June 16, 2023 • 53 mins
Are you brave enough to face the storm and discover success on the other side? Well, strap in as we tackle the real estate industry's current climate and share how a buffalo's approach to a storm can be a game-changer for agents looking to thrive in today's market. We also reveal the dangers of agent burnout and explore creative strategies for business growth by using old-school tactics like mailers and public data to leave a lasting impression.
But wait, there's more! We dive into the importance of neighborhood dominance and how agents can outgrow their fear of door knocking to unlock unexpected opportunities. You'll learn how to maximize your business potential through effective database management and building genuine relationships with your sphere. Trust us, you don't want to miss out on our experiences and wisdom that can help you conquer the real estate storm.
Lastly, we challenge you to embrace the power of database building and bless others by converting strangers into friends. Discover how we're all just two people away from knowing everyone in the world, and how leveraging this fact can skyrocket your real estate opportunities. Are you ready to turn the tables on the storm and create a thriving real estate business? Then don't miss this insightful conversation packed with valuable advice and actionable tips for navigating the real estate industry storm.
If you enjoy our content, please like, subscribe, and share. You can also catch the show LIVE @ facebook.com/freeforallfriday and make sure you stick around after for "the afterburner"
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:02):
you're listening to the number one live call in
podcast for real estate agentsand professionals all around the
world.
World-class gas breaking newsand you with your host, johnny
awesome And Jimmy fantastic.
You are on free for all Friday.
Speaker 2 (00:26):
Morning, good morning , good morning everybody.
This is Jimmy.
Speaker 3 (00:29):
But it was for my creator, positive energy, a
secret.
My kids know me as daddy andJimmy.
Did you notice that I'm wearinga flower shirt currently?
Speaker 2 (00:38):
I do.
Speaker 3 (00:38):
You look fantastic Oh thank you I was going for
awesome, but that's okay.
Speaker 2 (00:42):
I went purple today.
Speaker 3 (00:44):
I like that.
You know it's you know it'sreally interesting how many
people are into grimacesbirthday this time around?
Speaker 2 (00:49):
I know Well, I want to get the shake.
We, that's what we should do.
We, we grimace shake.
Speaker 3 (00:53):
We should do live.
If somebody wants to bring us agrimace, shake.
it's currently seven If you'relistening to the I guess it's
too late, although I would.
I would say, if you arelistening to the podcast at any
point in time, if you want totry out Detroit with a shake
Jimmy and I are pretty muchalways here We will take it.
Yeah, we'll always take a shake.
I've always wondered whatgrimace tastes like.
Speaker 2 (01:13):
Yeah, they just melted them because he was a
nice cream pop, right?
I don't know why grimace wasweird Big purple thing.
Speaker 3 (01:20):
He was always the big purple thing marketing one on
one.
Either way, you know it'sinteresting about flowers, jimmy
.
Even the heartiest of flowersis still delicate, and I was
thinking about this yesterday.
If a flower is left to grow outin the wild, what go ahead?
I don't know that they're thatdelicate They are.
Let me.
Let me explain why, right Cause, watch this.
(01:41):
Even if they were to grow outin the wild, right, they do grow
in the wild.
They yeah.
Even if they were to, they theywe call that default stage Right
, they live by default state.
But if they were to be underthe right hand, they can bloom
(02:01):
bigger, brighter and beautiful,more beautiful than they ever
could by themselves.
And, on the contrary, in thewrong hand they can wither and
die.
Now, like you said, well,they're hearty and anything.
But if a flower falls in thecrack of cement in a driveway
somewhere in Detroit versus in agreenhouse, you will see
(02:23):
definitely the differencesbetween both the flowers, even
the heartiest of them.
Speaker 2 (02:30):
What if it grows between?
Speaker 3 (02:31):
the cement crack and the sidewalk and I will shake
loose the chains of mediocrity.
stop out the flames ofcomplacency and ask every person
I meet, just like that flower,why have good when you can have
awesome?
Speaker 2 (02:48):
Yeah, you know what I'm noticed on here too.
What's that, jimmy?
like I return to every time weturn this light on and we're in
a we're on a slightly it'salways on me.
Yeah, We're slightly.
we're in a slightly different.
Speaker 3 (02:58):
You literally haven't pointed to you.
That's what you're right now.
That's where you were focusing.
Speaker 2 (03:02):
Yeah, We have it on a slightly different angle right
now, but no, I'm glad it's notin my face.
Speaker 3 (03:06):
It's always it's always in mine.
It's very, very bright.
Yeah, that's why I can't lookdirectly this way at all.
Speaker 2 (03:11):
Right, but it's funny because I we were on a
different angle and I we had adifferent angle for that, and
that's still.
it's just you.
you attract the light, johnny.
Speaker 3 (03:19):
Absolutely So.
Uh, so you know, one of thethings that we wanted to talk
about is we are in a very uniqueindustry.
Uh, right now, and the time youknow it's, it's as much as we
keep saying that the actions andwhat needs to happen still
stays the same, and I wasthinking about this while I was
(03:40):
waiting to get in here.
Good morning from California.
Um, is, you told a beautifulstory.
I'd love for you to talk aboutthat.
I'd love to analyze this.
The Buffalo versus the cow Canyou talk about that, jimmy?
For?
Speaker 2 (03:54):
sure, man, it's, uh, it was.
You know.
I heard it a while ago and andit resonated with me really,
really well, and like the.
So the difference is between aBuffalo and a cow.
Right Now, they're both in thesame pasture, they're both in
the same field, they can sharethe same area, but if a storm
were to roll in, cows run awayfrom the storm right.
(04:18):
So cows get scared of the stormand they run away from the
storm.
Buffalo, on the other hand, runtoward the storm.
Now, the amazing part about thiswhole thing is the storm is
going to move where it's goingto move anyway.
It's going to go in that.
It's going to go in thedirection that's going to go in.
The cows that are running awayfrom are going to get caught by
the storm at some point Andthey're going to stay in the
(04:41):
storm longer than the Buffalowho are running toward it.
Because the Buffalo are goingto run toward it, run through it
, and it can be on the otherside.
The storm is going to continuerolling that one direction.
It's going to eventually catchthe cows anyway And the cows are
going to stay in the stormlonger where the Buffalo are
going to run through it and beon the clear on the other side
and find the sun at some point.
I think that that's so great.
Speaker 3 (05:02):
And, and you know, when, jimmy, when Jimmy talked
about the story during ourmeeting, i brought up a couple
of things that I think arereally exciting.
I brought up, you know, worse,worse than the cow or the bison
or the Buffalo Buffalo thing isis the animal that stands there
and doesn't even know that thereis a storm happening.
Yeah, and I think that this iswhat's happening in real estate,
(05:25):
and there's so many people thatgot in the last couple of years
and some of you don'tunderstand and don't really know
where we're at right now andwhat's happening, just like the
Buffalo that ran to it.
Now, some of us are stuck andwe're allowing the storm to
happen to us and you know, we're, we're like cows, we're running
(05:47):
, running, running, scared.
But you know, the thing is, isthe senior Buffalo's, i would
say they understand that on theother side of every storm is
what, jimmy?
The sun, because storms don'tlast forever, Right, and that is
something that we have to keepin mind, because it's almost
like I don't know if you'veheard this, but you have these
(06:08):
agents that have started andthey, they don't understand the
full cycle of things yet, right,and because of that, they're in
this like almost depressing andnothing's ever going to happen
mood and it's absolutely killingtheir business right now.
Speaker 2 (06:21):
And the funny thing is the market.
It's still such a strangemarket and that's kind of what I
talked about earlier was likethe lack of inventory right, so.
So I recently listed a houseand I didn't even put a sign out
Yeah, it's sold.
I put it on Thursday, we had itaccepted offer by Sunday and
(06:42):
the sign never got delivered, soI just canceled the sign.
I never even put a sign out.
So To an agent that hasn't metin the business very long,
they're super excited about that, right?
Oh, my god, how cool is thatyou need to put a sign out, yeah
.
Speaker 3 (06:55):
Yeah.
Speaker 2 (06:55):
I'm like no, i kind of sucked.
Speaker 3 (06:56):
Yeah, yes.
Speaker 2 (06:58):
Yeah, I couldn't advertise right like.
I couldn't get my watch rightright, right, and you understand
that's.
Speaker 3 (07:04):
That's so fast That you don't have anything else
Replacing that in your correctSee, and that's again.
This is.
This is the mindset of peoplethat have been in the business
for a really long time.
I'll never forget SteveStockton saying and it always
stuck with me He always used tosay that closing day should be
the worst day for a real estateagent the worst day and new
(07:25):
agents have no idea Why.
That is like it's exciting.
You got it closed, you'regetting a check finally, hooray,
until you've been in thebusiness long enough to look
back and realize you just tooksomebody out of the pipeline.
Yeah, and if you haven't putsomebody back in the pipeline,
then you're you're a cow.
Speaker 2 (07:48):
Yeah, but like for that analogy, you're right and
it's it's.
how many people can I keepadding into this pipeline?
Right?
Yeah.
Yeah, you have to wake up inthis business every day and and
I guess it's true, and andprobably every business right,
and every sales business Thatyou wake up unemployed every day
, right, you know, you know, ieven think back to my time at,
(08:11):
like, foot Locker, right, like ICould sell 10 pairs of shoes
today, but if I didn't go sell10 pairs tomorrow I was in
trouble.
Speaker 3 (08:20):
Yep, you know, so it's like, but see it's it's
like take that analogy and thentomorrow The Foot Locker only
has three pairs of shoes.
Yeah, i only have three shoes,right, but you still have the
same 10 customers.
Speaker 2 (08:33):
Yeah, like how screwed up with that, ben Jimmy,
and that's really what we're.
That's where we're at, likethink about.
Speaker 3 (08:39):
Think about this How matter you when you show up to a
restaurant like McDonald's andlike their shake machines down
out of mix for the day, yeah,and you know all the customers
are waiting to get it right Like, and they there's nothing they
do.
There's nothing you can doabout it.
Everybody kind of getsfrustrated.
Speaker 2 (08:55):
Yeah, and that's like you said.
That's a great point.
That's what we're facing rightnow in real.
That's what we're out of.
Shake Our ice cream machine isdown ice cream machine is down.
Speaker 3 (09:05):
So what is it that you have to do in order to churn
some ice cream?
Look, if you work at this is.
I love this analogy.
If you work in a McDonald's,you're depending on a machine to
do it, right, but if somebodywas smart enough to have their
own Restaurant, their machinegoes down.
Customers are asking for it,right, and they've got a line of
(09:25):
people sitting there.
If you're the business ownerand you're really taking the
serious, you're trying to figureout Where do I get the ice
cream from?
yeah, and if that means thatyou got to go churn some ice
cream, you got to go churn someice cream because you got people
that you have to serve.
You know I'm so proud of of, ofThis newer agent that I've been
working with Getting on thephone last two weeks solid
(09:47):
appointments.
Yesterday, the first day on thephone with expires and and nail
the really good lead Right outin.
I can't remember somewhere, butthe point is, is there's
there's still business out thereto be had?
yeah, there's still circleprospecting the lead that she
got off a circle prospectingalone.
Here's people that he's flatoutside.
Yeah, if I get the right price,i'd sell my home here somebody
(10:09):
that was never on the market.
Right, this stuff still works.
If we were to do this as anindustry and the crazy part is
there's still expireds is Yeah,yeah it's still expired.
They're still there.
Speaker 2 (10:22):
Yes, a lot of them Yes it's and and and and the
thing that I always liked aboutexpireds.
They've already been throughthe process, like they've
already put their home on themarket.
They already understand thecommissioner.
They already understand thatthe, the, the, the showings you
want to be like right open house, they get, they get it.
They're just pissed off thattheir house didn't sell right,
(10:46):
right.
Speaker 3 (10:47):
So how do you go find your own ice cream, right?
how do you make that?
churning ice cream is a lotharder than just having a
machine do it for you.
You have to put some elbowgrease and work into it, and
that's where we're.
That's where we're getting to.
And, jimmy, i've been talkingabout this for two years that
there's a shift and the shift ishappening, but it's not
(11:08):
happening in the might, the thehousing market.
It's happening in the realestate market.
The shift is we went fromreally, really easy to now you
have to do work in order to getwhat you need to get for this
year.
Right, and That is that's wherewe're at.
And again, the newer agents.
It's interesting Why?
(11:29):
why do you know thecontinuation of the story?
Why do the Buffalo Run to thestorm?
because they really are tryingto get to the Sun.
Speaker 2 (11:38):
Yeah, because they're trying to get to the other
there they.
They go to it because they knowit's a shorter time to be in it
and and the cows.
Speaker 3 (11:44):
They run away from it because are they just stupid?
They're just scared.
Speaker 2 (11:48):
Oh, they're scared.
They're scared of the storm sothey're trying to run away from,
but they end up staying in thestorm longer.
Speaker 3 (11:53):
Well, here's the other thing that happens too.
You know what else happenstheir cows.
Right now I kind of I kind ofrelate to the cow, right, I bet
you they get tired.
Speaker 2 (12:03):
Think about it.
I mean, you can only.
A cow can only run for so long,right, and there's constantly
in the storm because they'reessentially running along with
it.
Speaker 3 (12:11):
Yeah.
But here's the funny part intheir little cow brain.
I wonder if they're thinking tothemselves because they've ran,
they ran, they ran, they ran.
Now They're so exhausted Theycan't run anymore.
They're gonna have to stop andthen guess what happens.
The storm goes through.
And I wonder if they think tothemselves see, i Made it.
Yeah they're sitting thereexhausted and they don't have to
(12:32):
be and they're laying on theground and right like and then
Grimace comes and they turn theminto big Macs After they milk
them.
I'm gonna name you number one.
Speaker 2 (12:50):
Yeah, but they milk them for the shake Into the
burger.
Speaker 3 (12:53):
Yeah, that's interesting.
Speaker 2 (12:54):
That's a really interesting, interesting thought
and maybe that's why they'reout ice cream.
Speaker 3 (12:58):
But you know, it's the same thing that we're seeing
right now.
Right, because of the cows,right, It's the same thing that
we're seeing right now.
There's, there's agents I'mtalking to.
They're telling me that they'recompletely like they're getting
burned out, and it's crazy,because the reason that they're
getting burned out Is it becausethey're spending their time
doing the things that they needto do in order to get the
(13:19):
business that they want to have.
They're getting burned outbecause they're running through
the storm and running is theactivity and they're getting
worn out because there's nothingProducing from that.
Speaker 2 (13:29):
Yeah, and it hears it .
Here's the hardest thing aboutabout business and and getting
agents to understand this too isis A lead is not a client right
.
A lead is a lead right, and themore it's a numbers game, the
more leads I can put in, themore business I'm going to
eventually get.
And I'm not going to getbusiness from every lead that I
(13:51):
get.
I'm going to get business fromthe leads that are eventually
going to do something and I wantto make sure that I've that,
i've that, i've captured a lotof them and put them in my
pipeline and But it's it's, it'syour right, that mindset of of
I have to keep just addingpeople to this business of mine
(14:14):
and I can't stop adding peopleto this business of mine.
And Yes, it is a strange marketright now And yes, it is hard
out there and it is differentright now, but It still is just
the business and you, you knowthere are going to be agents
that get out of this business.
Speaker 3 (14:35):
Right, because it is hard.
They're gonna lay down and justwait for the farmer to come.
Yeah, pick them up.
Speaker 2 (14:43):
Yeah, but, but like that.
But they are, they're justgonna, they're gonna give up,
they're gonna get out of it.
They're gonna lay down, likeyou said, and then when that
storm goes through and we getback to a market where it's
easier to sell and buy, thenthey're gonna jump back in yep,
(15:04):
and.
Speaker 3 (15:04):
And the crazy part about it all is there's gonna be
the space or they don't, andthey become one of those many
people that we Heard of thatsays well, i had a real estate
license once.
Speaker 2 (15:13):
Yeah, they'd be become a fizzball ten years from
now, and they're like I had awhile I'm a.
I know what I'm doing, Yeah.
I'm a real estate agent.
I was a real estate agent.
Yeah, I have my license right.
Speaker 3 (15:22):
You know the thing for the agents that come back
and we see this happen a lot too, in fact, some of them they
don't even, they don't even have.
How do I?
how do I put this?
kindly?
I'm gonna do it this way Someof the agents that they come
back, they don't realize howmuch business.
They gave up in the middle, yes, and they never gave themselves
a chance to grow.
And some of them, they, theyjust they'll even let their
(15:44):
license laps, yeah, and thenthey're, and they're like, oops,
this is a mistake.
And then they come back, like wesee these in these trends,
right, we're just in a trendright now and when, when they
come back, the first thing thatalways hurt and I and, by the
(16:05):
way, i just want to leteverybody know The line was
muted, but it is, it is open andlive now.
So you can call us at 3136 or 4, 4255.
That's 3136, 4 for all, is ourfree for all Friday line.
But the The, the people thatcome back, like the message that
they always have and I alwayslisten to them because in the
(16:28):
classes They usually have havethis, at least the classes I was
at they're like who has lefttheir license laps?
and what do you want to tellthe class?
and they always say don't do it, because then you have to go
through the class all over again.
Yeah, don't let your licenselaps.
Keep it alive.
At least put it in holdingsomewhere right, Yeah and It
says and Dave, he's got aquestion for us What?
(16:50):
I'm not selling a house to all50 leads I have this month.
You're not What?
Yeah, why?
that's weird, did I read?
Speaker 2 (17:02):
that right, i'm not selling a house.
So I think what he's saying ishe's adding 50 leads this month
and he's not gonna sell a houseto all 50.
Speaker 3 (17:11):
Yes, this is true, Although you could, you could,
regular Dave, all you got to dois get some regular Joe's on the
phone right, and yeah, itreally, really.
I mean you know thatinteresting, how many, how many.
If you really tried, right,like, this goes back to the 90
and 90 thing.
If you really tried To find onebuyer, one home, for each buyer
(17:37):
that you're currently workingwith, right, if you really tried
doing that and went balls tothe wall and just ran for it,
how much damage could you do?
right, right, like.
I think you could really make adent in the business,
especially when you sit down.
And what are some of the goodold school tactics to do this?
guys?
You go into realercom,realercom.
(17:58):
You go into real comp if you'reon our MLS or whatever MLS
system that you have, right, yousearch for the type of home
that people are looking for inthe MLS, you pull the list, you
print out the public data fromit right in PRD And you do a
good old fashioned mailer.
You match the names andaddresses against phone numbers
(18:19):
and then you call them.
The crazy thing is, we used todo this back in the day and we
used to get those big, thickbooks.
Some of you guys might rememberthis.
You were in real estate longenough to remember the big,
thick phone books.
You could order a city or a roadand they would send you an
actual book.
That stuff is all online now.
You can go and do that, and isthat?
(18:39):
what I just described soundslike a lot?
This is the churning, the icecream for the customers.
So now you're sending apostcard out into a neighborhood
where you have a client thatwants to live, to all the homes
that specifically match whatyour client wants.
Then you pull a phone recordfor them and now you're calling
them.
So they're getting a card fromyou, a call from you, and, if
you really want, you can walkthe neighborhood and you just
(19:02):
keep doing that.
Right, you farm for your buyers, we farm for ourselves.
Why not start farming for yourbuyers, right?
Speaker 2 (19:11):
I mean, if you have a client and I've heard this, how
many times have you heard this?
Oh, i got this really pickyclient.
He's very.
they're looking for a veryspecific home and a very
specific neighborhood And that'sthe only place they want to go
to.
Speaker 3 (19:24):
Yes, yes.
Speaker 2 (19:25):
Go find a house in that neighborhood, right, go
door, knock that neighborhood,bring out the you know, bring
out a flyer right Door, knockthat neighborhood, doorknock
that very specific subdivisionRight And doorknock that
subdivision and say I have aclient that's ready, willing and
able to buy in thisneighborhood.
Have you thought about sellingyour house?
(19:46):
And you might find one.
You know, i think I've talkedabout this before, but it's one
of the things Jim Schaefer overin Royal Oak had talked about.
He had talked about theneighborhood that doorknock had
talked about.
He like one of his very firstclients ever.
(20:07):
It's exactly what he did.
He had a client that waslooking in Pleasant Ridge and
that was the only spot they werelooking in.
So he printed out a flyer ajust a black and white flyer off
the copy machine and doorknockall of Pleasant Ridge and had a
ready, willing and able buyer inPleasant Ridge.
(20:28):
He was done doorknocking thewhole neighborhood and he was
getting ready to get back in hiscar and leave and there was two
women walking down the streetand he said well, i'll give it a
shot.
What the heck.
Went and talked to him, saidhere's a flyer.
I got somebody that's lookingin the neighborhood.
The woman said oh, this isfantastic, We're moving.
(20:49):
My husband got relocated forwork.
We're moving.
Can you come by the housetomorrow?
Sure, So he goes by the house.
So the buyer he had couldn'tafford the house that this woman
was selling, but that was hislisting.
He got the listing in PleasantRidge and that was one of how he
started this whole thing.
Speaker 3 (21:08):
This is the craziest part about this, jimmy.
This is where, like if youhaven't thought about this and
maybe you didn't know about thisapproach like this is actually
a really exciting approach forwhere we're at today's day and
time, because back in the day,when people used to do this all
the time, i remember reading amagazine article and they had
(21:28):
the owner of real remix out in abaseball cap and jeans.
Back before that was somethingthat you could do right, cause
that was kind of his thing Andhe was door knocking.
The CEO of remix was knockingon doors and they did an article
about how he's out there everyday still knocking on doors.
The thing was back then youused to knock on doors, you'd
get the listing and then you'dwait six to nine months before
(21:50):
the thing sold.
Speaker 2 (21:51):
Right.
Speaker 3 (21:53):
Like today.
You know, like if you get onthe phone, like I said yesterday
during this call session that Iwas doing with this agent, she
got on the phone with somebodyand even though her client was
looking for a three bedroom,this didn't have as many
bedrooms as the client needed.
List the house.
It's going.
Speaker 2 (22:10):
It's going to sell tomorrow.
Speaker 3 (22:12):
Like it's, it's, it's a, it's a, it's something that
we definitely, you know, need to.
again, it's the fundamentalbasics of churning your own ice
cream and going back to why youknow, and again, i get it.
Like you know, jimmy, we, wetalk to agents all the time and
they, they they're not alwaysall about the phone, but the
door knocking thing is still athing that you can do.
(22:34):
Yeah, and here's the otherthing about that neighborhood
right, when he went out to thatneighborhood, one of the things
that you'll find a lot workingin this business is that your
client is going to end up in ahome, sometimes completely far
away from where they said thatthey wanted to be, right.
So while you're door knockingand looking for those
opportunities for them,opportunities for you to grow
(22:55):
your business are going to showup.
at the same aspect, you havethe opportunity to not just to
do it there.
but what happens if you wentand dominated the next
neighborhood over two andspecifically targeted homes that
your buyer was looking for?
Speaker 2 (23:08):
Yeah.
And when you say dominate,Johnny, what does that mean?
Like percentage wise, what do Ihave?
If I'm going to dominate aneighborhood, how much
percentage do I need to sell inthat neighborhood?
Speaker 3 (23:18):
That's a great question, that's a real great.
What do you I mean?
what do you think it means?
Speaker 2 (23:21):
I mean like if you're dominating, let's say, if I
wanted to dominate.
Speaker 3 (23:25):
I can tell you right now it's not a high percentage
That's like 8% or less Or less.
Cause the average agent in anygiven subdivision or
neighborhood.
Now, that being said, there'ssome old school neighborhoods I
know of.
Like I said, i come from youknow the longest standing
brokerage, as that was KW incommerce and Stockton.
Steve Stockton was one of thelargest agents out there.
(23:46):
He's one of the I think inMichigan he's one of the largest
like undercover not undercover,but he doesn't have billboards
and he doesn't have a coachingcompany and all that other stuff
, but he makes as much money, ormore money than those guys.
He just does real estate And hejust does real estate Right.
And so there are a few areasthat if you were to walk into,
like everybody says no, no, thisis Steve Stockton's area, right
(24:09):
.
However, it's very far, few andfar between that.
You're going to find not everyneighborhoods like that And most
neighborhoods.
If you see three signs of thesame person in there, they're
dominating that neighborhood.
Yeah Right, like they're.
They're the person cause you'reseeing their signs everywhere,
everywhere There's three,Absolutely.
(24:31):
And good morning Fabian, It is,it is.
It is not as hard as as youthink, but the work is still
there in order to be able to dosomething like that, Right.
Speaker 2 (24:43):
Right, and it's.
that's what I mean.
It's so funny when, when youhear agents, it's good because
we, we just make up excuses allthe time too.
You know what I mean.
Like oh, i can't get into thatneighborhood, that neighborhood
is dominated by, so so so it'slike an agent, you know.
Oh, i that neighbor, that agentowns that neighborhood.
They sold three houses in thatneighborhood.
Speaker 3 (25:01):
Right, there's a thousand houses, But see that's
what's funny is what we justsaid is is the the person?
that's what we just said.
Just because they sold threehomes in that neighborhood
doesn't mean they're theneighborhood realtor, right,
right?
Or that anybody would use them,or everybody would use them,
right, breaking into aneighborhood and you know again
what happens.
(25:22):
Jimmy, and I know that you knowthis, and it's the one thing
that we try to teach you guys alot.
All of this stuff is fear,right?
I don't want to do the thing Iknow I need to do And because of
that, my brain, which is veryintelligent, is going to aid me
in coming up with the excuse asto why I don't need to do this.
In reality, the very thing thatyou're using as an excuse is
(25:45):
actually the power behind thewhole thing.
If you have buyers right nowthat are actually looking for a
home and you're not prospectingfor your buyer on their behalf
in these neighborhoods, you'remissing out on a huge advantage.
Yes, how many people callfizzbows and say I have a buyer
for your home, i'd like to showup?
and it's a complete lie.
(26:06):
Yeah, with a capital B?
Yeah, it's a complete lie.
They're reading a script thatsays that.
Right, but when you actuallyhave Jenny who's looking for
that home, utilize that.
Yeah, call the house andactually say hi, i'm working
with Jenny.
She is looking for a home, alot like yours.
She's a real person.
Speaker 2 (26:27):
She's really looking And say it just like that, yes,
like be like, hey, she is a realperson.
I do have an actual buyer.
Speaker 3 (26:35):
Like I get that this sounds like a sales line because
we've been, you know, into myindustry.
Some people think it.
Speaker 2 (26:41):
Yeah.
Speaker 3 (26:41):
But yes, jenny's looking for a home.
Yeah, And Jenny, i got yournumber, jenny.
Jenny, who can I tell you Who'sthinking of that?
Speaker 2 (26:50):
Who can I tell you?
But yeah, i mean like I've donethat.
You know I've done deals withfizzbows, right Where I got my
buyer into a fizzbow Well, noteven just fizzbows, but again
going back to.
Because this is part of they'renot on the market, correct?
I have to now find somethingthat's off market and a fizzbow
is off market, right, you know?
(27:11):
or an expired is off market,like I can find these things if
I have the client that's lookingin a very specific area.
Speaker 3 (27:17):
Now, here's the other thing, and this is why it's
very, very important tounderstand that there is today
business, but there's alsotomorrow business to bank on,
because, yes, you can find thatoff market property today to
list today, but don't throw awaythe person that says we're
probably not going to doanything for the next one or two
years, because if you start tocompile those, then the next one
(27:41):
to two years you become thesupplier for the entire market,
right, and there are theseagents out there that have
figured this out that are havingtheir best year ever this year,
because they have so manypeople last year that told them
they were going to wait tillthis year.
They wanted to see how thisthing went and when Trump
finally got arrested andwhatever.
Whatever happened in the market.
Speaker 2 (28:00):
And you know when grimace came out with those
shake.
We build a railroad from theAtlantic to the Indian Ocean.
Speaker 3 (28:05):
Right, they want to, they want to wait, and so we
have enough of these people.
And now you'll see these agentsare thriving this year because
they finally have enough of them, where some of them are
breaking.
And then there's a whole otherpool that's going to wait till
next year because of XYZ reasonRight, and they really do have
that reason, and there's nothingthat you can do to nudge them
or push them off the fence,although you can try, that's OK.
(28:28):
Now you've got this giantdatabase of people that are
going to do something nine to 16months down the road and you
become a supplier all of asudden.
Speaker 2 (28:36):
Yeah, and the other thing is too.
it's funny.
I had a client a couple ofyears ago.
That is funny.
Tell me like I want to buy ahouse.
They were downsizing.
Speaker 3 (28:48):
Yeah.
Speaker 2 (28:50):
And she literally said but I'm not going to get
into this bidding war stuff, i'mnot going to do this, we're not
in that much of a hurry, i justwant a downsize.
Yep, okay, cool.
So we said I'm a couple things,went out to look at a couple
condos Bowen she really likedand we didn't get her offer,
except if she, her offer, gotbeat out.
(29:11):
She immediately came back afterthat and said that's it, i'm
doing this.
I want to raise my price.
I'm gonna do a praise orguarantee, i'm gonna.
I said whoa, whoa, whoa.
What happened to not gettinginto this bidding war thing?
Speaker 3 (29:26):
right.
Speaker 2 (29:28):
She's like that's what happens when I lost out on
the first one And it became likethe thing of.
She then became very supercompetitive and then we ended up
getting her into everything Shewanted.
But But it started out as I'mnot gonna do this bidding war
thing, i'll wait, i'll havepatience, i'm not gonna do
anything right away, but all ofa sudden, all of a sudden Oh,
(29:51):
we're going above this, we'regoing above that, we're gonna do
this, we're gonna do that.
and I was like a hold on and Ialmost talked her out of like
rushing into this thing, butthen I didn't talk her that much
out of it because You know, iwanted to sail Right you know,
and that's.
Speaker 3 (30:06):
this is again one of the reasons why You know, here
on our team Huh, that's funny onour team on our team.
Speaker 2 (30:14):
Yeah, I don't know.
Speaker 3 (30:16):
Yeah well commercial coming out soon to actually
jumping into the afterburner.
I'm gonna, i'm going to try.
I'm trying to get set up rightnow to show a sneak preview of
something.
So if you're listening to thepodcast, after the fact of it
being live Again, at the end ofevery show we do an afterburner
about 15 to 30 minutes of justrandomness.
(30:37):
That happens live every Friday.
So if you join us live, you getthe advantage of that and we're
starting to show video snippetsand stuff like that in between
too, so you get a chance to seesome, some other things.
But you know, it's one of thereasons why I teach the hot
nurture watch, because you don'tknow when that client's gonna
flip.
And one of the things that Ipulled together that I showed
(30:58):
during presentations now is Thedifference in how the market
today.
Somebody will say they want towait, so they jump into this
waiting game, and now you thinkyou have a client That's gonna
just they're just kicking tires,but all of a sudden, just like
you said, they get activated oneday and like, all right, it's,
today is the day and it has tobe.
Today is the day.
If you're not activelyfollowing up with them and
(31:19):
continuing to follow Thatprocess, you are going to lose
that client.
You have to continue tocommunicate with them, because
if you don't have the bestrapport with them, they're gonna
just go to somebody else assoon as they see that, right.
Right, and for those of youthat are Listen to the podcast
and or you're watching liveright now, if you have not seen
(31:40):
hot nurture watch, if you'venever seen that program before,
feel free to reach out and get ahold of us And I can absolutely
send you the slides or show youwhat that that process looks
like.
It's a system to make sure thatyou never lose a lead again and
that you have every opportunityto convert them.
Speaker 2 (31:57):
Yeah and it's, i mean it's, that's the.
That's the whole goal, right?
we talked about top 50 listsand, and You know, adding people
to your pipeline every day.
And if you're not adding peopleto your pipeline every day,
you're missing out.
And that goes back to Johnny.
What Johnny's talking aboutwith the hot nurture watch Is I
(32:17):
need to keep adding people to mypipeline every day, right, if
and I like my number wise if Iadd You know four people a week,
it's you know 16 a month.
And If I add 16 people a month,over time They're gonna start
closing and they're gonna startbuying and they're gonna start
selling.
(32:38):
So but if I'm not adding everyYou know one person a day, then
I'm missing out.
And I I say four because youshould be adding one person per
day to your pipeline.
And and And Wednesdays mightnot be good days for you, or a
Thursday might just suck, or youhad, you were actually busy and
you were actually closing someother things and you didn't get
(32:59):
a chance to add somebody in atthat on that day.
But that means you should beadding four people into your
pipeline per week.
16 a month Will lead you to Youknow math five closings a month
, something like that.
Speaker 3 (33:19):
Yeah, Yeah, you know, and it is.
It's all about continuing toadd that stuff up.
And you know, again, this is,this is that whole thing about
running, running towards thestorm, getting through it and
being on the other side.
Yeah, sometimes the storm isgonna be a lot longer and and
you know, this goes back to Howdo you weather the storm when it
(33:40):
when it's a lot longer as well.
You know, one of the thingsthat agents don't realize that
you can do and, believe me, youcan do this is you.
You, you ride on this wave ofcontinually.
You know you've get, you've gotincome, you don't have income.
You've got income, you don'thave income in the markets doing
this and you're constantlydoing this wave.
You guys know that you don'thave to do that.
Right, you don't have to ridethe wave.
(34:03):
No, you can absolutely open upan LLC, figure out exactly what
it is that you typically makeper year, and then this is the
hardest part that agents havehave doing, right here.
If, if you're used to, you know, if you average your entire
income out and you realize thatyou could pay yourself We'll say
, a $8,000, you know, base, payyourself a six.
(34:25):
Okay, don't forget about yourtaxes and live off of that until
you can pay yourself taxes.
Yeah, i'm 1099.
Speaker 2 (34:32):
I don't have to pay taxes.
Speaker 3 (34:33):
1099 is that's all the only taxes I have to pay.
The only tax I pay is to my isto my accountant Yeah, for them
to fix it, so I don't have topay taxes.
But there is a way and a systemthat you can put into place to
make sure that you don't have toride that wave Now in order to
be able to do that and have theconfidence to be able to do that
(34:55):
again.
It goes back to continuallycreating business for yourself
While you're in this business,and I know that this is a lot
and a deep topic For some peoplethat are just getting started,
or for new people, or even maybefor somebody that has been on a
team before.
They've never had to thinkabout all this stuff.
But these are the types ofthings that take you from being
an agent To a businessprofessional who owns a business
(35:19):
, and that's what we all are.
Speaker 2 (35:21):
Yeah, 100% man, you know.
You know what we need.
I need any more coffee, okay.
Speaker 3 (35:30):
We'll get right on the hat, if any, if anybody is
watching anybody to be in theoffice?
Speaker 2 (35:34):
close to Troy.
Speaker 3 (35:38):
Yeah.
So Let me ask you this, jimmy.
So, aside from, aside fromgoing door, knocking, calling
around, what is the?
and this is a tree, i have theanswer.
This, like a good attorney What?
what is?
what is the one source that youthink realtors are not
currently tapping into to createtheir own environment I'm sorry
(36:00):
, their own, their?
Speaker 2 (36:01):
own business.
Yes, beside those two things.
Speaker 3 (36:06):
Yeah, besides actually going out there and
prospecting strangers, what doyou think?
the one thing is that they'renot prospecting right now.
Speaker 2 (36:12):
I know what the answer is to it It's, it's.
It's the biggest swing and missthat Realtors have is their
sphere what, what?
Speaker 3 (36:23):
no, don't go there, jimmy there's secret agents
isn't that crazy still stillsecret agents.
Speaker 2 (36:29):
So you know this is.
I don't want to bother myfamily, though, Johnny and.
I don't want to bother myfriends and they're at my bother
.
I don't want to bother them.
Speaker 3 (36:37):
Yes, that's, that's exactly what everybody says.
But everybody says that andthen it's.
You know, it's interestingbecause I was on a coach.
Go ahead.
Speaker 2 (36:47):
Everybody says that.
Because everybody says that,and then they go my friends
don't even use me.
Well, did you ask that?
is it that funny?
Yeah, because it's easier toshift that blame on to somebody
else and it is just to say, hey,you know, friends, family, i'm
a real estate agent.
But but then, but then we'llcomplain about our friends and
family that don't use us Becausethey use another realtor,
(37:11):
because they didn't know we're areal estate agent.
But then we didn't tell themwe're a real estate agent
because we were afraid to tellthem, because we didn't want to
ask them for the business.
But when they don't give us thebusiness, we're mad because we
didn't ask for the business.
Speaker 3 (37:23):
So I was just talking to an agent about this the
other day.
The two places where agentsfocus the most is there are the
two places that aren't going tobuild your business for you, and
it sounds different, soundscounterintuitive, but it's the
truth.
They focus on hot leads todaythat are gonna, that are
dropping and falling in the lapbecause they need to check today
, and I understand that.
(37:44):
And then they focus on the Dleads, the leads that are never
gonna use them.
No matter what, the leads arenever gonna move.
And so you hear a combinationof hey, great, i have a closing
today.
Or they focus on well, i don'tknow why they wouldn't use me.
They blah, blah, blah, blah,blah, and they get all upset and
or, and or the You know theperson pulled the contract away
from them And now they'researching them a less every day
to see if that person's actuallyso at their home, and they get
(38:06):
infatuated With the people thataren't using them and they get
hyper focused on the people aregonna do business today.
Well, forgetting, the biggestpot in your business are the
people are gonna do somethingnine to sixteen months down the
road And guess where thosepeople can come from your
database Yeah, that's where theycan come from And if you're
(38:26):
confused and new to the businessand don't know where your
database is like that.
Speaker 2 (38:34):
It's right here.
Speaker 3 (38:35):
So how many?
Speaker 2 (38:36):
it's right here, it's in your hand.
Speaker 3 (38:38):
How many people Have you act?
You know, it's what.
it's funny, the amount of timesthat I've asked an agent how
many people you have in yourdatabase and they'll tell me oh,
i've got like 20, all right,how many people do you have in
your phone?
Speaker 2 (38:54):
Oh, who's 3000?
Like they instantly cringe.
Speaker 3 (38:58):
I have.
You know there's a coupleagents, yeah, but Johnny the
other way do I call them?
Speaker 2 (39:03):
I don't.
Speaker 3 (39:04):
Yeah, what do I say?
I don't want to bother myfriends for business, yeah, and
this is a mindset thing.
You know, if you're not a highD now I know high D is right out
there, we'll just be like we'lljust do it anyway.
I don't care, like bother them,but it's also a mindset thing,
and this is this is how I try toposition agents.
Who do you think that theyactually want?
(39:25):
Let's say that they are going todo something in real estate,
and you didn't know, you neverasked right But let's say that
they actually are going to dosomething in real estate.
Who would you rather havehandle them?
Joe Schmo, that doesn't know,whoa, yeah, whoa, yeah, and and
(39:45):
isn't going to, and he's goingto do the over, listing it for
the wrong price, and, like youknow, 80% of the agents out
there or more, they actuallysuck.
They're not good.
It's, it's true, and you knowwhat the sad thing is is there's
so many agents out there today,especially in the show or not.
Those of no, they are, though.
(40:07):
You know how I can tell youthat.
Let me tell you how I can tellyou that, because 87% of people
say that they'd work with theiragent again If their agent never
fricking got ahold of them,they didn't.
They suck The number onecomplaint about real estate
agents.
My real estate agent never gotahold of me.
You suck.
Speaker 2 (40:24):
Yeah.
Speaker 3 (40:25):
I don't know what to tell you.
It's amazing, right 80, 80% ofall agents out there suck at
what they do.
Yeah, Now you don't have tosuck.
And if you're one of thosepeople, I'm sorry you suck.
Stop sucking.
You don't have to.
That's a choice.
Pick up your phone and callyour fricking clients or answer
your phone, or answer your phone.
Yesterday I was talking toAlexis Carrera and she she has
(40:46):
somebody for this house and you.
What a disservice you're doingto a seller to just never answer
a phone with somebody whenyou've got contracts in and
everybody's waiting to seewhat's happening and you know
the seller, and then that sellerdoesn't hear from the selling
agent either.
Right, Like man.
Sorry, we got off on a tangentthere, but listen, do you want
(41:06):
that person that's going to callyour client one time then put a
sign in the front yard andthink that they're going to do
that?
Or do you want or do you knowthat if, man, if I had that
listing, this is my P, I need totake care of them.
I'm going to ask all the time,Like, if I don't know the answer
, I'm getting the answer becausethis is my family, my friend,
This is somebody I'm actuallygoing to take care of, And
(41:27):
there's nobody better to takecare of your friends and family
and care for them than you,Unless you don't like your
friends and family, in whichcase you're one of those agents
I was just talking about.
But listen, when you reframe itand you think about that, like
why let your friends and familyget in the hands of somebody
who's just cares about theirpaycheck instead of personally
(41:48):
cares about them And you knowthere's those agents and and
that are good agents, but theydon't ever have repeat business
because they're so, becausethey're jerks.
Speaker 2 (42:02):
Let's just be honest.
Right, But they get deals done,right, You're in good hands
with them.
They just have terrible bedsidemanner, right, They're not, but
they're going to get that dealdone and they're going to get
you the best deal ever Andthey're going to do that for
sure, right?
But oh, my mom hangs out, handsout my cards all the time.
Speaker 3 (42:23):
Yeah, yep, there you go Jimmy's number one referral
sources.
mom, it is.
Speaker 2 (42:33):
But it's, it's so.
So they don't have a lot ofreferral business or repeat
business or referral business,but they still are a you know,
$20 million producer.
Well, because they, every daythey grind right, You'll find is
if you do this every day andyou and you cultivate and you
(42:53):
farm and you do this every day,you just start getting business
And the statistics say it's yearthree to five.
If you, if you prospect everyday and treat your people right
and you're a good agent, thatyou're three to five, that three
to fifth year, that you don'thave to prospect anymore, You
know the I can tell you whatwhat we have seen is.
Speaker 3 (43:19):
We always heard that right, it's going to take three
to five years, used to take 10.
If you do this and you set yourbusiness up right we're not
saying it, i mean, it really isby year three, you know what I
mean Yeah.
Yeah, and what's crazy aboutthis is people have started to
this is starting to get evenshorter for the people that have
figured this out.
I was talking to another agentthe other day and and she's done
(43:40):
20 closing so far.
So how many referrals have yougotten out of that?
Those 20 closings?
zero, well, there's an.
Speaker 2 (43:47):
There's an issue there Right now big problem?
Speaker 3 (43:49):
She isn't.
she isn't an aggressive agent.
Her personality type was nice.
So the problem there is notasking for that business, right,
your database, the people.
if, if you guys have never seenthe um, the accounts pyramid,
it's, it's something else thatwe can send you.
Maybe Jimmy and I will do aseparate training one of these
days and throw it up on free forall Friday.
but the accounts pyramid, thebottom of the pyramid, is going
(44:11):
to be that.
that's going to be what feedsthe rest of your pyramid all of
your top 50 VIPs, all of yourclosings, even your whales.
right, some of your CPAs thinkabout this, one of the things
that, like um, you know we haveFabian talks about this all the
time to agents.
you know when we went out to uh, uh, grand Rapids and when we
were in front of teams, you knowwho are the CPAs and the
(44:32):
attorneys and the this and thatthat you can get a hold of right
, the big whales were the peoplethat could hook you up with 10
transactions a year or more,right?
Yeah, well, you absolutely canand should farm those people,
right?
You can, absolutely can andshould call them randomly, but
if you've built a database bigenough on the bottom of your
pyramid to where one of thosepeople happens to be in that
(44:54):
career.
how much easier is it going tobe to convert that person to
somebody that's going to goingto work with you, cause they
already know you, like you andtrust you.
Therefore, building that bottombase I think I well, i know
it's, it's how it's yourfoundation It is the most
important thing that youabsolutely can do.
Go out there, meet a bunch ofpeople.
every person that you have inyour phone, everybody should be
(45:16):
in that bottom base And it goesback to um, uh, your friend
there, the NFL guy, right, yeah,we're all just two people away
from knowing every person in theworld.
Speaker 2 (45:24):
Yeah, and asking Kevin what's Kevin Bacon?
Kevin Bacon.
Speaker 3 (45:28):
I forgot about that game.
Speaker 2 (45:30):
The six degrees of separation from Kevin Bacon.
Kevin Bacon.
Speaker 3 (45:33):
Yes, Oh, okay, Guys, here it is.
Here, we're going to do this.
We're going to do this.
You just brought this up.
Oh, if you're listening on thepodcast account or if you're
listening later, it counts foryou too.
Six degrees to Kevin Bacon.
Okay, How can you get fromgrimace to Kevin Bacon and six
people or less?
email us.
Email us at free for all Friday.
Join us, uh, on the webpage orsend it to us and we'll cook you
(45:54):
up with some free for allFriday swag.
In fact, new free for allFriday swag is coming out
shortly The Jimmy and Johnnyfree for all Friday special
swimsuits which people have beenasking for.
I, I, I will be releasing by oh, it's already Friday.
Speaker 2 (46:09):
It is Friday.
By at least next weekend freefor all Friday, Yeah.
It was brought up about like uh, we had someone ask us that the
other day.
Speaker 3 (46:16):
Well, you know when, when the underwear came out
which is a real thing um, people, back way back then, i had
people saying Hey, i'm headingto Florida.
If you can figure out how toturn this into a bathing suit, i
totally order it.
Yeah, so that's happening.
Uh, but yes, if you happen, ifyou can get grimace to Kevin
Bacon, six people or less, sendus an email, shoot it to us on
(46:37):
Facebook, drop us a DM.
Uh, you can find my page, bythe way, now too, at John, at
have awesome is on Facebook, orat the Johnny awesome on insta
and everywhere else.
Speaker 2 (46:46):
Um, help me build that page out too, because so
far Jimmy Nelson or Jimmy Nelsonreal estate Yeah.
Speaker 3 (46:51):
You're.
You're two different things.
It's difficult to find you, butthe point is everywhere.
You uh, yes, you are.
Yeah.
It's true, I'm not difficult,So am I.
you know it's.
it's funny.
That's what we're going to save, that for the after bird.
There is only one, johnny.
Awesome though, right.
Yes, there is, uh yes, grimacefrom McDonald's, that is correct
(47:11):
, uh uh, dave, it's what Davedoesn't realize.
Speaker 2 (47:16):
it's grimaces.
birthday month, right, that's.
that's the whole point of thismonth, and it was the whole
reason for me wearing purpletoday.
Speaker 3 (47:23):
Hey, ellen gave away Ellen underwear.
Okay, good, i was good.
I was going to say, did yourmom just get it?
No, she didn't.
Good, um, yes, so it isgrimaces birthday.
So if you can figure that,great.
But going back to building thebottom of your database, fill
that bottom pyramid up with awhole bunch of strangers that
(47:44):
you convert to friends and startwith your friends instead of
pushing them into strangers Andthen from there, guys it listen
the thing that you're missing in.
And it's a pride thingsometimes, right, you have the
opportunity.
You have people that know you,like you and trust you.
Right now, right now, if youwere to open up your phone,
(48:06):
there is somebody in there thatif you called and said, hey, i
need a couple more deals comingup in the next couple of months.
I really am trying to, i'mtrying to be a buffalo instead
of a cow, they'll laugh.
Right, it's grimace month.
I really want that milkshakethis this year or this month,
because my milkshake brings allthe boys to the yard.
If you were to call up yourdatabase and say that cause you
(48:29):
can cause it's your database,they know you, somebody in there
is going to want to help you.
They love people love doingfavors.
I was talking to an agent aboutthis the other day.
You know, um, do I want to sharethis story?
I got four minutes.
Maybe I'm going to share thestory.
It's a personal story.
Um, for those of you that know,you know, if you've listened to
(48:50):
the podcast of my story, you,you, you've, you heard about two
years of us doing the show.
You know, a traumatic divorce,something I didn't want to
happen, church taking my kidsaway, let, it was a whole bunch
of crazy stuff that happened.
If you don't know about that,uh, there's a podcast episode
out there.
I think it's called Johnny'sstory.
You can, you can re listen tothat.
Yeah, but it's something theyou know, the there's a lot of
(49:13):
weird and wacky things thathappen now and You know, one of
the things that happened was mykids were really excited to go
and hang out at this water park.
We had been talking about it.
I hadn't seen them in a while.
They've that.
You know, we're all missingeach other.
I try to get as much time withmy boys as I absolutely can, and
I Got a message the day beforethat stated that they were not
(49:39):
going to be allowed to bringtheir bathing suits Right, and
I'm like what sense does thatmake?
like they're excited to go,it's their bathing suits.
They get sent to my house withclothes.
It's not like they don't getsent naked, it's just.
It's just one of those thingsthat you get to deal with when
you have somebody, that's Whenit's something that I, it's a,
(50:01):
it's a part of my life that Ihave to deal with often.
Speaker 2 (50:03):
Yeah, um, it's a good one.
Speaker 3 (50:05):
Yes, you know, well, you know it's.
It goes back to, you know,morals and ethics and always
staying the higher ground and itjust it's.
It's one of those things.
So, hey, look, no issue, we're,we'll go pick up, you know,
brand new bathing suits.
We can do that, right?
Well, there's an agent herethat that we work with, that we
both work with, and sheabsolutely loves the boys, and
(50:26):
She slipped the $50 bill into mypocket to go get the boys
bathing suits right Now.
I could have said and I almostdid, and because I I don't need
that, i it's not a charitysituation y'all.
So instantly I wanted torefrain, but I forgot this one
key important thing, guys, andthis is important when you're
talking to your people, givepeople the opportunity to be a
(50:49):
blessing to you.
Don't let your pride Get in theway of letting somebody else
feel special because they wereable to help you out.
Yeah, you know, brittany wantedto be able to participate in
that and when the boys calledher and they were excited and
they all got their own bathingsuits and You know they were
(51:12):
able to hang out at the park.
That filled her with joybecause she was able to.
She provided that she did thatright and That if I wouldn't
have accepted that, i would havestopped her from being a
blessing.
Yeah, there are so many of youout there that are listening to
this right now That arepreventing the people that know
(51:32):
you, like you, trust you andlove you from being a blessing
in your life, because you thinkthat you're gonna bother them
when you call and ask them Hey,could you do me a favor?
I'm trying to finish this yearout strong.
I'm halfway through and I'mjust looking for a couple more
deals.
Do you know anybody that'slooking to buy, seller, invest
in real estate?
Speaker 2 (51:51):
Yeah, and that's that's the favor script.
Right, like that's one of thethe biggest ones that I think we
miss out on.
Like, hey, you know, can I askyou a favor?
Sure, yeah, what do you need?
It's I'm looking to help.
Yeah, you know X amount offamilies move in or out of a
home this year and that's youknow I've set those goals and
You know I we miss out on thatand we're afraid to ask for that
(52:13):
business.
Speaker 3 (52:13):
And yet people are Wanting to help and then taking
it a step further.
Like I said, there's so manypeople will go straight to the
phone book To the person that wedon't know when we're looking
for CPAs, instead of going intoour current database.
Hey everybody, i'm currentlylooking for a CPA that I might
be able to do business with.
There's an alarm going off hereat the office.
(52:35):
I I'm currently oh, that's,that's why I'm currently looking
for a CPA that I need to dobusiness with.
Who do you know?
Yeah, and you know what?
sometimes, because you don'tmanage your database well enough
, somebody's gonna go.
Well, i'm one of those.
Right?
What do you need?
Speaker 2 (52:51):
Oh Guys, be the buffalo, don't be the cow right
run through the storm, not awayfrom it and definitely don't
just sit there, jimmy.
You've been fantastic, johnnyyou've been awesome and we'll
talk to all of you next.
Friday You.
you're listening to the number one live call in
podcast for real estate agentsand professionals all around the
world.
World-class gas breaking newsand you with your host, johnny
awesome And Jimmy fantastic.
You are on free for all Friday.
Speaker 2 (00:26):
Morning, good morning , good morning everybody.
This is Jimmy.
Speaker 3 (00:29):
But it was for my creator, positive energy, a
secret.
My kids know me as daddy andJimmy.
Did you notice that I'm wearinga flower shirt currently?
Speaker 2 (00:38):
I do.
Speaker 3 (00:38):
You look fantastic Oh thank you I was going for
awesome, but that's okay.
Speaker 2 (00:42):
I went purple today.
Speaker 3 (00:44):
I like that.
You know it's you know it'sreally interesting how many
people are into grimacesbirthday this time around?
Speaker 2 (00:49):
I know Well, I want to get the shake.
We, that's what we should do.
We, we grimace shake.
Speaker 3 (00:53):
We should do live.
If somebody wants to bring us agrimace, shake.
it's currently seven If you'relistening to the I guess it's
too late, although I would.
I would say, if you arelistening to the podcast at any
point in time, if you want totry out Detroit with a shake
Jimmy and I are pretty muchalways here We will take it.
Yeah, we'll always take a shake.
I've always wondered whatgrimace tastes like.
Speaker 2 (01:13):
Yeah, they just melted them because he was a
nice cream pop, right?
I don't know why grimace wasweird Big purple thing.
Speaker 3 (01:20):
He was always the big purple thing marketing one on
one.
Either way, you know it'sinteresting about flowers, jimmy
.
Even the heartiest of flowersis still delicate, and I was
thinking about this yesterday.
If a flower is left to grow outin the wild, what go ahead?
I don't know that they're thatdelicate They are.
Let me.
Let me explain why, right Cause, watch this.
(01:41):
Even if they were to grow outin the wild, right, they do grow
in the wild.
They yeah.
Even if they were to, they theywe call that default stage Right
, they live by default state.
But if they were to be underthe right hand, they can bloom
(02:01):
bigger, brighter and beautiful,more beautiful than they ever
could by themselves.
And, on the contrary, in thewrong hand they can wither and
die.
Now, like you said, well,they're hearty and anything.
But if a flower falls in thecrack of cement in a driveway
somewhere in Detroit versus in agreenhouse, you will see
(02:23):
definitely the differencesbetween both the flowers, even
the heartiest of them.
Speaker 2 (02:30):
What if it grows between?
Speaker 3 (02:31):
the cement crack and the sidewalk and I will shake
loose the chains of mediocrity.
stop out the flames ofcomplacency and ask every person
I meet, just like that flower,why have good when you can have
awesome?
Speaker 2 (02:48):
Yeah, you know what I'm noticed on here too.
What's that, jimmy?
like I return to every time weturn this light on and we're in
a we're on a slightly it'salways on me.
Yeah, We're slightly.
we're in a slightly different.
Speaker 3 (02:58):
You literally haven't pointed to you.
That's what you're right now.
That's where you were focusing.
Speaker 2 (03:02):
Yeah, We have it on a slightly different angle right
now, but no, I'm glad it's notin my face.
Speaker 3 (03:06):
It's always it's always in mine.
It's very, very bright.
Yeah, that's why I can't lookdirectly this way at all.
Speaker 2 (03:11):
Right, but it's funny because I we were on a
different angle and I we had adifferent angle for that, and
that's still.
it's just you.
you attract the light, johnny.
Speaker 3 (03:19):
Absolutely So.
Uh, so you know, one of thethings that we wanted to talk
about is we are in a very uniqueindustry.
Uh, right now, and the time youknow it's, it's as much as we
keep saying that the actions andwhat needs to happen still
stays the same, and I wasthinking about this while I was
(03:40):
waiting to get in here.
Good morning from California.
Um, is, you told a beautifulstory.
I'd love for you to talk aboutthat.
I'd love to analyze this.
The Buffalo versus the cow Canyou talk about that, jimmy?
For?
Speaker 2 (03:54):
sure, man, it's, uh, it was.
You know.
I heard it a while ago and andit resonated with me really,
really well, and like the.
So the difference is between aBuffalo and a cow.
Right Now, they're both in thesame pasture, they're both in
the same field, they can sharethe same area, but if a storm
were to roll in, cows run awayfrom the storm right.
(04:18):
So cows get scared of the stormand they run away from the
storm.
Buffalo, on the other hand, runtoward the storm.
Now, the amazing part about thiswhole thing is the storm is
going to move where it's goingto move anyway.
It's going to go in that.
It's going to go in thedirection that's going to go in.
The cows that are running awayfrom are going to get caught by
the storm at some point Andthey're going to stay in the
(04:41):
storm longer than the Buffalowho are running toward it.
Because the Buffalo are goingto run toward it, run through it
, and it can be on the otherside.
The storm is going to continuerolling that one direction.
It's going to eventually catchthe cows anyway And the cows are
going to stay in the stormlonger where the Buffalo are
going to run through it and beon the clear on the other side
and find the sun at some point.
I think that that's so great.
Speaker 3 (05:02):
And, and you know, when, jimmy, when Jimmy talked
about the story during ourmeeting, i brought up a couple
of things that I think arereally exciting.
I brought up, you know, worse,worse than the cow or the bison
or the Buffalo Buffalo thing isis the animal that stands there
and doesn't even know that thereis a storm happening.
Yeah, and I think that this iswhat's happening in real estate,
(05:25):
and there's so many people thatgot in the last couple of years
and some of you don'tunderstand and don't really know
where we're at right now andwhat's happening, just like the
Buffalo that ran to it.
Now, some of us are stuck andwe're allowing the storm to
happen to us and you know, we're, we're like cows, we're running
(05:47):
, running, running, scared.
But you know, the thing is, isthe senior Buffalo's, i would
say they understand that on theother side of every storm is
what, jimmy?
The sun, because storms don'tlast forever, Right, and that is
something that we have to keepin mind, because it's almost
like I don't know if you'veheard this, but you have these
(06:08):
agents that have started andthey, they don't understand the
full cycle of things yet, right,and because of that, they're in
this like almost depressing andnothing's ever going to happen
mood and it's absolutely killingtheir business right now.
Speaker 2 (06:21):
And the funny thing is the market.
It's still such a strangemarket and that's kind of what I
talked about earlier was likethe lack of inventory right, so.
So I recently listed a houseand I didn't even put a sign out
Yeah, it's sold.
I put it on Thursday, we had itaccepted offer by Sunday and
(06:42):
the sign never got delivered, soI just canceled the sign.
I never even put a sign out.
So To an agent that hasn't metin the business very long,
they're super excited about that, right?
Oh, my god, how cool is thatyou need to put a sign out, yeah
.
Speaker 3 (06:55):
Yeah.
Speaker 2 (06:55):
I'm like no, i kind of sucked.
Speaker 3 (06:56):
Yeah, yes.
Speaker 2 (06:58):
Yeah, I couldn't advertise right like.
I couldn't get my watch rightright, right, and you understand
that's.
Speaker 3 (07:04):
That's so fast That you don't have anything else
Replacing that in your correctSee, and that's again.
This is.
This is the mindset of peoplethat have been in the business
for a really long time.
I'll never forget SteveStockton saying and it always
stuck with me He always used tosay that closing day should be
the worst day for a real estateagent the worst day and new
(07:25):
agents have no idea Why.
That is like it's exciting.
You got it closed, you'regetting a check finally, hooray,
until you've been in thebusiness long enough to look
back and realize you just tooksomebody out of the pipeline.
Yeah, and if you haven't putsomebody back in the pipeline,
then you're you're a cow.
Speaker 2 (07:48):
Yeah, but like for that analogy, you're right and
it's it's.
how many people can I keepadding into this pipeline?
Right?
Yeah.
Yeah, you have to wake up inthis business every day and and
I guess it's true, and andprobably every business right,
and every sales business Thatyou wake up unemployed every day
, right, you know, you know, ieven think back to my time at,
(08:11):
like, foot Locker, right, like ICould sell 10 pairs of shoes
today, but if I didn't go sell10 pairs tomorrow I was in
trouble.
Speaker 3 (08:20):
Yep, you know, so it's like, but see it's it's
like take that analogy and thentomorrow The Foot Locker only
has three pairs of shoes.
Yeah, i only have three shoes,right, but you still have the
same 10 customers.
Speaker 2 (08:33):
Yeah, like how screwed up with that, ben Jimmy,
and that's really what we're.
That's where we're at, likethink about.
Speaker 3 (08:39):
Think about this How matter you when you show up to a
restaurant like McDonald's andlike their shake machines down
out of mix for the day, yeah,and you know all the customers
are waiting to get it right Like, and they there's nothing they
do.
There's nothing you can doabout it.
Everybody kind of getsfrustrated.
Speaker 2 (08:55):
Yeah, and that's like you said.
That's a great point.
That's what we're facing rightnow in real.
That's what we're out of.
Shake Our ice cream machine isdown ice cream machine is down.
Speaker 3 (09:05):
So what is it that you have to do in order to churn
some ice cream?
Look, if you work at this is.
I love this analogy.
If you work in a McDonald's,you're depending on a machine to
do it, right, but if somebodywas smart enough to have their
own Restaurant, their machinegoes down.
Customers are asking for it,right, and they've got a line of
(09:25):
people sitting there.
If you're the business ownerand you're really taking the
serious, you're trying to figureout Where do I get the ice
cream from?
yeah, and if that means thatyou got to go churn some ice
cream, you got to go churn someice cream because you got people
that you have to serve.
You know I'm so proud of of, ofThis newer agent that I've been
working with Getting on thephone last two weeks solid
(09:47):
appointments.
Yesterday, the first day on thephone with expires and and nail
the really good lead Right outin.
I can't remember somewhere, butthe point is, is there's
there's still business out thereto be had?
yeah, there's still circleprospecting the lead that she
got off a circle prospectingalone.
Here's people that he's flatoutside.
Yeah, if I get the right price,i'd sell my home here somebody
(10:09):
that was never on the market.
Right, this stuff still works.
If we were to do this as anindustry and the crazy part is
there's still expireds is Yeah,yeah it's still expired.
They're still there.
Speaker 2 (10:22):
Yes, a lot of them Yes it's and and and and the
thing that I always liked aboutexpireds.
They've already been throughthe process, like they've
already put their home on themarket.
They already understand thecommissioner.
They already understand thatthe, the, the, the showings you
want to be like right open house, they get, they get it.
They're just pissed off thattheir house didn't sell right,
(10:46):
right.
Speaker 3 (10:47):
So how do you go find your own ice cream, right?
how do you make that?
churning ice cream is a lotharder than just having a
machine do it for you.
You have to put some elbowgrease and work into it, and
that's where we're.
That's where we're getting to.
And, jimmy, i've been talkingabout this for two years that
there's a shift and the shift ishappening, but it's not
(11:08):
happening in the might, the thehousing market.
It's happening in the realestate market.
The shift is we went fromreally, really easy to now you
have to do work in order to getwhat you need to get for this
year.
Right, and That is that's wherewe're at.
And again, the newer agents.
It's interesting Why?
(11:29):
why do you know thecontinuation of the story?
Why do the Buffalo Run to thestorm?
because they really are tryingto get to the Sun.
Speaker 2 (11:38):
Yeah, because they're trying to get to the other
there they.
They go to it because they knowit's a shorter time to be in it
and and the cows.
Speaker 3 (11:44):
They run away from it because are they just stupid?
They're just scared.
Speaker 2 (11:48):
Oh, they're scared.
They're scared of the storm sothey're trying to run away from,
but they end up staying in thestorm longer.
Speaker 3 (11:53):
Well, here's the other thing that happens too.
You know what else happenstheir cows.
Right now I kind of I kind ofrelate to the cow, right, I bet
you they get tired.
Speaker 2 (12:03):
Think about it.
I mean, you can only.
A cow can only run for so long,right, and there's constantly
in the storm because they'reessentially running along with
it.
Speaker 3 (12:11):
Yeah.
But here's the funny part intheir little cow brain.
I wonder if they're thinking tothemselves because they've ran,
they ran, they ran, they ran.
Now They're so exhausted Theycan't run anymore.
They're gonna have to stop andthen guess what happens.
The storm goes through.
And I wonder if they think tothemselves see, i Made it.
Yeah they're sitting thereexhausted and they don't have to
(12:32):
be and they're laying on theground and right like and then
Grimace comes and they turn theminto big Macs After they milk
them.
I'm gonna name you number one.
Speaker 2 (12:50):
Yeah, but they milk them for the shake Into the
burger.
Speaker 3 (12:53):
Yeah, that's interesting.
Speaker 2 (12:54):
That's a really interesting, interesting thought
and maybe that's why they'reout ice cream.
Speaker 3 (12:58):
But you know, it's the same thing that we're seeing
right now.
Right, because of the cows,right, It's the same thing that
we're seeing right now.
There's, there's agents I'mtalking to.
They're telling me that they'recompletely like they're getting
burned out, and it's crazy,because the reason that they're
getting burned out Is it becausethey're spending their time
doing the things that they needto do in order to get the
(13:19):
business that they want to have.
They're getting burned outbecause they're running through
the storm and running is theactivity and they're getting
worn out because there's nothingProducing from that.
Speaker 2 (13:29):
Yeah, and it hears it .
Here's the hardest thing aboutabout business and and getting
agents to understand this too isis A lead is not a client right
.
A lead is a lead right, and themore it's a numbers game, the
more leads I can put in, themore business I'm going to
eventually get.
And I'm not going to getbusiness from every lead that I
(13:51):
get.
I'm going to get business fromthe leads that are eventually
going to do something and I wantto make sure that I've that,
i've that, i've captured a lotof them and put them in my
pipeline and But it's it's, it'syour right, that mindset of of
I have to keep just addingpeople to this business of mine
(14:14):
and I can't stop adding peopleto this business of mine.
And Yes, it is a strange marketright now And yes, it is hard
out there and it is differentright now, but It still is just
the business and you, you knowthere are going to be agents
that get out of this business.
Speaker 3 (14:35):
Right, because it is hard.
They're gonna lay down and justwait for the farmer to come.
Yeah, pick them up.
Speaker 2 (14:43):
Yeah, but, but like that.
But they are, they're justgonna, they're gonna give up,
they're gonna get out of it.
They're gonna lay down, likeyou said, and then when that
storm goes through and we getback to a market where it's
easier to sell and buy, thenthey're gonna jump back in yep,
(15:04):
and.
Speaker 3 (15:04):
And the crazy part about it all is there's gonna be
the space or they don't, andthey become one of those many
people that we Heard of thatsays well, i had a real estate
license once.
Speaker 2 (15:13):
Yeah, they'd be become a fizzball ten years from
now, and they're like I had awhile I'm a.
I know what I'm doing, Yeah.
I'm a real estate agent.
I was a real estate agent.
Yeah, I have my license right.
Speaker 3 (15:22):
You know the thing for the agents that come back
and we see this happen a lot too, in fact, some of them they
don't even, they don't even have.
How do I?
how do I put this?
kindly?
I'm gonna do it this way Someof the agents that they come
back, they don't realize howmuch business.
They gave up in the middle, yes, and they never gave themselves
a chance to grow.
And some of them, they, theyjust they'll even let their
(15:44):
license laps, yeah, and thenthey're, and they're like, oops,
this is a mistake.
And then they come back, like wesee these in these trends,
right, we're just in a trendright now and when, when they
come back, the first thing thatalways hurt and I and, by the
(16:05):
way, i just want to leteverybody know The line was
muted, but it is, it is open andlive now.
So you can call us at 3136 or 4, 4255.
That's 3136, 4 for all, is ourfree for all Friday line.
But the The, the people thatcome back, like the message that
they always have and I alwayslisten to them because in the
(16:28):
classes They usually have havethis, at least the classes I was
at they're like who has lefttheir license laps?
and what do you want to tellthe class?
and they always say don't do it, because then you have to go
through the class all over again.
Yeah, don't let your licenselaps.
Keep it alive.
At least put it in holdingsomewhere right, Yeah and It
says and Dave, he's got aquestion for us What?
(16:50):
I'm not selling a house to all50 leads I have this month.
You're not What?
Yeah, why?
that's weird, did I read?
Speaker 2 (17:02):
that right, i'm not selling a house.
So I think what he's saying ishe's adding 50 leads this month
and he's not gonna sell a houseto all 50.
Speaker 3 (17:11):
Yes, this is true, Although you could, you could,
regular Dave, all you got to dois get some regular Joe's on the
phone right, and yeah, itreally, really.
I mean you know thatinteresting, how many, how many.
If you really tried, right,like, this goes back to the 90
and 90 thing.
If you really tried To find onebuyer, one home, for each buyer
(17:37):
that you're currently workingwith, right, if you really tried
doing that and went balls tothe wall and just ran for it,
how much damage could you do?
right, right, like.
I think you could really make adent in the business,
especially when you sit down.
And what are some of the goodold school tactics to do this?
guys?
You go into realercom,realercom.
(17:58):
You go into real comp if you'reon our MLS or whatever MLS
system that you have, right, yousearch for the type of home
that people are looking for inthe MLS, you pull the list, you
print out the public data fromit right in PRD And you do a
good old fashioned mailer.
You match the names andaddresses against phone numbers
(18:19):
and then you call them.
The crazy thing is, we used todo this back in the day and we
used to get those big, thickbooks.
Some of you guys might rememberthis.
You were in real estate longenough to remember the big,
thick phone books.
You could order a city or a roadand they would send you an
actual book.
That stuff is all online now.
You can go and do that, and isthat?
(18:39):
what I just described soundslike a lot?
This is the churning, the icecream for the customers.
So now you're sending apostcard out into a neighborhood
where you have a client thatwants to live, to all the homes
that specifically match whatyour client wants.
Then you pull a phone recordfor them and now you're calling
them.
So they're getting a card fromyou, a call from you, and, if
you really want, you can walkthe neighborhood and you just
(19:02):
keep doing that.
Right, you farm for your buyers, we farm for ourselves.
Why not start farming for yourbuyers, right?
Speaker 2 (19:11):
I mean, if you have a client and I've heard this, how
many times have you heard this?
Oh, i got this really pickyclient.
He's very.
they're looking for a veryspecific home and a very
specific neighborhood And that'sthe only place they want to go
to.
Speaker 3 (19:24):
Yes, yes.
Speaker 2 (19:25):
Go find a house in that neighborhood, right, go
door, knock that neighborhood,bring out the you know, bring
out a flyer right Door, knockthat neighborhood, doorknock
that very specific subdivisionRight And doorknock that
subdivision and say I have aclient that's ready, willing and
able to buy in thisneighborhood.
Have you thought about sellingyour house?
(19:46):
And you might find one.
You know, i think I've talkedabout this before, but it's one
of the things Jim Schaefer overin Royal Oak had talked about.
He had talked about theneighborhood that doorknock had
talked about.
He like one of his very firstclients ever.
(20:07):
It's exactly what he did.
He had a client that waslooking in Pleasant Ridge and
that was the only spot they werelooking in.
So he printed out a flyer ajust a black and white flyer off
the copy machine and doorknockall of Pleasant Ridge and had a
ready, willing and able buyer inPleasant Ridge.
(20:28):
He was done doorknocking thewhole neighborhood and he was
getting ready to get back in hiscar and leave and there was two
women walking down the streetand he said well, i'll give it a
shot.
What the heck.
Went and talked to him, saidhere's a flyer.
I got somebody that's lookingin the neighborhood.
The woman said oh, this isfantastic, We're moving.
(20:49):
My husband got relocated forwork.
We're moving.
Can you come by the housetomorrow?
Sure, So he goes by the house.
So the buyer he had couldn'tafford the house that this woman
was selling, but that was hislisting.
He got the listing in PleasantRidge and that was one of how he
started this whole thing.
Speaker 3 (21:08):
This is the craziest part about this, jimmy.
This is where, like if youhaven't thought about this and
maybe you didn't know about thisapproach like this is actually
a really exciting approach forwhere we're at today's day and
time, because back in the day,when people used to do this all
the time, i remember reading amagazine article and they had
(21:28):
the owner of real remix out in abaseball cap and jeans.
Back before that was somethingthat you could do right, cause
that was kind of his thing Andhe was door knocking.
The CEO of remix was knockingon doors and they did an article
about how he's out there everyday still knocking on doors.
The thing was back then youused to knock on doors, you'd
get the listing and then you'dwait six to nine months before
(21:50):
the thing sold.
Speaker 2 (21:51):
Right.
Speaker 3 (21:53):
Like today.
You know, like if you get onthe phone, like I said yesterday
during this call session that Iwas doing with this agent, she
got on the phone with somebodyand even though her client was
looking for a three bedroom,this didn't have as many
bedrooms as the client needed.
List the house.
It's going.
Speaker 2 (22:10):
It's going to sell tomorrow.
Speaker 3 (22:12):
Like it's, it's, it's a, it's a, it's something that
we definitely, you know, need to.
again, it's the fundamentalbasics of churning your own ice
cream and going back to why youknow, and again, i get it.
Like you know, jimmy, we, wetalk to agents all the time and
they, they they're not alwaysall about the phone, but the
door knocking thing is still athing that you can do.
(22:34):
Yeah, and here's the otherthing about that neighborhood
right, when he went out to thatneighborhood, one of the things
that you'll find a lot workingin this business is that your
client is going to end up in ahome, sometimes completely far
away from where they said thatthey wanted to be, right.
So while you're door knockingand looking for those
opportunities for them,opportunities for you to grow
(22:55):
your business are going to showup.
at the same aspect, you havethe opportunity to not just to
do it there.
but what happens if you wentand dominated the next
neighborhood over two andspecifically targeted homes that
your buyer was looking for?
Speaker 2 (23:08):
Yeah.
And when you say dominate,Johnny, what does that mean?
Like percentage wise, what do Ihave?
If I'm going to dominate aneighborhood, how much
percentage do I need to sell inthat neighborhood?
Speaker 3 (23:18):
That's a great question, that's a real great.
What do you I mean?
what do you think it means?
Speaker 2 (23:21):
I mean like if you're dominating, let's say, if I
wanted to dominate.
Speaker 3 (23:25):
I can tell you right now it's not a high percentage
That's like 8% or less Or less.
Cause the average agent in anygiven subdivision or
neighborhood.
Now, that being said, there'ssome old school neighborhoods I
know of.
Like I said, i come from youknow the longest standing
brokerage, as that was KW incommerce and Stockton.
Steve Stockton was one of thelargest agents out there.
(23:46):
He's one of the I think inMichigan he's one of the largest
like undercover not undercover,but he doesn't have billboards
and he doesn't have a coachingcompany and all that other stuff
, but he makes as much money, ormore money than those guys.
He just does real estate And hejust does real estate Right.
And so there are a few areasthat if you were to walk into,
like everybody says no, no, thisis Steve Stockton's area, right
(24:09):
.
However, it's very far, few andfar between that.
You're going to find not everyneighborhoods like that And most
neighborhoods.
If you see three signs of thesame person in there, they're
dominating that neighborhood.
Yeah Right, like they're.
They're the person cause you'reseeing their signs everywhere,
everywhere There's three,Absolutely.
(24:31):
And good morning Fabian, It is,it is.
It is not as hard as as youthink, but the work is still
there in order to be able to dosomething like that, Right.
Speaker 2 (24:43):
Right, and it's.
that's what I mean.
It's so funny when, when youhear agents, it's good because
we, we just make up excuses allthe time too.
You know what I mean.
Like oh, i can't get into thatneighborhood, that neighborhood
is dominated by, so so so it'slike an agent, you know.
Oh, i that neighbor, that agentowns that neighborhood.
They sold three houses in thatneighborhood.
Speaker 3 (25:01):
Right, there's a thousand houses, But see that's
what's funny is what we justsaid is is the the person?
that's what we just said.
Just because they sold threehomes in that neighborhood
doesn't mean they're theneighborhood realtor, right,
right?
Or that anybody would use them,or everybody would use them,
right, breaking into aneighborhood and you know again
what happens.
(25:22):
Jimmy, and I know that you knowthis, and it's the one thing
that we try to teach you guys alot.
All of this stuff is fear,right?
I don't want to do the thing Iknow I need to do And because of
that, my brain, which is veryintelligent, is going to aid me
in coming up with the excuse asto why I don't need to do this.
In reality, the very thing thatyou're using as an excuse is
(25:45):
actually the power behind thewhole thing.
If you have buyers right nowthat are actually looking for a
home and you're not prospectingfor your buyer on their behalf
in these neighborhoods, you'remissing out on a huge advantage.
Yes, how many people callfizzbows and say I have a buyer
for your home, i'd like to showup?
and it's a complete lie.
(26:06):
Yeah, with a capital B?
Yeah, it's a complete lie.
They're reading a script thatsays that.
Right, but when you actuallyhave Jenny who's looking for
that home, utilize that.
Yeah, call the house andactually say hi, i'm working
with Jenny.
She is looking for a home, alot like yours.
She's a real person.
Speaker 2 (26:27):
She's really looking And say it just like that, yes,
like be like, hey, she is a realperson.
I do have an actual buyer.
Speaker 3 (26:35):
Like I get that this sounds like a sales line because
we've been, you know, into myindustry.
Some people think it.
Speaker 2 (26:41):
Yeah.
Speaker 3 (26:41):
But yes, jenny's looking for a home.
Yeah, And Jenny, i got yournumber, jenny.
Jenny, who can I tell you Who'sthinking of that?
Speaker 2 (26:50):
Who can I tell you?
But yeah, i mean like I've donethat.
You know I've done deals withfizzbows, right Where I got my
buyer into a fizzbow Well, noteven just fizzbows, but again
going back to.
Because this is part of they'renot on the market, correct?
I have to now find somethingthat's off market and a fizzbow
is off market, right, you know?
(27:11):
or an expired is off market,like I can find these things if
I have the client that's lookingin a very specific area.
Speaker 3 (27:17):
Now, here's the other thing, and this is why it's
very, very important tounderstand that there is today
business, but there's alsotomorrow business to bank on,
because, yes, you can find thatoff market property today to
list today, but don't throw awaythe person that says we're
probably not going to doanything for the next one or two
years, because if you start tocompile those, then the next one
(27:41):
to two years you become thesupplier for the entire market,
right, and there are theseagents out there that have
figured this out that are havingtheir best year ever this year,
because they have so manypeople last year that told them
they were going to wait tillthis year.
They wanted to see how thisthing went and when Trump
finally got arrested andwhatever.
Whatever happened in the market.
Speaker 2 (28:00):
And you know when grimace came out with those
shake.
We build a railroad from theAtlantic to the Indian Ocean.
Speaker 3 (28:05):
Right, they want to, they want to wait, and so we
have enough of these people.
And now you'll see these agentsare thriving this year because
they finally have enough of them, where some of them are
breaking.
And then there's a whole otherpool that's going to wait till
next year because of XYZ reasonRight, and they really do have
that reason, and there's nothingthat you can do to nudge them
or push them off the fence,although you can try, that's OK.
(28:28):
Now you've got this giantdatabase of people that are
going to do something nine to 16months down the road and you
become a supplier all of asudden.
Speaker 2 (28:36):
Yeah, and the other thing is too.
it's funny.
I had a client a couple ofyears ago.
That is funny.
Tell me like I want to buy ahouse.
They were downsizing.
Speaker 3 (28:48):
Yeah.
Speaker 2 (28:50):
And she literally said but I'm not going to get
into this bidding war stuff, i'mnot going to do this, we're not
in that much of a hurry, i justwant a downsize.
Yep, okay, cool.
So we said I'm a couple things,went out to look at a couple
condos Bowen she really likedand we didn't get her offer,
except if she, her offer, gotbeat out.
(29:11):
She immediately came back afterthat and said that's it, i'm
doing this.
I want to raise my price.
I'm gonna do a praise orguarantee, i'm gonna.
I said whoa, whoa, whoa.
What happened to not gettinginto this bidding war thing?
Speaker 3 (29:26):
right.
Speaker 2 (29:28):
She's like that's what happens when I lost out on
the first one And it became likethe thing of.
She then became very supercompetitive and then we ended up
getting her into everything Shewanted.
But But it started out as I'mnot gonna do this bidding war
thing, i'll wait, i'll havepatience, i'm not gonna do
anything right away, but all ofa sudden, all of a sudden Oh,
(29:51):
we're going above this, we'regoing above that, we're gonna do
this, we're gonna do that.
and I was like a hold on and Ialmost talked her out of like
rushing into this thing, butthen I didn't talk her that much
out of it because You know, iwanted to sail Right you know,
and that's.
Speaker 3 (30:06):
this is again one of the reasons why You know, here
on our team Huh, that's funny onour team on our team.
Speaker 2 (30:14):
Yeah, I don't know.
Speaker 3 (30:16):
Yeah well commercial coming out soon to actually
jumping into the afterburner.
I'm gonna, i'm going to try.
I'm trying to get set up rightnow to show a sneak preview of
something.
So if you're listening to thepodcast, after the fact of it
being live Again, at the end ofevery show we do an afterburner
about 15 to 30 minutes of justrandomness.
(30:37):
That happens live every Friday.
So if you join us live, you getthe advantage of that and we're
starting to show video snippetsand stuff like that in between
too, so you get a chance to seesome, some other things.
But you know, it's one of thereasons why I teach the hot
nurture watch, because you don'tknow when that client's gonna
flip.
And one of the things that Ipulled together that I showed
(30:58):
during presentations now is Thedifference in how the market
today.
Somebody will say they want towait, so they jump into this
waiting game, and now you thinkyou have a client That's gonna
just they're just kicking tires,but all of a sudden, just like
you said, they get activated oneday and like, all right, it's,
today is the day and it has tobe.
Today is the day.
If you're not activelyfollowing up with them and
(31:19):
continuing to follow Thatprocess, you are going to lose
that client.
You have to continue tocommunicate with them, because
if you don't have the bestrapport with them, they're gonna
just go to somebody else assoon as they see that, right.
Right, and for those of youthat are Listen to the podcast
and or you're watching liveright now, if you have not seen
(31:40):
hot nurture watch, if you'venever seen that program before,
feel free to reach out and get ahold of us And I can absolutely
send you the slides or show youwhat that that process looks
like.
It's a system to make sure thatyou never lose a lead again and
that you have every opportunityto convert them.
Speaker 2 (31:57):
Yeah and it's, i mean it's, that's the.
That's the whole goal, right?
we talked about top 50 listsand, and You know, adding people
to your pipeline every day.
And if you're not adding peopleto your pipeline every day,
you're missing out.
And that goes back to Johnny.
What Johnny's talking aboutwith the hot nurture watch Is I
(32:17):
need to keep adding people to mypipeline every day, right, if
and I like my number wise if Iadd You know four people a week,
it's you know 16 a month.
And If I add 16 people a month,over time They're gonna start
closing and they're gonna startbuying and they're gonna start
selling.
(32:38):
So but if I'm not adding everyYou know one person a day, then
I'm missing out.
And I I say four because youshould be adding one person per
day to your pipeline.
And and And Wednesdays mightnot be good days for you, or a
Thursday might just suck, or youhad, you were actually busy and
you were actually closing someother things and you didn't get
(32:59):
a chance to add somebody in atthat on that day.
But that means you should beadding four people into your
pipeline per week.
16 a month Will lead you to Youknow math five closings a month
, something like that.
Speaker 3 (33:19):
Yeah, Yeah, you know, and it is.
It's all about continuing toadd that stuff up.
And you know, again, this is,this is that whole thing about
running, running towards thestorm, getting through it and
being on the other side.
Yeah, sometimes the storm isgonna be a lot longer and and
you know, this goes back to Howdo you weather the storm when it
(33:40):
when it's a lot longer as well.
You know, one of the thingsthat agents don't realize that
you can do and, believe me, youcan do this is you.
You, you ride on this wave ofcontinually.
You know you've get, you've gotincome, you don't have income.
You've got income, you don'thave income in the markets doing
this and you're constantlydoing this wave.
You guys know that you don'thave to do that.
Right, you don't have to ridethe wave.
(34:03):
No, you can absolutely open upan LLC, figure out exactly what
it is that you typically makeper year, and then this is the
hardest part that agents havehave doing, right here.
If, if you're used to, you know, if you average your entire
income out and you realize thatyou could pay yourself We'll say
, a $8,000, you know, base, payyourself a six.
(34:25):
Okay, don't forget about yourtaxes and live off of that until
you can pay yourself taxes.
Yeah, i'm 1099.
Speaker 2 (34:32):
I don't have to pay taxes.
Speaker 3 (34:33):
1099 is that's all the only taxes I have to pay.
The only tax I pay is to my isto my accountant Yeah, for them
to fix it, so I don't have topay taxes.
But there is a way and a systemthat you can put into place to
make sure that you don't have toride that wave Now in order to
be able to do that and have theconfidence to be able to do that
(34:55):
again.
It goes back to continuallycreating business for yourself
While you're in this business,and I know that this is a lot
and a deep topic For some peoplethat are just getting started,
or for new people, or even maybefor somebody that has been on a
team before.
They've never had to thinkabout all this stuff.
But these are the types ofthings that take you from being
an agent To a businessprofessional who owns a business
(35:19):
, and that's what we all are.
Speaker 2 (35:21):
Yeah, 100% man, you know.
You know what we need.
I need any more coffee, okay.
Speaker 3 (35:30):
We'll get right on the hat, if any, if anybody is
watching anybody to be in theoffice?
Speaker 2 (35:34):
close to Troy.
Speaker 3 (35:38):
Yeah.
So Let me ask you this, jimmy.
So, aside from, aside fromgoing door, knocking, calling
around, what is the?
and this is a tree, i have theanswer.
This, like a good attorney What?
what is?
what is the one source that youthink realtors are not
currently tapping into to createtheir own environment I'm sorry
(36:00):
, their own, their?
Speaker 2 (36:01):
own business.
Yes, beside those two things.
Speaker 3 (36:06):
Yeah, besides actually going out there and
prospecting strangers, what doyou think?
the one thing is that they'renot prospecting right now.
Speaker 2 (36:12):
I know what the answer is to it It's, it's.
It's the biggest swing and missthat Realtors have is their
sphere what, what?
Speaker 3 (36:23):
no, don't go there, jimmy there's secret agents
isn't that crazy still stillsecret agents.
Speaker 2 (36:29):
So you know this is.
I don't want to bother myfamily, though, Johnny and.
I don't want to bother myfriends and they're at my bother
.
I don't want to bother them.
Speaker 3 (36:37):
Yes, that's, that's exactly what everybody says.
But everybody says that andthen it's.
You know, it's interestingbecause I was on a coach.
Go ahead.
Speaker 2 (36:47):
Everybody says that.
Because everybody says that,and then they go my friends
don't even use me.
Well, did you ask that?
is it that funny?
Yeah, because it's easier toshift that blame on to somebody
else and it is just to say, hey,you know, friends, family, i'm
a real estate agent.
But but then, but then we'llcomplain about our friends and
family that don't use us Becausethey use another realtor,
(37:11):
because they didn't know we're areal estate agent.
But then we didn't tell themwe're a real estate agent
because we were afraid to tellthem, because we didn't want to
ask them for the business.
But when they don't give us thebusiness, we're mad because we
didn't ask for the business.
Speaker 3 (37:23):
So I was just talking to an agent about this the
other day.
The two places where agentsfocus the most is there are the
two places that aren't going tobuild your business for you, and
it sounds different, soundscounterintuitive, but it's the
truth.
They focus on hot leads todaythat are gonna, that are
dropping and falling in the lapbecause they need to check today
, and I understand that.
(37:44):
And then they focus on the Dleads, the leads that are never
gonna use them.
No matter what, the leads arenever gonna move.
And so you hear a combinationof hey, great, i have a closing
today.
Or they focus on well, i don'tknow why they wouldn't use me.
They blah, blah, blah, blah,blah, and they get all upset and
or, and or the You know theperson pulled the contract away
from them And now they'researching them a less every day
to see if that person's actuallyso at their home, and they get
(38:06):
infatuated With the people thataren't using them and they get
hyper focused on the people aregonna do business today.
Well, forgetting, the biggestpot in your business are the
people are gonna do somethingnine to sixteen months down the
road And guess where thosepeople can come from your
database Yeah, that's where theycan come from And if you're
(38:26):
confused and new to the businessand don't know where your
database is like that.
Speaker 2 (38:34):
It's right here.
Speaker 3 (38:35):
So how many?
Speaker 2 (38:36):
it's right here, it's in your hand.
Speaker 3 (38:38):
How many people Have you act?
You know, it's what.
it's funny, the amount of timesthat I've asked an agent how
many people you have in yourdatabase and they'll tell me oh,
i've got like 20, all right,how many people do you have in
your phone?
Speaker 2 (38:54):
Oh, who's 3000?
Like they instantly cringe.
Speaker 3 (38:58):
I have.
You know there's a coupleagents, yeah, but Johnny the
other way do I call them?
Speaker 2 (39:03):
I don't.
Speaker 3 (39:04):
Yeah, what do I say?
I don't want to bother myfriends for business, yeah, and
this is a mindset thing.
You know, if you're not a highD now I know high D is right out
there, we'll just be like we'lljust do it anyway.
I don't care, like bother them,but it's also a mindset thing,
and this is this is how I try toposition agents.
Who do you think that theyactually want?
(39:25):
Let's say that they are going todo something in real estate,
and you didn't know, you neverasked right But let's say that
they actually are going to dosomething in real estate.
Who would you rather havehandle them?
Joe Schmo, that doesn't know,whoa, yeah, whoa, yeah, and and
(39:45):
isn't going to, and he's goingto do the over, listing it for
the wrong price, and, like youknow, 80% of the agents out
there or more, they actuallysuck.
They're not good.
It's, it's true, and you knowwhat the sad thing is is there's
so many agents out there today,especially in the show or not.
Those of no, they are, though.
(40:07):
You know how I can tell youthat.
Let me tell you how I can tellyou that, because 87% of people
say that they'd work with theiragent again If their agent never
fricking got ahold of them,they didn't.
They suck The number onecomplaint about real estate
agents.
My real estate agent never gotahold of me.
You suck.
Speaker 2 (40:24):
Yeah.
Speaker 3 (40:25):
I don't know what to tell you.
It's amazing, right 80, 80% ofall agents out there suck at
what they do.
Yeah, Now you don't have tosuck.
And if you're one of thosepeople, I'm sorry you suck.
Stop sucking.
You don't have to.
That's a choice.
Pick up your phone and callyour fricking clients or answer
your phone, or answer your phone.
Yesterday I was talking toAlexis Carrera and she she has
(40:46):
somebody for this house and you.
What a disservice you're doingto a seller to just never answer
a phone with somebody whenyou've got contracts in and
everybody's waiting to seewhat's happening and you know
the seller, and then that sellerdoesn't hear from the selling
agent either.
Right, Like man.
Sorry, we got off on a tangentthere, but listen, do you want
(41:06):
that person that's going to callyour client one time then put a
sign in the front yard andthink that they're going to do
that?
Or do you want or do you knowthat if, man, if I had that
listing, this is my P, I need totake care of them.
I'm going to ask all the time,Like, if I don't know the answer
, I'm getting the answer becausethis is my family, my friend,
This is somebody I'm actuallygoing to take care of, And
(41:27):
there's nobody better to takecare of your friends and family
and care for them than you,Unless you don't like your
friends and family, in whichcase you're one of those agents
I was just talking about.
But listen, when you reframe itand you think about that, like
why let your friends and familyget in the hands of somebody
who's just cares about theirpaycheck instead of personally
(41:48):
cares about them And you knowthere's those agents and and
that are good agents, but theydon't ever have repeat business
because they're so, becausethey're jerks.
Speaker 2 (42:02):
Let's just be honest.
Right, But they get deals done,right, You're in good hands
with them.
They just have terrible bedsidemanner, right, They're not, but
they're going to get that dealdone and they're going to get
you the best deal ever Andthey're going to do that for
sure, right?
But oh, my mom hangs out, handsout my cards all the time.
Speaker 3 (42:23):
Yeah, yep, there you go Jimmy's number one referral
sources.
mom, it is.
Speaker 2 (42:33):
But it's, it's so.
So they don't have a lot ofreferral business or repeat
business or referral business,but they still are a you know,
$20 million producer.
Well, because they, every daythey grind right, You'll find is
if you do this every day andyou and you cultivate and you
(42:53):
farm and you do this every day,you just start getting business
And the statistics say it's yearthree to five.
If you, if you prospect everyday and treat your people right
and you're a good agent, thatyou're three to five, that three
to fifth year, that you don'thave to prospect anymore, You
know the I can tell you whatwhat we have seen is.
Speaker 3 (43:19):
We always heard that right, it's going to take three
to five years, used to take 10.
If you do this and you set yourbusiness up right we're not
saying it, i mean, it really isby year three, you know what I
mean Yeah.
Yeah, and what's crazy aboutthis is people have started to
this is starting to get evenshorter for the people that have
figured this out.
I was talking to another agentthe other day and and she's done
(43:40):
20 closing so far.
So how many referrals have yougotten out of that?
Those 20 closings?
zero, well, there's an.
Speaker 2 (43:47):
There's an issue there Right now big problem?
Speaker 3 (43:49):
She isn't.
she isn't an aggressive agent.
Her personality type was nice.
So the problem there is notasking for that business, right,
your database, the people.
if, if you guys have never seenthe um, the accounts pyramid,
it's, it's something else thatwe can send you.
Maybe Jimmy and I will do aseparate training one of these
days and throw it up on free forall Friday.
but the accounts pyramid, thebottom of the pyramid, is going
(44:11):
to be that.
that's going to be what feedsthe rest of your pyramid all of
your top 50 VIPs, all of yourclosings, even your whales.
right, some of your CPAs thinkabout this, one of the things
that, like um, you know we haveFabian talks about this all the
time to agents.
you know when we went out to uh, uh, grand Rapids and when we
were in front of teams, you knowwho are the CPAs and the
(44:32):
attorneys and the this and thatthat you can get a hold of right
, the big whales were the peoplethat could hook you up with 10
transactions a year or more,right?
Yeah, well, you absolutely canand should farm those people,
right?
You can, absolutely can andshould call them randomly, but
if you've built a database bigenough on the bottom of your
pyramid to where one of thosepeople happens to be in that
(44:54):
career.
how much easier is it going tobe to convert that person to
somebody that's going to goingto work with you, cause they
already know you, like you andtrust you.
Therefore, building that bottombase I think I well, i know
it's, it's how it's yourfoundation It is the most
important thing that youabsolutely can do.
Go out there, meet a bunch ofpeople.
every person that you have inyour phone, everybody should be
(45:16):
in that bottom base And it goesback to um, uh, your friend
there, the NFL guy, right, yeah,we're all just two people away
from knowing every person in theworld.
Speaker 2 (45:24):
Yeah, and asking Kevin what's Kevin Bacon?
Kevin Bacon.
Speaker 3 (45:28):
I forgot about that game.
Speaker 2 (45:30):
The six degrees of separation from Kevin Bacon.
Kevin Bacon.
Speaker 3 (45:33):
Yes, Oh, okay, Guys, here it is.
Here, we're going to do this.
We're going to do this.
You just brought this up.
Oh, if you're listening on thepodcast account or if you're
listening later, it counts foryou too.
Six degrees to Kevin Bacon.
Okay, How can you get fromgrimace to Kevin Bacon and six
people or less?
email us.
Email us at free for all Friday.
Join us, uh, on the webpage orsend it to us and we'll cook you
(45:54):
up with some free for allFriday swag.
In fact, new free for allFriday swag is coming out
shortly The Jimmy and Johnnyfree for all Friday special
swimsuits which people have beenasking for.
I, I, I will be releasing by oh, it's already Friday.
Speaker 2 (46:09):
It is Friday.
By at least next weekend freefor all Friday, Yeah.
It was brought up about like uh, we had someone ask us that the
other day.
Speaker 3 (46:16):
Well, you know when, when the underwear came out
which is a real thing um, people, back way back then, i had
people saying Hey, i'm headingto Florida.
If you can figure out how toturn this into a bathing suit, i
totally order it.
Yeah, so that's happening.
Uh, but yes, if you happen, ifyou can get grimace to Kevin
Bacon, six people or less, sendus an email, shoot it to us on
(46:37):
Facebook, drop us a DM.
Uh, you can find my page, bythe way, now too, at John, at
have awesome is on Facebook, orat the Johnny awesome on insta
and everywhere else.
Speaker 2 (46:46):
Um, help me build that page out too, because so
far Jimmy Nelson or Jimmy Nelsonreal estate Yeah.
Speaker 3 (46:51):
You're.
You're two different things.
It's difficult to find you, butthe point is everywhere.
You uh, yes, you are.
Yeah.
It's true, I'm not difficult,So am I.
you know it's.
it's funny.
That's what we're going to save, that for the after bird.
There is only one, johnny.
Awesome though, right.
Yes, there is, uh yes, grimacefrom McDonald's, that is correct
(47:11):
, uh uh, dave, it's what Davedoesn't realize.
Speaker 2 (47:16):
it's grimaces.
birthday month, right, that's.
that's the whole point of thismonth, and it was the whole
reason for me wearing purpletoday.
Speaker 3 (47:23):
Hey, ellen gave away Ellen underwear.
Okay, good, i was good.
I was going to say, did yourmom just get it?
No, she didn't.
Good, um, yes, so it isgrimaces birthday.
So if you can figure that,great.
But going back to building thebottom of your database, fill
that bottom pyramid up with awhole bunch of strangers that
(47:44):
you convert to friends and startwith your friends instead of
pushing them into strangers Andthen from there, guys it listen
the thing that you're missing in.
And it's a pride thingsometimes, right, you have the
opportunity.
You have people that know you,like you and trust you.
Right now, right now, if youwere to open up your phone,
(48:06):
there is somebody in there thatif you called and said, hey, i
need a couple more deals comingup in the next couple of months.
I really am trying to, i'mtrying to be a buffalo instead
of a cow, they'll laugh.
Right, it's grimace month.
I really want that milkshakethis this year or this month,
because my milkshake brings allthe boys to the yard.
If you were to call up yourdatabase and say that cause you
(48:29):
can cause it's your database,they know you, somebody in there
is going to want to help you.
They love people love doingfavors.
I was talking to an agent aboutthis the other day.
You know, um, do I want to sharethis story?
I got four minutes.
Maybe I'm going to share thestory.
It's a personal story.
Um, for those of you that know,you know, if you've listened to
(48:50):
the podcast of my story, you,you, you've, you heard about two
years of us doing the show.
You know, a traumatic divorce,something I didn't want to
happen, church taking my kidsaway, let, it was a whole bunch
of crazy stuff that happened.
If you don't know about that,uh, there's a podcast episode
out there.
I think it's called Johnny'sstory.
You can, you can re listen tothat.
Yeah, but it's something theyou know, the there's a lot of
(49:13):
weird and wacky things thathappen now and You know, one of
the things that happened was mykids were really excited to go
and hang out at this water park.
We had been talking about it.
I hadn't seen them in a while.
They've that.
You know, we're all missingeach other.
I try to get as much time withmy boys as I absolutely can, and
I Got a message the day beforethat stated that they were not
(49:39):
going to be allowed to bringtheir bathing suits Right, and
I'm like what sense does thatmake?
like they're excited to go,it's their bathing suits.
They get sent to my house withclothes.
It's not like they don't getsent naked, it's just.
It's just one of those thingsthat you get to deal with when
you have somebody, that's Whenit's something that I, it's a,
(50:01):
it's a part of my life that Ihave to deal with often.
Speaker 2 (50:03):
Yeah, um, it's a good one.
Speaker 3 (50:05):
Yes, you know, well, you know it's.
It goes back to, you know,morals and ethics and always
staying the higher ground and itjust it's.
It's one of those things.
So, hey, look, no issue, we're,we'll go pick up, you know,
brand new bathing suits.
We can do that, right?
Well, there's an agent herethat that we work with, that we
both work with, and sheabsolutely loves the boys, and
(50:26):
She slipped the $50 bill into mypocket to go get the boys
bathing suits right Now.
I could have said and I almostdid, and because I I don't need
that, i it's not a charitysituation y'all.
So instantly I wanted torefrain, but I forgot this one
key important thing, guys, andthis is important when you're
talking to your people, givepeople the opportunity to be a
(50:49):
blessing to you.
Don't let your pride Get in theway of letting somebody else
feel special because they wereable to help you out.
Yeah, you know, brittany wantedto be able to participate in
that and when the boys calledher and they were excited and
they all got their own bathingsuits and You know they were
(51:12):
able to hang out at the park.
That filled her with joybecause she was able to.
She provided that she did thatright and That if I wouldn't
have accepted that, i would havestopped her from being a
blessing.
Yeah, there are so many of youout there that are listening to
this right now That arepreventing the people that know
(51:32):
you, like you, trust you andlove you from being a blessing
in your life, because you thinkthat you're gonna bother them
when you call and ask them Hey,could you do me a favor?
I'm trying to finish this yearout strong.
I'm halfway through and I'mjust looking for a couple more
deals.
Do you know anybody that'slooking to buy, seller, invest
in real estate?
Speaker 2 (51:51):
Yeah, and that's that's the favor script.
Right, like that's one of thethe biggest ones that I think we
miss out on.
Like, hey, you know, can I askyou a favor?
Sure, yeah, what do you need?
It's I'm looking to help.
Yeah, you know X amount offamilies move in or out of a
home this year and that's youknow I've set those goals and
You know I we miss out on thatand we're afraid to ask for that
(52:13):
business.
Speaker 3 (52:13):
And yet people are Wanting to help and then taking
it a step further.
Like I said, there's so manypeople will go straight to the
phone book To the person that wedon't know when we're looking
for CPAs, instead of going intoour current database.
Hey everybody, i'm currentlylooking for a CPA that I might
be able to do business with.
There's an alarm going off hereat the office.
(52:35):
I I'm currently oh, that's,that's why I'm currently looking
for a CPA that I need to dobusiness with.
Who do you know?
Yeah, and you know what?
sometimes, because you don'tmanage your database well enough
, somebody's gonna go.
Well, i'm one of those.
Right?
What do you need?
Speaker 2 (52:51):
Oh Guys, be the buffalo, don't be the cow right
run through the storm, not awayfrom it and definitely don't
just sit there, jimmy.
You've been fantastic, johnnyyou've been awesome and we'll
talk to all of you next.
Friday You.
Popular Podcasts
Crime Junkie
Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies! Crime Junkie is presented by audiochuck Media Company.
24/7 News: The Latest
The latest news in 4 minutes updated every hour, every day.
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.