March 21, 2025 • 39 mins
What separates wildly successful real estate agents from those who struggle to survive in today's challenging market? The answer isn't a magical marketing funnel or secret script—it's a commitment to consistent, purposeful action that most agents avoid.
When Maria Quattrone and Devin DiNofa reconnect after 15 years, they cut through the noise to deliver uncomfortable truths about what real estate success truly demands. In a market with historically low inventory and fierce competition, they reveal why traditional concepts of being "full-time" fall short and how truly productive agents think differently about their business.
Maria shares her remarkable results from making hundreds of calls (69 listing appointments generated in just 11 days) and her journey toward booking 100 listing appointments in a single month—a goal most agents wouldn't dream possible. Meanwhile, Devin provides invaluable insights on distinguishing yourself in an industry where 87% of agents fail within two years.
This conversation goes far beyond tactics, exploring the critical mindset shifts that transform "mundane" prospecting activities into purposeful opportunities to serve. You'll discover why it's not about time management but choice management, and how top producers view their work fundamentally differently than average agents.
Whether you're new to real estate or a seasoned veteran feeling stuck, this episode offers both a reality check and a roadmap to extraordinary results. Tune in to learn how to position yourself among the elite 0.14% of agents who consistently thrive regardless of market conditions.
Connect with Maria Quattrone:
Facebook: Maria Quattrone
Facebook Page: REMAX at Home Facebook
Facebook Page: Rise in Real Estate Facebook
LinkedIn: Maria Quattrone
YouTube: Maria Quattrone
Instagram: @maria_quattrone
TikTok: mariaquattronerealestate
Website: MQrealesate.com
Office number: 215- 607-3535
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
This is the Be the Solution podcast and I'm your
host, maria Cuatron, and todayI'm very excited to talk to this
man, because him and I I don'teven know if he remembers, but
we met probably 15 years agoyeah, maybe and he was just in
(00:23):
the beginning of his career,getting started, and he was
going to do all these things andit's so great to watch him done
all of these things.
So today I welcome Devin DeNovaof the TCS Group.
Devin and his team servePhiladelphia and New Jersey and
today we're going to talk aboutwhat it really takes in today's
(00:48):
market to be successful.
Welcome, devin.
Speaker 2 (00:52):
Thank you so much, maria.
It is an honor to be on hereand the same way, you know you
probably paid a little bit ofattention to me over the past.
You know decade.
Likewise, same thing for you.
And even when I met you, youwere kicking butt.
And to see that you are still onthat relentless path,
continuing to find ways andlearn and invest in yourself and
(01:15):
coaching in the chip, black,broad, you name it to just
continue to get better, that's atestament on you are what your
values are, because the realityis, when I met you over a decade
ago, you were probably doingenough business to where most
people would be like I'm here,right, you know I don't need to
do anymore, but you know youkept your foot on the pedal and
(01:36):
it's been amazing to watch youand it's also inspiring because
you know young, we ain't old butwhether you're new in the
business or even, you know,experienced in the business,
it's always good to see leadersstill being disciplined,
accountable and always trying togrow and get better.
Sorry, I think I froze on thestream yard, but can you still
hear me?
Speaker 1 (01:56):
I can still hear you.
You know, I appreciate that,Devin, and I used to think, you
know, back then I had acommitment.
I would say back then it was agoal and I made the goal.
And then I looked around andI'm like, is this it?
And you know, you never reallydo truly arrive if you continue
(02:17):
to expand yourself, yourknowledge grow, be humble, you
know, have a learning heart andan open mindset.
Speaker 2 (02:29):
So you're exactly right and, yeah, I'm excited to
and, as a true testament, justso everybody knows whoever is
listening to this or watching itat some point that that we
started this at 7.30 in themorning, right, and that just
goes to show Maria's dedicationto her business, and this was
(02:50):
the times that she was firingover, and I'm an early riser too
, so not many people arethrowing on their schedule 7.30
in the morning and Maria is.
So, anyway, thank you so muchfor having me, maria.
I'm excited to share some of myjourney and what I've learned
and hopefully give some greatvalue to whoever listens and
watches.
Speaker 1 (03:09):
Well, let's bring it on.
So, devin the market, we wentfrom a market back where there
used to be 6 million sales ayear in the country, then 5
million, and then last year, Ibelieve it was the lowest amount
in US history of sales, ataround 4.1 million homes sold.
(03:31):
Now, if you think about that,and there's 2 million licensees
in the USA I just read the otherday, though, that 500,000 of
them are full-time, and thenthat number has dropped down
because people are exiting outof the industry, so now it's
(03:53):
around 410,000 full-time people,which I did not know, which I
think is very interesting,considering there's 2 million.
So if you take those numbersand you look at the amount of
sales that you have, even ifthere's part-time people, it's
not a lot of sales.
So what do people need to dotoday that they have to do
(04:17):
differently than they did, say,five years ago, when it was
COVID and everything was sellingin five seconds?
Speaker 2 (04:24):
Yeah, so you actually brought up a good point.
I love how you said full, likein quotes, full-time agents.
So I'll give you a real lifeexample.
When I had, you know, sometimeswhen I'll interview agents to
join our company or justsometimes you know, they just
want some advice on should I getinto real estate, people who
sit in on me having theseconversations afterwards they're
(04:47):
like holy crap, man, like thatwas brutal, right.
You like I don't think they'regoing to be inspired to get in
real estate after what you justtold them, right, and I the
reason why I very honest on it'sactually going to take right
the cost that you will have topay to actually make it in this
business.
And one of the stories that Ishare, because people will be
(05:07):
like well, how many full-timeagents are there that you work
with and how many part-time?
And you know some people I say,look, you can have a full-time
offensive that day and stillwork a part-time job.
Because on the other side ofthat there are people that say
they are a quote-unquotefull-time agent but when you
(05:30):
look at their activitiesthroughout their day, they
probably over the course ofseven days really only do, maybe
collectively, two hours of realoffensive reach-outs and
marketing and things that willactually grow their business
right.
So understand that.
You know people can say thatthey're full-time but it all
comes down to your calendar,right.
(05:51):
Like a full-time agent is, youknow, early in the office, right
, they have a certain amount oftime that they're doing
offensive prospecting, havingconversations out, networking,
obviously servicing clients too.
But you know, one of the thingsthat you know I always like to
make sure that people understandis what is really a full-time
(06:16):
agent, and it doesn'tnecessarily.
You know you can do some majordamage with the hours that you
have in front of you, based offthe activity.
It's almost like a good way togive an analogy.
It's full-time activity, right,versus an agent just saying,
well, I don't technically haveanother job, but I'm quote
unquote a real estate businessowner and then it's well, that's
(06:38):
great.
A lot of people say that, well,maybe you're in a good
financial situation to where youdon't need another job right
now.
But the reality is, you know,when it comes to taking up
market share, right now you canstill technically have a
full-time job and if you're asavage, you can take up more
market share than some of thesequote, unquote full-time agents
(06:59):
because they do not do full-timereal estate activity right,
they just have an open scheduleand they don't have another job.
So they're calling it a quoteunquote.
You know I'm a full-time estateagent, so you know, I kind of
excuse me, kind of went a littlebit all over the place with
that, but I just wanted toreally give it really.
Speaker 1 (07:21):
it really is true.
I would say and this is goingto be maybe controversial, I
would say people don't practicea professional, full-time real
estate business, even if theyare, and it's so true it's like,
(07:41):
well, I want to get into thereal estate business for free.
Speaker 2 (07:44):
You know, you hear that all the time.
You know because I have freedomand this and that, and you know,
at the end of the day, likeit's not even like you have to
treat it like a nine to five,like when you start your own
business, especially in thebeginning, it's a five to nine
like 5 am to 9 pm, and sometimespeople when you and you have to
(08:06):
really be serious with people,because I'll tell you what the
reason why so many peopleprobably got into this business,
maria, is they had aconversation with somebody who
was in real estate.
And you know, let me share witheverybody who listens just
because somebody lookssuccessful on social media does
not mean that they really donumbers in real life, because
that's another thing that peoplefall for.
And then they reach out toso-and-so who looks like they're
(08:28):
successful in real estate,because maybe every now and then
they post some closings andthey're doing TikTok reels,
right.
And then that person goes ohyeah, you'll crush it in real
estate, right?
Yeah, you get free.
And then they give you thosebasic, like you know, sunshine
and rainbows story about what itcould be in real estate.
So then people come in to thebusiness with false expectations
(08:50):
on what the cost truly is toreally turn this into a
full-time business.
And then what?
87% of realtors are out in lessthan five years right Less than
two years or less than twoyears.
Sorry, yeah, I think it probablywent down a lot more, but yes,
that's why, if you're hearingthis, you're like.
You know, man like.
Speaker 1 (09:11):
I got to rethink this .
Speaker 2 (09:12):
The good thing is about this is this If you hear
this and if somebody whether yougo through an interview with
Maria or we're talking and andyou can hear truth and what it
truly takes, and you still areexcited to get into the business
, well, maybe guess what?
Like that's one first step totruly know.
Okay, there's, you know, someattributes in you right now that
(09:34):
give you a shot in thisbusiness.
Because if you hear what I'mtelling you right now and how
hard it's going to be and youstill want to get after it, well
, hey, I didn't give you falseexpectations and maybe you're a
little bit more mentallyprepared to come into this
business, if that makes sense.
Speaker 1 (09:56):
Maybe they'll be of the 13% that makes it To get to
the very, very top of it,looking at being at 0.14% agents
that do 45 plus transactions ayear.
Speaker 2 (10:11):
Look at that math.
Speaker 1 (10:14):
A little more than one-tenth of 1%.
Speaker 2 (10:17):
So to go back, just so I make sure that I give a
more clear answer on what ittakes to get more business in
this market where there's a tonof low inventory one, I want to
give you praise, um, because Iremember wasn't too long ago,
you were sharing how every dayyou were making a hundred calls,
(10:38):
right, and most people rightwould be like man that's.
You know that that sounds hard.
Or maybe you know like you'regoing to chase some type of
fairy tale, I don't know, likesome silver bullet, of some
magic funnel that's going tomake them close a million deals
a month, and then you post everyday you're making 100 phone
(11:00):
calls, like just notovercomplicating what it takes,
right and just I'm going to sithere and make phone calls and
that.
What it takes right and justI'm going to sit here and make
phone calls, and that'soffensive marketing, right?
You're playing offense there,which is what I was talking
about, where most agents in thisbusiness they say they're full
time but if you look at theircalendar there's probably not
even 20 minutes of realoffensive outreach each day.
(11:20):
And you were starting to shareyour results and that's one of
the things that it takes andyou're showing it.
You're leading by example,because most people will not
pick up the phone and call.
Like when people come into thebusiness, I go look, this is you
want to know really what itcould take to get business If
you just you can literally sitin your boxer shorts on your
(11:43):
couch and if you're willing tomake enough phone calls, you can
set an appointment for tomorrow.
The problem is, most people donot want to make enough phone
calls, right, and then that'swhere the problem lies.
So it's not in some like rocketscience, engineering, like whiz
marketing journey of trying togo through all these leaps and
bounds to figure out what ittakes to get business.
(12:05):
The reality is it's the basicmundane work of phone calls.
Right, Posting on social mediastuff like that, like promoting
your brand, and you live thatand you were the actual results
of the appointments that youwere setting, and that was just
from making phone calls.
So what it takes calls.
Speaker 1 (12:23):
So what it takes.
Well, it's exactly.
It's exactly right.
I did a uh, I don't know if youknow I'm doing this right now.
I did a post the other day.
Well, people ask me all thetime how do you do it?
I said it's simple, I do thework that most people avoid.
In the last and I posted thison monday, so Tuesday, the last
(12:43):
11 days of business, I had 24hours of time, 712 calls to 359
people connected to 230.
I generated 69 book listingappointments from that this
month and the month of March.
I'm on the road to marchinginto March with 100 listing
appointments booked for themonth, my goodness.
(13:05):
So it's not shiny, it's notsexy and it ain't fucking fun.
It's called work.
I get paid to do the work, andit's not about time management,
it's about choice management.
You get to choose how you spendyour time.
Best part of that is you candecide today.
Speaker 2 (13:22):
It's not about time management, it's about choice
management.
That's some grants and gemright there for anybody
listening.
And then you know, sometimesyou may be like, if you're
listening, oh man, that soundsbrutal.
Right, but there is a way.
You know, alex Ramosi is anincredible marketing influencer,
(13:44):
business builder, but one ofthe ways that he's built
businesses is trying tounderstand the mindset of
marketing.
And even though you can knowthe ways to market, it's all
about execution, right, like.
You can go on a milliontrainings We've all been there
the Tony Robbins, this, that andthe other thing and at the end
of the day, if you're notexecuting, nothing matters.
So all right.
Well, yes, you know what Mostpeople know, really, what they
(14:06):
need to do to get business today, but they're just not executing
, all right.
So how do we execute?
Devin and Maria when you hearMaria talking about the calls
and sometimes you know it's like, hey, it's the and I fall
guilty to it too it's the boringstuff, it's the Monday, not the
flashy, exciting stuff.
But Al Tramosi says that he hada statement.
It was pretty profound and ifyou could change the way you
(14:27):
look at things, the things thatyou look at change right.
So he made a statement.
He said honor the work, right,and if you can look, instead of
looking at making the calls andthe quote, unquote mundane stuff
as brutal, nasty, boring, oh, Ican't stand doing this If you
can find a way to change yourmindset on how you look at the
(14:48):
work, you'll execute a littlebit more right, what you
appreciate, appreciates right.
So find a way One.
You got to come to grips withthe work works and no matter
what.
I have to understand that I gotto stop wasting time trying to
find the next shiny object.
The more in commitment, themore committed I am to doing
this stuff, the more I will getseparation.
(15:11):
So I got to change the way Ilook at this stuff.
I got to get excited about itor figure out some way to make
this something that I'm fired todo and that could potentially
help you execute this stuff.
Speaker 1 (15:24):
Yeah, 100%.
It's all about your mindset.
It's the assumption of what youbelieve, your mindset.
The mindset is the assumptionof what you believe.
I honestly don't mind makingthe phone calls because I know
that that works and I liketalking to people and I like
impacting people and I likehelping people get their
(15:50):
property sold for whatever ismost important to them Time,
money.
You know time and money, it'sone or the other.
Quick sale doesn't mean thehighest price.
It doesn't always matter if youget the highest price.
That's what people think.
Agents think sellers want thehighest price, but they don't.
They may want a quick sale withno problems, the two-week close
(16:12):
with not having to show thehouse and I already sold it.
It's not on the market.
That may be what they want.
Find out what they want.
Dig, ask care.
I'm doing a there's fellow, Idon't know if you know.
Yeah.
Speaker 2 (16:27):
I'm actually on, fellow and I got yeah, I would
love to jam with you about thatto figure out how to do that at
a better level too.
But, yes, continue on Forfellows doing this.
Speaker 1 (16:36):
This is how I decided to do the 100 listings booked
in the month of March.
They're doing a month, march 30, a March listing challenge.
So I was like I did it lastyear and I did 31.
And I looked at my numbers lastyear.
Everything's in FUB, so there'sno like it's a screenshot.
(16:56):
Right, it's like here's thenumbers.
So when I from I don't knowfrom before years, cause I
wasn't tracking, but my personalbest in a month was 42 and 41
booked appointments,appointments had.
So I said, all right, it wouldbe a stretch for me.
And I'm like my husband.
(17:16):
I said what do you think?
And he said 100.
And I said that's what I thinktoo.
And I asked some other peoplethey're like why don't you just
try for like 50?
I'm like no.
So I decided it was going to bea hundred and I was actually
like, before it started, I wasscared.
I was scared about it becauseI'm like, oh my God, that sounds
(17:39):
like a lot of payments, that'sa lot.
I was starting to sweat.
But then I was like you knowwhat?
Okay, I'm going to slay thisbeast.
25 a week how do you book 25 aweek?
Devin you book five a day.
How do you book five a day?
You call If you can set oneappointment in an hour, there's
(18:01):
the math Five hours of calling.
Now I can set more than oneappointment an hour, generally
usually two, so I broke it downlike that.
Plus, I have people also thatyou know call the office and say
, hey, I saw Maria on Google orgot a letter and I book an
appointment.
(18:21):
So that counts too.
So we have marketing and wehave calling in a database and
that's how I'm at 70.
Oh, no, no, what am I at?
I make book deployments, wow.
And I have Thursday, I havefive days next week, plus today
and tomorrow, seven more days.
Speaker 2 (18:40):
That is incredible.
Speaker 1 (18:42):
And then also the other thing I did is okay, well,
who do you want to call?
You want to call somebody thathas one house, or you can also
call somebody that has fivehouses to sell.
Five houses to sell is fiveappointments, Five houses
they're selling separate.
So I have a couple that havefour and five properties.
So that's helpful and that'show you get there.
Speaker 2 (19:04):
It's one day.
Speaker 1 (19:05):
It's one hour at a time.
What are you willing to do?
Everybody can do it's one day.
It's one hour at a time.
What are you willing to do?
What is it what?
It's not?
Everybody can do what I'm doing.
I'm not.
Here's the thing, and I saidthis to John yesterday I'm not
special.
I'm unique.
I'm not special.
We're all unique.
We all have talents that othersdon't have.
What is it about it?
I made a commitment.
I made a choice of what thingsI would do and not do.
(19:28):
I think there's some thingsthat I do that I would like to
have went to like a couplethings at the union league.
They started at 530.
I didn't end my days till seven.
Every day I made a commitmentseven to seven, 7 am, 7 pm,
monday to Friday, saturdays, asneeded in the morning.
(19:49):
So today it requires whateverit requires.
You know people get mad at me.
Sometimes they're like well, Idon't really want to do that, I
go.
Well, that's going to be yourproblem.
You can decide to do it or staybroke, but the market requires
this.
The market requires you don'tget to decide.
(20:10):
You know.
You decided you wanted to be inthis business.
Now you have to make a choiceare you going to stay broke?
Are you going to do the work,or you're going to go get uh
nine to five to avoid to do thenine to five work.
Now it's up to you.
Speaker 2 (20:28):
Yeah, people think and listen to be clear sometimes
you know I'm not perfect by anymeans.
Neither like your mind willtell you that it's easier to
just put it on the back burner.
You know what I mean.
Like, ah, you know, you getthese thoughts in your
subconscious, that which for me,it's like know God or a higher
power talking of like to you, tolike take action on things.
(20:51):
And so many people get the.
I mean, you know it would begood to do this, it'd be good to
do that, and they think puttingit on the back burner is easier
.
But at the end of the day, youknow you go through much more
pain because you keep thinkingabout that, like there's no
doubt about it.
You keep.
Then you see somebody elsedoing it and and you keep
thinking about it.
(21:11):
So it's just like a slow, dailypain that you go through when
in reality, the number one thingthat sets you free, sets you
free and gives you the mostenergy is taking the action
right.
That's where you're in mostalignment.
That's, you never see nobodyrunning a 5k in the middle,
middle of the race.
They're talking about hownegative they feel and how
pissed off they are.
(21:32):
No, they're in the action right, and when you're in the action,
then you have that confidencethat builds up that's right that
beliefs.
You know what?
Speaker 1 (21:39):
I mean, and you know, you build the confidence by
yeah and then, right, then whathappens?
You?
You get excited.
Oh, let's do more of that.
See, people have it backwards.
They're not realizing theeasier it is because you build
(21:59):
that rabbit.
People say do you get thisDevin?
What script do you use?
People ask you that what scriptdo you use?
Speaker 2 (22:10):
Yeah, I mean that's like they ask me what script do
I use?
Speaker 1 (22:14):
and you know what I say the human script, that's the
truth, yeah.
I say I talk to you like you'rea human.
Hey, how was the vacation inCosta Rica?
How's the baby doing?
How's your wife doing?
I know you got the two nails.
Her hands are full.
You have two under 13 months.
It's tough, right?
You have to know about people.
(22:34):
Remember ask.
I always say if you don't knowwhat to say, go back to Ford.
Family, occupation, recreationand dreams, because everybody
wants to talk about themselvesDevin, don't they?
Speaker 2 (22:48):
Yep, no doubt about it.
Right, that's that book how toWin Friends and Influence People
.
That book it's all about havingyou in that, if you're trying
to build a relationship withsomebody, just ask them about
them.
It's not about you.
My coach always says be moreinterested than interesting and
just ask about them.
(23:09):
Ask about them and peopleforever, if all you're doing is
not dave melzer.
Yeah, I'll send you his um hishandle.
He's uh, he's good.
I've been working for like 10years um what's what's his deal?
he is.
I mean, he ran one of thebiggest sports agencies in the
world.
If you ever saw the movie, uh,what's it called?
Jerry mcguire?
Yeah, right, lee.
(23:29):
So he ran that and he's just.
You know, he's a world thoughtleader.
Now he runs the.
He's the ceo, the dell sits onthe board of 45 different
companies, all that stuff.
And you know, look, the realityis.
You know, it's there, is.
There are certain things like inmy, like, personal development
journey.
The good thing about him that Iloved about him is he's not
(23:52):
just successful in business anda train wreck at home and his
mindset's not there.
He mastered the flow ofgratitude, how to be happy, how
to expand, how to do more andwhen you talk about getting the
amount of stuff done in a day,your time management, the stuff
that you do, I remember I wentout to California and just spent
(24:15):
a day with him and to see howeffective and efficient he is
with his calendar.
I mean he'll be on one meetingand then his assistant will come
in and I'm like all right, dave, I need you to shoot a quick
video talking about this.
He'll shoot a quick video andthen that's where his team puts
it out to YouTube and he alwayssays Devin, I always have time
for a five-minute call, I havefive minutes for anybody and
(24:37):
literally it doesn't matter whoyou are.
I've seen that, thataccessibility.
I know some people are like youknow, nobody can pick my
calendar, but I've seen this guymake millions because of people
that he gave five minutes toand he's just an incredible
force to watch and study when itcomes to efficiency,
productivity and world thoughtmindset and all that stuff.
(25:00):
But there's also, you know,other people that I, you know,
hire and invest in, that, youknow, help me with other things
too.
But I just brought him up inregards to, like, that's one of
the.
Speaker 1 (25:17):
Yeah, you'll learn all this stuff just from.
I'm going to look at his videos.
I'm going to watch his videos.
Speaker 2 (25:21):
Oh yeah, and to that point.
You know I always say to peoplewhen somebody and I I got to
get better at this too, by theway.
And you know I always say topeople when somebody and I got
to get better at this too, bythe way.
And you know, a classic exampleis I always bring him up to
these incredible John Chet Black.
But, like, when somebodyfollows your account, they
should be learning.
You know that, like theyshouldn't, they should learn
from you.
They know exactly who you are,what your values are, how you
(25:43):
can serve them.
So, for example, if you followDave, you'll literally get an
NBA just watching all of his,and it's all him speaking on
stages in the action, all thatstuff.
But yeah, he's definitely agood follower.
I learn a lot from his page andyou know you'll see what I mean
just from spending 15 minuteson that.
Speaker 1 (26:03):
Yeah, thank you for that.
I appreciate that and whatyou're doing right now.
Speaker 2 (26:06):
You are running one of his like.
I'm telling you he's either onan like.
He crushes Instagram lives allday long and stream yards.
I was just one of his hostsyesterday.
He has this stream yard calledOffice Hours and he'll bring on
like every.
I think it may be every day, Idon't even know, but his team
will get three entrepreneurs onthere to speak about what they
(26:28):
do and it's like every day.
He's making new contacts, everyday, giving them an opportunity
to speak to him, whether it'son an IG live, whether it's on a
stream yard, whether it's atone of his events, and even when
he goes and speaks, he hosts aprivate dinner.
So then, all these people onhis email list Right, I know
Chip Black always talks aboutemail is too.
They are.
Everybody gets invited, hey, ifthey want to pay to be in this
(26:49):
room, and it's like every minuteof this guy's day he's
generating eyeballs on him andhis brand.
He's given value and it allturns in the leads.
And I still got way more to goto try and really be efficient
with that.
But there's a lot of thingsthat, slowly but surely, I've
started to implement just fromlearning from him.
(27:11):
But it all comes down to whatyou're saying.
It's like, what are you doingwith the 24 hours you know in
front of you and that you weretalking about the calls, but
also, case in point, this streamyard, right, you know, just
meeting business owners,conversations, conversations,
that's all that.
It comes down to it'sconversations, whether it's on
(27:32):
an Instagram live, whether it'son a phone call, whether it's in
a DM on social media, whetherit's face-to-face at a
networking event, knocking ondoors, open houses, it all comes
down to getting conversations.
Speaker 1 (27:43):
All about conversations.
Then you got to.
You know I always tell peopledon't just, you can't just book
an appointment.
The thing about booking theappointment is to eventually you
got to do the appointment andthen eventually whether it's
right now or a month from now,or three months from now or end
of the year list that propertyand sell it.
Then all the other stuff youhave to do.
(28:05):
You know it's not really.
It's really getting yourselfdialed in, no distractions Don't
worry about.
You.
Know what you're going to eat.
Make sure that's planned inadvance.
I bring my lunch every day towork and then I make a salad
while I'm like on the phonetalking to people, and I make a
salad for myself and my husband.
I don't go out.
(28:26):
I don't.
Speaker 2 (28:27):
Rarely do I go out anywhere, maybe once a month and
you know it's funny, it's likesee on social media, right, all
these agents, happy hour, thishappy hour lunch, this lunch.
Then, when it's at the end ofyour production, they ain't,
they are not, they're not onthose scoreboards.
You know what I mean and that's, that's the false.
(28:47):
Now, granted, there is inmeeting people and have.
I mean, you know, networking.
I've built a brand off ofnetworking and building
relationships that way.
Speaker 1 (28:57):
No, we're networking this afternoon, March Madness,
going to two events.
Speaker 2 (29:01):
Exactly For five hours.
Speaker 1 (29:03):
But that's you know.
I do that at certain times, butI can't do it all the time
Because you know what you saidearlier, devin, that's more,
it's not as a being on theoffense as much as actually
calling people Exactly.
You need your services now.
Speaker 2 (29:19):
That's a strategy as being on the offense as much as
actually calling people ExactlyMajor services.
Speaker 1 (29:22):
Now, that's a strategy.
It could be more long-term,right, right, farrell, but don't
I think people make the mistake.
Oh, I'm going to go to anetworking.
Good, are you more networking?
Who's not?
I think it's important to knowwho you're networking with.
The thing I'm going to is allreal estate.
It's like real estate peopleinvestors, developers who are
(29:44):
going to two different law firmsfor this event.
But you can't just go to anended event either.
Right, it really is.
We only have so much time.
I say to people we can'tmanufacture more of it.
What we have is what we have,not to the best of your
advantage.
(30:04):
Oh, because I was holding it.
No, you were frozen, but it'sokay.
Speaker 2 (30:10):
Yeah, you're listen, you're spot on.
And yeah, actually this is anincredible week to get out
network because all thecompanies are throwing these
March Madness events.
So, yeah, you got to just beintentional.
You know what I mean.
That's the deal too.
It's how to make the most ofyour time.
And, yeah, we spoke about youknow quite a few things to play
that offense and get marketshare in a tough market.
(30:33):
But, man, that's incredible.
Most people will never book 100appointments in a year on a
year that's on fire in the state, let alone 100 appointments in
a month in one of the tougherreal estate markets in history.
So that is something todefinitely be proud of.
That is incredible.
And now you know like what it'slike the Navy.
Whenever you think whenever youthink you go out on there, you
(30:57):
know you've exhausted yourpotential.
You saw left that you haven'ttapped into, and that's a case
in point like look at whatyou're all you're capable of
exactly that's exactly aboutdevon.
Speaker 1 (31:09):
This is my own race.
I wanted to see really what Ican do and I even said to john
yesterday.
I said I guess I wasn't tryinghard enough before.
We think we're trying, we thinkwe're doing everything we can
and we're lying to ourselves.
It's the only person you lie tois you.
You put it out there.
You think, oh, I'm doing this,I'm doing that.
(31:30):
No, no, because, because reallyis that like so I wake up and
I'm like God intended for me tobe, the best human I can be.
How can I give more?
How can I impact more people?
Is there somebody out there,whether it's an agent or whether
it's a seller I'm a seller'sbroker.
(31:52):
Somebody out there who they mayget a bad agent again and it's
fired.
I better get in front of them.
Speaker 2 (32:01):
You see how you position that in your mind.
That's what I meant earlier.
You know some people.
There's two ways that, man, Igotta make calls and try and get
a listing, or that's onemindset.
Or man, I gotta haveconversations with these
homeowners so I can help themand they don't lose tens of
thousands of dollars hiring abad agent.
You are going with the mindsetof, hey, I'm bringing you gold,
(32:23):
I'm giving you a gift, right,that's the mindset that you have
when you make these calls.
And if you have that mindsetversus, you know I get to help
people and help them make moremoney, so don't hire a bad agent
.
Versus I got to make phonecalls, it's obligation and in
your mindset, it's anopportunity.
And some of these littlethought changes, guys, can
(32:45):
really change the way you lookat everything and your activity,
just from looking at it alittle bit differently.
And, maria, that's exactly theway you look at it.
You know your talent, you knowwhat you bring, you know your
gift to homeowners and you bringthat mindset to the calls.
Your talent, you know what youbring, you know your gift to
homeowners and you bring thatmindset to the calls, which is
why you're setting all theseappointments, and I'm sure that
mindset brings that energy intothe conversations that make
(33:08):
people want to stay on the phonewith you too.
Speaker 1 (33:10):
A hundred percent.
You have to be ready.
You have to be ready for it.
You know it's the preparationof all these years.
It's the preparation continuingto develop the skill set, the
mindset, determination, and knowthat it's possible for anybody
(33:33):
if you want to do the work.
So this has been a greatepisode.
Before we wrap it up, you'vegot to be fired up.
Yeah, before we wrap it up,yeah, before we wrap it up, two
really quick questions.
Speaker 2 (33:44):
One your personal guilty pleasure my personal
guilty pleasure, I, the biggestdistraction for me is food.
I am like it is a mental battle, Like and it's all.
It just happens to be friedfood too, Like you know just
stuff that is not good for you.
Like, and it's all.
It just happens to be friedfood too, Like you know, just
(34:05):
stuff that is not good for you.
So, man, I would say, recently,right now, I've been on a roll
to like try and find the bestcheesesteak, which is not a good
idea.
Speaker 1 (34:13):
I'm sure you had Angelo's.
Speaker 2 (34:17):
No, well, I mean.
So in South Jersey I've neverhad Angelou's, and the only
thing that stops me from goingto Angelou's is every time I see
it, like on Instagram orwhatever, there's always these
massive lines and I'm like I donot want to have to sit in one
no plan for an hour.
Yep, I know, I know, but that'snow.
My husband says Angelou's isthe.
(34:41):
Oh yeah, it's you and everybody, your husband and everybody
else, but that's right now.
I get in these like littlethemes of like.
I want to like one.
At one point it was like what'sthe best, wings or whatever,
and it's never like the best,healthiest food.
You know what I mean, which Itry and eat that, but that
doesn't help me.
Try to make sure I'm hitting mynutrition like trying to find
the best food.
That's unhealthy right now, ifthat makes sense.
Speaker 1 (35:01):
It does, I get it.
I get it All right Now for youagain, personally what are you
most excited about your future?
Speaker 2 (35:12):
That's a great question.
I feel like I'm Like slowly butsurely becoming more in line
with what I love to do and how Iwant to live and be in, and
that comes from my spiritualwalk with God.
Like getting in with that,because sometimes you can find
(35:35):
that you will live your lifemaking decisions on you know
what other people think or whatwhat you think other people.
It's just distractions and ittakes you out of alignment of
who God wants you to become, notwhat everybody else is doing
Right.
So we're sitting here talkingabout how to do all this
activity in real estate Right,and sometimes for somebody
(35:57):
that's listening to this call,they were like no, I would do.
No, I would rather do anythingelse than do that.
Well, maybe real estate isn'tyour passion, maybe this type of
business, and you have to notpay attention to Maria or me or
real estate people, and reallydig deep on what do you love to
do.
(36:17):
And that's all through personaldevelopment work.
What I'm excited about is mecontinuing to go down the path
to step into you know, to listento God and step more into what
I truly want to become right,who I truly want to become, and
you know my physical journey, mymental journey, my professional
(36:39):
journey, my continuing toelevate my personal brand,
because your personal brandspills into every business that
you have.
Even this right I'm thinkingabout.
You know, I'm like all right,man, this is just a sign.
I got to get on StreamYardright and it's getting more
excited about the journey versusalways.
And this is how I can wrap itup I guess what I'm more excited
(37:01):
about now in the future, is menot just always focusing on the
end result, because of what I'velearned is whenever you think
you've made it like billionairesor whatever, at the end of the
day they always go back to thejourney.
That's when they were happiest,it's not when you got that
award or you hit that financialthing, because it just comes and
it goes and at the end of theday, the trick to life is really
(37:23):
falling in love with gettingbetter at you, who you are
becoming, versus not after, andI feel like I'm becoming much
more in alignment with that.
Not perfect at it, because Istill try and like my mind my
fleshy mind will still focus,but I'm starting to fall more
and more in love with changingwho I'm becoming and valuing the
process and being clear withwhat I truly enjoy doing.
Speaker 1 (37:48):
Um, and that's what I'm excited about, and uh, I
hope that makes sense for peoplemakes total sense to me, god,
it's all about the journey, allabout the journey, the person,
who you become along the way.
So, like, this 100 appointmentthing isn't about the 100
appointments, it's about who Ibecome while doing it, because
(38:10):
there's things you have tochange, there's, you know, oh
wow, it's self-awareness,there's a self that comes from
it and you really think about itand you know, you open your
eyes.
Stop lying to yourself.
Speaker 2 (38:26):
Well, I'll tell you what?
Yeah, and through that journey,I'm sure and the case in point,
you've realized how much moreyou have in you that you haven't
even tapped into yet.
And that's you know.
Tony Robbins always says it'slike growth equals happiness,
Like that's what it always comesdown to, growth and gratitude,
right, Like it's just continuingto work and grow, you know, and
(38:49):
get better.
However it is, you know, that'swhen you get those endorphins
coming up with, like man howcool is that?
Speaker 1 (38:58):
I never knew I had that in me, you know Exactly.
It's exciting and that's partof that's the biggest part of
having hope, but this has been agreat edition.
Thank you so much, devin, fortaking the time out in this
early morning and I look forwardto seeing you soon, and
congratulations on all yoursuccess.
Speaker 2 (39:17):
Thank you so much, maria, and thank you for being
you and inspiring the realestate community in our area,
and I know you have a bignational too, so I know you're
inspiring a lot of people andmotivating a lot of people with
you putting out you every dayand sharing your journey too.
So thank you, and thank you forthis podcast and
congratulations.
(39:37):
Over 300 episodes Talk aboutconsistency.
That's amazing.
So thank you so much.
This is the Be the Solution podcast and I'm your
host, maria Cuatron, and todayI'm very excited to talk to this
man, because him and I I don'teven know if he remembers, but
we met probably 15 years agoyeah, maybe and he was just in
(00:23):
the beginning of his career,getting started, and he was
going to do all these things andit's so great to watch him done
all of these things.
So today I welcome Devin DeNovaof the TCS Group.
Devin and his team servePhiladelphia and New Jersey and
today we're going to talk aboutwhat it really takes in today's
(00:48):
market to be successful.
Welcome, devin.
Speaker 2 (00:52):
Thank you so much, maria.
It is an honor to be on hereand the same way, you know you
probably paid a little bit ofattention to me over the past.
You know decade.
Likewise, same thing for you.
And even when I met you, youwere kicking butt.
And to see that you are still onthat relentless path,
continuing to find ways andlearn and invest in yourself and
(01:15):
coaching in the chip, black,broad, you name it to just
continue to get better, that's atestament on you are what your
values are, because the realityis, when I met you over a decade
ago, you were probably doingenough business to where most
people would be like I'm here,right, you know I don't need to
do anymore, but you know youkept your foot on the pedal and
(01:36):
it's been amazing to watch youand it's also inspiring because
you know young, we ain't old butwhether you're new in the
business or even, you know,experienced in the business,
it's always good to see leadersstill being disciplined,
accountable and always trying togrow and get better.
Sorry, I think I froze on thestream yard, but can you still
hear me?
Speaker 1 (01:56):
I can still hear you.
You know, I appreciate that,Devin, and I used to think, you
know, back then I had acommitment.
I would say back then it was agoal and I made the goal.
And then I looked around andI'm like, is this it?
And you know, you never reallydo truly arrive if you continue
(02:17):
to expand yourself, yourknowledge grow, be humble, you
know, have a learning heart andan open mindset.
Speaker 2 (02:29):
So you're exactly right and, yeah, I'm excited to
and, as a true testament, justso everybody knows whoever is
listening to this or watching itat some point that that we
started this at 7.30 in themorning, right, and that just
goes to show Maria's dedicationto her business, and this was
(02:50):
the times that she was firingover, and I'm an early riser too
, so not many people arethrowing on their schedule 7.30
in the morning and Maria is.
So, anyway, thank you so muchfor having me, maria.
I'm excited to share some of myjourney and what I've learned
and hopefully give some greatvalue to whoever listens and
watches.
Speaker 1 (03:09):
Well, let's bring it on.
So, devin the market, we wentfrom a market back where there
used to be 6 million sales ayear in the country, then 5
million, and then last year, Ibelieve it was the lowest amount
in US history of sales, ataround 4.1 million homes sold.
(03:31):
Now, if you think about that,and there's 2 million licensees
in the USA I just read the otherday, though, that 500,000 of
them are full-time, and thenthat number has dropped down
because people are exiting outof the industry, so now it's
(03:53):
around 410,000 full-time people,which I did not know, which I
think is very interesting,considering there's 2 million.
So if you take those numbersand you look at the amount of
sales that you have, even ifthere's part-time people, it's
not a lot of sales.
So what do people need to dotoday that they have to do
(04:17):
differently than they did, say,five years ago, when it was
COVID and everything was sellingin five seconds?
Speaker 2 (04:24):
Yeah, so you actually brought up a good point.
I love how you said full, likein quotes, full-time agents.
So I'll give you a real lifeexample.
When I had, you know, sometimeswhen I'll interview agents to
join our company or justsometimes you know, they just
want some advice on should I getinto real estate, people who
sit in on me having theseconversations afterwards they're
(04:47):
like holy crap, man, like thatwas brutal, right.
You like I don't think they'regoing to be inspired to get in
real estate after what you justtold them, right, and I the
reason why I very honest on it'sactually going to take right
the cost that you will have topay to actually make it in this
business.
And one of the stories that Ishare, because people will be
(05:07):
like well, how many full-timeagents are there that you work
with and how many part-time?
And you know some people I say,look, you can have a full-time
offensive that day and stillwork a part-time job.
Because on the other side ofthat there are people that say
they are a quote-unquotefull-time agent but when you
(05:30):
look at their activitiesthroughout their day, they
probably over the course ofseven days really only do, maybe
collectively, two hours of realoffensive reach-outs and
marketing and things that willactually grow their business
right.
So understand that.
You know people can say thatthey're full-time but it all
comes down to your calendar,right.
(05:51):
Like a full-time agent is, youknow, early in the office, right
, they have a certain amount oftime that they're doing
offensive prospecting, havingconversations out, networking,
obviously servicing clients too.
But you know, one of the thingsthat you know I always like to
make sure that people understandis what is really a full-time
(06:16):
agent, and it doesn'tnecessarily.
You know you can do some majordamage with the hours that you
have in front of you, based offthe activity.
It's almost like a good way togive an analogy.
It's full-time activity, right,versus an agent just saying,
well, I don't technically haveanother job, but I'm quote
unquote a real estate businessowner and then it's well, that's
(06:38):
great.
A lot of people say that, well,maybe you're in a good
financial situation to where youdon't need another job right
now.
But the reality is, you know,when it comes to taking up
market share, right now you canstill technically have a
full-time job and if you're asavage, you can take up more
market share than some of thesequote, unquote full-time agents
(06:59):
because they do not do full-timereal estate activity right,
they just have an open scheduleand they don't have another job.
So they're calling it a quoteunquote.
You know I'm a full-time estateagent, so you know, I kind of
excuse me, kind of went a littlebit all over the place with
that, but I just wanted toreally give it really.
Speaker 1 (07:21):
it really is true.
I would say and this is goingto be maybe controversial, I
would say people don't practicea professional, full-time real
estate business, even if theyare, and it's so true it's like,
(07:41):
well, I want to get into thereal estate business for free.
Speaker 2 (07:44):
You know, you hear that all the time.
You know because I have freedomand this and that, and you know,
at the end of the day, likeit's not even like you have to
treat it like a nine to five,like when you start your own
business, especially in thebeginning, it's a five to nine
like 5 am to 9 pm, and sometimespeople when you and you have to
(08:06):
really be serious with people,because I'll tell you what the
reason why so many peopleprobably got into this business,
maria, is they had aconversation with somebody who
was in real estate.
And you know, let me share witheverybody who listens just
because somebody lookssuccessful on social media does
not mean that they really donumbers in real life, because
that's another thing that peoplefall for.
And then they reach out toso-and-so who looks like they're
(08:28):
successful in real estate,because maybe every now and then
they post some closings andthey're doing TikTok reels,
right.
And then that person goes ohyeah, you'll crush it in real
estate, right?
Yeah, you get free.
And then they give you thosebasic, like you know, sunshine
and rainbows story about what itcould be in real estate.
So then people come in to thebusiness with false expectations
(08:50):
on what the cost truly is toreally turn this into a
full-time business.
And then what?
87% of realtors are out in lessthan five years right Less than
two years or less than twoyears.
Sorry, yeah, I think it probablywent down a lot more, but yes,
that's why, if you're hearingthis, you're like.
You know, man like.
Speaker 1 (09:11):
I got to rethink this .
Speaker 2 (09:12):
The good thing is about this is this If you hear
this and if somebody whether yougo through an interview with
Maria or we're talking and andyou can hear truth and what it
truly takes, and you still areexcited to get into the business
, well, maybe guess what?
Like that's one first step totruly know.
Okay, there's, you know, someattributes in you right now that
(09:34):
give you a shot in thisbusiness.
Because if you hear what I'mtelling you right now and how
hard it's going to be and youstill want to get after it, well
, hey, I didn't give you falseexpectations and maybe you're a
little bit more mentallyprepared to come into this
business, if that makes sense.
Speaker 1 (09:56):
Maybe they'll be of the 13% that makes it To get to
the very, very top of it,looking at being at 0.14% agents
that do 45 plus transactions ayear.
Speaker 2 (10:11):
Look at that math.
Speaker 1 (10:14):
A little more than one-tenth of 1%.
Speaker 2 (10:17):
So to go back, just so I make sure that I give a
more clear answer on what ittakes to get more business in
this market where there's a tonof low inventory one, I want to
give you praise, um, because Iremember wasn't too long ago,
you were sharing how every dayyou were making a hundred calls,
(10:38):
right, and most people rightwould be like man that's.
You know that that sounds hard.
Or maybe you know like you'regoing to chase some type of
fairy tale, I don't know, likesome silver bullet, of some
magic funnel that's going tomake them close a million deals
a month, and then you post everyday you're making 100 phone
(11:00):
calls, like just notovercomplicating what it takes,
right and just I'm going to sithere and make phone calls and
that.
What it takes right and justI'm going to sit here and make
phone calls, and that'soffensive marketing, right?
You're playing offense there,which is what I was talking
about, where most agents in thisbusiness they say they're full
time but if you look at theircalendar there's probably not
even 20 minutes of realoffensive outreach each day.
(11:20):
And you were starting to shareyour results and that's one of
the things that it takes andyou're showing it.
You're leading by example,because most people will not
pick up the phone and call.
Like when people come into thebusiness, I go look, this is you
want to know really what itcould take to get business If
you just you can literally sitin your boxer shorts on your
(11:43):
couch and if you're willing tomake enough phone calls, you can
set an appointment for tomorrow.
The problem is, most people donot want to make enough phone
calls, right, and then that'swhere the problem lies.
So it's not in some like rocketscience, engineering, like whiz
marketing journey of trying togo through all these leaps and
bounds to figure out what ittakes to get business.
(12:05):
The reality is it's the basicmundane work of phone calls.
Right, Posting on social mediastuff like that, like promoting
your brand, and you live thatand you were the actual results
of the appointments that youwere setting, and that was just
from making phone calls.
So what it takes calls.
Speaker 1 (12:23):
So what it takes.
Well, it's exactly.
It's exactly right.
I did a uh, I don't know if youknow I'm doing this right now.
I did a post the other day.
Well, people ask me all thetime how do you do it?
I said it's simple, I do thework that most people avoid.
In the last and I posted thison monday, so Tuesday, the last
(12:43):
11 days of business, I had 24hours of time, 712 calls to 359
people connected to 230.
I generated 69 book listingappointments from that this
month and the month of March.
I'm on the road to marchinginto March with 100 listing
appointments booked for themonth, my goodness.
(13:05):
So it's not shiny, it's notsexy and it ain't fucking fun.
It's called work.
I get paid to do the work, andit's not about time management,
it's about choice management.
You get to choose how you spendyour time.
Best part of that is you candecide today.
Speaker 2 (13:22):
It's not about time management, it's about choice
management.
That's some grants and gemright there for anybody
listening.
And then you know, sometimesyou may be like, if you're
listening, oh man, that soundsbrutal.
Right, but there is a way.
You know, alex Ramosi is anincredible marketing influencer,
(13:44):
business builder, but one ofthe ways that he's built
businesses is trying tounderstand the mindset of
marketing.
And even though you can knowthe ways to market, it's all
about execution, right, like.
You can go on a milliontrainings We've all been there
the Tony Robbins, this, that andthe other thing and at the end
of the day, if you're notexecuting, nothing matters.
So all right.
Well, yes, you know what Mostpeople know, really, what they
(14:06):
need to do to get business today, but they're just not executing
, all right.
So how do we execute?
Devin and Maria when you hearMaria talking about the calls
and sometimes you know it's like, hey, it's the and I fall
guilty to it too it's the boringstuff, it's the Monday, not the
flashy, exciting stuff.
But Al Tramosi says that he hada statement.
It was pretty profound and ifyou could change the way you
(14:27):
look at things, the things thatyou look at change right.
So he made a statement.
He said honor the work, right,and if you can look, instead of
looking at making the calls andthe quote, unquote mundane stuff
as brutal, nasty, boring, oh, Ican't stand doing this If you
can find a way to change yourmindset on how you look at the
(14:48):
work, you'll execute a littlebit more right, what you
appreciate, appreciates right.
So find a way One.
You got to come to grips withthe work works and no matter
what.
I have to understand that I gotto stop wasting time trying to
find the next shiny object.
The more in commitment, themore committed I am to doing
this stuff, the more I will getseparation.
(15:11):
So I got to change the way Ilook at this stuff.
I got to get excited about itor figure out some way to make
this something that I'm fired todo and that could potentially
help you execute this stuff.
Speaker 1 (15:24):
Yeah, 100%.
It's all about your mindset.
It's the assumption of what youbelieve, your mindset.
The mindset is the assumptionof what you believe.
I honestly don't mind makingthe phone calls because I know
that that works and I liketalking to people and I like
impacting people and I likehelping people get their
(15:50):
property sold for whatever ismost important to them Time,
money.
You know time and money, it'sone or the other.
Quick sale doesn't mean thehighest price.
It doesn't always matter if youget the highest price.
That's what people think.
Agents think sellers want thehighest price, but they don't.
They may want a quick sale withno problems, the two-week close
(16:12):
with not having to show thehouse and I already sold it.
It's not on the market.
That may be what they want.
Find out what they want.
Dig, ask care.
I'm doing a there's fellow, Idon't know if you know.
Yeah.
Speaker 2 (16:27):
I'm actually on, fellow and I got yeah, I would
love to jam with you about thatto figure out how to do that at
a better level too.
But, yes, continue on Forfellows doing this.
Speaker 1 (16:36):
This is how I decided to do the 100 listings booked
in the month of March.
They're doing a month, march 30, a March listing challenge.
So I was like I did it lastyear and I did 31.
And I looked at my numbers lastyear.
Everything's in FUB, so there'sno like it's a screenshot.
(16:56):
Right, it's like here's thenumbers.
So when I from I don't knowfrom before years, cause I
wasn't tracking, but my personalbest in a month was 42 and 41
booked appointments,appointments had.
So I said, all right, it wouldbe a stretch for me.
And I'm like my husband.
(17:16):
I said what do you think?
And he said 100.
And I said that's what I thinktoo.
And I asked some other peoplethey're like why don't you just
try for like 50?
I'm like no.
So I decided it was going to bea hundred and I was actually
like, before it started, I wasscared.
I was scared about it becauseI'm like, oh my God, that sounds
(17:39):
like a lot of payments, that'sa lot.
I was starting to sweat.
But then I was like you knowwhat?
Okay, I'm going to slay thisbeast.
25 a week how do you book 25 aweek?
Devin you book five a day.
How do you book five a day?
You call If you can set oneappointment in an hour, there's
(18:01):
the math Five hours of calling.
Now I can set more than oneappointment an hour, generally
usually two, so I broke it downlike that.
Plus, I have people also thatyou know call the office and say
, hey, I saw Maria on Google orgot a letter and I book an
appointment.
(18:21):
So that counts too.
So we have marketing and wehave calling in a database and
that's how I'm at 70.
Oh, no, no, what am I at?
I make book deployments, wow.
And I have Thursday, I havefive days next week, plus today
and tomorrow, seven more days.
Speaker 2 (18:40):
That is incredible.
Speaker 1 (18:42):
And then also the other thing I did is okay, well,
who do you want to call?
You want to call somebody thathas one house, or you can also
call somebody that has fivehouses to sell.
Five houses to sell is fiveappointments, Five houses
they're selling separate.
So I have a couple that havefour and five properties.
So that's helpful and that'show you get there.
Speaker 2 (19:04):
It's one day.
Speaker 1 (19:05):
It's one hour at a time.
What are you willing to do?
Everybody can do it's one day.
It's one hour at a time.
What are you willing to do?
What is it what?
It's not?
Everybody can do what I'm doing.
I'm not.
Here's the thing, and I saidthis to John yesterday I'm not
special.
I'm unique.
I'm not special.
We're all unique.
We all have talents that othersdon't have.
What is it about it?
I made a commitment.
I made a choice of what thingsI would do and not do.
(19:28):
I think there's some thingsthat I do that I would like to
have went to like a couplethings at the union league.
They started at 530.
I didn't end my days till seven.
Every day I made a commitmentseven to seven, 7 am, 7 pm,
monday to Friday, saturdays, asneeded in the morning.
(19:49):
So today it requires whateverit requires.
You know people get mad at me.
Sometimes they're like well, Idon't really want to do that, I
go.
Well, that's going to be yourproblem.
You can decide to do it or staybroke, but the market requires
this.
The market requires you don'tget to decide.
(20:10):
You know.
You decided you wanted to be inthis business.
Now you have to make a choiceare you going to stay broke?
Are you going to do the work,or you're going to go get uh
nine to five to avoid to do thenine to five work.
Now it's up to you.
Speaker 2 (20:28):
Yeah, people think and listen to be clear sometimes
you know I'm not perfect by anymeans.
Neither like your mind willtell you that it's easier to
just put it on the back burner.
You know what I mean.
Like, ah, you know, you getthese thoughts in your
subconscious, that which for me,it's like know God or a higher
power talking of like to you, tolike take action on things.
(20:51):
And so many people get the.
I mean, you know it would begood to do this, it'd be good to
do that, and they think puttingit on the back burner is easier
.
But at the end of the day, youknow you go through much more
pain because you keep thinkingabout that, like there's no
doubt about it.
You keep.
Then you see somebody elsedoing it and and you keep
thinking about it.
(21:11):
So it's just like a slow, dailypain that you go through when
in reality, the number one thingthat sets you free, sets you
free and gives you the mostenergy is taking the action
right.
That's where you're in mostalignment.
That's, you never see nobodyrunning a 5k in the middle,
middle of the race.
They're talking about hownegative they feel and how
pissed off they are.
(21:32):
No, they're in the action right, and when you're in the action,
then you have that confidencethat builds up that's right that
beliefs.
You know what?
Speaker 1 (21:39):
I mean, and you know, you build the confidence by
yeah and then, right, then whathappens?
You?
You get excited.
Oh, let's do more of that.
See, people have it backwards.
They're not realizing theeasier it is because you build
(21:59):
that rabbit.
People say do you get thisDevin?
What script do you use?
People ask you that what scriptdo you use?
Speaker 2 (22:10):
Yeah, I mean that's like they ask me what script do
I use?
Speaker 1 (22:14):
and you know what I say the human script, that's the
truth, yeah.
I say I talk to you like you'rea human.
Hey, how was the vacation inCosta Rica?
How's the baby doing?
How's your wife doing?
I know you got the two nails.
Her hands are full.
You have two under 13 months.
It's tough, right?
You have to know about people.
(22:34):
Remember ask.
I always say if you don't knowwhat to say, go back to Ford.
Family, occupation, recreationand dreams, because everybody
wants to talk about themselvesDevin, don't they?
Speaker 2 (22:48):
Yep, no doubt about it.
Right, that's that book how toWin Friends and Influence People
.
That book it's all about havingyou in that, if you're trying
to build a relationship withsomebody, just ask them about
them.
It's not about you.
My coach always says be moreinterested than interesting and
just ask about them.
(23:09):
Ask about them and peopleforever, if all you're doing is
not dave melzer.
Yeah, I'll send you his um hishandle.
He's uh, he's good.
I've been working for like 10years um what's what's his deal?
he is.
I mean, he ran one of thebiggest sports agencies in the
world.
If you ever saw the movie, uh,what's it called?
Jerry mcguire?
Yeah, right, lee.
(23:29):
So he ran that and he's just.
You know, he's a world thoughtleader.
Now he runs the.
He's the ceo, the dell sits onthe board of 45 different
companies, all that stuff.
And you know, look, the realityis.
You know, it's there, is.
There are certain things like inmy, like, personal development
journey.
The good thing about him that Iloved about him is he's not
(23:52):
just successful in business anda train wreck at home and his
mindset's not there.
He mastered the flow ofgratitude, how to be happy, how
to expand, how to do more andwhen you talk about getting the
amount of stuff done in a day,your time management, the stuff
that you do, I remember I wentout to California and just spent
(24:15):
a day with him and to see howeffective and efficient he is
with his calendar.
I mean he'll be on one meetingand then his assistant will come
in and I'm like all right, dave, I need you to shoot a quick
video talking about this.
He'll shoot a quick video andthen that's where his team puts
it out to YouTube and he alwayssays Devin, I always have time
for a five-minute call, I havefive minutes for anybody and
(24:37):
literally it doesn't matter whoyou are.
I've seen that, thataccessibility.
I know some people are like youknow, nobody can pick my
calendar, but I've seen this guymake millions because of people
that he gave five minutes toand he's just an incredible
force to watch and study when itcomes to efficiency,
productivity and world thoughtmindset and all that stuff.
(25:00):
But there's also, you know,other people that I, you know,
hire and invest in, that, youknow, help me with other things
too.
But I just brought him up inregards to, like, that's one of
the.
Speaker 1 (25:17):
Yeah, you'll learn all this stuff just from.
I'm going to look at his videos.
I'm going to watch his videos.
Speaker 2 (25:21):
Oh yeah, and to that point.
You know I always say to peoplewhen somebody and I I got to
get better at this too, by theway.
And you know I always say topeople when somebody and I got
to get better at this too, bythe way.
And you know, a classic exampleis I always bring him up to
these incredible John Chet Black.
But, like, when somebodyfollows your account, they
should be learning.
You know that, like theyshouldn't, they should learn
from you.
They know exactly who you are,what your values are, how you
(25:43):
can serve them.
So, for example, if you followDave, you'll literally get an
NBA just watching all of his,and it's all him speaking on
stages in the action, all thatstuff.
But yeah, he's definitely agood follower.
I learn a lot from his page andyou know you'll see what I mean
just from spending 15 minuteson that.
Speaker 1 (26:03):
Yeah, thank you for that.
I appreciate that and whatyou're doing right now.
Speaker 2 (26:06):
You are running one of his like.
I'm telling you he's either onan like.
He crushes Instagram lives allday long and stream yards.
I was just one of his hostsyesterday.
He has this stream yard calledOffice Hours and he'll bring on
like every.
I think it may be every day, Idon't even know, but his team
will get three entrepreneurs onthere to speak about what they
(26:28):
do and it's like every day.
He's making new contacts, everyday, giving them an opportunity
to speak to him, whether it'son an IG live, whether it's on a
stream yard, whether it's atone of his events, and even when
he goes and speaks, he hosts aprivate dinner.
So then, all these people onhis email list Right, I know
Chip Black always talks aboutemail is too.
They are.
Everybody gets invited, hey, ifthey want to pay to be in this
(26:49):
room, and it's like every minuteof this guy's day he's
generating eyeballs on him andhis brand.
He's given value and it allturns in the leads.
And I still got way more to goto try and really be efficient
with that.
But there's a lot of thingsthat, slowly but surely, I've
started to implement just fromlearning from him.
(27:11):
But it all comes down to whatyou're saying.
It's like, what are you doingwith the 24 hours you know in
front of you and that you weretalking about the calls, but
also, case in point, this streamyard, right, you know, just
meeting business owners,conversations, conversations,
that's all that.
It comes down to it'sconversations, whether it's on
(27:32):
an Instagram live, whether it'son a phone call, whether it's in
a DM on social media, whetherit's face-to-face at a
networking event, knocking ondoors, open houses, it all comes
down to getting conversations.
Speaker 1 (27:43):
All about conversations.
Then you got to.
You know I always tell peopledon't just, you can't just book
an appointment.
The thing about booking theappointment is to eventually you
got to do the appointment andthen eventually whether it's
right now or a month from now,or three months from now or end
of the year list that propertyand sell it.
Then all the other stuff youhave to do.
(28:05):
You know it's not really.
It's really getting yourselfdialed in, no distractions Don't
worry about.
You.
Know what you're going to eat.
Make sure that's planned inadvance.
I bring my lunch every day towork and then I make a salad
while I'm like on the phonetalking to people, and I make a
salad for myself and my husband.
I don't go out.
(28:26):
I don't.
Speaker 2 (28:27):
Rarely do I go out anywhere, maybe once a month and
you know it's funny, it's likesee on social media, right, all
these agents, happy hour, thishappy hour lunch, this lunch.
Then, when it's at the end ofyour production, they ain't,
they are not, they're not onthose scoreboards.
You know what I mean and that's, that's the false.
(28:47):
Now, granted, there is inmeeting people and have.
I mean, you know, networking.
I've built a brand off ofnetworking and building
relationships that way.
Speaker 1 (28:57):
No, we're networking this afternoon, March Madness,
going to two events.
Speaker 2 (29:01):
Exactly For five hours.
Speaker 1 (29:03):
But that's you know.
I do that at certain times, butI can't do it all the time
Because you know what you saidearlier, devin, that's more,
it's not as a being on theoffense as much as actually
calling people Exactly.
You need your services now.
Speaker 2 (29:19):
That's a strategy as being on the offense as much as
actually calling people ExactlyMajor services.
Speaker 1 (29:22):
Now, that's a strategy.
It could be more long-term,right, right, farrell, but don't
I think people make the mistake.
Oh, I'm going to go to anetworking.
Good, are you more networking?
Who's not?
I think it's important to knowwho you're networking with.
The thing I'm going to is allreal estate.
It's like real estate peopleinvestors, developers who are
(29:44):
going to two different law firmsfor this event.
But you can't just go to anended event either.
Right, it really is.
We only have so much time.
I say to people we can'tmanufacture more of it.
What we have is what we have,not to the best of your
advantage.
(30:04):
Oh, because I was holding it.
No, you were frozen, but it'sokay.
Speaker 2 (30:10):
Yeah, you're listen, you're spot on.
And yeah, actually this is anincredible week to get out
network because all thecompanies are throwing these
March Madness events.
So, yeah, you got to just beintentional.
You know what I mean.
That's the deal too.
It's how to make the most ofyour time.
And, yeah, we spoke about youknow quite a few things to play
that offense and get marketshare in a tough market.
(30:33):
But, man, that's incredible.
Most people will never book 100appointments in a year on a
year that's on fire in the state, let alone 100 appointments in
a month in one of the tougherreal estate markets in history.
So that is something todefinitely be proud of.
That is incredible.
And now you know like what it'slike the Navy.
Whenever you think whenever youthink you go out on there, you
(30:57):
know you've exhausted yourpotential.
You saw left that you haven'ttapped into, and that's a case
in point like look at whatyou're all you're capable of
exactly that's exactly aboutdevon.
Speaker 1 (31:09):
This is my own race.
I wanted to see really what Ican do and I even said to john
yesterday.
I said I guess I wasn't tryinghard enough before.
We think we're trying, we thinkwe're doing everything we can
and we're lying to ourselves.
It's the only person you lie tois you.
You put it out there.
You think, oh, I'm doing this,I'm doing that.
(31:30):
No, no, because, because reallyis that like so I wake up and
I'm like God intended for me tobe, the best human I can be.
How can I give more?
How can I impact more people?
Is there somebody out there,whether it's an agent or whether
it's a seller I'm a seller'sbroker.
(31:52):
Somebody out there who they mayget a bad agent again and it's
fired.
I better get in front of them.
Speaker 2 (32:01):
You see how you position that in your mind.
That's what I meant earlier.
You know some people.
There's two ways that, man, Igotta make calls and try and get
a listing, or that's onemindset.
Or man, I gotta haveconversations with these
homeowners so I can help themand they don't lose tens of
thousands of dollars hiring abad agent.
You are going with the mindsetof, hey, I'm bringing you gold,
(32:23):
I'm giving you a gift, right,that's the mindset that you have
when you make these calls.
And if you have that mindsetversus, you know I get to help
people and help them make moremoney, so don't hire a bad agent
.
Versus I got to make phonecalls, it's obligation and in
your mindset, it's anopportunity.
And some of these littlethought changes, guys, can
(32:45):
really change the way you lookat everything and your activity,
just from looking at it alittle bit differently.
And, maria, that's exactly theway you look at it.
You know your talent, you knowwhat you bring, you know your
gift to homeowners and you bringthat mindset to the calls.
Your talent, you know what youbring, you know your gift to
homeowners and you bring thatmindset to the calls, which is
why you're setting all theseappointments, and I'm sure that
mindset brings that energy intothe conversations that make
(33:08):
people want to stay on the phonewith you too.
Speaker 1 (33:10):
A hundred percent.
You have to be ready.
You have to be ready for it.
You know it's the preparationof all these years.
It's the preparation continuingto develop the skill set, the
mindset, determination, and knowthat it's possible for anybody
(33:33):
if you want to do the work.
So this has been a greatepisode.
Before we wrap it up, you'vegot to be fired up.
Yeah, before we wrap it up,yeah, before we wrap it up, two
really quick questions.
Speaker 2 (33:44):
One your personal guilty pleasure my personal
guilty pleasure, I, the biggestdistraction for me is food.
I am like it is a mental battle, Like and it's all.
It just happens to be friedfood too, Like you know just
stuff that is not good for you.
Like, and it's all.
It just happens to be friedfood too, Like you know, just
(34:05):
stuff that is not good for you.
So, man, I would say, recently,right now, I've been on a roll
to like try and find the bestcheesesteak, which is not a good
idea.
Speaker 1 (34:13):
I'm sure you had Angelo's.
Speaker 2 (34:17):
No, well, I mean.
So in South Jersey I've neverhad Angelou's, and the only
thing that stops me from goingto Angelou's is every time I see
it, like on Instagram orwhatever, there's always these
massive lines and I'm like I donot want to have to sit in one
no plan for an hour.
Yep, I know, I know, but that'snow.
My husband says Angelou's isthe.
(34:41):
Oh yeah, it's you and everybody, your husband and everybody
else, but that's right now.
I get in these like littlethemes of like.
I want to like one.
At one point it was like what'sthe best, wings or whatever,
and it's never like the best,healthiest food.
You know what I mean, which Itry and eat that, but that
doesn't help me.
Try to make sure I'm hitting mynutrition like trying to find
the best food.
That's unhealthy right now, ifthat makes sense.
Speaker 1 (35:01):
It does, I get it.
I get it All right Now for youagain, personally what are you
most excited about your future?
Speaker 2 (35:12):
That's a great question.
I feel like I'm Like slowly butsurely becoming more in line
with what I love to do and how Iwant to live and be in, and
that comes from my spiritualwalk with God.
Like getting in with that,because sometimes you can find
(35:35):
that you will live your lifemaking decisions on you know
what other people think or whatwhat you think other people.
It's just distractions and ittakes you out of alignment of
who God wants you to become, notwhat everybody else is doing
Right.
So we're sitting here talkingabout how to do all this
activity in real estate Right,and sometimes for somebody
(35:57):
that's listening to this call,they were like no, I would do.
No, I would rather do anythingelse than do that.
Well, maybe real estate isn'tyour passion, maybe this type of
business, and you have to notpay attention to Maria or me or
real estate people, and reallydig deep on what do you love to
do.
(36:17):
And that's all through personaldevelopment work.
What I'm excited about is mecontinuing to go down the path
to step into you know, to listento God and step more into what
I truly want to become right,who I truly want to become, and
you know my physical journey, mymental journey, my professional
(36:39):
journey, my continuing toelevate my personal brand,
because your personal brandspills into every business that
you have.
Even this right I'm thinkingabout.
You know, I'm like all right,man, this is just a sign.
I got to get on StreamYardright and it's getting more
excited about the journey versusalways.
And this is how I can wrap itup I guess what I'm more excited
(37:01):
about now in the future, is menot just always focusing on the
end result, because of what I'velearned is whenever you think
you've made it like billionairesor whatever, at the end of the
day they always go back to thejourney.
That's when they were happiest,it's not when you got that
award or you hit that financialthing, because it just comes and
it goes and at the end of theday, the trick to life is really
(37:23):
falling in love with gettingbetter at you, who you are
becoming, versus not after, andI feel like I'm becoming much
more in alignment with that.
Not perfect at it, because Istill try and like my mind my
fleshy mind will still focus,but I'm starting to fall more
and more in love with changingwho I'm becoming and valuing the
process and being clear withwhat I truly enjoy doing.
Speaker 1 (37:48):
Um, and that's what I'm excited about, and uh, I
hope that makes sense for peoplemakes total sense to me, god,
it's all about the journey, allabout the journey, the person,
who you become along the way.
So, like, this 100 appointmentthing isn't about the 100
appointments, it's about who Ibecome while doing it, because
(38:10):
there's things you have tochange, there's, you know, oh
wow, it's self-awareness,there's a self that comes from
it and you really think about itand you know, you open your
eyes.
Stop lying to yourself.
Speaker 2 (38:26):
Well, I'll tell you what?
Yeah, and through that journey,I'm sure and the case in point,
you've realized how much moreyou have in you that you haven't
even tapped into yet.
And that's you know.
Tony Robbins always says it'slike growth equals happiness,
Like that's what it always comesdown to, growth and gratitude,
right, Like it's just continuingto work and grow, you know, and
(38:49):
get better.
However it is, you know, that'swhen you get those endorphins
coming up with, like man howcool is that?
Speaker 1 (38:58):
I never knew I had that in me, you know Exactly.
It's exciting and that's partof that's the biggest part of
having hope, but this has been agreat edition.
Thank you so much, devin, fortaking the time out in this
early morning and I look forwardto seeing you soon, and
congratulations on all yoursuccess.
Speaker 2 (39:17):
Thank you so much, maria, and thank you for being
you and inspiring the realestate community in our area,
and I know you have a bignational too, so I know you're
inspiring a lot of people andmotivating a lot of people with
you putting out you every dayand sharing your journey too.
So thank you, and thank you forthis podcast and
congratulations.
(39:37):
Over 300 episodes Talk aboutconsistency.
That's amazing.
So thank you so much.
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