May 16, 2025 • 46 mins
Perry Dean and Aaron Pearson welcome Bob from Inspiro Financial Mortgage to discuss training techniques that transform real estate practices and explore strategies for building referral-based businesses.
• Quick updates on current transactions and property listings
• Upcoming free VIP 50 trainings in Sugarhouse, Bountiful, Ogden and Tooele
• First day of training focuses on mindset, habits, and knowing your "why"
• Bob enjoys a 41-year career in mortgage lending with 14 current loans in pipeline
• Live call transfers have dramatically improved conversion rates compared to follow-up calls
• Working with a team of Century 21 agents showing success with real-time client communication
• Discussion of competitive outlets like pool leagues when physical sports become challenging
• Importance of the mental game in business and sports: clear mind leads to better performance
• Current conventional rates in mid-to-upper 6% range with FHA rates in lower 6%
• Options for structuring loans to balance rate and closing costs based on client needs
If you're an agent looking to take your business to the next level through the VIP 50 method, reach out to us about our free trainings. Contact Bob from Inspiro at 801-842-4487 for mortgage questions.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:23):
Hey, hey, hey, what you say, it's Friday, hello
everybody.
Perry Perry Dean, here withBeards on the Street, and this
cat right here, aaron Pearson.
Mr AA, ron Pearson.
And that cat right over thereis Mr Bob Bob from Inspiro.
(00:43):
How you doing, brother?
Speaker 2 (00:44):
I'm doing great Thanks for having me.
Speaker 1 (00:46):
Of course, Thanks for coming on.
I know we gave you what plentyof notice, I mean, you know,
like five minutes maybe.
Speaker 2 (00:52):
Enough to just shave and, you know, get some makeup
on and get ready for this Right?
Speaker 1 (00:57):
Well, if you need a beard, there's one right there.
If you're feeling left out,even though I did cut mine all
the way off, I chopped it I'vebeen getting.
Oh, hey, I've been getting.
I've had a friend of mine tellme that she thinks I ought to
take it tight, and I'm, I don'tknow yeah, clean it up a little
(01:18):
bit.
I don't know about that.
Speaker 2 (01:19):
I don't know.
Speaker 1 (01:19):
You also had somebody telling you to buzz your head
dude.
My boy, he buzzed his head, hewanted some.
He wanted me to participate.
He wants you to look like ahoodlum buzzed head dude like
you or him.
Hey yo, all right.
Well, we, we did it last yearand we love it when it, when
it's so short and clean and easy.
Well then, go do it, I love it.
(01:42):
But I like, I actually likelooking professional as well,
yeah, which is why I wear a hatbackwards.
Right, wait, we've got to showthe hat.
Yeah, baby Bam.
Speaker 2 (01:53):
Get a close-up VIP 50 .
Get a close-up.
Speaker 1 (01:57):
Yeah, baby, we got a little bit of swag for the VIP
50 and got some shirts for ourtrainings, we got some hats.
It's kind of we're uniformingup.
You know, it's like we'rethinking about what the
presentation, what we look like,and yeah, it's awesome, it's
important, you know.
I mean it's we got to, you know.
So they say you gotta, yougotta, look the part right,
(02:19):
right, and it's important to me,it's important to you.
So, aaron, we've had a week.
Let's just hurry up and justrip through what's going on with
us and our team.
I know that you have an offeron one of your properties and
you've got some traction on theother one.
(02:41):
Yeah, a second showing on thesecond one Got the offer in on
this one and I'm going to doeverything I can to get my
client to highly consider it,because, as time and properties
go on the market, if they sitany length of time, the
perceived value and the interestof the property goes down,
which means the money theyreceive out of the property goes
(03:02):
down.
So you have to strike fast andmove hard and that'll help you
maximize the return on theproperty.
Well, I've got one of thosethat I'm working through the
first 30 days, or whatever westruggled with.
It's a trust and we struggledwith getting everybody on the
(03:23):
same page.
Speaker 2 (03:24):
Oh, yeah, those can be fun.
Speaker 1 (03:26):
Yeah, they can be absolutely fun.
Me personally.
I got my clients under contracton a gorgeous place that was
their top place they wanted.
What's fun about that isthey're elderly, they are, and
how long have they been in theirhome man?
Honestly, 40-plus years, yeah,for a long, long time at the.
They're elderly, they are, andhow long have they been in their
(03:46):
home man?
I'm 40 plus years?
yeah, for for a long, long time,you know and so, my friends,
that the way I got to them yeah,I think she grew up there well,
so at that age, to make a moveand to upheave their entire life
and transition at all, I meanit's, it's a lot for anybody, uh
, and so it's exciting thatyou've been able to help them
understand where they're goingand get landed.
(04:07):
Yeah, no, it's.
I mean, I love them.
They are cool, they're reallycool people and, of course,
because they're in my VIP 50 orpart of my VIP 50 with my
friends, of course I want tobend over backwards and really
make it a good experience.
You take it personal, I do takeit personal.
(04:28):
I take them all personal,whether they're in my 50 or not,
let's be honest, right, I wrapmy arms around them, give them a
big bear hug and then go totown with them, go, work, work.
All right, all righty.
We've got some trainings comingup with the vip.
So if you're an agent out there, if you're in the industry
(04:49):
period uh, mortgage, uh, title,uh uh, home inspection,
inspections, warranties payattention, people pay attention,
because we've got somepowerhouse training coming up.
The first one is next week, the21st and 22nd.
(05:09):
That one's going to be at USTitle in Sugarhouse.
It's a 10 am to 2 pm each day.
It's a free training and Ipromise you, promise you, when
you come out of that trainingyou're going to have some
serious, serious focus on andyou're going to have a fire
(05:32):
built under your ass to go outand crank your business.
The training is about tappinginto your SOI and building your
VIP 50, but the first day is allabout them like mindset and
habits and how you break badhabits and create good habits
and knowing what your why is.
You know, when you're in areferral-based business, bob, if
(05:52):
you don't know what your why is, if you don't know what your
values are, how the hell isanybody else supposed to know
that?
How are you supposed to bereferable.
Do you know what I mean?
Oh, yeah, for sure.
So that first day is powerpacked.
I mean we teach you how to setgoals.
We talk to you about timeblocking Guys.
It's all about when you're ontask, when you're working,
(06:14):
you're in the zone period youknow.
And also the first day likewe're talking about it teaches
you how to be sticky.
Like we're talking about itteaches you how to be sticky.
It gives you an idea ofactually how to go create a
crowd, that the engagement andthe activities we teach, that
they make sense and they'refulfilling.
I like attraction better thansticky, icky, icky, sticky, but
(06:37):
it's attraction.
We're in an attraction-basedbusiness and what you're talking
about is attracting your people, being an attractable person
where people want to gravitatetowards you.
Business and what you'retalking about is attracting your
people, attracting being anattractable person where people
want to gravitate towards youbecause of because of who you
are and what you stand for andwhat, what your values are and
what your why is, and and I meanI could go on and on, and on
and on.
It's about being attractive.
(06:59):
Your values and your why arewhy people end up being able to
attach and trust you.
Yeah, for sure, for sure.
So yeah, we got that training.
And then, the very next weekafter that, up at U Mortgage in
Bountiful.
This is right off of 400 North.
I mean literally right off thefreeway.
(07:20):
You could chuck a rock from thefreeway and probably hit their
building Right, and so it's, Imean piece of cake.
And for those of you that don'tgo north very often, if you're
down here in the Salt LakeValley, I mean guys, we're
talking literally 10 minutesnorth of downtown, 10 minutes.
I live right there.
It takes me literally 12minutes from my house to get
downtown, so it's not like it'sclear out in bfe and you got to
(07:45):
drive to ogden.
That's not what this is allabout.
It's we do have some comingalong we do have a training
coming in ogden for all younorthern folks.
We've got uh at uh, nwar atyour board up there in in weber
county.
We've got a training coming upon the 9th and the 10th.
That one, the first day, is 10to 2.
(08:05):
The second day is 9 to 12.
And it's sponsored by NWAR, theNorthern Wasatch Association of
Realtors.
And again, all of thesetrainings we're talking about
are free trainings, guys, whywouldn't you want to go do it?
Why wouldn't you want to gomake yourself better, right?
I mean, if you could pick upone thing, just one thing, from
(08:27):
our training that you couldimplement into your daily
schedule or daily life, and ithelped you be a better person or
a better agent or a moreproductive agent, is it worth it
?
Oh, it's totally worth it.
I'd say yeah for sure.
So, anyways, those are thetrainings that we have coming up
.
We've got a couple others thatare private trainings that, if
(08:49):
any of those don't work out foryou, we can definitely bring
some of you into our othertrainings that we're going to be
doing.
Speaker 2 (08:55):
We're going to be in Tooele.
We're going to be in Tooele.
Speaker 1 (08:58):
We're going to be right here in Cottonwood Heights
, just up the just off of VanWinkle Expressway.
Yeah, we got a lot.
We got a lot of stuff going on.
It's fun, fun.
Speaker 2 (09:11):
I love it, it's going to change a lot of people's
lives.
Speaker 1 (09:14):
For sure it's going to change a lot of people's
lives.
Okay, so that's all thebusiness we got to get.
I know that your kid is workingon a couple of hot prospects.
He's got his first listing listby that's coming out next week.
Bam Super excited about that Iknow Jen's got some.
Did she go under contract?
Yeah, she's under contract, man.
(09:37):
And then we, and then alsoTanner and Tanner's got one yeah
, everybody's making some moves.
Yeah, they are.
It's exciting, guys.
It's exciting Things arehappening, life's happening, so
get into it.
And if you are an agent, justone more real quick plug.
If you are an agent out thereand you're struggling or not, if
(10:00):
you want to take your businessto the next level, or just take
your business to the first level, reach out to us, man, don't
just blow this off.
Reach out to us.
I mean, all it's going to costyou is a little bit of your time
.
That's it.
We're pretty passionate aboutit, if you haven't figured this
out.
And I love, love, love,changing people's lives for the
(10:21):
better.
I love making agents betteragents, because that's just
going to serve everybody downthe road.
So there you have it.
All right, bob?
You're kind of quiet over there, dude.
Speaker 2 (10:34):
Hey, I'm letting you guys do the talk.
Speaker 1 (10:37):
We've known Bob for about three years now.
Speaker 2 (10:39):
Yeah, is that all Four years?
Speaker 1 (10:42):
I feel like I've known you for forever, dude.
Speaker 2 (10:44):
Well, the first two years I was here, I was an
underwriter working from home.
Speaker 1 (10:47):
Oh, that's right.
Speaker 2 (10:49):
Didn't get to meet a lot of the agents.
Speaker 1 (10:52):
Cynthia hid you from us.
She did, she did.
We weren't allowed to even getnear you, dude, she just wanted
those files just churned out,you know.
Speaker 2 (11:05):
So yeah, so for the first two years I was
underwriting.
Then we became a broker, andonce we became a broker that was
three years ago I went backinto sales.
Speaker 1 (11:12):
but are you happy with that?
Speaker 2 (11:14):
I love it.
Yeah, for sure.
I mean it took quite a bit oftime, you know, to get back to
getting some referral partnersto get some you know loans going
and I was out of it for aboutfive years where I was.
Speaker 1 (11:27):
Yeah, that's hard.
You had to start over.
Speaker 2 (11:28):
Yeah, for the most part, Right so, and I started in
this business when I was 19years old, so Holy cow, yeah, I
said in my remarks for that.
Speaker 1 (11:38):
you know the description that you're an old
dog.
Speaker 2 (11:40):
You've been in the industry for forever.
Speaker 1 (11:41):
The description that you're an old dog.
You've been in the industry forforever 41 years.
Speaker 2 (11:46):
Wow Well it's 41 this year, so October, so it's
coming up.
Speaker 1 (11:50):
Good for you.
That's so cool.
Speaker 2 (11:51):
For sure.
So I just gave my age away.
Speaker 1 (11:53):
Oh well, hey, I remember when I started and
obviously, if you've been therethat long, dude, when I started
as a loan officer, you just hadto say I'm a loan officer there
was no governing body, there wasno licensing.
Speaker 2 (12:08):
Really, no, oh wow, we didn't have computers when I
was a kid.
That's right, that's true.
Speaker 1 (12:14):
That's true.
Everything was done by hand, onpaper.
Speaker 2 (12:16):
Well, we had one computer that took Payments.
You know, that's where thepayments were processed through,
at the front desk.
Everything else was on indexcards and, yeah, it was all
paper.
So didn't even have this.
That's a breeze for you.
From back in the day, faxmachines came out while you're
yeah, while you're CRM.
I remember when faxes came out.
Speaker 1 (12:34):
Yeah, for sure, dean.
We used to you literally haveto go out to the client's house
with it was four pages that werelaminated together.
Obviously, that you wrote, youwrote on it and it pushed all
the.
I can't remember what it'scalled, but you basically you'd,
you'd write on one and it wouldgive you a pink copy like a
carbon copy.
Carbon carbon copies, yeah soyou'd roll out, you'd have to go
(12:57):
grab your stack of contractstuff and then you go, every
offer was presented, every, youknow, and I mean facts by itself
.
Facts literally changed.
I mean it the speed, rememberwhen, how the speed?
Oh yeah, just it was.
It was.
I mean, dude, it was nothingwas speed.
(13:18):
You, literally you, I have anoffer, I want to go present it,
and then it was time to visitwith somebody.
It it was all face-to-faceright.
I'm going to fax that right overNope Dude it was running around
.
It was running arounddelivering copies of everything,
wet signatures, I mean.
I remember when it went away,man you had to work.
Oh, yeah, yeah.
Speaker 2 (13:38):
No, but dude, it was fun, right, it was definitely a
lot more personable.
Speaker 1 (13:41):
We're getting so much further removed now oh
everything's done by text andemail.
Docusign or loop or whatever.
E-signatures.
Speaker 2 (13:56):
I would rather get face-to-face with somebody in
comfort of their own home andgetting their information and
showing them the benefit of whatI'm offering them and walking
away with a sold deal.
Yeah, but things have changed.
Nobody wants to do that.
Speaker 1 (14:09):
I remember presenting an offer and you would go into
the living room and the agentwould be here.
You'd all sit down, you'ddiscuss your client, you'd
discuss your offer, and then youbasically they're like, well,
okay, great, we want to thinkabout it.
So you're like, awesome, I'llgo sit in my car.
Well, because you didn't wantto go drive 40 minutes to go
back out there.
Speaker 2 (14:29):
Right.
Speaker 1 (14:30):
Right, so you'd wait, and then you would.
You do everything you could tosell and, and and, which was so
cool.
I got my lunch in the car.
I'll go eat my lunch and I'llbe right, literally dude.
Speaker 2 (14:42):
Yeah, it was like talk about your beeper.
Speaker 1 (14:44):
On your beeper you're , you're sending your text, you
know, oh my hell, eight, zero,zero, eight, five.
What's that?
Boobs, oh yeah, well, three,eight, three, three, yeah, dude,
dude.
But man, things have changed,things do you remember?
(15:07):
When the e signature came outand it was like nobody trusted
it.
Oh yeah, dude.
Well, it wasn't even legal fora minute no, that like it took
it took movement of everyone tolet that happen and it just
started with.
Speaker 2 (15:18):
A few documents were okay and a few more were
introduced that you could getsigned now virtually everything
except for, like the warrantydeed and the deed of trust.
Those have to be wet.
Few documents were okay and afew more were introduced that
you could get signed nowvirtually everything except for,
like the warranty deed and thedeed of trust.
Those have to be wet signaturesand notarized.
But okay outside of that,everything is uh, you know you
can do your signatures on, soyeah, that was man.
Speaker 1 (15:37):
Fun, fun changes, and really it's improved and it's
more efficient, for sure.
But, and really it's improvedand it's more efficient, for
sure.
But, yeah, you've been aroundfor a bit, a little bit, yeah,
well, dude, we've enjoyedgetting to know you.
I would say you're one of ourbest friends in the office,
Absolutely for sure.
Speaker 2 (15:56):
You guys are great.
Speaker 1 (15:59):
The feeling's mutual.
I wanted to hear a little bitabout some of the things you're
passionate about.
I know you're a pool shark,aren't you?
Speaker 2 (16:05):
I wouldn't say shark, but I do enjoy playing pools.
Speaker 1 (16:08):
You and Mary Lee must get along with your choice in
football.
Speaker 2 (16:12):
Oh yeah, for sure.
Speaker 1 (16:14):
Does everybody see his shirt?
Speaker 2 (16:16):
Chiefs fan.
Every Friday it's Red Friday.
When I lived out, I lived inTopeka, kansas, and for a short
time, just like two years, butit was two football seasons and
the town on Friday just everyonewears red.
Speaker 1 (16:34):
Everyone wears red and it's Red Friday, and so I
moved back here.
I hope we end up getting afootball team eventually.
Speaker 2 (16:40):
Oh it'll happen eventually, but yeah, so I just
carried the tradition.
You know um.
So every friday you won't seeme in anything but red so most
of the time I got a chief's youknow emblem um that's so cool.
Speaker 1 (16:55):
I used to be a broncos fan, but now I really
don't give a shit.
Speaker 2 (16:59):
They're uh they might be better this year.
Speaker 1 (17:01):
Fantasy football ruined affinity.
It just ruined it for mebecause I used to freaking.
Just hate the Raiders, mainlybecause of Romanowski.
That dude was the dirtiest,meanest player.
Speaker 2 (17:19):
He was the linebacker that would break your fingers
and bite you.
Speaker 1 (17:24):
Howie Long Spit in your face.
Howie Long was there too.
Yeah, he was, but anyways,nowadays I could give a shit
Whoever's on my fantasy football, that's who I want to win, and
I don't care if it's the Cowboysboo or the Raiders boo.
What's fun about fantasy,though, is it made every game
(17:44):
matter?
Well, it does.
It makes it way moreinteresting.
For sure, that keeps myattention for about two weeks.
Do you play fantasy, bob?
I do, yeah, I've actuallyplayed it and it hasn't ruined
it for you, huh.
Speaker 2 (17:55):
No, I've played with the same group of guys.
In fact, I've only met one ofthem, so he was a good friend
and it was a bunch of hisfriends, and I've been doing it
for over 30 years with the samegroup.
Speaker 1 (18:05):
What if somebody's on your fantasy team and they're
playing against your Chiefs?
Speaker 2 (18:09):
It makes it a little difficult.
You don't want them to score.
I mean, if it's one of yourguys you know for the other team
, yeah, you don't want them toscore.
If you have a guy on somebodyelse's team, yeah, it creates a
little bit of problem.
Speaker 1 (18:26):
See what I mean?
Yeah, it's a conundrum yeah,you, just you.
Speaker 2 (18:29):
You root for football in a different way, right?
It's not how many scores, it'swho's scoring, right yeah?
Speaker 1 (18:36):
yeah, yeah, I just saw that they just uh released
the schedule for the nfl like aday or two ago, so I didn't look
at it.
Tell you what I enjoy is theHard Knocks.
That is a cool show.
I like it behind the scenes youget to know the team.
They're characters.
They're some characters.
(18:56):
What I'm impressed with is justthe work ethic.
Oh my gosh, holy crap.
They're pros for a reason.
They're completely pros, that'swhy they're there.
Yep, well, you know, the NBAFinals are on right now and you
watch how fast the game is.
I mean, you know, collegestudents think that they're just
(19:16):
completely badass, and thenthey get into the NBA and it's
like holy cow, this is wayfaster.
Pro level is well high schoolto college, then college to pro.
It's crazy, the different levelof speed Pretty much every
sport.
Yeah, pretty much every sportfor sure.
Well, dude, we were talkingearlier and I was super excited
for you, but you're on a tear.
(19:37):
I mean, you told me you've got14 transactions in pipe and
you're juggling like a madmanjust keeping it rolling.
But that's when you're.
I would dare say that'sprobably when you're at your
best.
Oh yeah, for sure.
I mean you're in flow, you'regoing right.
Speaker 2 (19:51):
Yeah, you've got to take the business when it's
there for sure.
So I took a week off, took mydaughter down to Hawaii.
Her and I were well, she justturned 30.
And so my wife and her andmyself went to Maui, spent a
week down there.
Speaker 1 (20:10):
I was going to say you better have taken your wife,
not just your daughter.
Speaker 2 (20:13):
Yeah, no, the three of us.
It was my daughter's first time.
My wife and I, we've been toMaui.
This is our third time and justabsolutely love it there.
I've never been to Maui.
This is our third time and justabsolutely love it there.
I've never been to.
Speaker 1 (20:24):
Maui.
I've been to Kauai and the BigIsland.
Speaker 2 (20:28):
Once you go to Maui, you won't want to go to another.
Yeah, you won't want to go toanother island.
Good, I'll go to Maui next time, yeah do it.
Speaker 1 (20:34):
I think that's where my buddy has property.
Speaker 2 (20:37):
There's just no better place.
It has the best of everythingin Hawaii.
It has the best food.
Um, if you're there to relax,there's plenty of time just to
chill that the town does likeclose down about eight o'clock
at night.
Why, um, it's I, it's just, Iguess their way of life.
They're just very laid back andwow, that's it.
The work day ends around two,three o'clock or something like
(20:59):
that.
Um but um, there's a.
There's a lot of things to do,but then there's a lot of time
to do, but then there's a lot oftime to spend at the beach and
and chill.
It's the best food I've everhad anywhere wow yeah, if you
love seafood, which I do so, butso I I spent a week there and
then um after.
You don't like seafood butsomething smells fishy.
(21:23):
Oh, something smells fishy, so Icame back and I was just like
you know, part of it was I hadto pay for the trip, but I was
like I just have to really hitit hard right now.
Yeah and yeah, so I got.
I have 14 loans in my pipelineright now that I'm working on
how many agents.
Oh, that's a good question.
So I have one team I'm workingwith up in Layton that they have
seven total agents that I'mworking with.
(21:44):
A lot of them are newer but umnothing wrong agents um, it's
with century 21.
oh yeah, perfect.
So, um, and then I have ahandful here, uh, you know, in
cottonwood heights, and and thena couple more in in, uh, in
layton, and then, uh, my, youknow that I, I keep in contact
(22:04):
with, so, but yeah, 14 loans,about just under 5 million in
total loan volume right now.
So, and I'm adding to it everyday.
Speaker 1 (22:13):
Good job.
You were telling me and this isthis impressed the shit out of
me.
But I mean not to talk, not tobag on anybody, um, but he takes
.
He's been taking live callslike on the spot.
So his, his team, they're out.
Speaker 2 (22:28):
They're out hitting the doors and doing stuff you've
trained them where, whenthey're out rocking it, you're,
you're available yeah, that theyknow they can call me and
unless I'm on the other line, II take the I mean he literally
hops on the phone right thenwith the client.
Speaker 1 (22:41):
That's awesome and and that's I mean honestly for
the transition, the handoff,that's a powerful way Because
it's a first step.
Yeah, man, and if they're outthere talking and they're at the
door and there's a potentialand opportunity and you're
available, I mean that's so.
Kudos, dude, that's strong.
Speaker 2 (22:59):
Yeah, and it could be just anything from just
answering simple questions togiving them the peace of mind
that, hey, this is the rightstep to take right now to get
them fully prequalified.
So everyone's at a differentstep and a lot of times it's
just that comfort of knowingI've talked to a lender Based on
(23:22):
what I told the lender.
Speaker 1 (23:23):
the lender says I'm good, it takes all the guesswork
out.
Speaker 2 (23:24):
Yeah, and really with anything, the hardest thing is
taking that first step fillingout the application and then the
worry that goes into it.
You know what's going to happen.
Nobody wants to be told.
No.
Speaker 1 (23:38):
Right.
Speaker 2 (23:38):
Nobody wants to be declined.
So I try to take that worry orfear away from them and just you
know, let them know.
Hey, it doesn't matter, you maybe qualified right now or I'm
going to put you on a path thatit might take you a few weeks,
it might take you a few months,it might take you a couple of
years, but I'm going to stickwith you and get you qualified
At least you know what path youneed to take.
Speaker 1 (24:00):
And get to get on the phone with an underwriter.
Speaker 2 (24:02):
Like I said, it takes .
Speaker 1 (24:03):
It takes all the it takes all the freaking guesswork
out of it for sure.
Well, anybody in question, ifthere's a question in your mind,
you, you stop.
There's no progress, right,like that.
That question gets in the wayof any movement any well.
It stops a ton of people frommoving forward because they
don't think they qualify when infact they probably do Right.
Speaker 2 (24:23):
For something.
Speaker 1 (24:24):
And the simple opportunity to hop on the phone
with someone who has realanswers and you can jump and
bridge past any of that question, worry or fear.
Progress and movement happensRight.
It's awesome.
It does so.
Kudos, dude.
That's incredible.
Speaker 2 (24:38):
Yeah, for sure.
We did.
Start out just trying to referpeople over to me and sending
them my application link orsaying, hey, this is Bob, he's
going to call you or you callBob, and the number of people
that just ghosted us after thatfirst conversation was just way
too high.
Speaker 1 (24:57):
So that's when we switched to the live transfers
and it's a hundred percentimprovement so if you're in the
industry, did you just listen towhat bob just said?
He just gave you a big, big bigthing to chew on well, and live
transfer well and guys, moreimportantly, he he'll do it.
So he's doing it.
And if you're, if you're in thebusiness and you need a good
(25:18):
loan officer, call bob.
What?
Speaker 2 (25:21):
What about Bob?
That's right, bob, the builderof your dream.
Speaker 1 (25:25):
That's right, bob the builder.
Hello neighbor, so I've got anask from you, bob, okay, so we
talk about our trainings.
I want to send you over someeyewash today and will you reach
out to your agents and promoteour trainings for us and see if
you can't get some of youragents in there, because it will
(25:46):
serve them, but it'll.
I actually had an impression totalk to you about just part of
our coaching that we do.
It teaches you to build aspecific crowd.
You should come to our training.
Yeah, I was so dude, not thatyou need it.
Speaker 2 (26:02):
I would love to.
No, I'd love to.
Speaker 1 (26:04):
But it will help you understand the cycle that we're
pushing agents to get in.
It's a very productive cycle.
I'll tell you what you pick 50realtors, you concentrate on
them.
You pick 50 realtors and youinvite them out on a monthly
basis to the mixer and you stayin constant contact with them.
Provide value.
(26:24):
You'll have more business thanyou can freaking shake a stick
at Holy shit.
Speaker 2 (26:29):
Oh yeah, for sure, if you could just change your
mixer from.
Speaker 1 (26:34):
Thursday night that's his pool night.
Speaker 2 (26:37):
That's my pool.
I play pool on Wednesday andThursday, and then I'm also up
in the Layton office.
Speaker 1 (26:43):
Are there any of them that would allow a younger
crowd?
Speaker 2 (26:47):
Any what.
Speaker 1 (26:47):
The pool halls.
Speaker 2 (26:49):
So where I play out of is the FOE Eagles and they
have an upstairs where anybodycan be in it.
The downstairs is a bar, so youcan't have anyone.
Speaker 1 (27:01):
Where's it at?
Speaker 2 (27:02):
It's just off of Vine Street and just west of State
Street.
Speaker 1 (27:06):
Let's freaking.
Do it dude.
Can we do a mixer there?
Speaker 2 (27:09):
I think we could.
We'll do our next mixer there.
Speaker 1 (27:14):
That would be cool.
Speaker 2 (27:17):
Then you can be there and you can take a bunch of
money from a bunch of peoplethat think their shit don't
stink.
Speaker 1 (27:22):
I don't know.
Speaker 2 (27:24):
I don't know, you don't want to hustle some of
those guys there, so there'ssome really good people.
Speaker 1 (27:28):
No, we're going to bring the lambs to slaughter.
Right, we're bringing you thelambs.
I see you and all your buddies.
I like how you guys thinkEverybody will have fun with it
too.
Bob doesn't know how to playpool.
Everybody will have fun with ittoo.
Speaker 2 (27:43):
Bob doesn't know how to play pool.
Take him on.
I'm a beginner, they call mebeginner Bob.
Speaker 1 (27:50):
So yeah, dude, I'm going to send you over some
eyewash and start promoting itto your agents and get some of
your agents, Because I mean,it's all about production.
Bob, that's what I don't getwhen I sit across from a
freaking broker and we'resitting there telling them
listen, this is a free training,you don't have to do it, we do
it If we can take your peopleand they can go out and even
(28:11):
have one more deal than they hadbefore.
And then the broker tells us no, it just boggles my mind
because tell me any part inthere where they shouldn't take
advantage of that.
It's insane, Dude.
I think I've had three brokerscompletely shut me down.
Speaker 2 (28:33):
That's because they're scared.
Speaker 1 (28:34):
They're scared, they don't have the confidence.
They're so worried that we'regoing to steal their people.
Which number one?
This is not a very big,freaking market compared to
other markets.
If we were stealing brokerages'people, we wouldn't be in this
industry for very long at all,Nor would I ever do that.
The one that sticks out to meis yeah, I'm not really worried
(28:57):
about what they do.
We eat what we kill here andI'm like, wow, what a great
broker you are?
Speaker 2 (29:02):
I hope you watch this show.
Speaker 1 (29:03):
I don't know who you are, but I hope you watch this
show.
I literally said, wow, reallyHorrible attitude.
I'm like you're not worried.
I mean, bob, across theindustry right now, two-thirds
of all agents haven't even donea transaction in 18 months.
18 months, that's crazy.
Two-thirds of all licensedagents.
I mean, they have jobs andguess how many of those suckers
(29:26):
are going to drop off becausedues are coming up, man, and
it's $1,200, $1,500, whatever itis, and they're not going to
pay it because they don't haveit.
Dude, the brokers.
I know the brokers that careabout us.
Dude, the stress they go, gounder the worry they have for
their people.
It's amazing like dude they're,they're, they're in, they're in
(29:46):
that position because they carethat they're.
They've transitioned into aservice part of their business
where they're helping peoplegrow, function and and do this
business.
And when a guy like that toldme, like dude, I was, makes you
wonder I was, I was, makes youwonder how how well his
brokerage is actually reallydoing.
It sounded like he didn't givea shit because he was doing
(30:08):
business Honestly, because hewas a producing broker.
Sure.
Speaker 2 (30:14):
And he had like 30 agents.
Speaker 1 (30:15):
He's going to completely burn out his agents
Completely, or the house is justlike the head, you know, and
there are a bunch of assholesthat are only worried about
themselves.
Speaker 2 (30:28):
And that's not going to get you anywhere.
No, it's not.
Speaker 1 (30:30):
That's what I love about our system is it creates
camaraderie.
It doesn't create competition,because your 50 is different, my
50, which is different than his50.
Our mixer, when we have ourcoaching clients come with their
people.
Everyone that comes adds to thebuzz, adds to the fun and it's
(30:52):
new networking opportunities andmeeting people all the time.
Bob, the last couple we've hadwe have trainers or people that
we're training that are there.
I think we have like six orseven outside agents non-related
to the broker're training thatare there.
I think we have like six orseven outside agents non-related
to the brokerage here that arethere.
You really let's do this atyour place.
You will meet some great people.
Speaker 2 (31:12):
Well, and the cool thing is, there's quite a few,
well a handful of players that Iplay pool with that are agents
also.
Oh perfect cool.
Speaker 1 (31:22):
Well, let's, uh, let's, let's get them plugged
into our trainings because,again, I don't care if you're a
brand new agent or if you're afreaking old dog like you, and
this cat sitting next to medoesn't matter, um, it'll still
serve you.
I promise you there's, there's,if not a lot, there's something
within our training that Iguarantee will resonate with you
(31:45):
and help your business.
Speaker 2 (31:47):
Guaranteed.
It doesn't matter how new youare or how experienced you are.
You can always use training.
You can always get better.
Every single morning, I stillattend a training.
Speaker 1 (31:57):
Yeah.
Speaker 2 (31:58):
Every morning, morning ascent, and that, to me,
is a training it's getting mymindset right and you get
something out of it every day.
Every day I get something outof it.
I love it.
There's a new message.
But even if it's just to get inthat right mindset to get your
day going, I have to have it.
Speaker 1 (32:12):
We're big on that and we set them up for success.
We have them do very specificthings like affirmations and
gratitudes and reading and stuffthat's going to get you in the
right frame of mind.
So when you're ready to rockand roll, you're ready to rock
and roll For sure.
So yeah, I mean, and if you'rean agent that you feel that
(32:33):
you're actually running yourbusiness as an SOI business, I
guarantee you're not doingenough.
Guaranteed, not based on oursystem, because most of the
agents that we talk to, thatthat claim they're working their
soi, maybe do something once aquarter right should be every
day every day and multiple timesevery month.
(32:53):
Yeah, multiple.
Which is we set it up for you,we show you exactly how to do it
, we give you all the keys tothe kingdom and then and then
you can take it and run with it.
So we don't hold back, man, butI would love to get some of
your agency.
If we can't help them startbeing more productive, which in
turn helps you?
Speaker 2 (33:12):
Yeah, for sure, big time and I know they'd
appreciate it.
Speaker 1 (33:15):
Yeah, do you know the owner of the pool we're talking
about?
Speaker 2 (33:18):
Um.
I know who he is.
Speaker 1 (33:21):
You know who would talk to her?
Could you, could you help us?
I know who he is.
Do you know who he'd talk to?
He's going to ask Could youhelp us?
Speaker 2 (33:25):
I'll be back there on Wednesday.
It's the second.
Speaker 1 (33:28):
Thursday of each month.
So that'll give you an idea ofwhat the date will be.
Okay, but, dude, we can bring100 people there.
Speaker 2 (33:36):
I'll have to.
The only issue with it isThursday nights is legal.
Speaker 1 (33:40):
Oh yeah, that's true, it's going to be filled with
people, so that probablywouldn't work for that night,
like I said, they do have anupstairs, and that's something
that I can look at.
Are the pool tables upstairs ordownstairs?
Speaker 2 (33:51):
They do have four upstairs, but I don't think
they're playing league on those.
Speaker 1 (33:56):
How big is that upstairs?
Speaker 2 (33:58):
It's big.
Oh yeah, it would handle it,handle a hundred people up there
.
Speaker 1 (34:07):
Oh well, there you go ?
Speaker 2 (34:07):
yeah, so I could do it.
Yeah, I'll go talk to him.
I know, I know who the personthat runs it is, but the it's a
fraternal order, so right, theyhave um they have a board and so
I know all the board membersand uh, so I can talk to them
for sure.
Sweet.
Speaker 1 (34:23):
Yeah, let's see what we can yeah, let's see what we
can't do.
I would love to so.
Is it a?
Is it like a vet, like a vet'splace, or like the veteran?
Yeah okay, is that basically?
Speaker 2 (34:32):
like that it's, but it is a fraternal alliance club
yeah, exactly okay so it's umeagles.
What are the other ones thatare out there?
Speaker 1 (34:40):
the big, uh, what's the one with the little thing on
on?
Yeah, that's the one I wastrying to think I can't even
think of it right now, but the a.
They wear the ring elks.
Speaker 2 (34:51):
Oh, that's the um, oh , that's um freemason oh yeah,
freemason, that's nothing likethat, so that's a little out do
you wear robes, and walk withincense.
Speaker 1 (35:01):
And have a secret handshake no.
Speaker 2 (35:03):
secret handshakes no.
Speaker 1 (35:08):
What do we have to do to join?
Speaker 2 (35:12):
Yeah, there's no secret room.
There's no, you know.
Speaker 1 (35:16):
Secret underwear.
Speaker 2 (35:17):
No secret underwear, and it's reasonable too.
I love Utah, and it's it'sreasonable too.
I mean, I love utah.
They I think the the annualdues are like 35 bucks a month.
Speaker 1 (35:29):
Oh my gosh and well, it's more of a hangout, it's
just a place where we're dudesthat.
It's like a club yeah, itreally is.
Speaker 2 (35:36):
And then, um, the the pool is that's not the main
thing that they have there.
They do a lot of charity work.
Speaker 1 (35:46):
Well, we'll let them pick our charity for when we
come there.
Speaker 2 (35:48):
Okay, yeah, because we always have a charity.
Speaker 1 (35:51):
Or we direct it to them to that.
Is that how that works?
Are they a charity?
Speaker 2 (35:56):
So they're a nonprofit, Everything goes to.
I mean, they're donatingeverything.
Speaker 1 (36:00):
Yeah, we should let them pick the charity.
I like that.
That's not them.
Speaker 2 (36:04):
We put it all towards yeah, I'll be talking to him on
Wednesday, at least byWednesdays.
Speaker 1 (36:09):
Okay, sweet yeah see what happens on our show are we
gonna is there.
If it's a league play, we'reprobably not gonna get to play
pool open.
Speaker 2 (36:20):
Well, on the upper ones, there's four of them up
there.
If those are open up there, youcan play pool.
Okay, cool, we should go outanyway one other night.
I totally agree, I agree.
I suck at pool, but I likeplaying and what's crazy is most
of my adult life.
Speaker 1 (36:34):
I've had a pool table Really yeah.
Speaker 2 (36:36):
That's where you fold your laundry, or?
Speaker 1 (36:38):
that's usually what happens.
It was usually for my kids,let's be honest.
Let's be honest, lesbi, it'sfunny.
I did too, and my kids.
It would be once a week.
They made me play with them.
Speaker 2 (36:51):
Yeah.
Speaker 1 (36:52):
I don't know why I took that, but I did.
Speaker 2 (36:54):
I think we got our first one when I was about 11 or
12 years old and I played everysingle day for most of my
childhood, so you caught the bugway back in the day.
Real early.
And then when I was raising mykids and I still had a pool
table but I just didn't play.
And then it was actually duringCOVID, right before COVID, I
(37:17):
started playing againcompetitively and then in COVID
the league I was in stayed open,so everything else shut down
and they stayed open.
They had some rules.
You know you still had to wearmasks and stuff like that, but
it was just the one thing that Icould do.
Kept your sanity, yeah, andI've got a competitive spirit so
(37:37):
I played all kinds of differentsports, yeah, when I was
younger.
But as my body started wearingdown, I couldn't play basketball
anymore.
I struggled with the softball.
Speaker 1 (37:48):
But you still had the competitive edge.
Speaker 2 (37:50):
I still had that, yeah, and I needed that.
Speaker 1 (37:53):
Dart guys are like that too, Guys that throw darts
yeah.
Speaker 2 (37:56):
In fact they do that.
They have a dart league there,they have horseshoes, they have
pool.
At one time they had foosball,I don't know if they're still
doing that.
Speaker 1 (38:04):
What about a beer-drinking?
Speaker 2 (38:04):
league.
You know that's a good leagueto be in you.
You're probably pretty good atthat.
I'd be good at that, I'mcompetitive at beer-drinking.
Do you know what I?
Speaker 1 (38:13):
think it is.
I think it's the age of men.
They're competitive, physical.
They're competitive physical.
They have that desire tocompete.
Well, we can't go out andcompete with our bodies.
So we've got to compete withour brains and skill and skill.
Speaker 2 (38:28):
Which is cool, and pool was good for me and I do
enjoy it.
I play a lot, I go to a lot oftournaments and stuff.
I'm not the top guys in thatgroup or whatever, but I hold my
own and any given night I canbeat anybody, and any given
night anybody can beat me too.
So what?
Speaker 1 (38:48):
what's your favorite game?
Speaker 2 (38:49):
that's.
It's always been a ball.
Okay, but I've been playing alot of ten ball lately, ah never
heard of it so ten ball is acombination of eight ball and
nine ball.
So it with the differencebetween the two.
So eight ball, you call allyour shots.
There's no slop that counts.
You know, if a ball goes in thepocket you didn't call the next
(39:10):
guy your opponent gets to shoot.
Um, did they pull the ball?
Speaker 1 (39:14):
uh, no, no it just stays, you lose your turn you
just lose your turn.
Speaker 2 (39:18):
Nine ball uh is.
Anything goes as long as youhit the next, the lowest number
on the table.
So you start the one throughthe nine and then is anything
goes as long as you hit thelowest number on the table.
So you start the one throughthe nine and then, if anything
goes, you still keep shooting.
Ten ball is a combination.
You still go in order, onethrough ten, but you have to
call it but you have to callevery shot.
Speaker 1 (39:33):
Oh, so it's even harder.
Speaker 2 (39:34):
Yeah, so they call it rotation.
So you're going one to two tothree.
Speaker 1 (39:44):
You can get an early ten by hitting the lowest ball
in the on the table into the tenball and uh and you knock it in
and that's a win, right, um,but you have to call it.
Speaker 2 (39:50):
So if you don't call the shot, so it's a combo shot.
10 goes in and you didn't callit.
Do you lose?
No, it gets spotted.
And then that means, they pullit yeah, the ball comes out,
goes on the spot and then youropponent gets, gets the next
shot, or actually, in 10-ballthey get the option so they can
either make you take the nextshot.
So if you're snookered, meaningyou're behind another ball and
(40:13):
you have to do a rail kick orsomething to get out of it,
you're just going to hand itback to the person that just
sunk a ball that wasn't theirs,right?
So 10-ball is a combinationthat really, to hone your skills
, it's a good game.
Speaker 1 (40:28):
Is that a new game or has that been around for a long
time?
It's been around a long time.
Is that what you play in leagueplay?
Speaker 2 (40:34):
On Wednesday nights it's strictly 8 ball.
Speaker 1 (40:36):
Okay.
Speaker 2 (40:37):
And then we just started at 10 ball also, and
then on Thursday nights it's atrio division, so you play um
two games of eight, two games ofnine, two games of ten, and
then we do a scotch doubleswhere you're um you have to
drink scotch while you'replaying all of the wives are at
home going.
Speaker 1 (40:52):
When are you guys coming home?
Speaker 2 (40:55):
no, scotch, you're.
You're rotating shots.
So, like aaron, if you and Iwere teammates, I make a shot, I
try to set you up for the nextshot you make, that it goes back
to me and you just rotate.
And it's actually kind of funbecause you've got to put your
You're thinking about yourpartner?
Yeah, exactly yeah.
And so you've got to look attheir skill level.
What kind of shot are theygoing to be able to make and
(41:18):
make sure you can move the cueball around to get you in a good
position?
Speaker 1 (41:24):
I'm just busy trying to put something in the hole.
Speaker 2 (41:26):
Yeah, well, I mean, that's the number one rule they
say in pool is just make yourshot Right.
The number two is set up foryour second shot, but you can't
set up for your second shotwithout making the first shot,
number one, right so number one.
Speaker 1 (41:40):
I like it.
Dude, I remember when youhosted the Morning Ascent and
you read a little bit out of thebook.
Speaker 2 (41:48):
Yeah, it's called the Inner Game of Tennis, which is
kind of crazy.
It's about tennis, but it's allabout the mental part of the
game, whether it's tennis,whether it's even what we do,
for we're living, I'mprospecting for new business
(42:09):
it's.
It's being in the right mindset, not overthinking.
You know, in relying on whatyou're naturally, naturally good
at.
So, like in pool, you stop, youpractice and practice to to get
rid of all the bad habits andand to get muscle memory on
making the shots.
And then you get intotournaments and you start
overthinking.
Okay, I've got to keep my headdown.
Then you revert back, yeah, andwhen you start thinking about
(42:32):
things, it throws you off, andso this is all about get that
out of your head.
When you're playing, rely onwhat you've practiced, what you
know, get a clear mind and justmake shots.
And it's the same thing withtennis that could go for
anything.
Speaker 1 (42:46):
It is it.
That's great.
Advice is like you know, you'vedone all the preparation.
Now just turn it all off andplay.
Yeah, I like it.
Speaker 2 (42:54):
Yeah, and when you get frustrated, you, you, you
take your you know 20 seconds orwhatever it might be, reset and
then reset and just forgetabout it.
So you have to have, really youhave to forget about the last
shot, get it out of your mindand just start over.
Speaker 1 (43:12):
It's funny because I was telling Aaron I saw a quote
this morning.
Yep, I was just thinking this.
Speaker 2 (43:18):
I'm not going to.
Speaker 1 (43:19):
I'm going to beat it up, but here was the context of
the quote.
It's basically build your lifenot based on your past, but
based on your future.
Too many people build theirlives based on their past and
the problem is you're settingyourself up I mean all your
(43:43):
negatives and all that crapthat's gone on in your life.
You can't build your life onthat.
You've got to build it onwhat's in front of you and where
you can go, not where you'vebeen.
Speaker 2 (43:48):
That's always the next best move yeah.
Speaker 1 (43:50):
Yeah, it's good stuff .
Well, Bob, thanks a ton forcoming on Such short notice.
Dude, we love you man.
Speaker 2 (43:56):
Oh, it was great.
Anytime I can help you guys out.
Speaker 1 (43:59):
Yeah, Well, you know that's two unreal cusses just
yakking at each other.
We bring in a little bit oftalent and it helps out.
Yeah, it's fun to have someoneto talk to and be able to.
Yeah, absolutely, what are?
Have you looked at rates today?
Speaker 2 (44:15):
Yeah.
Speaker 1 (44:16):
Okay, what are rates today?
Speaker 2 (44:17):
So rates?
Right now, conventional ratesare in the kind of mid to upper
sixes, so six and five-eighthssomewhere in there, and they're
up and down All day long.
I'm watching the bond market tosee what the rates are going to
do.
Fha, government rates, fha, va,lowers sixes and then we can do
(44:41):
pretty much anything.
I mean, the nice thing aboutour business is, if I need to
get a payment and I need to geta rate down, there might be a
cost involved to it, but I canget your rate down to where
you're comfortable with thepayment.
Same thing if you're short oncash and you need some help for
closing costs, you can pay alittle higher rate on the loan
and I can do a lender credit andget your cost down.
(45:02):
Nice.
Speaker 1 (45:04):
So when somebody asks me what the rates are, or if
you have a good agent, they cango and negotiate and help you
out there too, oh 100%, butsometimes you're maxed out on
how much concessions you can getyou know, and then you might
need a combination.
Speaker 2 (45:16):
You might need some seller concessions and you might
need some lender credits, youknow, to help you with those
closing costs.
So yeah, so it's kind of aloaded question where rates
because rates are, I mean thingsof what you're changing all day
well, in every transactionsdifferent, right so but where
there's a will, there's a way.
That's what you're saying andthat's where my background comes
(45:37):
in.
You know, I've underwritten soyou know what they're looking
for well, yeah, I'm really goodat finding out what your needs
are.
You know not what your wantsare.
I mean, I get to the nittygritty.
You know you may want a lowerrate, you may want, you know, a
low payment, but why do you wantthat?
I mean there has to be a need,there has to be a reason for it,
and when I find out the need,then I can structure the loan
(45:58):
and and so I ask a lot ofquestions because I want to make
sure I'm giving them the rightdeal for them and I want them to
walk away with a positiveexperience.
Speaker 1 (46:09):
Bob's your guy.
Give him a call.
Bob, over at Inspiro.
What's your phone number, bob?
Speaker 2 (46:14):
801-842-4487.
Speaker 1 (46:17):
Say it one more time 801-842-4487.
Speaker 2 (46:22):
Perfect.
Speaker 1 (46:22):
Well, bob, thank you.
Thank you.
Thank you for coming on Beardson the Street man.
Like I said, we love you,brother.
You're a brother from anothermother in our circle.
You guys are the best and.
Speaker 2 (46:32):
I appreciate this opportunity to sit down with you
and talk to you.
Speaker 1 (46:35):
You, betcha bro, have a fantastic day.
Hey, hey, hey, what you say, it's Friday, hello
everybody.
Perry Perry Dean, here withBeards on the Street, and this
cat right here, aaron Pearson.
Mr AA, ron Pearson.
And that cat right over thereis Mr Bob Bob from Inspiro.
(00:43):
How you doing, brother?
Speaker 2 (00:44):
I'm doing great Thanks for having me.
Speaker 1 (00:46):
Of course, Thanks for coming on.
I know we gave you what plentyof notice, I mean, you know,
like five minutes maybe.
Speaker 2 (00:52):
Enough to just shave and, you know, get some makeup
on and get ready for this Right?
Speaker 1 (00:57):
Well, if you need a beard, there's one right there.
If you're feeling left out,even though I did cut mine all
the way off, I chopped it I'vebeen getting.
Oh, hey, I've been getting.
I've had a friend of mine tellme that she thinks I ought to
take it tight, and I'm, I don'tknow yeah, clean it up a little
(01:18):
bit.
I don't know about that.
Speaker 2 (01:19):
I don't know.
Speaker 1 (01:19):
You also had somebody telling you to buzz your head
dude.
My boy, he buzzed his head, hewanted some.
He wanted me to participate.
He wants you to look like ahoodlum buzzed head dude like
you or him.
Hey yo, all right.
Well, we, we did it last yearand we love it when it, when
it's so short and clean and easy.
Well then, go do it, I love it.
(01:42):
But I like, I actually likelooking professional as well,
yeah, which is why I wear a hatbackwards.
Right, wait, we've got to showthe hat.
Yeah, baby Bam.
Speaker 2 (01:53):
Get a close-up VIP 50 .
Get a close-up.
Speaker 1 (01:57):
Yeah, baby, we got a little bit of swag for the VIP
50 and got some shirts for ourtrainings, we got some hats.
It's kind of we're uniformingup.
You know, it's like we'rethinking about what the
presentation, what we look like,and yeah, it's awesome, it's
important, you know.
I mean it's we got to, you know.
So they say you gotta, yougotta, look the part right,
(02:19):
right, and it's important to me,it's important to you.
So, aaron, we've had a week.
Let's just hurry up and justrip through what's going on with
us and our team.
I know that you have an offeron one of your properties and
you've got some traction on theother one.
(02:41):
Yeah, a second showing on thesecond one Got the offer in on
this one and I'm going to doeverything I can to get my
client to highly consider it,because, as time and properties
go on the market, if they sitany length of time, the
perceived value and the interestof the property goes down,
which means the money theyreceive out of the property goes
(03:02):
down.
So you have to strike fast andmove hard and that'll help you
maximize the return on theproperty.
Well, I've got one of thosethat I'm working through the
first 30 days, or whatever westruggled with.
It's a trust and we struggledwith getting everybody on the
(03:23):
same page.
Speaker 2 (03:24):
Oh, yeah, those can be fun.
Speaker 1 (03:26):
Yeah, they can be absolutely fun.
Me personally.
I got my clients under contracton a gorgeous place that was
their top place they wanted.
What's fun about that isthey're elderly, they are, and
how long have they been in theirhome man?
Honestly, 40-plus years, yeah,for a long, long time at the.
They're elderly, they are, andhow long have they been in their
(03:46):
home man?
I'm 40 plus years?
yeah, for for a long, long time,you know and so, my friends,
that the way I got to them yeah,I think she grew up there well,
so at that age, to make a moveand to upheave their entire life
and transition at all, I meanit's, it's a lot for anybody, uh
, and so it's exciting thatyou've been able to help them
understand where they're goingand get landed.
(04:07):
Yeah, no, it's.
I mean, I love them.
They are cool, they're reallycool people and, of course,
because they're in my VIP 50 orpart of my VIP 50 with my
friends, of course I want tobend over backwards and really
make it a good experience.
You take it personal, I do takeit personal.
(04:28):
I take them all personal,whether they're in my 50 or not,
let's be honest, right, I wrapmy arms around them, give them a
big bear hug and then go totown with them, go, work, work.
All right, all righty.
We've got some trainings comingup with the vip.
So if you're an agent out there, if you're in the industry
(04:49):
period uh, mortgage, uh, title,uh uh, home inspection,
inspections, warranties payattention, people pay attention,
because we've got somepowerhouse training coming up.
The first one is next week, the21st and 22nd.
(05:09):
That one's going to be at USTitle in Sugarhouse.
It's a 10 am to 2 pm each day.
It's a free training and Ipromise you, promise you, when
you come out of that trainingyou're going to have some
serious, serious focus on andyou're going to have a fire
(05:32):
built under your ass to go outand crank your business.
The training is about tappinginto your SOI and building your
VIP 50, but the first day is allabout them like mindset and
habits and how you break badhabits and create good habits
and knowing what your why is.
You know, when you're in areferral-based business, bob, if
(05:52):
you don't know what your why is, if you don't know what your
values are, how the hell isanybody else supposed to know
that?
How are you supposed to bereferable.
Do you know what I mean?
Oh, yeah, for sure.
So that first day is powerpacked.
I mean we teach you how to setgoals.
We talk to you about timeblocking Guys.
It's all about when you're ontask, when you're working,
(06:14):
you're in the zone period youknow.
And also the first day likewe're talking about it teaches
you how to be sticky.
Like we're talking about itteaches you how to be sticky.
It gives you an idea ofactually how to go create a
crowd, that the engagement andthe activities we teach, that
they make sense and they'refulfilling.
I like attraction better thansticky, icky, icky, sticky, but
(06:37):
it's attraction.
We're in an attraction-basedbusiness and what you're talking
about is attracting your people, being an attractable person
where people want to gravitatetowards you.
Business and what you'retalking about is attracting your
people, attracting being anattractable person where people
want to gravitate towards youbecause of because of who you
are and what you stand for andwhat, what your values are and
what your why is, and and I meanI could go on and on, and on
and on.
It's about being attractive.
(06:59):
Your values and your why arewhy people end up being able to
attach and trust you.
Yeah, for sure, for sure.
So yeah, we got that training.
And then, the very next weekafter that, up at U Mortgage in
Bountiful.
This is right off of 400 North.
I mean literally right off thefreeway.
(07:20):
You could chuck a rock from thefreeway and probably hit their
building Right, and so it's, Imean piece of cake.
And for those of you that don'tgo north very often, if you're
down here in the Salt LakeValley, I mean guys, we're
talking literally 10 minutesnorth of downtown, 10 minutes.
I live right there.
It takes me literally 12minutes from my house to get
downtown, so it's not like it'sclear out in bfe and you got to
(07:45):
drive to ogden.
That's not what this is allabout.
It's we do have some comingalong we do have a training
coming in ogden for all younorthern folks.
We've got uh at uh, nwar atyour board up there in in weber
county.
We've got a training coming upon the 9th and the 10th.
That one, the first day, is 10to 2.
(08:05):
The second day is 9 to 12.
And it's sponsored by NWAR, theNorthern Wasatch Association of
Realtors.
And again, all of thesetrainings we're talking about
are free trainings, guys, whywouldn't you want to go do it?
Why wouldn't you want to gomake yourself better, right?
I mean, if you could pick upone thing, just one thing, from
(08:27):
our training that you couldimplement into your daily
schedule or daily life, and ithelped you be a better person or
a better agent or a moreproductive agent, is it worth it
?
Oh, it's totally worth it.
I'd say yeah for sure.
So, anyways, those are thetrainings that we have coming up
.
We've got a couple others thatare private trainings that, if
(08:49):
any of those don't work out foryou, we can definitely bring
some of you into our othertrainings that we're going to be
doing.
Speaker 2 (08:55):
We're going to be in Tooele.
We're going to be in Tooele.
Speaker 1 (08:58):
We're going to be right here in Cottonwood Heights
, just up the just off of VanWinkle Expressway.
Yeah, we got a lot.
We got a lot of stuff going on.
It's fun, fun.
Speaker 2 (09:11):
I love it, it's going to change a lot of people's
lives.
Speaker 1 (09:14):
For sure it's going to change a lot of people's
lives.
Okay, so that's all thebusiness we got to get.
I know that your kid is workingon a couple of hot prospects.
He's got his first listing listby that's coming out next week.
Bam Super excited about that Iknow Jen's got some.
Did she go under contract?
Yeah, she's under contract, man.
(09:37):
And then we, and then alsoTanner and Tanner's got one yeah
, everybody's making some moves.
Yeah, they are.
It's exciting, guys.
It's exciting Things arehappening, life's happening, so
get into it.
And if you are an agent, justone more real quick plug.
If you are an agent out thereand you're struggling or not, if
(10:00):
you want to take your businessto the next level, or just take
your business to the first level, reach out to us, man, don't
just blow this off.
Reach out to us.
I mean, all it's going to costyou is a little bit of your time
.
That's it.
We're pretty passionate aboutit, if you haven't figured this
out.
And I love, love, love,changing people's lives for the
(10:21):
better.
I love making agents betteragents, because that's just
going to serve everybody downthe road.
So there you have it.
All right, bob?
You're kind of quiet over there, dude.
Speaker 2 (10:34):
Hey, I'm letting you guys do the talk.
Speaker 1 (10:37):
We've known Bob for about three years now.
Speaker 2 (10:39):
Yeah, is that all Four years?
Speaker 1 (10:42):
I feel like I've known you for forever, dude.
Speaker 2 (10:44):
Well, the first two years I was here, I was an
underwriter working from home.
Speaker 1 (10:47):
Oh, that's right.
Speaker 2 (10:49):
Didn't get to meet a lot of the agents.
Speaker 1 (10:52):
Cynthia hid you from us.
She did, she did.
We weren't allowed to even getnear you, dude, she just wanted
those files just churned out,you know.
Speaker 2 (11:05):
So yeah, so for the first two years I was
underwriting.
Then we became a broker, andonce we became a broker that was
three years ago I went backinto sales.
Speaker 1 (11:12):
but are you happy with that?
Speaker 2 (11:14):
I love it.
Yeah, for sure.
I mean it took quite a bit oftime, you know, to get back to
getting some referral partnersto get some you know loans going
and I was out of it for aboutfive years where I was.
Speaker 1 (11:27):
Yeah, that's hard.
You had to start over.
Speaker 2 (11:28):
Yeah, for the most part, Right so, and I started in
this business when I was 19years old, so Holy cow, yeah, I
said in my remarks for that.
Speaker 1 (11:38):
you know the description that you're an old
dog.
Speaker 2 (11:40):
You've been in the industry for forever.
Speaker 1 (11:41):
The description that you're an old dog.
You've been in the industry forforever 41 years.
Speaker 2 (11:46):
Wow Well it's 41 this year, so October, so it's
coming up.
Speaker 1 (11:50):
Good for you.
That's so cool.
Speaker 2 (11:51):
For sure.
So I just gave my age away.
Speaker 1 (11:53):
Oh well, hey, I remember when I started and
obviously, if you've been therethat long, dude, when I started
as a loan officer, you just hadto say I'm a loan officer there
was no governing body, there wasno licensing.
Speaker 2 (12:08):
Really, no, oh wow, we didn't have computers when I
was a kid.
That's right, that's true.
Speaker 1 (12:14):
That's true.
Everything was done by hand, onpaper.
Speaker 2 (12:16):
Well, we had one computer that took Payments.
You know, that's where thepayments were processed through,
at the front desk.
Everything else was on indexcards and, yeah, it was all
paper.
So didn't even have this.
That's a breeze for you.
From back in the day, faxmachines came out while you're
yeah, while you're CRM.
I remember when faxes came out.
Speaker 1 (12:34):
Yeah, for sure, dean.
We used to you literally haveto go out to the client's house
with it was four pages that werelaminated together.
Obviously, that you wrote, youwrote on it and it pushed all
the.
I can't remember what it'scalled, but you basically you'd,
you'd write on one and it wouldgive you a pink copy like a
carbon copy.
Carbon carbon copies, yeah soyou'd roll out, you'd have to go
(12:57):
grab your stack of contractstuff and then you go, every
offer was presented, every, youknow, and I mean facts by itself
.
Facts literally changed.
I mean it the speed, rememberwhen, how the speed?
Oh yeah, just it was.
It was.
I mean, dude, it was nothingwas speed.
(13:18):
You, literally you, I have anoffer, I want to go present it,
and then it was time to visitwith somebody.
It it was all face-to-faceright.
I'm going to fax that right overNope Dude it was running around
.
It was running arounddelivering copies of everything,
wet signatures, I mean.
I remember when it went away,man you had to work.
Oh, yeah, yeah.
Speaker 2 (13:38):
No, but dude, it was fun, right, it was definitely a
lot more personable.
Speaker 1 (13:41):
We're getting so much further removed now oh
everything's done by text andemail.
Docusign or loop or whatever.
E-signatures.
Speaker 2 (13:56):
I would rather get face-to-face with somebody in
comfort of their own home andgetting their information and
showing them the benefit of whatI'm offering them and walking
away with a sold deal.
Yeah, but things have changed.
Nobody wants to do that.
Speaker 1 (14:09):
I remember presenting an offer and you would go into
the living room and the agentwould be here.
You'd all sit down, you'ddiscuss your client, you'd
discuss your offer, and then youbasically they're like, well,
okay, great, we want to thinkabout it.
So you're like, awesome, I'llgo sit in my car.
Well, because you didn't wantto go drive 40 minutes to go
back out there.
Speaker 2 (14:29):
Right.
Speaker 1 (14:30):
Right, so you'd wait, and then you would.
You do everything you could tosell and, and and, which was so
cool.
I got my lunch in the car.
I'll go eat my lunch and I'llbe right, literally dude.
Speaker 2 (14:42):
Yeah, it was like talk about your beeper.
Speaker 1 (14:44):
On your beeper you're , you're sending your text, you
know, oh my hell, eight, zero,zero, eight, five.
What's that?
Boobs, oh yeah, well, three,eight, three, three, yeah, dude,
dude.
But man, things have changed,things do you remember?
(15:07):
When the e signature came outand it was like nobody trusted
it.
Oh yeah, dude.
Well, it wasn't even legal fora minute no, that like it took
it took movement of everyone tolet that happen and it just
started with.
Speaker 2 (15:18):
A few documents were okay and a few more were
introduced that you could getsigned now virtually everything
except for, like the warrantydeed and the deed of trust.
Those have to be wet.
Few documents were okay and afew more were introduced that
you could get signed nowvirtually everything except for,
like the warranty deed and thedeed of trust.
Those have to be wet signaturesand notarized.
But okay outside of that,everything is uh, you know you
can do your signatures on, soyeah, that was man.
Speaker 1 (15:37):
Fun, fun changes, and really it's improved and it's
more efficient, for sure.
But, and really it's improvedand it's more efficient, for
sure.
But, yeah, you've been aroundfor a bit, a little bit, yeah,
well, dude, we've enjoyedgetting to know you.
I would say you're one of ourbest friends in the office,
Absolutely for sure.
Speaker 2 (15:56):
You guys are great.
Speaker 1 (15:59):
The feeling's mutual.
I wanted to hear a little bitabout some of the things you're
passionate about.
I know you're a pool shark,aren't you?
Speaker 2 (16:05):
I wouldn't say shark, but I do enjoy playing pools.
Speaker 1 (16:08):
You and Mary Lee must get along with your choice in
football.
Speaker 2 (16:12):
Oh yeah, for sure.
Speaker 1 (16:14):
Does everybody see his shirt?
Speaker 2 (16:16):
Chiefs fan.
Every Friday it's Red Friday.
When I lived out, I lived inTopeka, kansas, and for a short
time, just like two years, butit was two football seasons and
the town on Friday just everyonewears red.
Speaker 1 (16:34):
Everyone wears red and it's Red Friday, and so I
moved back here.
I hope we end up getting afootball team eventually.
Speaker 2 (16:40):
Oh it'll happen eventually, but yeah, so I just
carried the tradition.
You know um.
So every friday you won't seeme in anything but red so most
of the time I got a chief's youknow emblem um that's so cool.
Speaker 1 (16:55):
I used to be a broncos fan, but now I really
don't give a shit.
Speaker 2 (16:59):
They're uh they might be better this year.
Speaker 1 (17:01):
Fantasy football ruined affinity.
It just ruined it for mebecause I used to freaking.
Just hate the Raiders, mainlybecause of Romanowski.
That dude was the dirtiest,meanest player.
Speaker 2 (17:19):
He was the linebacker that would break your fingers
and bite you.
Speaker 1 (17:24):
Howie Long Spit in your face.
Howie Long was there too.
Yeah, he was, but anyways,nowadays I could give a shit
Whoever's on my fantasy football, that's who I want to win, and
I don't care if it's the Cowboysboo or the Raiders boo.
What's fun about fantasy,though, is it made every game
(17:44):
matter?
Well, it does.
It makes it way moreinteresting.
For sure, that keeps myattention for about two weeks.
Do you play fantasy, bob?
I do, yeah, I've actuallyplayed it and it hasn't ruined
it for you, huh.
Speaker 2 (17:55):
No, I've played with the same group of guys.
In fact, I've only met one ofthem, so he was a good friend
and it was a bunch of hisfriends, and I've been doing it
for over 30 years with the samegroup.
Speaker 1 (18:05):
What if somebody's on your fantasy team and they're
playing against your Chiefs?
Speaker 2 (18:09):
It makes it a little difficult.
You don't want them to score.
I mean, if it's one of yourguys you know for the other team
, yeah, you don't want them toscore.
If you have a guy on somebodyelse's team, yeah, it creates a
little bit of problem.
Speaker 1 (18:26):
See what I mean?
Yeah, it's a conundrum yeah,you, just you.
Speaker 2 (18:29):
You root for football in a different way, right?
It's not how many scores, it'swho's scoring, right yeah?
Speaker 1 (18:36):
yeah, yeah, I just saw that they just uh released
the schedule for the nfl like aday or two ago, so I didn't look
at it.
Tell you what I enjoy is theHard Knocks.
That is a cool show.
I like it behind the scenes youget to know the team.
They're characters.
They're some characters.
(18:56):
What I'm impressed with is justthe work ethic.
Oh my gosh, holy crap.
They're pros for a reason.
They're completely pros, that'swhy they're there.
Yep, well, you know, the NBAFinals are on right now and you
watch how fast the game is.
I mean, you know, collegestudents think that they're just
(19:16):
completely badass, and thenthey get into the NBA and it's
like holy cow, this is wayfaster.
Pro level is well high schoolto college, then college to pro.
It's crazy, the different levelof speed Pretty much every
sport.
Yeah, pretty much every sportfor sure.
Well, dude, we were talkingearlier and I was super excited
for you, but you're on a tear.
(19:37):
I mean, you told me you've got14 transactions in pipe and
you're juggling like a madmanjust keeping it rolling.
But that's when you're.
I would dare say that'sprobably when you're at your
best.
Oh yeah, for sure.
I mean you're in flow, you'regoing right.
Speaker 2 (19:51):
Yeah, you've got to take the business when it's
there for sure.
So I took a week off, took mydaughter down to Hawaii.
Her and I were well, she justturned 30.
And so my wife and her andmyself went to Maui, spent a
week down there.
Speaker 1 (20:10):
I was going to say you better have taken your wife,
not just your daughter.
Speaker 2 (20:13):
Yeah, no, the three of us.
It was my daughter's first time.
My wife and I, we've been toMaui.
This is our third time and justabsolutely love it there.
I've never been to Maui.
This is our third time and justabsolutely love it there.
I've never been to.
Speaker 1 (20:24):
Maui.
I've been to Kauai and the BigIsland.
Speaker 2 (20:28):
Once you go to Maui, you won't want to go to another.
Yeah, you won't want to go toanother island.
Good, I'll go to Maui next time, yeah do it.
Speaker 1 (20:34):
I think that's where my buddy has property.
Speaker 2 (20:37):
There's just no better place.
It has the best of everythingin Hawaii.
It has the best food.
Um, if you're there to relax,there's plenty of time just to
chill that the town does likeclose down about eight o'clock
at night.
Why, um, it's I, it's just, Iguess their way of life.
They're just very laid back andwow, that's it.
The work day ends around two,three o'clock or something like
(20:59):
that.
Um but um, there's a.
There's a lot of things to do,but then there's a lot of time
to do, but then there's a lot oftime to spend at the beach and
and chill.
It's the best food I've everhad anywhere wow yeah, if you
love seafood, which I do so, butso I I spent a week there and
then um after.
You don't like seafood butsomething smells fishy.
(21:23):
Oh, something smells fishy, so Icame back and I was just like
you know, part of it was I hadto pay for the trip, but I was
like I just have to really hitit hard right now.
Yeah and yeah, so I got.
I have 14 loans in my pipelineright now that I'm working on
how many agents.
Oh, that's a good question.
So I have one team I'm workingwith up in Layton that they have
seven total agents that I'mworking with.
(21:44):
A lot of them are newer but umnothing wrong agents um, it's
with century 21.
oh yeah, perfect.
So, um, and then I have ahandful here, uh, you know, in
cottonwood heights, and and thena couple more in in, uh, in
layton, and then, uh, my, youknow that I, I keep in contact
(22:04):
with, so, but yeah, 14 loans,about just under 5 million in
total loan volume right now.
So, and I'm adding to it everyday.
Speaker 1 (22:13):
Good job.
You were telling me and this isthis impressed the shit out of
me.
But I mean not to talk, not tobag on anybody, um, but he takes
.
He's been taking live callslike on the spot.
So his, his team, they're out.
Speaker 2 (22:28):
They're out hitting the doors and doing stuff you've
trained them where, whenthey're out rocking it, you're,
you're available yeah, that theyknow they can call me and
unless I'm on the other line, II take the I mean he literally
hops on the phone right thenwith the client.
Speaker 1 (22:41):
That's awesome and and that's I mean honestly for
the transition, the handoff,that's a powerful way Because
it's a first step.
Yeah, man, and if they're outthere talking and they're at the
door and there's a potentialand opportunity and you're
available, I mean that's so.
Kudos, dude, that's strong.
Speaker 2 (22:59):
Yeah, and it could be just anything from just
answering simple questions togiving them the peace of mind
that, hey, this is the rightstep to take right now to get
them fully prequalified.
So everyone's at a differentstep and a lot of times it's
just that comfort of knowingI've talked to a lender Based on
(23:22):
what I told the lender.
Speaker 1 (23:23):
the lender says I'm good, it takes all the guesswork
out.
Speaker 2 (23:24):
Yeah, and really with anything, the hardest thing is
taking that first step fillingout the application and then the
worry that goes into it.
You know what's going to happen.
Nobody wants to be told.
No.
Speaker 1 (23:38):
Right.
Speaker 2 (23:38):
Nobody wants to be declined.
So I try to take that worry orfear away from them and just you
know, let them know.
Hey, it doesn't matter, you maybe qualified right now or I'm
going to put you on a path thatit might take you a few weeks,
it might take you a few months,it might take you a couple of
years, but I'm going to stickwith you and get you qualified
At least you know what path youneed to take.
Speaker 1 (24:00):
And get to get on the phone with an underwriter.
Speaker 2 (24:02):
Like I said, it takes .
Speaker 1 (24:03):
It takes all the it takes all the freaking guesswork
out of it for sure.
Well, anybody in question, ifthere's a question in your mind,
you, you stop.
There's no progress, right,like that.
That question gets in the wayof any movement any well.
It stops a ton of people frommoving forward because they
don't think they qualify when infact they probably do Right.
Speaker 2 (24:23):
For something.
Speaker 1 (24:24):
And the simple opportunity to hop on the phone
with someone who has realanswers and you can jump and
bridge past any of that question, worry or fear.
Progress and movement happensRight.
It's awesome.
It does so.
Kudos, dude.
That's incredible.
Speaker 2 (24:38):
Yeah, for sure.
We did.
Start out just trying to referpeople over to me and sending
them my application link orsaying, hey, this is Bob, he's
going to call you or you callBob, and the number of people
that just ghosted us after thatfirst conversation was just way
too high.
Speaker 1 (24:57):
So that's when we switched to the live transfers
and it's a hundred percentimprovement so if you're in the
industry, did you just listen towhat bob just said?
He just gave you a big, big bigthing to chew on well, and live
transfer well and guys, moreimportantly, he he'll do it.
So he's doing it.
And if you're, if you're in thebusiness and you need a good
(25:18):
loan officer, call bob.
What?
Speaker 2 (25:21):
What about Bob?
That's right, bob, the builderof your dream.
Speaker 1 (25:25):
That's right, bob the builder.
Hello neighbor, so I've got anask from you, bob, okay, so we
talk about our trainings.
I want to send you over someeyewash today and will you reach
out to your agents and promoteour trainings for us and see if
you can't get some of youragents in there, because it will
(25:46):
serve them, but it'll.
I actually had an impression totalk to you about just part of
our coaching that we do.
It teaches you to build aspecific crowd.
You should come to our training.
Yeah, I was so dude, not thatyou need it.
Speaker 2 (26:02):
I would love to.
No, I'd love to.
Speaker 1 (26:04):
But it will help you understand the cycle that we're
pushing agents to get in.
It's a very productive cycle.
I'll tell you what you pick 50realtors, you concentrate on
them.
You pick 50 realtors and youinvite them out on a monthly
basis to the mixer and you stayin constant contact with them.
Provide value.
(26:24):
You'll have more business thanyou can freaking shake a stick
at Holy shit.
Speaker 2 (26:29):
Oh yeah, for sure, if you could just change your
mixer from.
Speaker 1 (26:34):
Thursday night that's his pool night.
Speaker 2 (26:37):
That's my pool.
I play pool on Wednesday andThursday, and then I'm also up
in the Layton office.
Speaker 1 (26:43):
Are there any of them that would allow a younger
crowd?
Speaker 2 (26:47):
Any what.
Speaker 1 (26:47):
The pool halls.
Speaker 2 (26:49):
So where I play out of is the FOE Eagles and they
have an upstairs where anybodycan be in it.
The downstairs is a bar, so youcan't have anyone.
Speaker 1 (27:01):
Where's it at?
Speaker 2 (27:02):
It's just off of Vine Street and just west of State
Street.
Speaker 1 (27:06):
Let's freaking.
Do it dude.
Can we do a mixer there?
Speaker 2 (27:09):
I think we could.
We'll do our next mixer there.
Speaker 1 (27:14):
That would be cool.
Speaker 2 (27:17):
Then you can be there and you can take a bunch of
money from a bunch of peoplethat think their shit don't
stink.
Speaker 1 (27:22):
I don't know.
Speaker 2 (27:24):
I don't know, you don't want to hustle some of
those guys there, so there'ssome really good people.
Speaker 1 (27:28):
No, we're going to bring the lambs to slaughter.
Right, we're bringing you thelambs.
I see you and all your buddies.
I like how you guys thinkEverybody will have fun with it
too.
Bob doesn't know how to playpool.
Everybody will have fun with ittoo.
Speaker 2 (27:43):
Bob doesn't know how to play pool.
Take him on.
I'm a beginner, they call mebeginner Bob.
Speaker 1 (27:50):
So yeah, dude, I'm going to send you over some
eyewash and start promoting itto your agents and get some of
your agents, Because I mean,it's all about production.
Bob, that's what I don't getwhen I sit across from a
freaking broker and we'resitting there telling them
listen, this is a free training,you don't have to do it, we do
it If we can take your peopleand they can go out and even
(28:11):
have one more deal than they hadbefore.
And then the broker tells us no, it just boggles my mind
because tell me any part inthere where they shouldn't take
advantage of that.
It's insane, Dude.
I think I've had three brokerscompletely shut me down.
Speaker 2 (28:33):
That's because they're scared.
Speaker 1 (28:34):
They're scared, they don't have the confidence.
They're so worried that we'regoing to steal their people.
Which number one?
This is not a very big,freaking market compared to
other markets.
If we were stealing brokerages'people, we wouldn't be in this
industry for very long at all,Nor would I ever do that.
The one that sticks out to meis yeah, I'm not really worried
(28:57):
about what they do.
We eat what we kill here andI'm like, wow, what a great
broker you are?
Speaker 2 (29:02):
I hope you watch this show.
Speaker 1 (29:03):
I don't know who you are, but I hope you watch this
show.
I literally said, wow, reallyHorrible attitude.
I'm like you're not worried.
I mean, bob, across theindustry right now, two-thirds
of all agents haven't even donea transaction in 18 months.
18 months, that's crazy.
Two-thirds of all licensedagents.
I mean, they have jobs andguess how many of those suckers
(29:26):
are going to drop off becausedues are coming up, man, and
it's $1,200, $1,500, whatever itis, and they're not going to
pay it because they don't haveit.
Dude, the brokers.
I know the brokers that careabout us.
Dude, the stress they go, gounder the worry they have for
their people.
It's amazing like dude they're,they're, they're in, they're in
(29:46):
that position because they carethat they're.
They've transitioned into aservice part of their business
where they're helping peoplegrow, function and and do this
business.
And when a guy like that toldme, like dude, I was, makes you
wonder I was, I was, makes youwonder how how well his
brokerage is actually reallydoing.
It sounded like he didn't givea shit because he was doing
(30:08):
business Honestly, because hewas a producing broker.
Sure.
Speaker 2 (30:14):
And he had like 30 agents.
Speaker 1 (30:15):
He's going to completely burn out his agents
Completely, or the house is justlike the head, you know, and
there are a bunch of assholesthat are only worried about
themselves.
Speaker 2 (30:28):
And that's not going to get you anywhere.
No, it's not.
Speaker 1 (30:30):
That's what I love about our system is it creates
camaraderie.
It doesn't create competition,because your 50 is different, my
50, which is different than his50.
Our mixer, when we have ourcoaching clients come with their
people.
Everyone that comes adds to thebuzz, adds to the fun and it's
(30:52):
new networking opportunities andmeeting people all the time.
Bob, the last couple we've hadwe have trainers or people that
we're training that are there.
I think we have like six orseven outside agents non-related
to the broker're training thatare there.
I think we have like six orseven outside agents non-related
to the brokerage here that arethere.
You really let's do this atyour place.
You will meet some great people.
Speaker 2 (31:12):
Well, and the cool thing is, there's quite a few,
well a handful of players that Iplay pool with that are agents
also.
Oh perfect cool.
Speaker 1 (31:22):
Well, let's, uh, let's, let's get them plugged
into our trainings because,again, I don't care if you're a
brand new agent or if you're afreaking old dog like you, and
this cat sitting next to medoesn't matter, um, it'll still
serve you.
I promise you there's, there's,if not a lot, there's something
within our training that Iguarantee will resonate with you
(31:45):
and help your business.
Speaker 2 (31:47):
Guaranteed.
It doesn't matter how new youare or how experienced you are.
You can always use training.
You can always get better.
Every single morning, I stillattend a training.
Speaker 1 (31:57):
Yeah.
Speaker 2 (31:58):
Every morning, morning ascent, and that, to me,
is a training it's getting mymindset right and you get
something out of it every day.
Every day I get something outof it.
I love it.
There's a new message.
But even if it's just to get inthat right mindset to get your
day going, I have to have it.
Speaker 1 (32:12):
We're big on that and we set them up for success.
We have them do very specificthings like affirmations and
gratitudes and reading and stuffthat's going to get you in the
right frame of mind.
So when you're ready to rockand roll, you're ready to rock
and roll For sure.
So yeah, I mean, and if you'rean agent that you feel that
(32:33):
you're actually running yourbusiness as an SOI business, I
guarantee you're not doingenough.
Guaranteed, not based on oursystem, because most of the
agents that we talk to, thatthat claim they're working their
soi, maybe do something once aquarter right should be every
day every day and multiple timesevery month.
(32:53):
Yeah, multiple.
Which is we set it up for you,we show you exactly how to do it
, we give you all the keys tothe kingdom and then and then
you can take it and run with it.
So we don't hold back, man, butI would love to get some of
your agency.
If we can't help them startbeing more productive, which in
turn helps you?
Speaker 2 (33:12):
Yeah, for sure, big time and I know they'd
appreciate it.
Speaker 1 (33:15):
Yeah, do you know the owner of the pool we're talking
about?
Speaker 2 (33:18):
Um.
I know who he is.
Speaker 1 (33:21):
You know who would talk to her?
Could you, could you help us?
I know who he is.
Do you know who he'd talk to?
He's going to ask Could youhelp us?
Speaker 2 (33:25):
I'll be back there on Wednesday.
It's the second.
Speaker 1 (33:28):
Thursday of each month.
So that'll give you an idea ofwhat the date will be.
Okay, but, dude, we can bring100 people there.
Speaker 2 (33:36):
I'll have to.
The only issue with it isThursday nights is legal.
Speaker 1 (33:40):
Oh yeah, that's true, it's going to be filled with
people, so that probablywouldn't work for that night,
like I said, they do have anupstairs, and that's something
that I can look at.
Are the pool tables upstairs ordownstairs?
Speaker 2 (33:51):
They do have four upstairs, but I don't think
they're playing league on those.
Speaker 1 (33:56):
How big is that upstairs?
Speaker 2 (33:58):
It's big.
Oh yeah, it would handle it,handle a hundred people up there
.
Speaker 1 (34:07):
Oh well, there you go ?
Speaker 2 (34:07):
yeah, so I could do it.
Yeah, I'll go talk to him.
I know, I know who the personthat runs it is, but the it's a
fraternal order, so right, theyhave um they have a board and so
I know all the board membersand uh, so I can talk to them
for sure.
Sweet.
Speaker 1 (34:23):
Yeah, let's see what we can yeah, let's see what we
can't do.
I would love to so.
Is it a?
Is it like a vet, like a vet'splace, or like the veteran?
Yeah okay, is that basically?
Speaker 2 (34:32):
like that it's, but it is a fraternal alliance club
yeah, exactly okay so it's umeagles.
What are the other ones thatare out there?
Speaker 1 (34:40):
the big, uh, what's the one with the little thing on
on?
Yeah, that's the one I wastrying to think I can't even
think of it right now, but the a.
They wear the ring elks.
Speaker 2 (34:51):
Oh, that's the um, oh , that's um freemason oh yeah,
freemason, that's nothing likethat, so that's a little out do
you wear robes, and walk withincense.
Speaker 1 (35:01):
And have a secret handshake no.
Speaker 2 (35:03):
secret handshakes no.
Speaker 1 (35:08):
What do we have to do to join?
Speaker 2 (35:12):
Yeah, there's no secret room.
There's no, you know.
Speaker 1 (35:16):
Secret underwear.
Speaker 2 (35:17):
No secret underwear, and it's reasonable too.
I love Utah, and it's it'sreasonable too.
I mean, I love utah.
They I think the the annualdues are like 35 bucks a month.
Speaker 1 (35:29):
Oh my gosh and well, it's more of a hangout, it's
just a place where we're dudesthat.
It's like a club yeah, itreally is.
Speaker 2 (35:36):
And then, um, the the pool is that's not the main
thing that they have there.
They do a lot of charity work.
Speaker 1 (35:46):
Well, we'll let them pick our charity for when we
come there.
Speaker 2 (35:48):
Okay, yeah, because we always have a charity.
Speaker 1 (35:51):
Or we direct it to them to that.
Is that how that works?
Are they a charity?
Speaker 2 (35:56):
So they're a nonprofit, Everything goes to.
I mean, they're donatingeverything.
Speaker 1 (36:00):
Yeah, we should let them pick the charity.
I like that.
That's not them.
Speaker 2 (36:04):
We put it all towards yeah, I'll be talking to him on
Wednesday, at least byWednesdays.
Speaker 1 (36:09):
Okay, sweet yeah see what happens on our show are we
gonna is there.
If it's a league play, we'reprobably not gonna get to play
pool open.
Speaker 2 (36:20):
Well, on the upper ones, there's four of them up
there.
If those are open up there, youcan play pool.
Okay, cool, we should go outanyway one other night.
I totally agree, I agree.
I suck at pool, but I likeplaying and what's crazy is most
of my adult life.
Speaker 1 (36:34):
I've had a pool table Really yeah.
Speaker 2 (36:36):
That's where you fold your laundry, or?
Speaker 1 (36:38):
that's usually what happens.
It was usually for my kids,let's be honest.
Let's be honest, lesbi, it'sfunny.
I did too, and my kids.
It would be once a week.
They made me play with them.
Speaker 2 (36:51):
Yeah.
Speaker 1 (36:52):
I don't know why I took that, but I did.
Speaker 2 (36:54):
I think we got our first one when I was about 11 or
12 years old and I played everysingle day for most of my
childhood, so you caught the bugway back in the day.
Real early.
And then when I was raising mykids and I still had a pool
table but I just didn't play.
And then it was actually duringCOVID, right before COVID, I
(37:17):
started playing againcompetitively and then in COVID
the league I was in stayed open,so everything else shut down
and they stayed open.
They had some rules.
You know you still had to wearmasks and stuff like that, but
it was just the one thing that Icould do.
Kept your sanity, yeah, andI've got a competitive spirit so
(37:37):
I played all kinds of differentsports, yeah, when I was
younger.
But as my body started wearingdown, I couldn't play basketball
anymore.
I struggled with the softball.
Speaker 1 (37:48):
But you still had the competitive edge.
Speaker 2 (37:50):
I still had that, yeah, and I needed that.
Speaker 1 (37:53):
Dart guys are like that too, Guys that throw darts
yeah.
Speaker 2 (37:56):
In fact they do that.
They have a dart league there,they have horseshoes, they have
pool.
At one time they had foosball,I don't know if they're still
doing that.
Speaker 1 (38:04):
What about a beer-drinking?
Speaker 2 (38:04):
league.
You know that's a good leagueto be in you.
You're probably pretty good atthat.
I'd be good at that, I'mcompetitive at beer-drinking.
Do you know what I?
Speaker 1 (38:13):
think it is.
I think it's the age of men.
They're competitive, physical.
They're competitive physical.
They have that desire tocompete.
Well, we can't go out andcompete with our bodies.
So we've got to compete withour brains and skill and skill.
Speaker 2 (38:28):
Which is cool, and pool was good for me and I do
enjoy it.
I play a lot, I go to a lot oftournaments and stuff.
I'm not the top guys in thatgroup or whatever, but I hold my
own and any given night I canbeat anybody, and any given
night anybody can beat me too.
So what?
Speaker 1 (38:48):
what's your favorite game?
Speaker 2 (38:49):
that's.
It's always been a ball.
Okay, but I've been playing alot of ten ball lately, ah never
heard of it so ten ball is acombination of eight ball and
nine ball.
So it with the differencebetween the two.
So eight ball, you call allyour shots.
There's no slop that counts.
You know, if a ball goes in thepocket you didn't call the next
(39:10):
guy your opponent gets to shoot.
Um, did they pull the ball?
Speaker 1 (39:14):
uh, no, no it just stays, you lose your turn you
just lose your turn.
Speaker 2 (39:18):
Nine ball uh is.
Anything goes as long as youhit the next, the lowest number
on the table.
So you start the one throughthe nine and then is anything
goes as long as you hit thelowest number on the table.
So you start the one throughthe nine and then, if anything
goes, you still keep shooting.
Ten ball is a combination.
You still go in order, onethrough ten, but you have to
call it but you have to callevery shot.
Speaker 1 (39:33):
Oh, so it's even harder.
Speaker 2 (39:34):
Yeah, so they call it rotation.
So you're going one to two tothree.
Speaker 1 (39:44):
You can get an early ten by hitting the lowest ball
in the on the table into the tenball and uh and you knock it in
and that's a win, right, um,but you have to call it.
Speaker 2 (39:50):
So if you don't call the shot, so it's a combo shot.
10 goes in and you didn't callit.
Do you lose?
No, it gets spotted.
And then that means, they pullit yeah, the ball comes out,
goes on the spot and then youropponent gets, gets the next
shot, or actually, in 10-ballthey get the option so they can
either make you take the nextshot.
So if you're snookered, meaningyou're behind another ball and
(40:13):
you have to do a rail kick orsomething to get out of it,
you're just going to hand itback to the person that just
sunk a ball that wasn't theirs,right?
So 10-ball is a combinationthat really, to hone your skills
, it's a good game.
Speaker 1 (40:28):
Is that a new game or has that been around for a long
time?
It's been around a long time.
Is that what you play in leagueplay?
Speaker 2 (40:34):
On Wednesday nights it's strictly 8 ball.
Speaker 1 (40:36):
Okay.
Speaker 2 (40:37):
And then we just started at 10 ball also, and
then on Thursday nights it's atrio division, so you play um
two games of eight, two games ofnine, two games of ten, and
then we do a scotch doubleswhere you're um you have to
drink scotch while you'replaying all of the wives are at
home going.
Speaker 1 (40:52):
When are you guys coming home?
Speaker 2 (40:55):
no, scotch, you're.
You're rotating shots.
So, like aaron, if you and Iwere teammates, I make a shot, I
try to set you up for the nextshot you make, that it goes back
to me and you just rotate.
And it's actually kind of funbecause you've got to put your
You're thinking about yourpartner?
Yeah, exactly yeah.
And so you've got to look attheir skill level.
What kind of shot are theygoing to be able to make and
(41:18):
make sure you can move the cueball around to get you in a good
position?
Speaker 1 (41:24):
I'm just busy trying to put something in the hole.
Speaker 2 (41:26):
Yeah, well, I mean, that's the number one rule they
say in pool is just make yourshot Right.
The number two is set up foryour second shot, but you can't
set up for your second shotwithout making the first shot,
number one, right so number one.
Speaker 1 (41:40):
I like it.
Dude, I remember when youhosted the Morning Ascent and
you read a little bit out of thebook.
Speaker 2 (41:48):
Yeah, it's called the Inner Game of Tennis, which is
kind of crazy.
It's about tennis, but it's allabout the mental part of the
game, whether it's tennis,whether it's even what we do,
for we're living, I'mprospecting for new business
(42:09):
it's.
It's being in the right mindset, not overthinking.
You know, in relying on whatyou're naturally, naturally good
at.
So, like in pool, you stop, youpractice and practice to to get
rid of all the bad habits andand to get muscle memory on
making the shots.
And then you get intotournaments and you start
overthinking.
Okay, I've got to keep my headdown.
Then you revert back, yeah, andwhen you start thinking about
(42:32):
things, it throws you off, andso this is all about get that
out of your head.
When you're playing, rely onwhat you've practiced, what you
know, get a clear mind and justmake shots.
And it's the same thing withtennis that could go for
anything.
Speaker 1 (42:46):
It is it.
That's great.
Advice is like you know, you'vedone all the preparation.
Now just turn it all off andplay.
Yeah, I like it.
Speaker 2 (42:54):
Yeah, and when you get frustrated, you, you, you
take your you know 20 seconds orwhatever it might be, reset and
then reset and just forgetabout it.
So you have to have, really youhave to forget about the last
shot, get it out of your mindand just start over.
Speaker 1 (43:12):
It's funny because I was telling Aaron I saw a quote
this morning.
Yep, I was just thinking this.
Speaker 2 (43:18):
I'm not going to.
Speaker 1 (43:19):
I'm going to beat it up, but here was the context of
the quote.
It's basically build your lifenot based on your past, but
based on your future.
Too many people build theirlives based on their past and
the problem is you're settingyourself up I mean all your
(43:43):
negatives and all that crapthat's gone on in your life.
You can't build your life onthat.
You've got to build it onwhat's in front of you and where
you can go, not where you'vebeen.
Speaker 2 (43:48):
That's always the next best move yeah.
Speaker 1 (43:50):
Yeah, it's good stuff .
Well, Bob, thanks a ton forcoming on Such short notice.
Dude, we love you man.
Speaker 2 (43:56):
Oh, it was great.
Anytime I can help you guys out.
Speaker 1 (43:59):
Yeah, Well, you know that's two unreal cusses just
yakking at each other.
We bring in a little bit oftalent and it helps out.
Yeah, it's fun to have someoneto talk to and be able to.
Yeah, absolutely, what are?
Have you looked at rates today?
Speaker 2 (44:15):
Yeah.
Speaker 1 (44:16):
Okay, what are rates today?
Speaker 2 (44:17):
So rates?
Right now, conventional ratesare in the kind of mid to upper
sixes, so six and five-eighthssomewhere in there, and they're
up and down All day long.
I'm watching the bond market tosee what the rates are going to
do.
Fha, government rates, fha, va,lowers sixes and then we can do
(44:41):
pretty much anything.
I mean, the nice thing aboutour business is, if I need to
get a payment and I need to geta rate down, there might be a
cost involved to it, but I canget your rate down to where
you're comfortable with thepayment.
Same thing if you're short oncash and you need some help for
closing costs, you can pay alittle higher rate on the loan
and I can do a lender credit andget your cost down.
(45:02):
Nice.
Speaker 1 (45:04):
So when somebody asks me what the rates are, or if
you have a good agent, they cango and negotiate and help you
out there too, oh 100%, butsometimes you're maxed out on
how much concessions you can getyou know, and then you might
need a combination.
Speaker 2 (45:16):
You might need some seller concessions and you might
need some lender credits, youknow, to help you with those
closing costs.
So yeah, so it's kind of aloaded question where rates
because rates are, I mean thingsof what you're changing all day
well, in every transactionsdifferent, right so but where
there's a will, there's a way.
That's what you're saying andthat's where my background comes
(45:37):
in.
You know, I've underwritten soyou know what they're looking
for well, yeah, I'm really goodat finding out what your needs
are.
You know not what your wantsare.
I mean, I get to the nittygritty.
You know you may want a lowerrate, you may want, you know, a
low payment, but why do you wantthat?
I mean there has to be a need,there has to be a reason for it,
and when I find out the need,then I can structure the loan
(45:58):
and and so I ask a lot ofquestions because I want to make
sure I'm giving them the rightdeal for them and I want them to
walk away with a positiveexperience.
Speaker 1 (46:09):
Bob's your guy.
Give him a call.
Bob, over at Inspiro.
What's your phone number, bob?
Speaker 2 (46:14):
801-842-4487.
Speaker 1 (46:17):
Say it one more time 801-842-4487.
Speaker 2 (46:22):
Perfect.
Speaker 1 (46:22):
Well, bob, thank you.
Thank you.
Thank you for coming on Beardson the Street man.
Like I said, we love you,brother.
You're a brother from anothermother in our circle.
You guys are the best and.
Speaker 2 (46:32):
I appreciate this opportunity to sit down with you
and talk to you.
Speaker 1 (46:35):
You, betcha bro, have a fantastic day.
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I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace. I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com