September 10, 2025 • 41 mins
Episode Overview
In this episode, John Kitchens, Jay Kinder, and Al Stasek are joined by Blake Sloan for a raw and powerful conversation about leadership, culture, and personal transformation in one of the toughest real estate markets in the country. Blake pulls back the curtain on what it really takes to lead at a high level—through pain, discipline, and relentless personal growth.
From doubling down on personal development, to holding yourself and your team accountable with “stop f***ing lying,” Blake reveals why radical responsibility and a culture of truth are the foundation for scaling a profitable and sustainable real estate business.
If you’ve been feeling stuck, frustrated, or burned out, this episode is your wake-up call. Blake shares how pain has been his greatest teacher and how building a culture rooted in values and accountability has allowed his team in Myrtle Beach to consistently sell 500+ homes a year.
What You’ll Learn in This Episode
Personal Development & Leadership
-
Why the skill gap between agents is widening in today’s market
-
Blake’s radical commitment to body, mind, spirit, and business growth
-
Why pain is the gift that forces change and transformation
Radical Responsibility & Culture
-
The power of “stop f***ing lying” (SFL) as a personal and team mantra
-
How accountability is the highest form of love in leadership
-
The 3 values that matter most right now: Radical Responsibility, Personal Development, and Contribution
AI & The Future of Real Estate
-
Why sales IQ and human connection still matter in the AI era
-
How to combine fundamentals with AI tools to overcome resistance and uncover client pain
-
Why the agents who adapt, grow, and tell the truth will always win
Mindset, Habits & Growth
-
How raising the floor of your daily standards leads to exponential growth
-
Why most people overcomplicate success instead of doing the basics
-
The importance of truth-telling, vulnerability, and living by your code
Resources & Mentions
-
Agent to CEO 2024 in Cleveland – HoneyBadgerNation.com
-
The Science of Scaling by Ben Hardy
-
The AI Driven Leader by Jeff Booth
-
The Untethered Soul by Michael Singer
-
Warrior Way frameworks for leadership & accountability
Final Takeaway
The market is tough, the gap is widening, and only the leaders who embrace radical responsibility, truth, and relentless personal growth will thrive. As Blake Sloan says:
“Pain is a gift from God—it’s the only thing that will make you change and do the things you’ve been avoiding.”
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?
Everybody, man.
Thank you guys.
Tuning into another episode of OneBig Fire and we've got a massive
(00:23):
fire coming in the house today.
I am super excited for today'sconversation, uh, very dear friend
and, uh, the one and only Mr.Blake Sloan in the house with us.
What is happening fellas?
What's up my brother?
What's up man?
Glad to be here.
Glad hang with you guys a little bit.
Yeah, man.
Always love talking to you.
(00:44):
Yeah, it's, it, it is, man, I, I, Ialways get fired up and, uh, it, it,
it's always great, great conversation.
And, um, just, just super excitedto jump in and, you know, coming out
of Labor Day and, and, um, you know,all of us kind of hitting that point
in, in reset statistically, right.
This is where everybody getsdialed back in for the next couple
months, September and October.
(01:06):
And which in real estate tends to lead,why most agents have a really good, you
know, November before the holiday season.
And, you know, definitely, definitelyno different in, in all aspects.
So I'm excited to jump into that.
But you know, Al you know, coming outof the, kind of coming out of this,
uh, this weekend Labor Day weekend, Iknow you had some thoughts around it
that wanted to kind of share beforewe really jump into Blake's story.
(01:30):
Well, yeah man, and itreally kind of goes to Blake.
I was actually just thinking to myselfthe first time I met Blake was in 2010
at EGS and um, we were all much youngerthen, especially Blake, especially Blake.
He's got this, you know, athousand dollars, $2,000 suit on.
I mean, that's how,that's how I met this kid.
(01:52):
And he was on the panel andI'm, this is my first time and
I didn't even know you Jay.
I didn't know John.
I didn't, I didn't know anybody.
I flew down there by myself andI said, and then we went, we
went to the bar afterwards andI seen Blake walking around.
I was a little intimidated, man.
I'll be honest.
I was like, I don't if I, I don't knowif I, he's pretty intense and, um.
And you know what was really cool isthat's kind of like the beginning of at
(02:14):
least my part of the beginning of thejourney and meeting you and watching you.
That was 15 years ago guys.
15 years ago.
Wow.
And it made me think about work becauseman, the one thing I've always watched
I is that we're all hard workers.
But watching you, Blake, I mean, Iremember on stage you declared I'm,
I'm gonna be driving a Maseratinext year, like you said it.
(02:37):
And I'm like, just all thinkingI'm gonna be driving a Maserati.
I know you had it likethree months after that.
But yeah.
You know, work is justsomething that we've done, man.
It's something we'veembodied as our culture.
Of course, coming outta LaborDay, I found this cool quote by
Cahill, uh, Gibrand or GI brand.
I don't even know who that is, but hesaid that work is love made visible.
(03:02):
Every conversation, every connection.
Every follow up we makeis more than just a task.
It's a chance to show love through action.
And there's like, that made methink of you, Blake, because I mean,
you're growing a beautiful family.
We've been, we've literally traveledall over the world and you've grown
this amazing empire in Myrtle Beach,arguably one of the, one of the
(03:24):
toughest markets, you know, um,with a high average sale price right
now, a lot of big 50% fallout rate.
And, um, and yet you still win.
And I believe it's because you havefocused on, on your leadership and,
and what's going on between yourears since I've met you and, and you
just keep challenging yourself andgetting better and better and better.
(03:47):
So I appreciate you, uh, you beingon here, but you know what, what
are, you know, what, what, what wouldyou say if you're kind of pointing
back at your leadership journey?
Because we know you're gonna be speakingat the, the agent, the CEO in Cleveland.
If you don't have your tickets, thelink there, you're gonna see this guy
live and he is gonna blow your mind.
But like kinda looking back at workand your focus, right, and what you've
(04:10):
done to build this, this kingdomthat you've built in Myrtle Beach,
like what would be the one turningpoint from a mindset standpoint
that changed everything as a leader?
Yeah, that's a great question.
I actually just talked on thisthis morning, our weekly, uh,
team meeting a little bit.
It's about like what's separatingeverybody right now in the marketplace,
and you're watching as the market.
Obviously it is difficultright now, right?
(04:30):
Difficult across thecountry for everybody.
What I'm noticing though is like.
As D as buyers have gottenmore hard to close, right?
They're more resistant when they wantSellers think their property's worth more.
There's the gap has been wideningbetween buyers and sellers, but what's
happening is that personal developmentgap for agents has just gotten wider.
And so the ones who are obsessed withgrowing and the work and being in
love with the work on themself and.
(04:52):
Growing the man or the womanare the ones that are seeing
results and they're winning.
Most people are just kind ofstaying in that status quo.
But like back to that turning point youmentioned, um, I was talking about this
today in a way, just before the podcast.
I was thinking about it and Jay usedto talk about this thing gonna be
a long time because Jay, I thinkit was one of your first like.
Coaching client or something.
We met at Craig Proctor back in theday, but he said, Hey man, we gotta
(05:14):
live a few years of our lives, unlikeeveryone else, so we can live the rest
of our life, unlike everyone else.
And that leadership came fromdeveloping ourselves and being
obsessed with like person development.
We used to always send picturesat 5:00 AM like reading books
and doing all these things.
And so like now that has continued.
I was talking to my team, I was like, Hey.
If you're struggling rightnow, raise your hand.
(05:34):
If you spent over five hours inpersonal development last week, you
only like two people, raise your hand,which is like really pissed me off.
I'm like, dude, what the hell?
Market has widened.
The skill gap has widened anduh, it's really creating this
massive gap for agents right now,and even team leaders, right?
They're still operating like itwas 20 21, 20 22, and they're
getting their ass kicked.
And I'll tell you, man, like.
(05:55):
It's been hard for me this year, butI, I was just telling my team, I, I was
actually sharing that, the gratitude.
And last week I taught my team this.
I said, look, I want you guys a little,is that pain is a gift from God.
And I told 'em, I said, painright now is the only thing
that's gonna make you change.
Do the shit you know you need to do.
You've been avoiding.
And so we talked about thatand I went back and like.
Did a gratitude stack, a journal on it.
And um, like I've grown more this yearsince February than I probably have in
(06:19):
the last, uh, 10 and 10 years at least.
And just because it's been difficult.
I've had the change, we've had the CHAchallenges, I have five different coaches.
Um, in, in every part of life.
Physical, I lost 24 poundsin the last four months.
Um, doubling down on body.
Every single macro dialed in.
'cause I'm like, dude,this is fucking game.
This is like wartime, right?
And so I've been leaning from the frontof our team, but most of that up every
(06:41):
morning studying, reading up everymorning, journaling, talking to God.
Every night doing my, my, my cardioreading, listening, going back
through old school stuff, man, Iwent back through like Grant Cardone
University, all kind of stuff.
Like, so I can make sure I'm able tobridge that leadership gap right now
that we're seeing as team leaderswhere everyone's kind of getting stuck
back and just living the status quo.
And I've just kind ofshared my team today too.
(07:01):
Like, look man, here's the deal.
Everybody overcomplicates this, uh, in mymy way, everybody's just overcomplicating.
And the reality comes down.
If I'm willing to do what others are notwilling to do right now, I'm gonna have
what other people aren't gonna have.
That's simple, but we'reover complicating it.
So if I'm doing the same thing there aboutis, and just reading a couple books here
and there, or just getting up when I feellike it or not studying, not investing,
(07:22):
not having personal development, likethey're not gonna have anything different
than everybody else is and the massesare getting their ass with right now.
So that's just kinda whatwe're doubling down on.
Love it.
Wow.
Man.
Dude, that blew me away on somany levels and, and, and I
connect on a lot of those because.
I'm, I'm on that same journey, you know,making big changes, decided getting up
(07:43):
way earlier than I've ever gotten up,getting my, my readings in opening, you
know, listening to the Bible verses,filling my brain with the right stuff.
What it actually made me, and I actually,it reminds me of John when all know, when
we think of John, we think of coach andwe think of insane crazy runner running
a hundred mile races and, and, and hedidn't start doing a hundred mile races.
(08:06):
He started out, you know,maybe doing a 5K or whatever.
What you kind of described wasthe foundation that you built when
you were talking to your agents.
They're like, yeah, we're,we're not really doing a whole
lot of personal development.
We like, this is a j everyonethat's on this, we've been doing
this for so long that we have thisfoundation we're building off of.
We're not just, yes, we, we might bemaking some new changes right now,
(08:29):
but we're building them off of afoundation that we've been building.
And a lot of that goesto you, John and Jay.
Because they coached us, right?
Like yeah.
They coached us when, you know, andtaught us, you know, and connected us
with the right people in the right rooms.
Um, so man, thanks for sharing that.
Yeah.
You know, it's, it is, itis pretty crazy too, right?
Blake, as you, as you come, you know,come back around and, um, I, I'm pretty
(08:52):
sure most of us have, have tappedinto, uh, Ben Hardy's new book, the
Science of Scaling, and that's the,the, the Scaling Framework, right?
Impossible goal.
Impossible timeline, but thenyou gotta raise the floor.
And it feels like kind of when Iwas listening to you, I was, I was
kind of processing through his, hisframework is that you've essentially
raised the floor for, for yourself.
(09:13):
Um, looking at kind ofthe, the foundation.
'cause I, I think this will be reallyuseful for people that will, that will
tune in and listen to this conversation.
What is, what is that floor like?
What is what we say personal developmentand, you know, you're talking, you know,
the fitness, uh, you know, you're talking,you know, the mental, the spiritual, you
(09:33):
know, emotional, everything business wise,and you know, what, what is that floor?
What is the personal development thatyou're referring to, that you're pushing
out to, to your team as a leader?
Yeah, that's a great question.
And so.
Like the last coupleyears been doing great.
I'm, I'm ever since we've been, I thinkAl said it's been a foundation for us.
I even showed my team this morning.
(09:54):
I look like, for me, it's hard.
I can't wrap my head around anybodythat like, I just, I've been doing it
for so long, it's like I can't wrap myhead around getting my ass whipped for
six straight months and not learning,not trying to like, you know, study
some stuff or figure out, like, Ijust call people, like, even like on
our, you know, like, uh, listing teamor just getting crushed by sellers.
Price too high.
I'm like, well, how have you loggedin and, and watched the, the programs?
(10:15):
Well, no, what's the login like,dude, it's just, but but back to
that point, John is I had this aha oflike, I could just see things shift.
I could feel it shifting.
The pain was kind of escalating.
I'm like, all right, I gotta double down.
I've been kind of comfortable for awhile and you know, we were talking,
really traveling the last two years.
I travel one week a month forthe last two years, and business
was still pretty good, right?
And, uh, still comfortable,but I was still growing and had
(10:36):
coaches and doing all this stuff.
But like, something like, I'm like, thisis like an oh shit moment for me and
something switched and I doubled down.
Business coaching, uh, spiritualcoaching relationship coach with my, my,
my wife, physical coach, uh, in termsof my body and that accountability.
But a lot of that came throughdoubling down on my body.
Like John, you obviously wear this too,of like, man, you push that mental piece.
Um, it really kind of.
(10:58):
Like, you eat the same mealevery day for four months.
You don't have any frigging uh,sympathy for anybody who can't show
up and make some phone calls, right?
Like it's just a small, likelittle details of like how you do
anything, how you do everything.
And so for me it was just,it's been spiritual journey.
It's been a business journey.
It's been a capacity journey throughpain and betrayal and all these issues
that you kind of go through and as ateam leader and a business owner, um,
(11:19):
and it's really had me just grow fashion.
I've really grown.
I said at least a decade.
And so I, I've been hitting all,all, all different areas, man.
It's been, it's been wild and it's beenpowerful in terms of the, the significant,
the, the certainty I've been able tobuild the confidence, been able to build
and, and just kind of push through whatI feel is a very, very difficult market.
Like no one's really talking about.
(11:41):
Yeah.
It, it, it, it really is,it, it really is a challenge.
And we talk about the, like you, youhad mentioned the gap is widening and
we, we've talked, you know, on, youknow, the one big fire last, last few
weeks going back to, you know, 20 13, 2014, with the, you know, expert advisor
positioning and the gap of the a ffa.
(12:03):
Right.
And it's just more and more and more.
And we're, we're definitely also,you know, to me that foundation
of personal development.
But as we're in the AI driven era, youknow, how, how are you as a leader, you
know, not letting you know your agentsget consumed with fear, with possibly, you
know, how is AI going to, to replace us?
(12:25):
Or how is AI gonna make things easierfor me to still not lose focus of the
habits that are absolutely criticalas we navigate into the AI driven era.
That's a great question, dude.
And that's so funny.
I just taught this thatsame Tuesday meeting.
I, I did a balance of both.
So one was like.
We have three main things thatreally, you know, are, are
making a difference right now.
Number one, radicalpersonal responsibility.
(12:46):
I talked about that of like, nomatter where you have what's going
on, where you're at, you have tohave radical personal responsibility.
Like, is it the mark is down and the,the seller's crazy, or is that, is
there other people that are closingdeals and getting stuff under contract?
So if they are getting it done, thenyou should be able to get it done right?
And there's just a great piece there.
To second obviously is, is the,um, personal development piece.
You have to make sure you'redoing personal development.
(13:07):
To bridge the gap of what'shappening, because here's why, as
there's massive resistance in themarketplace, you have to have, people
are craving that personal connection.
Even with AI and the tools and stuff wehave, which I, I taught that separate
and, uh, you have to make sure you'reable to go in and access and use sales
IQ to access the pain, expand the pain.
That's how you're able to reduceresistance in the current marketplace,
is going super deep on what theirpain is, what their real reason.
(13:29):
'cause everybody's.
You know, I'm just looking, butthey're really not just looking right?
I'm just, just wanna,what my house is worth.
I'm not really thinking about selling,but they have somebody over their
house to potentially list it, right?
You have to see through that defensemechanism they have right now and the
resistance they have to, to reallyunlock that and get them to move in
a very high resistant marketplace.
Overall, and three, just massivecontribution to your clients, to
(13:50):
your team to kind of push through.
But then the other side of that, I'vebeen reading that AI driven Leader,
I know you read it recently too, thatjust kind of talks about like using that
for strategic strategic thinking, forguidance, for help and going deeper.
And so the second part of our meetingwe taught about that, of like,
look, here's the best way to use it.
Here's how to make great decisions.
Here's how we go deeper inhaving AI interview you to
get a much better context.
(14:10):
Context in terms of what it's doing.
And so that's how you'vebeen altering both of those.
And I, I've noticed like.
Most agents and people and leadersare just using service level, right?
They're not going deeper.
They're just talking, havingbrief light conversations instead
of utilizing the actual tools.
But the key part isthat's not gonna save you.
You have to go back to the fundamentalsand go deep and have high level
sales IQ right now to really unpackwhat the true pain and true reasons
(14:34):
are that people are wanting to moveso we can get them to take action.
They know they need to.
I think Jay knows somethingabout that rabbit hole ai.
Oh yeah.
Oh yeah, yeah.
No, it's, it, it's, it's fascinating.
But yeah, I know, you know,it, it's uplevel in skill man.
Like, you know, the, what you're saying,Blake, you know, I went through at a
(14:54):
super high level in my own end, in myown marketplace, and you know, when
people don't, you know, you know, there'syou, if you don't uncover the pain.
And get and and, and get, and really getthem to share, well, what happens if this,
if you don't do this, what does that mean?
What is that gonna mean?
Right?
Like, all of those things are things that,you know, we developed those skills over
years and years of beating on our craft.
(15:17):
But teaching people how to get betterat that, it's just so much easier now
with chat GPT, because you can takethis and go down a rabbit hole on how
do I, how do I overcome resistancewith a seller in this situation?
You know, you can, you, there'sso much more personal information
you can bring into it now.
Easier.
Gather the information and find out aboutthem so you can build rapport easier
(15:38):
and make that connection like there'sso many ways that you can integrate
it and make things easier for you.
Um, it's just, you know, the, for thosethat are seeking and, and trying to
get better, it's easier, I think now toget better than it was when, you know,
with us it was repetition, you know?
Yeah.
Well, I remember that you would take,uh, remember every conference you would,
or you would tell me you would travel,dude, you would take two suitcases.
One was like your actual suitcase,you were clothes, and the other
(16:00):
suitcase was like your books andyour, your CDs and stuff that,
like you're studying stuff, right?
Yeah.
That was crazy.
That was a big lesson I learned from youtoo, of like, look, even travel, dude,
I'm taking my personal development.
Tools and my items and things with me.
Now it's just like, you know,right here, but still, right.
Yeah.
Yeah.
But now you got that.
Now.
Now you've got that all, literally, everymentor you could ever imagine, every
(16:23):
book you've ever, ever could read youspecific to your situation in your pocket.
I mean, there's no problem you can'tsolve and you can't figure out.
So it's very empowering when you realizehow much access to information instantly
that you have to whatever problem it is.
Whether it's, you know, even littlethings like, you know, the, the,
(16:44):
the song, you know, like, you know,you got somebody you're trying,
you know, trying to recruit.
You could create a songand send it to 'em.
Like little, little, just so manylittle things and ideas and angles
that you can use AI to do things thatare gonna help you, depending on,
you know, you just have to be willingto, to test and try it, you know?
Yeah.
And one, one thing I noticed too is thata lot of people just, they're, they're,
(17:04):
you gotta teach them how to think, right?
Teach 'em how to prompt the right way andhow to reverse engineer Those people are
just, they're just not great at writing.
And so you have to kind of, here'sthe, the way you think through
it, here's how you assign thiscertain, you know, context, roles,
you know, all, all the stuff to do.
But then like you said, how do I reverseengineer problem to make it actually go
deep enough where I can get leverage onthe seller or the buyer or the client or
(17:26):
whatever it is, um, and get what you want.
And that was something I think he spent.
Uh, an eye-opening thing for meis teaching that to people so they
can think the way they need tothink to get the result they need.
The result in the back end.
Yeah.
Yeah.
I always, I always tryto, my, my prompts are.
Sometimes this like, I'm just like,okay, here's what I'm trying to do
and here's, here's the situation.
Here's this, here's, like,I give it everything.
(17:46):
Like if I was sitting down with JayAbraham and I had to explain to him
what it is I'm trying to do, that'show I try to explain to the chat GPT.
And so that, you know, given it all thatcontent, I, I have broke it a few times.
I don't know if you've runinto this, but I, you can break
this some bit, that's for sure.
I did.
Just
yesterday just said, I'mout, I'm out of memory.
Or I'm like, what?
What do you mean I'm outta memory,so I gotta upgrade my thing.
(18:08):
But, but what you guys were just talkingabout, what popped into my head was
when it clicked for me, and this, thisis more on like a spiritual lesson and
you know, I've told John and Jay thebook that, that I'm, I'm real deep.
In fact, I just finished it and nowI'm on the next kind of version of it.
Um, it's the lecture serieson the Untethered Soul.
(18:28):
Yeah.
Best book I've ever read in my life.
Hands down.
I'm about to reread it, but theyhave the lecture series on it.
One of the many lessonsin it is letting go.
Mm-hmm.
And, and, and just, andjust stop resisting.
Mm-hmm.
Yep.
I'll tell you this, that is theopposite of what I did for the
first 20 plus years of my career.
(18:48):
Man.
It was all about, there was,it was all about force force.
Yeah.
And, and the power versus force is awhole nother, you know, great book and
everything, but when you understand thedistinction between the two, and it's
tough too, but like, letting it, what'sgonna happen is what's gonna happen.
Mm-hmm.
The, the part that I will, I will makea bold statement and say, you know,
(19:13):
some of the success that I've seen.
I've had a zero in thespirituality category.
Every time I took the test, thefive, the five, um, you know, circles
of life or whatever, like that wasjust always a big goose egg for me.
And I, you know, I was, I'm a recoveringCatholic and everything like that.
It was altar boy, all that.
I didn't get that spiritual part.
(19:33):
That book helped me.
And now what's amazing is the dotsthat it connects for business,
for relationships, for being ableto communicate at a higher level.
And solve conflict, and I justdidn't get it for so long.
I'm glad you had said, you know,you got the spiritual coach, you
know, John introduced me to Doc, Dr.
Matt, who's been life changing for me.
(19:55):
Mm-hmm.
I think going back to the AI conversation,for me the biggest thing was being
able to get vulnerable with the ai,when you're able to just let it go
and let it flow into there is whereyou're gonna see the biggest results
as far as you're, you know, like,dang, you start to grow as a person.
When you're able to do it like that,and that's what I've, what I've
(20:15):
been really, you know, seeing asfar as from a leadership standpoint.
Yeah.
Hey, before we move on,every great business strategy
starts with one question.
What's really holding us back?
If you're not sure how to answerthat, take five minutes and complete
the growth score assessment.
It gives you insight into theeight areas that drive growth.
(20:36):
And we'll show you exactly where tofocus to increase revenue, improve
operations, and grow with confidence.
Go to my growth score.comand take the assessment now.
Now back to the show.
Yeah.
And I think that, you know, the,the thinking component to it right?
(20:58):
Is, is so, so important tobe able to understand, but
where, where I think thinking.
Better and accurately comes in is, isgrown through pain and it's, it's the
tough challenges and the things that we,we sometimes knucklehead ourselves into,
right, to navigate and work through,but also some of the tough things
(21:19):
that we just force ourselves to do.
Right?
That's like for me, where, whererunning is right now is just pushing
the boundaries of, of like exploring.
You know, the level of pain, justbecause I've seen the correlation that
everything else is, is not painful, right.
Stuff that people lose sleep and,and, you know, tend to do harm.
(21:41):
Like, doesn't even really phasewhen you're, when you're able to,
to understand and, and work through.
But also I think too, thinking.
And questions to ask and who topay attention to and consume.
And the coach is when you knowwhat the, what the problem is.
And I love what you said about radicallytransparent, that's AL'S 100 zero.
That's, you know, own theoutcome, whatever, whatever
(22:03):
frame that you want to use.
And when you could just takeresponsibility and, and understand
that, hey, I, I, I, I caused this.
In some aspect, it might not be a hundredpercent my fault, but I caused this.
It's a hundred percent on me.
And then that to me allows where,where to start working and,
and what to start consuming andwhat questions to start asking.
(22:24):
Um, 'cause too many times, right?
I mean, what did, whatdid Jay always tell us?
You know, is it, you know, intellectualentertainment or is it really helping you,
you know, solve and navigate the problemsthat you're trying to, trying to solve?
Yeah, take this out.
So let me share.
I'm not, this, this isme being vulnerable.
I'm afraid to, I shouldn'teven do this, but
(22:46):
so, so this is, let me find the right one.
Mindset coaching tips.
So, so I'm gonna share, so this isme talking to Chad, GPT about rigs.
I'm having hell, getting mykids to underst said mindset.
As you know, we came to agreementon core values and watch
motivation, movies, da, da, da.
So I'm going through like thiswhole thing with it, right?
So this is what it said.
Got it.
Here's the straight truth.
(23:06):
You're trying to teach an 11-year-oldthe mindset of a Navy seal.
Yeah.
Right.
So I'm like, so like I, I waslaying in bed and I was like.
Man.
Like, like, I've gotta figure it out.
'cause I, because I lost it.
I mean, I, he triggered me with the,with with, with complaining about
something after football practice.
'cause he dropped a couple passesand I'm like, bro, you gotta
(23:29):
suck before you get better.
That's the process.
Like that's, we know this, right?
We watched motivationalvideos every night.
We took, we had no, and so, so it helpedme though, like we were watching 'em
in the morning, watching 'em at night.
Then we went to watching 'em,writing down your takeaways.
How are you gonna apply it?
What are the commitmentsyou're gonna make?
Like, and get, you know, and then watchingthem, like I went from watching rigs
not work on his handles left-handed whenhe knows he needs to, to all day long,
(23:53):
because he picked a time the next dayhe was gonna do it by, he be, he came
home from school and he is like, man, Ithought about it all day today at school.
He is like, I just, I, Idecided I'm just gonna do it.
Like, like I didn't have to tell him.
Right?
And so like, but, but, butfor me as a leader trying to
lead these monkeys, I'm like.
Man, I can't go to sleep tonightknowing that I could go get the
answer of how I could be better.
(24:13):
I can't just go to sleep andnot, not try to go get better.
Right?
Like I, that's not in me.
And so now I'm, I wet get upand I'm like, type it all up.
It gives me this whole planon how to approach it the next
day, implement the plan, right?
Like it's just, it's crazy how, nomatter what problem you have, if you
leverage AI to help you, it don't matterif it's with your wife, with personal,
(24:35):
spiritual money, whatever it is.
Yep.
I use it for everything.
And it's just been, it'sbeen a, it's changed my life.
Like, you know, it's not like Igotta go buy this one book and read
this one book to get that one idea.
Like I can get it all in a breakdown ina checklist and a spreadsheet and like,
you know, the whole thing done for you.
Hey, would you like for me toput that in a spreadsheet so
you can track it every day?
(24:56):
Yeah.
Well, okay.
Yeah, that sounds good.
I didn't think of that, but it'sjust, it's, it's been, it's been
fascinating how much better you canget, you know, at anything instantly.
Like I feel like we have allour mentors in our pocket now.
Yeah, dude, what you justdescribed is the gap.
That's the new gap there, right.
Right.
And I think, I think the, the key partthough is like we've sent years and years
(25:19):
and years stripping away layers and layersand layers of just the bullshit, right?
And, and like the, I find that themore radical responsibility you
have, the more truthful you are.
And the less lies you tell yourself,the more clarity you can have and
the pain or the actual problem.
Where a lot of people tend toavoid the problem and just create
a story, justify their situation.
You have to be real and raw with yourself.
(25:39):
Right?
We call it in our office,SFL, like, stop fucking lying.
Right?
To make sure you have the truth.
There's, there's the reality, right?
And there's a fact and there's the truth.
People tend to twist the, thereality match the truth they want.
You have to be able get tothe facts so that you can.
Give the right information, theright data to get the right output.
And it's thing ourself in ourown mind, our, you know, our,
yeah, our human intelligence orthe artificial intelligence, the
(26:01):
same thing, the same principles.
And I think that's something thatwe spent decades, you know, of
perfecting or just being real toyourself and get real of the problem.
And that allows you to get somuch faster response and growth.
But like, you gotta knowthe pain, like John said.
And one of the best quotes I got was from.
Uh, Garrett White.
He said, when I, when I knowyour pain better than you
do, I own your mind for life.
And I was like, man, thatwas like, that really hit me.
(26:22):
And I think about that a lot becausemost people, like most people have
pain, but they can't put the wordsto the pain to help them figure
out to get out their own way.
Right?
And so the more we can helpthem get clarity on that, the
more you can help them move.
And I think that's where like thetrue gift comes right now in sales.
And leadership and yourself of like,how do I put to words in, like you said,
(26:42):
you use AI now to help go through thequestion interview of like, helping
me put what I'm feeling into words andboom, now I can get the outcome I want.
Yeah.
Or the plan I want at least, right?
Yeah, you're right.
So getting people to understandtheir pain like that, you know,
they, they, they, they mask it.
And it's hard to get, it's hard toget to that point where people are,
how do you get, how do you, how doyou, how do you help people see.
(27:05):
That it's not truth, like without,without them resisting and getting
defensive and wanting to make, you know,want, they wanna own all those excuses.
How do you, how do youbreak through that barrier?
So with our team wise, right?
Like, number one startsto getting vulnerable.
Me being vulnerable and like, youknow, being vulnerable with myself
and things I've gone through andthings I'm going through and just
sharing my, my shit sometimes, right?
(27:25):
But number two, the, the, and wetell this like, phase one is we
call it live by the code, right?
And this is some stuff from like the,the warrior things that we do, but
it's like, I gotta live by that code.
Meaning I, I, I tell the truth nomatter how painful it is, right?
I look at the facts, not how I feel.
And most people live infeelings, a set of facts, right?
But facts are the only thing that allowsyou to dig yourself out and have that
radical personal responsibility where Iown everything and back to a hundred zero.
(27:48):
But even if it's like, you know,I was telling an example, like to
today, like, Hey, so and so's on,you know, on their, their third or
fourth divorce, they could have.
Four crazy wives or theycould be the problem, right?
Mm-hmm.
In terms of how, how do I, and eventhough, let's say that the four wives
were crazy, it's still their faultfor picking four crazy women, right?
So like you have to have that,that ability to pull that in
and say, okay, what am I doing?
(28:08):
And how do I have thatradical responsibility?
But when as leader.
It starts to myself, we just gotta preachit over and, and it takes time, man.
Like people have been conditionedtheir whole life to, to create stories
and to justify for protection, right.
Of their ego and themselves and to try tohave some status in, in, in their culture.
And so we have to strip that away.
'cause that's the ultimate power I think,in today's world, is anybody can stand
(28:29):
in that truth and have no skeletons or,and they can have all that internal power
because they can deal with themselves.
And now.
I don't give that power to somebody else.
I can change the outcome.
But if I blame my, my childhood ormy parents or my spouse or friends,
I can never change the outcome.
I just gave all the power to them.
And that's where they feel helpless.
Right?
Oh, that's
good, man.
That's good.
(28:49):
One of, one of the things that I, that Ipicked up on with my kids in doing this
has been, um, if they don't do the work.
Getting them to think about whatwere the thoughts that, that they
had and understanding that the onlyreason it didn't happen was because
you talked yourself outta doingsomething you knew you should do too.
Right.
So like, like, yeah.
(29:10):
Paying attention to the internal andyour internal voice and realizing it's
not because you didn't want to do itor you didn't want to do it, you know,
you, you said you were gonna, youcommitted, you said you were gonna do it.
What did you say to yourself?
How, how was your mind controlling you tonot do the things you're supposed to do?
Pay attention.
That's as much as the, of the lesson asthe, you actually did the work, right?
(29:31):
Yeah.
Is that when you didn't do it, you,you learned something about how you
talked yourself out of it and that thatis something you have control over.
And so man, it's, it's fascinating man.
It's fascinating.
But kids, kids are a different level.
Apparently.
I'm a little too intense according tochat, GBT, but um, you know, we all
trying to learn I be the way because
(29:52):
our minds.
It are, are, are the problem.
'cause it's our minds are our ego.
Yeah.
And we all manipulate, we manipulateourselves into thinking or, you
know, making, making, making anexcuse, even if it's just internally,
not externally or whatever.
And that's what I learned islike, you know, one of the things
that, that Dr. Matt had said isthat when you find yourself in
(30:14):
this, it's having that awarenessto stop and step into the spirit.
Yeah.
And let it flow.
Then now you're, you're observingit from, from, from a spiritual
standpoint, and you're looking at it,you're like, dude, I'm making a, I'm
making a fucking excuse right now.
Stop.
I, I wrote it down, dude.
Stop fucking lying.
When, when the, the SFL, when youguys are, you know, when you say
(30:36):
that you're referring to yourselves,not lying to other people.
Absolutely.
So, right.
You
manipulate
yourself,
right?
You lie to yourself morethan anybody, right?
Mm-hmm.
And that back to what Jay was sayingtoo, and if the way to really unpack it
is you always gotta look at the story.
What's the story I'm telling myself?
Because the story is alwaysa justification, right?
The story that the reason that the, thebecause, or you know, the this or that,
(30:59):
the story around it is what ultimately isthe way that you can lead yourself out.
But you gotta be able to.
Identify the story and say,okay, is this factor feeling?
And then ultimately, how do I goback and reframe that story to
something that's more powerful?
It's like Jay said, like, youknow, with rig it's like, what's
the story he's telling himselfto, to let himself off the hook?
That's where the, thekey piece of leverage is.
Right?
And if you can teach him how touncover that faster and correct
(31:22):
that faster, and how do I createa powerful, a more powerful story
that can lead me out of that has.
Or whatever it is, that'show you find the action mode.
But yeah, I mean, it takesa lot of personal work.
Like you said, it takes alot of, uh, internal out.
But it's like you said, Al thefirst thing, and I, I tell this
to my team all the time, andone, you gotta realize it, right?
You gotta pause and just like, okay,I call myself out my own stuff.
And two, give those around youpermission to call you out.
(31:42):
Like, Hey, she calls me out all the time.
Like, that's a, that's a great story.
I'm like, shit, that is a good story.
I like that story.
But it's like, it's like,you know, it's like, uh, but
man, hey listen man.
I wrote that story.
That's a good one.
Was that dude?
Dude, what, what I wanna point out Blaketoo, like, you know, the, the, the,
all of this that, that you're doing foryour team, and it's a culture you've
(32:04):
created, like you created a culturewhere it's okay to hold each other
accountable, which I think accountabilityis the highest form of love, right?
Like, y'all live by these valuesand you, I know you live by 'em
by day, by night, and you're nodifferent, no matter where you're at.
You live by these values andyou created a culture where it's
not okay to not be like that.
And, and that's whyyou've been so successful.
(32:26):
It's why you won.
It's one of the most.
Profitable teams that,that exist in mm-hmm.
In real estate today isyour team in Myrtle Beach.
And, and it would not be that if itwasn't for the culture that you've
built around these principles, thatthat's what allows it to happen.
There's no other way to get there.
And so like you, you know, you've,you've done what I, for me, from
(32:48):
the outside looking in, havingus looked under the hoods of
thousands of, of, of these vehicles.
This, this is the machine and, and youhave laid the foundation as perfectly
as one could be laid to do what you do.
So man, I'm proud of you, brother.
I
appreciate you guys.
Appreciate you.
Blake building that on.
Um, building on that, I, I, I want, I wantto, if you, if you don't mind, just unpack
(33:09):
that just a little bit because what, whatJay's, you know, culture is, is not what
you say or, or the words on the wall.
It's, it's, it's how you truly behave.
Right?
You, you are.
What you are.
And, and so for, for you o obviouslythe radical transparency, the
personal development, but whatare some of the other values
that you guys, you know, live by?
(33:30):
Because this is, this is soimportant for people to get right.
You know, core values drive everything,and those are our decision making filters.
The shoulds should nots and,you know, higher fire train
coach, lead mentor to them.
Um, what, what are some ofyour other, other values that
you guys, you know, live by?
That's a great question, man.
And I, I tell you, like, backto that, and it's hard, you
(33:51):
guys know, like if you, you.
The hardest part about being aleader, just holding the standard.
Right?
And I think that without, and this ismy big lesson I've learned in the last
year is, I'll get that in a second.
To answer that is that if you'renot recruiting consistently to
the team, like you need to enough,you'll tend to be hostage, right?
To these people on yourteam or whatever it is.
And you'll tend to want tobend the, the rules, right?
(34:12):
Because then all of a sudden you'reworried about profitability and things
go on and, and every, so this yearhas been one of my biggest lessons.
Like, look man, like I'm living me andall of me, a hundred percent of me.
And who I am, I'm leading throughthe front regardless of what, what
the, the, the costs are may be.
And obviously I, it takesa lot of self-reflection.
I'm always trying to call myselfout on it and, and lead from
the front, lead by example.
But same type thing we always talk about.
(34:33):
Right?
A hundred percent accountablewith your excuses, right?
Excellence in every aspect.
We live by that for our, for ourclients and, and things like that.
Obviously, when we talk about all thetime is, is do the work, uh, in terms of.
Who we are, uh, what we do, how we do it.
Uh, obviously personal developmentis huge because I feel like that
comes through when people actually dopersonal development, they actually
feel fulfillment, they feel progress,they feel like they're growing.
(34:55):
Uh, and we're constantlyhammering on those.
And I was just sharing this morning,uh, 'cause we have all these, all
this stuff on the wall, right?
I'm like, look.
If you take the three that are mostimportant right now, what's going on?
It's number one, obviouslyradical responsibility, number
two, personal development.
Number three, contribution to the team,people around you, things like that.
And I think you're seeing everybody who'sdoing this at a high level right now, like
that's all that really kind of matters.
(35:15):
I'm trying to like simplifyit right now in this.
Yeah, yeah.
Yeah.
This chaos with our team of like,look, I told 'em at the meeting, like
we got all this shit on the wall.
You know the three that meanthe most are these right here.
And that's why I talked to 'em today.
I said, we overcomplicateeverything right now.
And I said, what?
Back to that part I was talking about.
I was like, if I show up the sametime everybody else does, guess what?
I'm getting the same as everybody else.
If I leave the same time, everybody saysI'm getting the same as everybody else.
(35:35):
If I read the same amount ofbooks, everybody else says I'm
getting the same as everybody else.
I'm like, y'all, we.
Overcomplicate this shit so much.
All you gotta do is just doubledown and do more than everyone else.
I gotta be here earlier than anybody else.
Stay here later than anybody else.
Read more books, study more stuff, roleplay more, and just do the basics that
we know we should be doing, but we wannaavoid that and try to overcomplicate
it so we can avoid that accountabilityand know what we need to do.
(35:57):
And so that's what I'vebeen hammering on lately.
Um, and I've been leaningthrough the front.
I show my people thispicture, I'm like, look.
And I was intense todayin our team meeting.
I, I was like, look, I don't asy'all do any of the shit I don't do.
And I said, the reason I can stand uphere with intensity, I share the picture.
I was like, this is me last nightat 10 at at 9:59 PM walking, doing
my cardio and listening to audioand training, getting better while
(36:19):
everybody else is fucking sleeping orpartying, whatever else is on Labor Day.
And I asked my team today, I said, Hey, wehave like six or seven of you guys here.
Uh, which is always like, I waslike, who here can raise your hand
and tell me what Labor Day, uh isabout and the history behind it?
Not one person.
I'm like, cool.
Does anybody know?
No one person?
Like, had a guess.
I'm like, no.
Actually, we startedby labor unions, right?
In New York City to celebrate notthe, the Industrial Revolution
(36:42):
and the workers in there.
I was like, how many of youguys are super passionate about
the industrial revolution?
They're like, no.
I'm like, well, then why the fuckare y'all taking the whole day off?
Not doing anything, getting hammered,not getting better, not progressing.
Because you're just following themasses and doing the status quo.
And I said, to have power anddifference in today's marketplace,
you gotta be different.
And uh, that was my, mymessage this morning.
(37:02):
And I was like, I was pretty firedabout it, as you could probably tell.
And, um, they, they were laughing, butafterwards our inside sales guy was
like, bro, I can't believe you just wentaway with the in industrial revolution.
And who's passionate about,like, it's, it's true, right?
Because like, people are just like,you know, they're just going along
doing just enough to status quo,barely enough to show up and they can't
figure out why life's not working, whythey're overweight, why they're not.
(37:22):
You know, able to be present theirkids while they're struggling.
It's like, man, I was telling 'em likesome of y'all have been struggling with
the same objections for six months, butyou won't get up early and watch some
videos and tell you how to overcome it.
But so like that's thekey part about that.
I think right now the big and multipleteams, I'm seeing, multiple agents I'm
seeing across the country, it's thatsame, they gotta level up and have
those three main core values right now.
(37:44):
I love it.
I love it.
Good
money, great stuff.
Can't wait for you in Cleveland, man.
You're gonna light this, this city up.
I told John, man, I'm just,I told John like I'm just, I
wanna be just real and raw.
Like we've had some pain andstruggle and we've done pretty well.
Like I said, I can't, the last, I can'tremember last time we sold less than 500.
ISH homes and, um, like, I mean, Ican't, it's been a long time and to
(38:05):
maintain that for so long has beenvery, you know, difficult to do.
But the reality is like, there's alot of pain that comes with that and
a lot of stuff that, looking back,it's like massive amounts of gifts.
And I, I can't wait to, to share someof that about like why the problems
that we're having are and how to reallybreak that down and how to embrace 'em.
Right.
One of the biggest problems thatpeople have right now is thinking
that they shouldn't have the problemand thinking that they shouldn't
(38:26):
have the pain with the problem.
And so if they can embrace that andlook at, like, look, this happened.
Either, you know, for me, becauseof me, for me to be able to
change, do I need, that's wherethe, the enlightenment comes in.
So I'm excited, dude.
I can't wait to share about some of thestuff we've been through and the stuff
I've gone through and help everybody.
I think I was telling John a lotof people are having this pain,
they just aren't talking about it.
Right.
And I think now it's kind of talk aboutit so people get power from it and
(38:47):
they can grow from it, and they canshorten that learning curve instead
of just ignoring what's right in frontof their face and feeling that pain.
Yeah.
So good.
I love it, man.
And um, if everyone's listening tothis, like I hope that you're getting
some takeaways that, you know, don'twait for the pain to be so intense.
To where you're in this dark, deep holeand depress like, you know what I mean?
Like this is about stop fucking lying.
(39:08):
Like own it where you'reat, at this moment.
And, and if, if you knowthat you need to grow.
I mean, if you're trying to growyour business, you have to grow
personally and professionally.
Mm-hmm.
You gotta grow between the ears beforeyou're gonna grow in the bank account.
And this is a perfect, I, Igotta end on this, this quote,
because it's right up this alley.
And for a lot of people in ourbusiness, they get into this
business to make a lot of money.
(39:30):
I want a better life for my family.
I wanna make a lot of money.
I mean, nobody gets into real estate.
It's like, eh, I think Iwant to make $50,000 a year.
That's okay with it.
Right?
You know, like they wanna go big.
And this is this line.
I don't know who the quote was from,but the highest reward for a man's
toil is not what he gets for it.
What he becomes by it, which isexactly what we've been talking about.
(39:53):
Yep.
What if that was the reward?
Is it about, it's about shifting ourper perception of what the outcome
should be versus transformation.
Yeah.
In your experience, you said moretransformation since February.
Maybe even the last decade.
I feel like that in the last four weeks.
Yeah.
And, um, and so
it's a gift, right?
(40:14):
And I'll tell you, I, it
really, it really is, man.
Um, if you heard anything on thispodcast, you, I hope you wrote some writer
downers and that's the writer downers.
So I appreciate you guys.
See you in three weeks.
Three weeks from today in Cleveland, Ohio.
I'm excited to run it back with you guysagain, man, I love, we got lots and lots
of memories, lots and lots of growth,lots and lots of pain stories, and so I'm
(40:35):
super excited to, to hang with you guysand share and learn and just kind of be,
be a part of the, the, the great energy.
Yeah.
Awesome,
man.
Looking forward to that.
Looking forward
to
it.
Thanks guys to C-E-O-C-L-E.
Um, already.
Go to honey badger nation.com,get your tickets and uh, we'll see
you guys in Cleveland, brother.
Appreciate you s.
Love you guys.
We'll see you guys.
Love you.
See
you guys.
(40:57):
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
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?
Everybody, man.
Thank you guys.
Tuning into another episode of OneBig Fire and we've got a massive
(00:23):
fire coming in the house today.
I am super excited for today'sconversation, uh, very dear friend
and, uh, the one and only Mr.Blake Sloan in the house with us.
What is happening fellas?
What's up my brother?
What's up man?
Glad to be here.
Glad hang with you guys a little bit.
Yeah, man.
Always love talking to you.
(00:44):
Yeah, it's, it, it is, man, I, I, Ialways get fired up and, uh, it, it,
it's always great, great conversation.
And, um, just, just super excitedto jump in and, you know, coming out
of Labor Day and, and, um, you know,all of us kind of hitting that point
in, in reset statistically, right.
This is where everybody getsdialed back in for the next couple
months, September and October.
(01:06):
And which in real estate tends to lead,why most agents have a really good, you
know, November before the holiday season.
And, you know, definitely, definitelyno different in, in all aspects.
So I'm excited to jump into that.
But you know, Al you know, coming outof the, kind of coming out of this,
uh, this weekend Labor Day weekend, Iknow you had some thoughts around it
that wanted to kind of share beforewe really jump into Blake's story.
(01:30):
Well, yeah man, and itreally kind of goes to Blake.
I was actually just thinking to myselfthe first time I met Blake was in 2010
at EGS and um, we were all much youngerthen, especially Blake, especially Blake.
He's got this, you know, athousand dollars, $2,000 suit on.
I mean, that's how,that's how I met this kid.
(01:52):
And he was on the panel andI'm, this is my first time and
I didn't even know you Jay.
I didn't know John.
I didn't, I didn't know anybody.
I flew down there by myself andI said, and then we went, we
went to the bar afterwards andI seen Blake walking around.
I was a little intimidated, man.
I'll be honest.
I was like, I don't if I, I don't knowif I, he's pretty intense and, um.
And you know what was really cool isthat's kind of like the beginning of at
(02:14):
least my part of the beginning of thejourney and meeting you and watching you.
That was 15 years ago guys.
15 years ago.
Wow.
And it made me think about work becauseman, the one thing I've always watched
I is that we're all hard workers.
But watching you, Blake, I mean, Iremember on stage you declared I'm,
I'm gonna be driving a Maseratinext year, like you said it.
(02:37):
And I'm like, just all thinkingI'm gonna be driving a Maserati.
I know you had it likethree months after that.
But yeah.
You know, work is justsomething that we've done, man.
It's something we'veembodied as our culture.
Of course, coming outta LaborDay, I found this cool quote by
Cahill, uh, Gibrand or GI brand.
I don't even know who that is, but hesaid that work is love made visible.
(03:02):
Every conversation, every connection.
Every follow up we makeis more than just a task.
It's a chance to show love through action.
And there's like, that made methink of you, Blake, because I mean,
you're growing a beautiful family.
We've been, we've literally traveledall over the world and you've grown
this amazing empire in Myrtle Beach,arguably one of the, one of the
(03:24):
toughest markets, you know, um,with a high average sale price right
now, a lot of big 50% fallout rate.
And, um, and yet you still win.
And I believe it's because you havefocused on, on your leadership and,
and what's going on between yourears since I've met you and, and you
just keep challenging yourself andgetting better and better and better.
(03:47):
So I appreciate you, uh, you beingon here, but you know what, what
are, you know, what, what, what wouldyou say if you're kind of pointing
back at your leadership journey?
Because we know you're gonna be speakingat the, the agent, the CEO in Cleveland.
If you don't have your tickets, thelink there, you're gonna see this guy
live and he is gonna blow your mind.
But like kinda looking back at workand your focus, right, and what you've
(04:10):
done to build this, this kingdomthat you've built in Myrtle Beach,
like what would be the one turningpoint from a mindset standpoint
that changed everything as a leader?
Yeah, that's a great question.
I actually just talked on thisthis morning, our weekly, uh,
team meeting a little bit.
It's about like what's separatingeverybody right now in the marketplace,
and you're watching as the market.
Obviously it is difficultright now, right?
(04:30):
Difficult across thecountry for everybody.
What I'm noticing though is like.
As D as buyers have gottenmore hard to close, right?
They're more resistant when they wantSellers think their property's worth more.
There's the gap has been wideningbetween buyers and sellers, but what's
happening is that personal developmentgap for agents has just gotten wider.
And so the ones who are obsessed withgrowing and the work and being in
love with the work on themself and.
(04:52):
Growing the man or the womanare the ones that are seeing
results and they're winning.
Most people are just kind ofstaying in that status quo.
But like back to that turning point youmentioned, um, I was talking about this
today in a way, just before the podcast.
I was thinking about it and Jay usedto talk about this thing gonna be
a long time because Jay, I thinkit was one of your first like.
Coaching client or something.
We met at Craig Proctor back in theday, but he said, Hey man, we gotta
(05:14):
live a few years of our lives, unlikeeveryone else, so we can live the rest
of our life, unlike everyone else.
And that leadership came fromdeveloping ourselves and being
obsessed with like person development.
We used to always send picturesat 5:00 AM like reading books
and doing all these things.
And so like now that has continued.
I was talking to my team, I was like, Hey.
If you're struggling rightnow, raise your hand.
(05:34):
If you spent over five hours inpersonal development last week, you
only like two people, raise your hand,which is like really pissed me off.
I'm like, dude, what the hell?
Market has widened.
The skill gap has widened anduh, it's really creating this
massive gap for agents right now,and even team leaders, right?
They're still operating like itwas 20 21, 20 22, and they're
getting their ass kicked.
And I'll tell you, man, like.
(05:55):
It's been hard for me this year, butI, I was just telling my team, I, I was
actually sharing that, the gratitude.
And last week I taught my team this.
I said, look, I want you guys a little,is that pain is a gift from God.
And I told 'em, I said, painright now is the only thing
that's gonna make you change.
Do the shit you know you need to do.
You've been avoiding.
And so we talked about thatand I went back and like.
Did a gratitude stack, a journal on it.
And um, like I've grown more this yearsince February than I probably have in
(06:19):
the last, uh, 10 and 10 years at least.
And just because it's been difficult.
I've had the change, we've had the CHAchallenges, I have five different coaches.
Um, in, in every part of life.
Physical, I lost 24 poundsin the last four months.
Um, doubling down on body.
Every single macro dialed in.
'cause I'm like, dude,this is fucking game.
This is like wartime, right?
And so I've been leaning from the frontof our team, but most of that up every
(06:41):
morning studying, reading up everymorning, journaling, talking to God.
Every night doing my, my, my cardioreading, listening, going back
through old school stuff, man, Iwent back through like Grant Cardone
University, all kind of stuff.
Like, so I can make sure I'm able tobridge that leadership gap right now
that we're seeing as team leaderswhere everyone's kind of getting stuck
back and just living the status quo.
And I've just kind ofshared my team today too.
(07:01):
Like, look man, here's the deal.
Everybody overcomplicates this, uh, in mymy way, everybody's just overcomplicating.
And the reality comes down.
If I'm willing to do what others are notwilling to do right now, I'm gonna have
what other people aren't gonna have.
That's simple, but we'reover complicating it.
So if I'm doing the same thing there aboutis, and just reading a couple books here
and there, or just getting up when I feellike it or not studying, not investing,
(07:22):
not having personal development, likethey're not gonna have anything different
than everybody else is and the massesare getting their ass with right now.
So that's just kinda whatwe're doubling down on.
Love it.
Wow.
Man.
Dude, that blew me away on somany levels and, and, and I
connect on a lot of those because.
I'm, I'm on that same journey, you know,making big changes, decided getting up
(07:43):
way earlier than I've ever gotten up,getting my, my readings in opening, you
know, listening to the Bible verses,filling my brain with the right stuff.
What it actually made me, and I actually,it reminds me of John when all know, when
we think of John, we think of coach andwe think of insane crazy runner running
a hundred mile races and, and, and hedidn't start doing a hundred mile races.
(08:06):
He started out, you know,maybe doing a 5K or whatever.
What you kind of described wasthe foundation that you built when
you were talking to your agents.
They're like, yeah, we're,we're not really doing a whole
lot of personal development.
We like, this is a j everyonethat's on this, we've been doing
this for so long that we have thisfoundation we're building off of.
We're not just, yes, we, we might bemaking some new changes right now,
(08:29):
but we're building them off of afoundation that we've been building.
And a lot of that goesto you, John and Jay.
Because they coached us, right?
Like yeah.
They coached us when, you know, andtaught us, you know, and connected us
with the right people in the right rooms.
Um, so man, thanks for sharing that.
Yeah.
You know, it's, it is, itis pretty crazy too, right?
Blake, as you, as you come, you know,come back around and, um, I, I'm pretty
(08:52):
sure most of us have, have tappedinto, uh, Ben Hardy's new book, the
Science of Scaling, and that's the,the, the Scaling Framework, right?
Impossible goal.
Impossible timeline, but thenyou gotta raise the floor.
And it feels like kind of when Iwas listening to you, I was, I was
kind of processing through his, hisframework is that you've essentially
raised the floor for, for yourself.
(09:13):
Um, looking at kind ofthe, the foundation.
'cause I, I think this will be reallyuseful for people that will, that will
tune in and listen to this conversation.
What is, what is that floor like?
What is what we say personal developmentand, you know, you're talking, you know,
the fitness, uh, you know, you're talking,you know, the mental, the spiritual, you
(09:33):
know, emotional, everything business wise,and you know, what, what is that floor?
What is the personal development thatyou're referring to, that you're pushing
out to, to your team as a leader?
Yeah, that's a great question.
And so.
Like the last coupleyears been doing great.
I'm, I'm ever since we've been, I thinkAl said it's been a foundation for us.
I even showed my team this morning.
(09:54):
I look like, for me, it's hard.
I can't wrap my head around anybodythat like, I just, I've been doing it
for so long, it's like I can't wrap myhead around getting my ass whipped for
six straight months and not learning,not trying to like, you know, study
some stuff or figure out, like, Ijust call people, like, even like on
our, you know, like, uh, listing teamor just getting crushed by sellers.
Price too high.
I'm like, well, how have you loggedin and, and watched the, the programs?
(10:15):
Well, no, what's the login like,dude, it's just, but but back to
that point, John is I had this aha oflike, I could just see things shift.
I could feel it shifting.
The pain was kind of escalating.
I'm like, all right, I gotta double down.
I've been kind of comfortable for awhile and you know, we were talking,
really traveling the last two years.
I travel one week a month forthe last two years, and business
was still pretty good, right?
And, uh, still comfortable,but I was still growing and had
(10:36):
coaches and doing all this stuff.
But like, something like, I'm like, thisis like an oh shit moment for me and
something switched and I doubled down.
Business coaching, uh, spiritualcoaching relationship coach with my, my,
my wife, physical coach, uh, in termsof my body and that accountability.
But a lot of that came throughdoubling down on my body.
Like John, you obviously wear this too,of like, man, you push that mental piece.
Um, it really kind of.
(10:58):
Like, you eat the same mealevery day for four months.
You don't have any frigging uh,sympathy for anybody who can't show
up and make some phone calls, right?
Like it's just a small, likelittle details of like how you do
anything, how you do everything.
And so for me it was just,it's been spiritual journey.
It's been a business journey.
It's been a capacity journey throughpain and betrayal and all these issues
that you kind of go through and as ateam leader and a business owner, um,
(11:19):
and it's really had me just grow fashion.
I've really grown.
I said at least a decade.
And so I, I've been hitting all,all, all different areas, man.
It's been, it's been wild and it's beenpowerful in terms of the, the significant,
the, the certainty I've been able tobuild the confidence, been able to build
and, and just kind of push through whatI feel is a very, very difficult market.
Like no one's really talking about.
(11:41):
Yeah.
It, it, it, it really is,it, it really is a challenge.
And we talk about the, like you, youhad mentioned the gap is widening and
we, we've talked, you know, on, youknow, the one big fire last, last few
weeks going back to, you know, 20 13, 2014, with the, you know, expert advisor
positioning and the gap of the a ffa.
(12:03):
Right.
And it's just more and more and more.
And we're, we're definitely also,you know, to me that foundation
of personal development.
But as we're in the AI driven era, youknow, how, how are you as a leader, you
know, not letting you know your agentsget consumed with fear, with possibly, you
know, how is AI going to, to replace us?
(12:25):
Or how is AI gonna make things easierfor me to still not lose focus of the
habits that are absolutely criticalas we navigate into the AI driven era.
That's a great question, dude.
And that's so funny.
I just taught this thatsame Tuesday meeting.
I, I did a balance of both.
So one was like.
We have three main things thatreally, you know, are, are
making a difference right now.
Number one, radicalpersonal responsibility.
(12:46):
I talked about that of like, nomatter where you have what's going
on, where you're at, you have tohave radical personal responsibility.
Like, is it the mark is down and the,the seller's crazy, or is that, is
there other people that are closingdeals and getting stuff under contract?
So if they are getting it done, thenyou should be able to get it done right?
And there's just a great piece there.
To second obviously is, is the,um, personal development piece.
You have to make sure you'redoing personal development.
(13:07):
To bridge the gap of what'shappening, because here's why, as
there's massive resistance in themarketplace, you have to have, people
are craving that personal connection.
Even with AI and the tools and stuff wehave, which I, I taught that separate
and, uh, you have to make sure you'reable to go in and access and use sales
IQ to access the pain, expand the pain.
That's how you're able to reduceresistance in the current marketplace,
is going super deep on what theirpain is, what their real reason.
(13:29):
'cause everybody's.
You know, I'm just looking, butthey're really not just looking right?
I'm just, just wanna,what my house is worth.
I'm not really thinking about selling,but they have somebody over their
house to potentially list it, right?
You have to see through that defensemechanism they have right now and the
resistance they have to, to reallyunlock that and get them to move in
a very high resistant marketplace.
Overall, and three, just massivecontribution to your clients, to
(13:50):
your team to kind of push through.
But then the other side of that, I'vebeen reading that AI driven Leader,
I know you read it recently too, thatjust kind of talks about like using that
for strategic strategic thinking, forguidance, for help and going deeper.
And so the second part of our meetingwe taught about that, of like,
look, here's the best way to use it.
Here's how to make great decisions.
Here's how we go deeper inhaving AI interview you to
get a much better context.
(14:10):
Context in terms of what it's doing.
And so that's how you'vebeen altering both of those.
And I, I've noticed like.
Most agents and people and leadersare just using service level, right?
They're not going deeper.
They're just talking, havingbrief light conversations instead
of utilizing the actual tools.
But the key part isthat's not gonna save you.
You have to go back to the fundamentalsand go deep and have high level
sales IQ right now to really unpackwhat the true pain and true reasons
(14:34):
are that people are wanting to moveso we can get them to take action.
They know they need to.
I think Jay knows somethingabout that rabbit hole ai.
Oh yeah.
Oh yeah, yeah.
No, it's, it, it's, it's fascinating.
But yeah, I know, you know,it, it's uplevel in skill man.
Like, you know, the, what you're saying,Blake, you know, I went through at a
(14:54):
super high level in my own end, in myown marketplace, and you know, when
people don't, you know, you know, there'syou, if you don't uncover the pain.
And get and and, and get, and really getthem to share, well, what happens if this,
if you don't do this, what does that mean?
What is that gonna mean?
Right?
Like, all of those things are things that,you know, we developed those skills over
years and years of beating on our craft.
(15:17):
But teaching people how to get betterat that, it's just so much easier now
with chat GPT, because you can takethis and go down a rabbit hole on how
do I, how do I overcome resistancewith a seller in this situation?
You know, you can, you, there'sso much more personal information
you can bring into it now.
Easier.
Gather the information and find out aboutthem so you can build rapport easier
(15:38):
and make that connection like there'sso many ways that you can integrate
it and make things easier for you.
Um, it's just, you know, the, for thosethat are seeking and, and trying to
get better, it's easier, I think now toget better than it was when, you know,
with us it was repetition, you know?
Yeah.
Well, I remember that you would take,uh, remember every conference you would,
or you would tell me you would travel,dude, you would take two suitcases.
One was like your actual suitcase,you were clothes, and the other
(16:00):
suitcase was like your books andyour, your CDs and stuff that,
like you're studying stuff, right?
Yeah.
That was crazy.
That was a big lesson I learned from youtoo, of like, look, even travel, dude,
I'm taking my personal development.
Tools and my items and things with me.
Now it's just like, you know,right here, but still, right.
Yeah.
Yeah.
But now you got that.
Now.
Now you've got that all, literally, everymentor you could ever imagine, every
(16:23):
book you've ever, ever could read youspecific to your situation in your pocket.
I mean, there's no problem you can'tsolve and you can't figure out.
So it's very empowering when you realizehow much access to information instantly
that you have to whatever problem it is.
Whether it's, you know, even littlethings like, you know, the, the,
(16:44):
the song, you know, like, you know,you got somebody you're trying,
you know, trying to recruit.
You could create a songand send it to 'em.
Like little, little, just so manylittle things and ideas and angles
that you can use AI to do things thatare gonna help you, depending on,
you know, you just have to be willingto, to test and try it, you know?
Yeah.
And one, one thing I noticed too is thata lot of people just, they're, they're,
(17:04):
you gotta teach them how to think, right?
Teach 'em how to prompt the right way andhow to reverse engineer Those people are
just, they're just not great at writing.
And so you have to kind of, here'sthe, the way you think through
it, here's how you assign thiscertain, you know, context, roles,
you know, all, all the stuff to do.
But then like you said, how do I reverseengineer problem to make it actually go
deep enough where I can get leverage onthe seller or the buyer or the client or
(17:26):
whatever it is, um, and get what you want.
And that was something I think he spent.
Uh, an eye-opening thing for meis teaching that to people so they
can think the way they need tothink to get the result they need.
The result in the back end.
Yeah.
Yeah.
I always, I always tryto, my, my prompts are.
Sometimes this like, I'm just like,okay, here's what I'm trying to do
and here's, here's the situation.
Here's this, here's, like,I give it everything.
(17:46):
Like if I was sitting down with JayAbraham and I had to explain to him
what it is I'm trying to do, that'show I try to explain to the chat GPT.
And so that, you know, given it all thatcontent, I, I have broke it a few times.
I don't know if you've runinto this, but I, you can break
this some bit, that's for sure.
I did.
Just
yesterday just said, I'mout, I'm out of memory.
Or I'm like, what?
What do you mean I'm outta memory,so I gotta upgrade my thing.
(18:08):
But, but what you guys were just talkingabout, what popped into my head was
when it clicked for me, and this, thisis more on like a spiritual lesson and
you know, I've told John and Jay thebook that, that I'm, I'm real deep.
In fact, I just finished it and nowI'm on the next kind of version of it.
Um, it's the lecture serieson the Untethered Soul.
(18:28):
Yeah.
Best book I've ever read in my life.
Hands down.
I'm about to reread it, but theyhave the lecture series on it.
One of the many lessonsin it is letting go.
Mm-hmm.
And, and, and just, andjust stop resisting.
Mm-hmm.
Yep.
I'll tell you this, that is theopposite of what I did for the
first 20 plus years of my career.
(18:48):
Man.
It was all about, there was,it was all about force force.
Yeah.
And, and the power versus force is awhole nother, you know, great book and
everything, but when you understand thedistinction between the two, and it's
tough too, but like, letting it, what'sgonna happen is what's gonna happen.
Mm-hmm.
The, the part that I will, I will makea bold statement and say, you know,
(19:13):
some of the success that I've seen.
I've had a zero in thespirituality category.
Every time I took the test, thefive, the five, um, you know, circles
of life or whatever, like that wasjust always a big goose egg for me.
And I, you know, I was, I'm a recoveringCatholic and everything like that.
It was altar boy, all that.
I didn't get that spiritual part.
(19:33):
That book helped me.
And now what's amazing is the dotsthat it connects for business,
for relationships, for being ableto communicate at a higher level.
And solve conflict, and I justdidn't get it for so long.
I'm glad you had said, you know,you got the spiritual coach, you
know, John introduced me to Doc, Dr.
Matt, who's been life changing for me.
(19:55):
Mm-hmm.
I think going back to the AI conversation,for me the biggest thing was being
able to get vulnerable with the ai,when you're able to just let it go
and let it flow into there is whereyou're gonna see the biggest results
as far as you're, you know, like,dang, you start to grow as a person.
When you're able to do it like that,and that's what I've, what I've
(20:15):
been really, you know, seeing asfar as from a leadership standpoint.
Yeah.
Hey, before we move on,every great business strategy
starts with one question.
What's really holding us back?
If you're not sure how to answerthat, take five minutes and complete
the growth score assessment.
It gives you insight into theeight areas that drive growth.
(20:36):
And we'll show you exactly where tofocus to increase revenue, improve
operations, and grow with confidence.
Go to my growth score.comand take the assessment now.
Now back to the show.
Yeah.
And I think that, you know, the,the thinking component to it right?
(20:58):
Is, is so, so important tobe able to understand, but
where, where I think thinking.
Better and accurately comes in is, isgrown through pain and it's, it's the
tough challenges and the things that we,we sometimes knucklehead ourselves into,
right, to navigate and work through,but also some of the tough things
(21:19):
that we just force ourselves to do.
Right?
That's like for me, where, whererunning is right now is just pushing
the boundaries of, of like exploring.
You know, the level of pain, justbecause I've seen the correlation that
everything else is, is not painful, right.
Stuff that people lose sleep and,and, you know, tend to do harm.
(21:41):
Like, doesn't even really phasewhen you're, when you're able to,
to understand and, and work through.
But also I think too, thinking.
And questions to ask and who topay attention to and consume.
And the coach is when you knowwhat the, what the problem is.
And I love what you said about radicallytransparent, that's AL'S 100 zero.
That's, you know, own theoutcome, whatever, whatever
(22:03):
frame that you want to use.
And when you could just takeresponsibility and, and understand
that, hey, I, I, I, I caused this.
In some aspect, it might not be a hundredpercent my fault, but I caused this.
It's a hundred percent on me.
And then that to me allows where,where to start working and,
and what to start consuming andwhat questions to start asking.
(22:24):
Um, 'cause too many times, right?
I mean, what did, whatdid Jay always tell us?
You know, is it, you know, intellectualentertainment or is it really helping you,
you know, solve and navigate the problemsthat you're trying to, trying to solve?
Yeah, take this out.
So let me share.
I'm not, this, this isme being vulnerable.
I'm afraid to, I shouldn'teven do this, but
(22:46):
so, so this is, let me find the right one.
Mindset coaching tips.
So, so I'm gonna share, so this isme talking to Chad, GPT about rigs.
I'm having hell, getting mykids to underst said mindset.
As you know, we came to agreementon core values and watch
motivation, movies, da, da, da.
So I'm going through like thiswhole thing with it, right?
So this is what it said.
Got it.
Here's the straight truth.
(23:06):
You're trying to teach an 11-year-oldthe mindset of a Navy seal.
Yeah.
Right.
So I'm like, so like I, I waslaying in bed and I was like.
Man.
Like, like, I've gotta figure it out.
'cause I, because I lost it.
I mean, I, he triggered me with the,with with, with complaining about
something after football practice.
'cause he dropped a couple passesand I'm like, bro, you gotta
(23:29):
suck before you get better.
That's the process.
Like that's, we know this, right?
We watched motivationalvideos every night.
We took, we had no, and so, so it helpedme though, like we were watching 'em
in the morning, watching 'em at night.
Then we went to watching 'em,writing down your takeaways.
How are you gonna apply it?
What are the commitmentsyou're gonna make?
Like, and get, you know, and then watchingthem, like I went from watching rigs
not work on his handles left-handed whenhe knows he needs to, to all day long,
(23:53):
because he picked a time the next dayhe was gonna do it by, he be, he came
home from school and he is like, man, Ithought about it all day today at school.
He is like, I just, I, Idecided I'm just gonna do it.
Like, like I didn't have to tell him.
Right?
And so like, but, but, butfor me as a leader trying to
lead these monkeys, I'm like.
Man, I can't go to sleep tonightknowing that I could go get the
answer of how I could be better.
(24:13):
I can't just go to sleep andnot, not try to go get better.
Right?
Like I, that's not in me.
And so now I'm, I wet get upand I'm like, type it all up.
It gives me this whole planon how to approach it the next
day, implement the plan, right?
Like it's just, it's crazy how, nomatter what problem you have, if you
leverage AI to help you, it don't matterif it's with your wife, with personal,
(24:35):
spiritual money, whatever it is.
Yep.
I use it for everything.
And it's just been, it'sbeen a, it's changed my life.
Like, you know, it's not like Igotta go buy this one book and read
this one book to get that one idea.
Like I can get it all in a breakdown ina checklist and a spreadsheet and like,
you know, the whole thing done for you.
Hey, would you like for me toput that in a spreadsheet so
you can track it every day?
(24:56):
Yeah.
Well, okay.
Yeah, that sounds good.
I didn't think of that, but it'sjust, it's, it's been, it's been
fascinating how much better you canget, you know, at anything instantly.
Like I feel like we have allour mentors in our pocket now.
Yeah, dude, what you justdescribed is the gap.
That's the new gap there, right.
Right.
And I think, I think the, the key partthough is like we've sent years and years
(25:19):
and years stripping away layers and layersand layers of just the bullshit, right?
And, and like the, I find that themore radical responsibility you
have, the more truthful you are.
And the less lies you tell yourself,the more clarity you can have and
the pain or the actual problem.
Where a lot of people tend toavoid the problem and just create
a story, justify their situation.
You have to be real and raw with yourself.
(25:39):
Right?
We call it in our office,SFL, like, stop fucking lying.
Right?
To make sure you have the truth.
There's, there's the reality, right?
And there's a fact and there's the truth.
People tend to twist the, thereality match the truth they want.
You have to be able get tothe facts so that you can.
Give the right information, theright data to get the right output.
And it's thing ourself in ourown mind, our, you know, our,
yeah, our human intelligence orthe artificial intelligence, the
(26:01):
same thing, the same principles.
And I think that's something thatwe spent decades, you know, of
perfecting or just being real toyourself and get real of the problem.
And that allows you to get somuch faster response and growth.
But like, you gotta knowthe pain, like John said.
And one of the best quotes I got was from.
Uh, Garrett White.
He said, when I, when I knowyour pain better than you
do, I own your mind for life.
And I was like, man, thatwas like, that really hit me.
(26:22):
And I think about that a lot becausemost people, like most people have
pain, but they can't put the wordsto the pain to help them figure
out to get out their own way.
Right?
And so the more we can helpthem get clarity on that, the
more you can help them move.
And I think that's where like thetrue gift comes right now in sales.
And leadership and yourself of like,how do I put to words in, like you said,
(26:42):
you use AI now to help go through thequestion interview of like, helping
me put what I'm feeling into words andboom, now I can get the outcome I want.
Yeah.
Or the plan I want at least, right?
Yeah, you're right.
So getting people to understandtheir pain like that, you know,
they, they, they, they mask it.
And it's hard to get, it's hard toget to that point where people are,
how do you get, how do you, how doyou, how do you help people see.
(27:05):
That it's not truth, like without,without them resisting and getting
defensive and wanting to make, you know,want, they wanna own all those excuses.
How do you, how do youbreak through that barrier?
So with our team wise, right?
Like, number one startsto getting vulnerable.
Me being vulnerable and like, youknow, being vulnerable with myself
and things I've gone through andthings I'm going through and just
sharing my, my shit sometimes, right?
(27:25):
But number two, the, the, and wetell this like, phase one is we
call it live by the code, right?
And this is some stuff from like the,the warrior things that we do, but
it's like, I gotta live by that code.
Meaning I, I, I tell the truth nomatter how painful it is, right?
I look at the facts, not how I feel.
And most people live infeelings, a set of facts, right?
But facts are the only thing that allowsyou to dig yourself out and have that
radical personal responsibility where Iown everything and back to a hundred zero.
(27:48):
But even if it's like, you know,I was telling an example, like to
today, like, Hey, so and so's on,you know, on their, their third or
fourth divorce, they could have.
Four crazy wives or theycould be the problem, right?
Mm-hmm.
In terms of how, how do I, and eventhough, let's say that the four wives
were crazy, it's still their faultfor picking four crazy women, right?
So like you have to have that,that ability to pull that in
and say, okay, what am I doing?
(28:08):
And how do I have thatradical responsibility?
But when as leader.
It starts to myself, we just gotta preachit over and, and it takes time, man.
Like people have been conditionedtheir whole life to, to create stories
and to justify for protection, right.
Of their ego and themselves and to try tohave some status in, in, in their culture.
And so we have to strip that away.
'cause that's the ultimate power I think,in today's world, is anybody can stand
(28:29):
in that truth and have no skeletons or,and they can have all that internal power
because they can deal with themselves.
And now.
I don't give that power to somebody else.
I can change the outcome.
But if I blame my, my childhood ormy parents or my spouse or friends,
I can never change the outcome.
I just gave all the power to them.
And that's where they feel helpless.
Right?
Oh, that's
good, man.
That's good.
(28:49):
One of, one of the things that I, that Ipicked up on with my kids in doing this
has been, um, if they don't do the work.
Getting them to think about whatwere the thoughts that, that they
had and understanding that the onlyreason it didn't happen was because
you talked yourself outta doingsomething you knew you should do too.
Right.
So like, like, yeah.
(29:10):
Paying attention to the internal andyour internal voice and realizing it's
not because you didn't want to do itor you didn't want to do it, you know,
you, you said you were gonna, youcommitted, you said you were gonna do it.
What did you say to yourself?
How, how was your mind controlling you tonot do the things you're supposed to do?
Pay attention.
That's as much as the, of the lesson asthe, you actually did the work, right?
(29:31):
Yeah.
Is that when you didn't do it, you,you learned something about how you
talked yourself out of it and that thatis something you have control over.
And so man, it's, it's fascinating man.
It's fascinating.
But kids, kids are a different level.
Apparently.
I'm a little too intense according tochat, GBT, but um, you know, we all
trying to learn I be the way because
(29:52):
our minds.
It are, are, are the problem.
'cause it's our minds are our ego.
Yeah.
And we all manipulate, we manipulateourselves into thinking or, you
know, making, making, making anexcuse, even if it's just internally,
not externally or whatever.
And that's what I learned islike, you know, one of the things
that, that Dr. Matt had said isthat when you find yourself in
(30:14):
this, it's having that awarenessto stop and step into the spirit.
Yeah.
And let it flow.
Then now you're, you're observingit from, from, from a spiritual
standpoint, and you're looking at it,you're like, dude, I'm making a, I'm
making a fucking excuse right now.
Stop.
I, I wrote it down, dude.
Stop fucking lying.
When, when the, the SFL, when youguys are, you know, when you say
(30:36):
that you're referring to yourselves,not lying to other people.
Absolutely.
So, right.
You
manipulate
yourself,
right?
You lie to yourself morethan anybody, right?
Mm-hmm.
And that back to what Jay was sayingtoo, and if the way to really unpack it
is you always gotta look at the story.
What's the story I'm telling myself?
Because the story is alwaysa justification, right?
The story that the reason that the, thebecause, or you know, the this or that,
(30:59):
the story around it is what ultimately isthe way that you can lead yourself out.
But you gotta be able to.
Identify the story and say,okay, is this factor feeling?
And then ultimately, how do I goback and reframe that story to
something that's more powerful?
It's like Jay said, like, youknow, with rig it's like, what's
the story he's telling himselfto, to let himself off the hook?
That's where the, thekey piece of leverage is.
Right?
And if you can teach him how touncover that faster and correct
(31:22):
that faster, and how do I createa powerful, a more powerful story
that can lead me out of that has.
Or whatever it is, that'show you find the action mode.
But yeah, I mean, it takesa lot of personal work.
Like you said, it takes alot of, uh, internal out.
But it's like you said, Al thefirst thing, and I, I tell this
to my team all the time, andone, you gotta realize it, right?
You gotta pause and just like, okay,I call myself out my own stuff.
And two, give those around youpermission to call you out.
(31:42):
Like, Hey, she calls me out all the time.
Like, that's a, that's a great story.
I'm like, shit, that is a good story.
I like that story.
But it's like, it's like,you know, it's like, uh, but
man, hey listen man.
I wrote that story.
That's a good one.
Was that dude?
Dude, what, what I wanna point out Blaketoo, like, you know, the, the, the,
all of this that, that you're doing foryour team, and it's a culture you've
(32:04):
created, like you created a culturewhere it's okay to hold each other
accountable, which I think accountabilityis the highest form of love, right?
Like, y'all live by these valuesand you, I know you live by 'em
by day, by night, and you're nodifferent, no matter where you're at.
You live by these values andyou created a culture where it's
not okay to not be like that.
And, and that's whyyou've been so successful.
(32:26):
It's why you won.
It's one of the most.
Profitable teams that,that exist in mm-hmm.
In real estate today isyour team in Myrtle Beach.
And, and it would not be that if itwasn't for the culture that you've
built around these principles, thatthat's what allows it to happen.
There's no other way to get there.
And so like you, you know, you've,you've done what I, for me, from
(32:48):
the outside looking in, havingus looked under the hoods of
thousands of, of, of these vehicles.
This, this is the machine and, and youhave laid the foundation as perfectly
as one could be laid to do what you do.
So man, I'm proud of you, brother.
I
appreciate you guys.
Appreciate you.
Blake building that on.
Um, building on that, I, I, I want, I wantto, if you, if you don't mind, just unpack
(33:09):
that just a little bit because what, whatJay's, you know, culture is, is not what
you say or, or the words on the wall.
It's, it's, it's how you truly behave.
Right?
You, you are.
What you are.
And, and so for, for you o obviouslythe radical transparency, the
personal development, but whatare some of the other values
that you guys, you know, live by?
(33:30):
Because this is, this is soimportant for people to get right.
You know, core values drive everything,and those are our decision making filters.
The shoulds should nots and,you know, higher fire train
coach, lead mentor to them.
Um, what, what are some ofyour other, other values that
you guys, you know, live by?
That's a great question, man.
And I, I tell you, like, backto that, and it's hard, you
(33:51):
guys know, like if you, you.
The hardest part about being aleader, just holding the standard.
Right?
And I think that without, and this ismy big lesson I've learned in the last
year is, I'll get that in a second.
To answer that is that if you'renot recruiting consistently to
the team, like you need to enough,you'll tend to be hostage, right?
To these people on yourteam or whatever it is.
And you'll tend to want tobend the, the rules, right?
(34:12):
Because then all of a sudden you'reworried about profitability and things
go on and, and every, so this yearhas been one of my biggest lessons.
Like, look man, like I'm living me andall of me, a hundred percent of me.
And who I am, I'm leading throughthe front regardless of what, what
the, the, the costs are may be.
And obviously I, it takesa lot of self-reflection.
I'm always trying to call myselfout on it and, and lead from
the front, lead by example.
But same type thing we always talk about.
(34:33):
Right?
A hundred percent accountablewith your excuses, right?
Excellence in every aspect.
We live by that for our, for ourclients and, and things like that.
Obviously, when we talk about all thetime is, is do the work, uh, in terms of.
Who we are, uh, what we do, how we do it.
Uh, obviously personal developmentis huge because I feel like that
comes through when people actually dopersonal development, they actually
feel fulfillment, they feel progress,they feel like they're growing.
(34:55):
Uh, and we're constantlyhammering on those.
And I was just sharing this morning,uh, 'cause we have all these, all
this stuff on the wall, right?
I'm like, look.
If you take the three that are mostimportant right now, what's going on?
It's number one, obviouslyradical responsibility, number
two, personal development.
Number three, contribution to the team,people around you, things like that.
And I think you're seeing everybody who'sdoing this at a high level right now, like
that's all that really kind of matters.
(35:15):
I'm trying to like simplifyit right now in this.
Yeah, yeah.
Yeah.
This chaos with our team of like,look, I told 'em at the meeting, like
we got all this shit on the wall.
You know the three that meanthe most are these right here.
And that's why I talked to 'em today.
I said, we overcomplicateeverything right now.
And I said, what?
Back to that part I was talking about.
I was like, if I show up the sametime everybody else does, guess what?
I'm getting the same as everybody else.
If I leave the same time, everybody saysI'm getting the same as everybody else.
(35:35):
If I read the same amount ofbooks, everybody else says I'm
getting the same as everybody else.
I'm like, y'all, we.
Overcomplicate this shit so much.
All you gotta do is just doubledown and do more than everyone else.
I gotta be here earlier than anybody else.
Stay here later than anybody else.
Read more books, study more stuff, roleplay more, and just do the basics that
we know we should be doing, but we wannaavoid that and try to overcomplicate
it so we can avoid that accountabilityand know what we need to do.
(35:57):
And so that's what I'vebeen hammering on lately.
Um, and I've been leaningthrough the front.
I show my people thispicture, I'm like, look.
And I was intense todayin our team meeting.
I, I was like, look, I don't asy'all do any of the shit I don't do.
And I said, the reason I can stand uphere with intensity, I share the picture.
I was like, this is me last nightat 10 at at 9:59 PM walking, doing
my cardio and listening to audioand training, getting better while
(36:19):
everybody else is fucking sleeping orpartying, whatever else is on Labor Day.
And I asked my team today, I said, Hey, wehave like six or seven of you guys here.
Uh, which is always like, I waslike, who here can raise your hand
and tell me what Labor Day, uh isabout and the history behind it?
Not one person.
I'm like, cool.
Does anybody know?
No one person?
Like, had a guess.
I'm like, no.
Actually, we startedby labor unions, right?
In New York City to celebrate notthe, the Industrial Revolution
(36:42):
and the workers in there.
I was like, how many of youguys are super passionate about
the industrial revolution?
They're like, no.
I'm like, well, then why the fuckare y'all taking the whole day off?
Not doing anything, getting hammered,not getting better, not progressing.
Because you're just following themasses and doing the status quo.
And I said, to have power anddifference in today's marketplace,
you gotta be different.
And uh, that was my, mymessage this morning.
(37:02):
And I was like, I was pretty firedabout it, as you could probably tell.
And, um, they, they were laughing, butafterwards our inside sales guy was
like, bro, I can't believe you just wentaway with the in industrial revolution.
And who's passionate about,like, it's, it's true, right?
Because like, people are just like,you know, they're just going along
doing just enough to status quo,barely enough to show up and they can't
figure out why life's not working, whythey're overweight, why they're not.
(37:22):
You know, able to be present theirkids while they're struggling.
It's like, man, I was telling 'em likesome of y'all have been struggling with
the same objections for six months, butyou won't get up early and watch some
videos and tell you how to overcome it.
But so like that's thekey part about that.
I think right now the big and multipleteams, I'm seeing, multiple agents I'm
seeing across the country, it's thatsame, they gotta level up and have
those three main core values right now.
(37:44):
I love it.
I love it.
Good
money, great stuff.
Can't wait for you in Cleveland, man.
You're gonna light this, this city up.
I told John, man, I'm just,I told John like I'm just, I
wanna be just real and raw.
Like we've had some pain andstruggle and we've done pretty well.
Like I said, I can't, the last, I can'tremember last time we sold less than 500.
ISH homes and, um, like, I mean, Ican't, it's been a long time and to
(38:05):
maintain that for so long has beenvery, you know, difficult to do.
But the reality is like, there's alot of pain that comes with that and
a lot of stuff that, looking back,it's like massive amounts of gifts.
And I, I can't wait to, to share someof that about like why the problems
that we're having are and how to reallybreak that down and how to embrace 'em.
Right.
One of the biggest problems thatpeople have right now is thinking
that they shouldn't have the problemand thinking that they shouldn't
(38:26):
have the pain with the problem.
And so if they can embrace that andlook at, like, look, this happened.
Either, you know, for me, becauseof me, for me to be able to
change, do I need, that's wherethe, the enlightenment comes in.
So I'm excited, dude.
I can't wait to share about some of thestuff we've been through and the stuff
I've gone through and help everybody.
I think I was telling John a lotof people are having this pain,
they just aren't talking about it.
Right.
And I think now it's kind of talk aboutit so people get power from it and
(38:47):
they can grow from it, and they canshorten that learning curve instead
of just ignoring what's right in frontof their face and feeling that pain.
Yeah.
So good.
I love it, man.
And um, if everyone's listening tothis, like I hope that you're getting
some takeaways that, you know, don'twait for the pain to be so intense.
To where you're in this dark, deep holeand depress like, you know what I mean?
Like this is about stop fucking lying.
(39:08):
Like own it where you'reat, at this moment.
And, and if, if you knowthat you need to grow.
I mean, if you're trying to growyour business, you have to grow
personally and professionally.
Mm-hmm.
You gotta grow between the ears beforeyou're gonna grow in the bank account.
And this is a perfect, I, Igotta end on this, this quote,
because it's right up this alley.
And for a lot of people in ourbusiness, they get into this
business to make a lot of money.
(39:30):
I want a better life for my family.
I wanna make a lot of money.
I mean, nobody gets into real estate.
It's like, eh, I think Iwant to make $50,000 a year.
That's okay with it.
Right?
You know, like they wanna go big.
And this is this line.
I don't know who the quote was from,but the highest reward for a man's
toil is not what he gets for it.
What he becomes by it, which isexactly what we've been talking about.
(39:53):
Yep.
What if that was the reward?
Is it about, it's about shifting ourper perception of what the outcome
should be versus transformation.
Yeah.
In your experience, you said moretransformation since February.
Maybe even the last decade.
I feel like that in the last four weeks.
Yeah.
And, um, and so
it's a gift, right?
(40:14):
And I'll tell you, I, it
really, it really is, man.
Um, if you heard anything on thispodcast, you, I hope you wrote some writer
downers and that's the writer downers.
So I appreciate you guys.
See you in three weeks.
Three weeks from today in Cleveland, Ohio.
I'm excited to run it back with you guysagain, man, I love, we got lots and lots
of memories, lots and lots of growth,lots and lots of pain stories, and so I'm
(40:35):
super excited to, to hang with you guysand share and learn and just kind of be,
be a part of the, the, the great energy.
Yeah.
Awesome,
man.
Looking forward to that.
Looking forward
to
it.
Thanks guys to C-E-O-C-L-E.
Um, already.
Go to honey badger nation.com,get your tickets and uh, we'll see
you guys in Cleveland, brother.
Appreciate you s.
Love you guys.
We'll see you guys.
Love you.
See
you guys.
(40:57):
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
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.
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Cardiac Cowboys
The heart was always off-limits to surgeons. Cutting into it spelled instant death for the patient. That is, until a ragtag group of doctors scattered across the Midwest and Texas decided to throw out the rule book. Working in makeshift laboratories and home garages, using medical devices made from scavenged machine parts and beer tubes, these men and women invented the field of open heart surgery. Odds are, someone you know is alive because of them. So why has history left them behind? Presented by Chris Pine, CARDIAC COWBOYS tells the gripping true story behind the birth of heart surgery, and the young, Greatest Generation doctors who made it happen. For years, they competed and feuded, racing to be the first, the best, and the most prolific. Some appeared on the cover of Time Magazine, operated on kings and advised presidents. Others ended up disgraced, penniless, and convicted of felonies. Together, they ignited a revolution in medicine, and changed the world.
The Joe Rogan Experience
The official podcast of comedian Joe Rogan.