Mm-hmm.
So that's what's remarkable isbefore you, like I I, I know you,
you guys in the kinder days, you wereprobably big on what billboards the
(20:01):
radio and you crushed it with that.
But like, think about that wholeevolution, like that's gonna.
Eventually, I do believeit's gonna go away.
I think it's gonna be all digital.
You know,
there'll be a lot there.
There'll still be there.
Right.
It's, it's back to, you know,um, nu number of in it's
still impressions, right?
It's still authority, it's still trust.
(20:24):
You said the word earlier, it'sbrand and the way that we should be
thinking about brand is reputation.
So when somebody sees Mad Holmes, whatdo they think about when they see dj?
What do they think about?
What do you want them to think about?
And when they searchand they ask chat, GPT.
(20:48):
Hey, who's the best real estate agentto sell my home in Upper St. Clair, pa,
um, to be able to get us the most amountof money in the shortest amount of time.
Who do we need to, who dowe need to reach out to?
And so like that, that'salready happening.
And it's the thing that we, youknow, early on it was like, you
(21:10):
know, the AI empowered agent.
What about the AI empowered consumer?
And the only thing, and I saw a statisticlast week, um, 48% want just an agent.
This is consumer, you know.
How do you prefer, what do you prefer?
Um, mid 20% AI only, and then the26, 27, 20 8% to cover the full 100.
(21:40):
Agent and ai.
So they want the combination of both.
So it's gonna be interesting tosee how those numbers move around,
um, in the next 6, 12, 18 months.
Um, I, I, I think I shared it with you,but we, we might've even talked about it.
Um, Brendan, Brendan Burchard,obvi, obviously you guys would
be in place definitely deepinto the Brendan Burchard world.
(22:02):
Mm-hmm.
Um, he was on, he was on Ed's podcasta couple weeks ago and he, they didn't
really get into it, but Ed kind of pokedhim a little bit at the end and he said,
yeah, like, listen, you know, 30% of thecurrent workforce will be unemployed in
the next, you know, well it pr prettymuch in the next 18 to 24 months.
Listen, I like, you know, me.
I'm not, I'm not, I'm, I'm the oppositeof, of like falling victim to fear.
(22:25):
But it's like, okay, let's, okay.
If that's true, then where's the move?
Like, where do we navigate to The onlything, and Gary V is standing on this,
he's like, listen guys, the only thingthat we will have in our business and in
our lives in 10 years from now is brand.
He said, that's it.
He said, that's the onlything that we will have, so.
(22:49):
If that's true, what are all thethings that have to happen for
you to have an impeccable brand?
Right?
When people see it, theyknow, damn, I trust that.
I know.
I know what I'm gonna get.
I know what I'm not gonna get, and thisis, this is why I wanna reach out to them.
So it's just an interesting thoughtand I love that, that you said
(23:10):
that because to me That's right.
And everything that we do.
So we have to be super intentional.
And that was the other thing in thescaling book that Ben talks about.
And, and Tony Robinson, the Forwardeven said it, and the, the book
that is a must read, which is theAI Driven Leader by Jeff Woods.
(23:30):
Jeff talks about it in in thatbook and he says, listen, it's not
necessarily about hitting the goal,it's about who you are becoming.
On the path to hit that goal.
That's.
The important thing.
And so think about thatalong the way, right?
Like your brand and, and whatyou stand for and, and like,
(23:52):
yeah, I mean, you're a straightshooter, you're a great negotiator.
Like you're, you're, you know,you stand for what's right.
You don't play games, right?
Like, or that dude's a slime ball.
He's a cutthroat, he'lldo anything to get that.
You want that brand.
Do you want that reputation?
Or do you want a brand that will standthe test of time that people can trust?
So it's just interesting how thingsare gonna shake out in the next,
(24:15):
you know, in the next couple years.
Hey, before we move on,every great business strategy
starts with one question.
What's really holding us back?
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It gives you insight into theeight areas that drive growth.
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(24:38):
operations, and grow with confidence.
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Now back to the show.
Yeah, no, that is awesome and Iappreciate you telling me that.
I know you mentioned that book before,but I just wrote it down again.
You said the AI driven leader,that's something else to look into.
(25:00):
Um, no, I, I, I think when you say though,the other cool thing that made me think
about you a little bit when you say aboutbrand reputation, like you've said this
before and I, I was actually tellingCassie the other day, this like your, in
my opinion, John Kitchens is also definedas like endurance athlete ultras, like.
It's who you've become, right?
(25:22):
So, and I was saying thisabout 75 hard, me included.
So many of us do this.
You do great.
And what do you do when you get out?
You get back to what happens, right?
And and it's like,
it's so hard 'cause you're just playingthe up and down and up and down.
But like once you become, like yousaid, the process and where it leads
you, all of this, doing all the hardthings always gets you to the best path.
(25:45):
So having a lot of integrityin your business every day.
Fast forward 10 years, you'regonna be well known for that
in, in front of everybody.
Like your clients, yourpartners, et cetera.
What you do for your mental health,your physical, like, that's gonna be
who you are and who you're definedas not, you know, oh, they, you know,
this person does a few of those.
(26:06):
And, and that's a lot of itis you're probably one of the
most consistent people I know.
Um.
And I, and also I think whenyou talk about trust as part
of your brand being huge,
that's big.
Like, I know if you say you're gonnado something, I'm, there's not even a
question like I know it's getting done.
It's like John said, he'sdoing it, he's doing it.
John said will be there.
(26:27):
He's gonna be there.
And it's because you show consistencyin your life every single day.
And this year I've done a lot better joband you know, I'm just being vulnerable.
I, I gotta make sure I always am.
And, and I know it's, it's easiersaid than done, but the times
that we don't, it's just excusesand the lies we tell ourself.
Mm-hmm.
It's
reasons we make up like that.
Like there's never a valid reason.
(26:48):
It's the, it's the BS between our earsthat we're like, ah, I'll do it tomorrow.
And you said it right, cra like,I don't have to do it today,
I'll do it later, et cetera.
Um, so yeah,
it is, and it's, uh, I waslooking, I pulled it up.
So it's uh, Joe, Joe Polishquote, and it's one of my
favorite and it's, life is easy.
When you live it the hard way andhard when you live it, the easy way.
(27:14):
And that is like, so freaking true, right.
You know, and you get up and you havethat meditation time, you have that,
that prayer, you have that silence.
You know, you're, you're the, thethings and the, you know, being
careful of the words you say, right?
Because what we say we hear andwhat we hear, we internalize.
So we're really careful at, at whatwe're putting into, into our minds.
(27:39):
We, we, we visualize ata, at a high level, right?
We're constantly exercising, we'removing our bodies, not, not only,
you know, lifting, but also, youknow, moving, getting the steps
in, um, you know, reading, right?
What, what are we reading?
Not only listening, but, but actuallywritten word like reading what,
what, what are, what are we seeing?
(27:59):
And then, you know, gettingthe thoughts out of our head.
And I think that's, you know, describingthe journaling, even if it's just.
To, to scribble, but it's justthe, the release of stop carrying
the things around in your head.
Right.
Just, just get it out.
And, you know, that's theSaver's framework, which, you
know, I think Hal, Hal nailedit right in the Miracle Morning.
I mean, that is like the framework thatcan just absolutely change your life.
(28:22):
Right.
And obviously you can, you can, you know,add to it, you can subtract a little bit.
There's the, the 75 hard elements of, youknow, making sure you know the hydration.
Um.
You know, you know, payingattention to the diet, um, you
know, the progress pictures, right?
What, what, what got you this last goaround because, you know, it's the,
(28:43):
it's, it's, you gotta see it, right?
You gotta, you gottareally, really see it.
And when you're forced to lookat it, you either like what
you see or what you don't.
And, you know, no, no hiding from it.
So it's so important.
But speaking of 75 hard, uh, I startedlistening to, um, Tim, Tim Grover
was on, on Andy's, uh, podcast.
(29:04):
I didn't know he was working with schemes.
Did you
know that?
I No, I didn't.
I didn't either until he said that.
He goes, yeah, we, I was like, God dang.
You got, yeah, you got thebest player in baseball.
Yeah.
Okay.
You know
why that doesn't surprise me, though?
I feel like he picks you.
Like, I feel like you have to be worthy.
And you look at Jordan, you lookat Kobe, you look at Wade, um, I
(29:28):
think the only person he said hecan't work with, which you could
fact check me on this, was LeBron.
I think he showed up late or something.
He's like, I'm not dealing with this.
Like he needs you at that level.
But you know, I took my sonto a baseball game this year.
He didn't pitch.
And that video Ben at Ben Kinneyshowed us, you gotta watch it Unbeliev.
He does a two hour warmup.
(29:50):
Two hour warmup before every, every game.
He did it that day.
I watched him do it, didn't evenpitch, and he's still doing it.
And they said every otherpitcher in the MLB on average,
20 minutes, his is two hours.
And he attributes his coach atout, I think it was LSU, who said,
um, if you want to be the best.
(30:12):
This is the minimum standard.
He made him think this is theminimum, this is the minimum standard.
Right.
And it always comes back to that.
All these people at these highlevels, yes they have God-given,
but so much of it's effort.
Mm-hmm.
So much of it is what we never see.
And I mean effort that we couldn'teven wrap our head around and Right.
So to hear that Grover istraining him, that's remarkable.
(30:37):
I mean, he's, he's special.
He's, he's a one generation, he's very
special.
He's very special.
So enjoy him while, while he's here.
'cause he's not staying here.
No, we've talked about it.
I'm, we're 99% sureeither good New York or la
He is going to New York or laThat is what he is built for.
So, um, it's gonna be interesting.
(30:57):
You know what would be remarkable?
I mean, they'd have to sell the team.
They'd have to have new ownershipprobably to keep him is gonna
be the, is gonna be the trick.
Crazy now.
So Dej one, one other kind of thing tothat, that you had mentioned and we, and
we go brand, but we go connectiveness.
There was, there was something in, um,
(31:22):
I pulled up, there was abreakdown, see if I can find it.
So this was back to, to hers.
Um, kind of take from now.
Bam.
Uh, Vanessa Bowman wrote thisarticle, um, yesterday on now Bam, and
really, really dissected mosis, um.
(31:44):
Record.
I mean, geez, in, in the oneday he sold 2.9 copies, I
think through the three days.
Uh, I saw the number.
That's what I was telling you.
3.286 million as of yesterdaymorning, sold of, of his newest book.
And I think the only other books,uh, only three fiction books sold
(32:06):
more copies than money models.
Launch each of the Harry Potterseries doesn't surprise me.
So.
What he says right here.
So what agents can learn from this launch.
This was really good.
Number one, your networkequals your net worth.
And I think it just, just think aboutthat within, you know, the game that we
play within the community and you know,one of the foundational pillars for your.
(32:31):
Your, your social media content,the marketing side of things,
especially organic social man.
You've gotta be an ambassadorfor your community.
You've got to be ableto have that network.
And it's, honestly, it's the number onething that I miss from having our team
and, and what we had built in Lawton.
It's the number one thing that Imiss from, oh, you got a problem?
(32:55):
Hold on.
Hey, da, da, da, dah.
What you got.
Cool.
I'll be right there.
Awesome.
Thank you.
Having that network on speed dial forwhatever it is that you need, I miss that.
Like I really, reallymiss the connectiveness.
How important for you has, has that beennavigating the terrain and especially
(33:15):
where we're at and where we're going andwhere, you know, what the momentum we're
building, how critical, how important is?
That network.
I think it's everything.
I, I, I think a lot of us take itfor granted 'cause we're chasing
the deal and chasing the next deal.
But here, here's where it, it emulates.
(33:36):
I would say in my daily life, therelationships with other agents is huge.
We're all in this together.
Like I don't look at otheragents as competitors.
I, I, I look at us like I, I'malways truly rooting for everyone to
win, and I really mean that, right?
Like, if somebody, you know, beatsmy numbers, they deserved it, they
(33:56):
outworked me that, you know, andgood for them, and I'm, I'm mean,
I'm applauding them, but I don'thave an ego with any of these people.
I think that's big, right?
I, I say on a lot of these tougherdeals, we're here to do the best we
can for our respective clients and worktogether to get to the finish line.
Mm-hmm.
How can we do this together better?
(34:17):
If they want to be the hero, all good.
I don't need to be the hero.
I don't need any like, and that mindset.
A has helped me cultivate someamazing agent relationships.
B, vendor relationships.
You just said it.
There's a lot of deals this yearthat got saved because of vendors
being on speed down, knowingwe're loyal, we're consistent.
We'll come through and them saying like,I'll do this job, or I'll do that job.
(34:38):
I'll float the money.
I'll get it done because it's you.
Where if I didn't have a relationship,there's not a chance in hell, or this is
an emergency, I need you there tomorrow.
Um, clients, you know, building realrelationships with our clients where.
You know, they're, they'reconsistently saying your name
and, and singing your praises.
And I just did a deal for a couple, I gotto know over the last six months, and they
(35:00):
had like, movie night in the park and theyhave a decent following and they hashtag,
you know, DJ Fairley, hashtag Mad Holmes,hashtag like happiness for our family.
Like, you know, and then sent mea screenshot saying, Hey, just to
let you know, we wouldn't be hereexperiencing this if it wasn't for you.
And, uh.
You know, there's three or fourmore people we just told tonight.
(35:23):
Two of them call me this week.
Like, like just the power of that.
Like just from a movie night,I get two now, a listing and a
buyer is like, Hey, we heard youdid an amazing job work with us.
So it's like, that is gold.
Mm-hmm.
And, and, and I, I mean, I, I knowyou know better than me, but like
the, the long-term relationships,you never know what we're gonna
end up doing together either.
(35:45):
Yeah.
You know, so I don't wannamake any, any enemies.
I don't wanna piss you, Ijust wanna do the best I can.
It is, and it, it's so critical,especially when you get into creative
deal structure and it is kind of themarket that we're moving into, right?
It's just not black and white.
It's just, it's just not you.
(36:05):
You gotta get creative.
Um, especially with people that aretrying to right size or they need
to make an adjustments, they need toget out of a situation they're in.
You've gotta get really creative and yougotta look at it at the whole picture,
especially if they're selling and buying.
Now you gotta like run the math across,you know, multiple transactions, but
(36:26):
you've gotta be the one leading that.
You've gotta be the one doing it.
I talk with Jacob Weaverabout it all the time, right?
He works the, the, the, the high endluxury out in the Seattle Bellevue market.
And I mean, he's got an $11 million newconstruction on, on the market right now.
So like you talk about the levelof creativeness that you've gotta
go through to, to, to embark,especially on, on higher end deals.
(36:48):
But it's now getting intoeveryday deals of how you gotta,
you know, think creatively.
But back to the tool, right, theconnections, the network, but the AI
tool is there now to help you navigatethat creative, you know, you know.
Let's, let's break this apart.
Here's what we got.
What are all of our options?
Right?
(37:09):
Like I was playing around with Ram'sAI last night on a, on a business
situation, gave it a scenario walkingthrough different, different plays.
Go this route, go that route.
Like you talk about.
Being able to navigate differentangles and things that would
hold us up and block us.
Now we can work throughin minutes and hours.
(37:31):
That used to take us weeks to getthrough, but then it's also gonna come
back to your resourcefulness and, and,and I believe, believe your connections
and how you can, you know, bringpeople together to make deals happen.
A hundred percent.
You're, and, and, andyou're exactly right.
Like everything is hard right now.
You gotta just, like, everything is hard.
(37:52):
I I, right.
Like the, the client side's hard.
The, like, it's just hard.
But I, I think embracing it and justknowing it is what it is, but making
the best of the Senate and, youknow, the good news, like you said,
things, things are gonna change.
I don't know when, right.
We're gonna have easier times.
Like, look how lucky we were andwe take all this for granted.
Rewind to COVID, right?
(38:14):
As soon as COVID got broken.
Every listing selling in aday with 2030 offers, right?
So to be a listing agent,um, greatest time ever.
Buyer's side was really tough.
But like, yeah, now it'sshifted more to a buyer's.
I, I, I think, I believe it'sa little more in the buyer's
favor, candidly, right now.
Um, still a good time to sell, but alittle bit more in the buyer's favor.
(38:35):
But to me it's just.
Constantly learning and evolving.
Like what did, what are we learning nowthrough this and everything that we go
through, we just sharpen the acts evenmore because history repeats itself.
So probably in this another20 years, probably, yeah.
Probably at least 20more years doing this.
So I think I'm gonna be so much betteroff the next cycle or the next time this
(38:59):
happens, we can go back and experienceand say, oh yeah, we've been through this.
Mm-hmm.
Or, or, or, or, we know it's about tocome and, and better prepare for it.
But, but yeah.
It's just resetting the habits, right?
It's just, it's justdifferent habits, right?
Where, you know, you, you miss somethinga couple days, that becomes the new habit.
And so you gotta re retrainand rebuild the habits.
(39:21):
And I, I really, you know, theconsultative type selling, really
listening, understanding, you know,listen, we're not the hero, right?
We're just the guide.
We're helping that particular individual,be it a buyer, seller, investor builder.
Recruiting an agent, right?
You know, you, you guys are, Imean, you, you focus primarily
with, with, with sellers, right?
(39:43):
That's your, your main lane.
You're, you're focused on that lane,the best that you can be in that lane.
DURs a little bit more, right?
His, his clientele is the agent, right?
Because the game changes towhere you're no longer really.
Your main customer is notreally the buyer and seller for,
for dur it's, it's the agent.
(40:04):
And, and so, you know, being ableto really listen and understand
like, I'm not the hero here.
I'm just gonna help you getto, to the destination of what
you're trying to accomplish.
And it's one of the things, um, probablygonna open agent to CEO with is, is just.
(40:25):
Faith Right in the process and, you know,really being able to get people to, you
know, show them the bridge and the path,and it's like, listen, I just need you
to trust the process and I, and I'm, I'mhere for you the entire way, and I'm not
gonna let you, I'm not gonna let you fall.
I'm not gonna let you slip.
I will get you to where you wantto go, but you just have to,
(40:47):
you just have to, you know, havefaith and trust in the process.
With that comes proof, right?
So showcasing proof, Hey,look at what we did for this.
Look what we did for this.
Look what we did for this.
Look what we did for this.
But that's the direction I really believethat everything is, is moving towards.
So, like you said, thebest marketer always wins.
So being able to tell that story,showing proof, to be able to help, you
(41:09):
know, clients get to the destination,get to where they're wanting to go.
Yeah.
And, and, and not to keep saying onbrand, but the reason I can't get outta
my head is when you think about whenyou have that brand, at least from my
perspective, look what it opens up.
You're attracting so much more,like your people are gonna be able
to come to you, whether that be aclient, whether that be an agent.
(41:31):
Like to me, when you're, when you becomethat brand, you're doing a great job on
the branding, everything gets easier.
And not only that, when I talkedabout having some enjoyment and fun
in this too, it is fun 'cause you'reattracting, you're attracting your people.
You know, I, I think that's theother thing that age teaches me.
I used to get really down if we'd,if we'd lose an agent or if we didn't
(41:54):
get an agent or I'd lose a client.
And now that as I get older,I'm like, you know what?
There, there's a reasonfor it and it's okay.
I'm not gonna win them all,but I wanna win the ones that.
That, you know, they, they seeme as, as someone that they wanna
work with or someone they like.
Right.
It's like being genuine to yourself andjust know if you keep doing the, the hard
(42:16):
work and, and being genuine to yourself,you're gonna attract the right people.
We're not gonna win everybody.
Right.
That's right.
Looking for the
people
that are
looking for us.
That's per Yeah, exactly.
Brother, I appreciate you and um, man.
Yeah, you guys are on fire.
You're absolutely rocking, dialed in.
I mean, the amount of productionthat you guys are slinging up in
a tough market is, is absolutely,you know, freaking remarkable.
(42:41):
But it, it goes back to the consistency.
It goes back in doing the rightthing, going back and just
focusing on the fundamentals.
And I think it's the, you know,you gotta have the macros, you
gotta be paying attention to.
You know, the, the main metrics thatactually move the needle right for us in,
you know, we know protein, carbs, fats, weknow water intake, we know steps, right?
(43:05):
And I mean, be pretty dang healthy.
You just pay attention toa handful of those metrics.
And I think it's the samefor our business, right?
I think those, those, thosemetrics, you pay attention to
'em, you look at 'em every day.
How many conversations did you have?
How many appointments did you set?
How many new pieces ofbusiness did you sign?
I mean, there's your proteins,your carbs, your fats right there.
(43:26):
That's it.
Like your business is going to be healthyif you're within your conversations
appointments and, and new signed business.
The, the closings and everythingelse will take care of themselves.
But I think it's just gettingback to control the controllables
and, you know, life is easywhen you live it the hard way.
And staying in the macros is hard.
(43:46):
Getting those steps in is hard.
Drinking enough water is hard.
Getting out, going onthose, those, those hikes.
That's hard.
I, I love how you break it down intosimple things, because I swear every
time you tell me something, it, it's likewhen I tell you, go look for a red car.
You see 20 of them.
You just said this to me a week ago.
First time ever heard in my life,you said just focus on 15,000 steps.
(44:08):
I've never heard that.
My whole life it's 10,000.
Right.
So I'm down like now nine pounds.
All I've done is walked in, hike.
I have and, and of course, diet, right?
But sure as shit.
One of our clients who is alike world class trainer, has a
master's degree in kinesiology.
Has every muscle you could dream of.
(44:30):
He just told me, he's like, Hey, I've beenmeaning to tell you good job on 75 hard.
Hey, by the way, don't worry aboutlike going out there and jogging
and doing all this fancy stuff.
He's like, lift some weights.
But he's like, just make sureyou're doing 15,000 steps.
What the like, I was like, John justsaid like literally, he's like, that's
what we tell our clients is, is justget the steps in and you're good.
(44:56):
Yeah.
It's, it's the 20 mile march, right?
You know, it's, it's stayingdisciplined, staying consistent.
And if you, if you, you know, know thatstory, you know, the two teams embarking,
no matter what, the one team, no matterwhat, they went 20 miles, great days.
They went 20 miles horrible days.
They went 20 miles.
The other team, they went a bunchof miles When it was nice when the
(45:17):
weather, they just kind of stayed put.
Guess what?
They didn't make it.
They ran outta supplies and thenthey really didn't make it back
home, and the other team didbecause they stayed consistent.
They just kept hitting the mark, kepthitting the mark, kept hitting the mark.
And man, that's what it's about right now.
Control the controllables.
Know your marks, hit the mark on thegood days, hit the mark on the bad
(45:38):
days, and those days will add up.
Balance passes and chest passes.
You start with a Kobe reference, right?
How do you start every practice?
Wasn't it just foul shots and basics?
Right?
Back to the fundamentals.
Basics, like, um, you know, how do weput our shoes on, socks on the right
way, lace 'em up and um, get after it.
Love it
(45:59):
brother.
Appreciate you and uh,guys appreciate you too.
Connect with, uh, connect with Dej.
Uh, if you guys need anything,reach out and uh, we'll see
you guys on the next episode.
See you.
Appreciate y'all.
Thank you.
Thanks for tuning in.
If you're done guessing and ready tolead like a real CEO with a custom
strategy, real accountability andproven systems, check out my executive
(46:21):
one-on-one coaching@johnkitchens.coach.
Fill out the application and bookyour one-on-one call with me.
Be sure to hit follow soyou never miss an episode.
Catch you on the next one.
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