Episode 86 - The Secret Bag of Secrets

Are you ready to step into the ring and tap into the power of real estate? We're peeling back the curtain to reveal our best industry secrets. From childhood nostalgia to practical business techniques, we're taking you on a journey that's as entertaining as it is insightful. 

Discover how to build a rock-solid rapport with clients, navigate objections with ease, and manage those - sometimes awkward - home showing experiences. We're even throwing in some psychology, exploring how understanding your client's personality type can open doors and close deals. We'll reveal how NLP and hypnosis techniques can be a game changer in your client interactions, and share our favorite tips from Jimmy's book, "Exactly What To Say". 

But it doesn't end there. We're going beyond the now, diving into strategies for building a future-proof business. Get ready to be entertained, educated, and inspired in this exhilarating exploration of real estate.

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"

Episode Transcript

Jimmy Fantastic (00:03):
I, that's not my headphones.
Check check one two.

Johnny Awesome (00:16):
Why it's not in the head.
So I wonder what's goingthrough here?
You, you jinxed it.

Jimmy Fantastic (00:27):
Good morning, good morning.
Good morning everybody.
This is Jimmy, fantastic.

Johnny Awesome (00:31):
I am, but a vessel for my crater deposit
positive energy, a singer ofgreatness with it.
All my kids know is daddy andJimmy.
All that ended abruptly.
It always does.
My favorite part is I have twofavorite parts, my two, my two
favorite parts, my two favoritethings that you do, jimmy, I
just want to let you in on this.
All right, my first favoritething that you do is when we

(00:52):
have guests.
I love when you watch theguests and you just stare at
them while I, while I, scream.

Jimmy Fantastic (00:58):
Yeah, that's the best part.
Like that was, I have neverbeen on before.
Yeah yeah, and even sometimeswhen they've come back, yes,
it's still catch.

Johnny Awesome (01:04):
They forget, they forget yeah my second
favorite thing that you do isyou always are like wow, that
was a hard out.

Jimmy Fantastic (01:12):
I Well, it's not.

Johnny Awesome (01:14):
It's not always that yeah, no, it actually has
been for almost this entireseason, I know, but it's no,
it's not.
Yeah, almost every season goback cuz I have to go.
There's a reason behind that.

Jimmy Fantastic (01:25):
So today, actually, it leads me into a
reason why the Johnny I'm finewith it Good.

Johnny Awesome (01:32):
Because today, actually, you brought up a
really good point and I thoughtyou know what today's episode is
gonna be called all the secrets.
Oh, I love it, I know you doand today I thought this would
be good.
Like, we have all these littleand you hear me talk about this
in trainings all the time right,we have all these little
jiu-jitsu secrets and theselittle tricks of the trade,
right?
Pro tips, pro tips.

(01:53):
Yeah, we have all these thingsand we teach them to our groups
and we teach them to the agentsthat we're working with and the
Teams that we're working with,and I thought, man, there's some
of them are really good.
Let's, let's, go ahead and,like, share all of our secrets.

Jimmy Fantastic (02:05):
It's kind of like the guy you see on the
street that has like the watches.
You know we want to sell youwatch.
He's got a whole bunch of themhere.
They're all stolen, it's likeis that the secret?
Yeah, well, that's his secret,it's not ours.
I mean, we're not sellingwatches.
Only we could start sellingwatches free for our Friday
watches.
Ah, I like that.
Yeah, we could call them.
We could do like watches.
Do you remember we could dolike the old swatch watch?

(02:27):
Do you remember the swatchwatch?
No so it was a watch like backin the day, like it was a swatch
watch and though some of youdon't know what I'm talking
about but like you could likeswitch the band out, like it
came with a bunch of differentcolored bands and you Could like
change the bands and like everywatch you can switch.
Yeah, but it was like supereasy, like you know it was just
like a clip-in, clip out.
Like it was super easy.
Like a swatch watch was like athing.

(02:47):
Yeah, I was never a watch guy Iwas.
I love watches.

Johnny Awesome (02:51):
I have a watch now.
I think it's just laying in thecar somewhere.
Well, it's not a good spot forit.

Jimmy Fantastic (02:56):
No, I should actually go get it.

Johnny Awesome (02:57):
Well, I got it because I like the smart watches
now, because they remind me tomove see.

Jimmy Fantastic (03:01):
I just forget them.
I don't like.
So.
My wife and I had thisconversation when we were what
we were talking about this wholething, and she was thinking
about getting me a smart watch.
But the problem is I likewatches, like I like a watch.
Yeah, I don't want, like Idon't want to answer my phone on
it.
You know what I mean.

Johnny Awesome (03:17):
I want to know what I don't mean like an old
school.

Jimmy Fantastic (03:20):
I want to watch like I can read.
All it does is the time I knowthat's all I need it for.
This does everything else Ihave this, I don't need anything
else.
Yeah, if that's in your pocket,yeah.

Johnny Awesome (03:30):
I can, I can take it out of my pocket and
look at it.
Sometimes I forget how much agedifference.
I just want a phone that rings,and not all this other stuff.

Jimmy Fantastic (03:46):
Simplicity is genius.
You remember swatches?

Johnny Awesome (03:49):
swatch watch.

Jimmy Fantastic (03:50):
Those of you that remember a swatch watch,
hit us up swatch.

Johnny Awesome (03:53):
You know what I do remember, you know who will
remember it?

Jimmy Fantastic (03:55):
Who's?

Johnny Awesome (03:55):
that Dave Dubey.
Yeah, I'm sure he would yeah.

Jimmy Fantastic (03:57):
Yeah, you can tell us not on yet, musco,
remember it.

Johnny Awesome (04:00):
He probably would.
Yeah, you know what else youguys remember I don't know why
is walking in school?
Yeah, but in those shoes, youremember those shoes that you
used to have to press the littlepumpy thing.

Jimmy Fantastic (04:11):
Oh yeah, I had those other rebuy pumps that
they would like?

Johnny Awesome (04:13):
wouldn't they blow up like powders or
something?

Jimmy Fantastic (04:15):
like that.
They never blew up.

Johnny Awesome (04:17):
See, I seem to remember somebody pumping those
up so much that they blow up no,everything on the internet's
not real.

Jimmy Fantastic (04:22):
I I don't know if I maybe I must have seen that
on the internet.
Yeah no, no, I had the rebuckpumps.
That was my senior year in highschool.
Yeah, basketball season likethat was my shoe man, like that
was, the rebuck pump was thething.

Johnny Awesome (04:34):
Yeah why did that go away?

Jimmy Fantastic (04:36):
Because, honestly, it really didn't do
anything like it did.

Johnny Awesome (04:39):
But it didn't like it just it just tightened
your shoe like.
Yeah, you know what I mean.
Like, is that something thatyou want?

Jimmy Fantastic (04:45):
Yeah, I mean, you want it to fit right, you
know I mean all my shoes aretight.

Johnny Awesome (04:48):
It's like a custom fit.

Jimmy Fantastic (04:50):
You know what?
I mean yeah, put it in and thenyou pump it up and it would fit
right around you.
It was supposed to give youmore ankle protection.

Johnny Awesome (04:55):
Oh, I don't think it really did.
I think it just was like athing.
Yeah, well, that's howmarketing works, yep so.
Anyway, back to the secrets.
New coke, yeah, is with now.
Now with real sugar.

Jimmy Fantastic (05:09):
Well, I mean, did you see that Netflix series
about the coke thing?
No, oh man.
And there's a really good oneon Pepsi.

Johnny Awesome (05:16):
Yeah, that was the one.
I saw the Pepsi marketing.
Well, pepsi, where's my jet?

Jimmy Fantastic (05:19):
Yeah, that was great.
Oh man, Where's my leader jet?
Yeah, dude.

Johnny Awesome (05:22):
That one was.

Jimmy Fantastic (05:23):
that one was incredible, but yeah, the whole
coke thing when they changed therecipe, yeah, it was terrible.

Johnny Awesome (05:29):
Yeah.

Jimmy Fantastic (05:30):
And do you remember when they did the clear
Pepsi?
No, yeah, they did clear popguy.

Johnny Awesome (05:34):
I know it looks like a coke always made me cough
.
I never liked it.

Jimmy Fantastic (05:37):
Oh man, coke's my jam.
Like I don't even like keepingin the house, I drink something
like like, yeah, yeah.

Johnny Awesome (05:43):
Well, that's the secrets, guys.

Jimmy Fantastic (05:45):
That's all you need to know about.
Success Makes you join us onfree for all.

Johnny Awesome (05:48):
No, but back to the intro.
So this is, this is interesting, and this, this is this is
being fixed.
There's something coming upthat I wish we had a video for,
that we'll probably be releasingtoday, so make sure that you're
checking out the facebook page,yeah, but you know, the intro
cuts because, in order for us tomake everything work the way

(06:09):
that it works, we can't play avideo in the background and have
ourselves unmuted at the sametime.
Ah, with the audio, but that'sbeing, that's being fixed.
So the intro is being fixed.
So, you know, one of the thingsthat we were talking about
earlier this morning when wecame in Is, again, we, we have
these things and these tips,these tricks that we talked to
all of our different groupsabout, and I thought, wouldn't

(06:30):
this?
This would be a good episodewhere we could dig into our
diving, our deep bag of tricks,like santa, and just pull some
of them out and tell you, guys,some of the things that we work
with individual teams.
So this is something that mostpeople might not even know,
jimmy, yeah, and that is that weactually don't just do this,
but we work with individualteams.

(06:50):
That's actually what we do.

Jimmy Fantastic (06:51):
Yeah, this isn't our uh, I mean Free for
all friday.
Don't get me wrong.
We graded this was full time.
You know what I mean.
Like we just got to sit hereand talk all day.
I mean that is kind of what wedo.

Johnny Awesome (07:01):
And now that we're, now that we run exp elite
, it is really kind of what wedo.

Jimmy Fantastic (07:07):
Yeah and yeah, because well, there you go.
You just had another secretthat most people probably don't
know is that we, you and I, runa real estate team together.

Johnny Awesome (07:13):
Yes, yeah, exp elite yeah.

Jimmy Fantastic (07:15):
Yeah, what's people out there, If I like what
.

Johnny Awesome (07:19):
They trust.

Jimmy Fantastic (07:19):
they trust you too with any, with a real estate
team.
Oh my goodness, yeah, no it'sreal deal.

Johnny Awesome (07:25):
But yeah so you know there's a couple of things
I know that that's hit us thislast Month but like, what are,
what are some of the things that, especially when you're doing
your trainings and of course youcame over here from the mark z
team and stuff like that Likewhat's, what's one of the bags
of tricks that that you know,it's kind of like the secret
sauce, secret formula that youkind of keep bagged and you have

(07:45):
yeah, and I don't know thatit's that much of a secret, but
it's what it's one I constantlygo to, is it?

Jimmy Fantastic (07:49):
you know?
If I could, would you?
You know, that's one of mybiggest things that I like for
like scripting yeah for likescripting and really and
anything right and just in lifein general.
You know I talk about arpingwith my kids right.

Johnny Awesome (08:02):
So there's one right there that people might
not have heard, because I don'tknow If we ever really talk
about that on the show arping.
Arping is fantastic.

Jimmy Fantastic (08:09):
Yeah, and for those that don't know what
arping is, it's acknowledging,responding and then pivoting.

Johnny Awesome (08:14):
Yeah, let's start there.
Yeah, so again in in housetraining.
We do training based on thisarping thing right, and this,
this is a fantastic way to do it.
So, so hit us again.

Jimmy Fantastic (08:24):
So arping is arp.
Yep, arp, and it's acknowledge,respond and pivot Yep, and you
always, with the, youacknowledge what the person said
, right, so that shows youractive listening.
You know, when they say, hey, Iwant to see this, great, I
understand what you said, youwant to see this, right.
So I just repeat, kind ofrepeat back to them what they're
saying, then I respond to it bygiving them a quick thing.
They want to see this?

(08:45):
Okay, great, I said you want tosee this, here's what I can do
for you.
I'm going to show you thisthing, right.
And then I want to pivot outwith a question.
A pivot's always got to be aquestion because I want to put
it back on them, to throw mesomething back.
So I like, I talk about thiswith my, like, my best example
as kids, right, of course, youknow when you have kids at the
grocery store you know hey can Ihave this sucker?

Johnny Awesome (09:05):
Yeah, yeah.
What do you say to that?
Can I get this?

Jimmy Fantastic (09:08):
Yeah, can I have this sucker?
So I I understand you know youwant this sucker, yeah, but
right now we're not going to getthat sucker because we're going
to have to go home and eatdinner.
So do you see what else is onthat conveyor belt?
Ah yes, I pivot them away fromthe sucker.
Yeah, right, I get them awayfrom that sucker.
Or hey, do you want to pick upthat fruit or what I?
You know, you give them.

(09:28):
You know, for kids, I give themsomething to do, yeah this
isn't for our from clientseither.

Johnny Awesome (09:32):
I give them something to do.
That's a real estate agent.
And for real estate agents yeah, yeah, look cats, yeah.
So so let's let's look at somepractical ways where you could
do do arping, or or look atarping right.
One of them would be uh, howwould you handle a seller?

Jimmy Fantastic (09:49):
What would what would arping look like when
you're handling a seller thatsays it's not that I'm scared, I
won't find another home to buy,yeah, and that's obviously
that's what's happening and witheverybody's market right now,
is that I don't want to sellbecause I don't know if I'm
gonna have anything to buy,right, and I, you know, mr.
Mr Seller, I totally understandwhere you're coming from.
That's acknowledging, yep, Isee, I see that.
One thing I want to let youknow is I've never had a client

(10:11):
that's homeless.
I've always got them intoanother home.
Now, what areas are you lookingin?

Johnny Awesome (10:16):
there's the pivot.
Wow, that's so natural for you,isn't it?

Jimmy Fantastic (10:19):
It is and it's just yeah, I've been doing it
for long, long enough, that it'syou know.
And I joke, but I but seriously, when, when I first got into
sales and whatever else and Ibet in sales for a long time,
right, like a foot locker andall those type things but but
like when I, when you starttaking it serious and when you
start doing scripts and roleplaying whatever else, one of

(10:41):
the things I did I would call mywife on the way home, like from
the office.
And when I quit in 10, 15 yearsago, I would call my wife and
just be like hey, I got to runsome stuff by and that guy would
harp with her on the phone andthat's funny.
Yeah, like what would that?
conversation feel like well,because you know.
So here's it, here's your thingtoo.
Right, she's a mom at home.
Yeah, she's trying to makedinner.

(11:02):
Yeah, she's got kids screamingin the background.
It's totally real life, rightof course it's, so this stuff
you can use in real life, right,because that's when you're
calling someone right and youget the, the A woman on the
phone and you hear kidsscreaming in the background,
that she's making dinner andhear pots and pans banging.
That was the conversation I washaving with my wife and I'm like
shit, I can overcome this stuff.

(11:23):
That's objection.

Johnny Awesome (11:24):
Yeah, that's easy one now.
Yeah, so tell me, how do you?
So what's the over?
Okay, so, ring, ring.
You're on the phone.
Yeah, you hear the kidsscreaming in the background.
Pots are all over the place.
You hear the sizzle of thebacon, the fire alarms going off
, right, yeah, and you're tryingto get a list of appointment,
yep so how are you arping that?

Jimmy Fantastic (11:43):
So I acknowledging it, right?
Yeah, oh man, I can hear thekids in the background sounds
like you're super busy.
You probably have more thingsto do than time in the day to do
them in there, right yeahtotally.
Yeah, I can't believe it.
I just don't have time for thisright now.
I get it Totally understand.
Hey, listen, what I want to dois take the burden of listening
out.

Johnny Awesome (12:01):
Sorry, the cat was on fire.

Jimmy Fantastic (12:03):
I've had a cat on fire at my house before too.
It's not a big deal, but Itotally understand where you're
coming from.
So how about we do this?
It's gonna take me about 15 20minutes.
I'll swing by one day this week.
Take a look at your house.
I want to take the burden ofselling this house off your
hands.
You know, it's gonna be toomuch.
I see you got so much going on.
You're not gonna want to wasteyour time doing this.
Let me waste my time doing it,oh wow, that's.

Johnny Awesome (12:22):
That's pretty good.
See, you're gonna need to beout of that house anyway,
because yeah, like the cat's notfired.

Jimmy Fantastic (12:27):
It's probably burnt the carpet.
You know you got boogers on thewall from the kids and they're
ones hanging from the curtainsand you know they're.

Johnny Awesome (12:35):
You know there's , there's two tactics that I
always heard about.
And feel free, uh, two guys, uh, jump in.
Of course you can always callus.
The line is live at 313 644 forall or 313 644 for.
Yeah, I got a lot of A L L.

(12:56):
Let us know.
Let us know what your deep,deep, deep secrets are.

Jimmy Fantastic (13:00):
You know how terrible that is.
Like that, I got to look, likeI have to look at that on your
phone.

Johnny Awesome (13:06):
See, if it was on your watch, you'd have this
all set to five, five.

Jimmy Fantastic (13:09):
There it is Just two five, five, it is three
, three, six, four, four, four,two, five, five, the if you have
.
If you're anything like me,just go look it up on your phone
.

Johnny Awesome (13:22):
You know, you can actually type words into
your phone.

Jimmy Fantastic (13:24):
Yeah.

Johnny Awesome (13:24):
Okay, I didn't know if you knew that.
If you guys, hey, there's your,there's another secret for you
right there.
You know what Arping alwaysreminded me?
Have you ever heard of accept,approve, appreciate.

Jimmy Fantastic (13:33):
Yeah.

Johnny Awesome (13:34):
Arping always so accept, approve, appreciate as
a way to.
It's a de-de-escalation, how tode-escalate somebody.
It's a tactic and method to tobuild rapport through
de-escalation, especially ifsomebody's like complaining
about something right and theother one that always goes along
with that is feel, felt, found.
I'm sure you've heard of thattoo, right.

(13:54):
And so whenever I hear arpinglike, I really think like
there's an underlyingpsychological aspect almost of
that accept, approve, appreciateand feel, felt, found.
Almost built in there, with acommand at the end of it.
You know what I mean, yeah, soit's almost like hey, listen,
you know, like like the, theperson at home, and just so
overwhelmed like you're almostlike listen, I know how you feel

(14:15):
.
You know I felt, or I knowsomebody that felt the same way.
Here's what I found.
We're directing them right andyou're kind of doing the same
thing.
I hear you're really busy rightnow.
There's a lot of things goingon.
I'm going to take the hassleoff.
Let's do this right, and that'sone of my favorite scripts to
always what's next?
You know you have a great book,which is a secret too.

(14:36):
Can are you?
Can you talk about that?

Jimmy Fantastic (14:37):
Yeah, I don't.
It's on the other.

Johnny Awesome (14:40):
Yeah, but it's what to say, right?
Isn't that the name?

Jimmy Fantastic (14:42):
of the book.
Exactly what?

Johnny Awesome (14:44):
exactly what to say.
Yeah, Exactly what to say Ifyou guys haven't read this book,
but my copy should be heretoday.
I've heard about it forever andI've looked at Jimmy's.
It's perfect for real estateagents because, guys, it's.
It's like it is.

Jimmy Fantastic (14:56):
It's just, it's the.
It's the right questions, tooRight, and and, and one of the
biggest things and and you justhit on it without even hitting
on it, and it's what one thingwe talk about all the time was
like a little bit of empathy,you know what I mean, Like
feeling for somebody's situationto you know, we, we we're in a
grind every day with real estate, and sometimes we don't even we
, so it's because we're in itevery day.

(15:18):
We don't realize what a pain inthe ass moving is.

Johnny Awesome (15:21):
You know what I mean.

Jimmy Fantastic (15:22):
Like we're, like are selling your house,
like and then I'll.
Then you got to have showingsand you got to have people in
your house and you don't knowwho they are.
And then you got I need you tobe out for five hours on a
Saturday.

Johnny Awesome (15:32):
So I can open house.
You got to pack all the kids up.

Jimmy Fantastic (15:35):
Yeah, the dog, the cat, they're like or you
could be like the one client wehad that they left the cat in
the house, but the cat hadpeople trapped in the basement
because it wouldn't let themupstairs.
What, wait, what?

Johnny Awesome (15:45):
So I was I just say, the cat had them trapped.

Jimmy Fantastic (15:48):
Yeah, that's such a cat thing to do.
It was, the cat, was a totalyeah.

Johnny Awesome (15:53):
Yeah.

Jimmy Fantastic (15:54):
But no, so so the guy the cat was mean.
They did that a mean cat, okay,and so so an agent was there
showing the house.
We got the phone call, but theagent was there showing the
house.
There was an agent and twopeople that she was showing the
house to were in the went to thebasement just looking at the
house and when they went to goback up the stairs the cat was

(16:14):
sitting on the stairs.
Okay, what?

Johnny Awesome (16:18):
do you sit there like?

Jimmy Fantastic (16:18):
And then I started hissing at him whenever
they would get closer with hishead and they thought then she
thought, well, if I just kind ofscare it away, no, it was like
bat, it was swiping its paw athim and like trying to bite him
and but it wouldn't leave thestairs.
Oh, it's like you know, a lotof times cats you have raffle
them one and they run away.
No no this one was stood on thestairs and kept these people

(16:38):
stuck in the basement.
The real estate agent that wasthere literally went and like,
found like a wrapping paper, atube of wrapping paper, and was
trying to like no, wouldn't, itwas just whacking the, the
wrapping paper would get out ofthe way.
We had to go to the homeownerto go get the cat.

Johnny Awesome (17:00):
That's awesome.
Yeah, that's the best.
That's such a cat thing.
Oh, then the cat all of asudden is just staring at him.
It slowly puts the paw up andshuts the door the door locks.

Jimmy Fantastic (17:13):
Now's use, can't leave.

Johnny Awesome (17:16):
Stephanie, do you smell gasoline?

Jimmy Fantastic (17:20):
A lighter.

Johnny Awesome (17:21):
It's like now, who's going to light, who on
fire?
I ain't moving.
Oh man, I'll never forget thecraziest.
The craziest pet thing that Iever had happen was in Royal Oak
.
And we, you know, typicallywhen you do showings and if you
guys aren't doing this, youshould do this, by the way and

(17:41):
that is, if there's animals inthe house, you know, put it in
the notes, don't just stick itup on the wall, because that
stuff blows away sometimes.
But I'm showing this house andand like we hear this like
really fast, and I was like, andthey were like what is that?
It didn't sound like anythingI've ever, I have ever heard
before.
It wasn't a dog or a cat and Iwas like man, it might maybe a

(18:03):
big like, maybe the big raccoongot in here because you don't, I
don't smell dog, I don't smellcat, I don't nothing, right.
And we'd go into another roomand like what was going on?
We're freaking out now, right,we're looking around and we just
we hear the shuffling and wefinally, like we're following it
, we get up into the kitchenarea and that jets in front of

(18:26):
us.
It's a big old pig, a pig inRoyal Oak.
They had a pig, which I don'tknow if you're even able to have
in Royal Oak we we actuallyhave somebody on staff that I I
mentioned should get a pig anduh, and she looked into it and
apparently, like there's lawsagainst, like, not against it

(18:49):
five animals yeah.
You got to have a special, Idon't know whatever, and maybe
they did or didn't, but therewas definitely a pig in that
house.
Well, there's city ordinancesman.
That freaked me out.
I had never.
I had never expected that I'veseen.
I've seen some things.
What's the craziest thingyou've ever seen in an open
house or in a house that you're?

Jimmy Fantastic (19:07):
showing.
Um, I mean, the story that I'vetold a bunch of different times
was the dead cats.
They have found dead cats.

Johnny Awesome (19:15):
Oh, but they were like that was.

Jimmy Fantastic (19:16):
Al that told that story.
No, they were like displayed,like, like they were in a garage
, like in a drawer.
Like I think that was Al thattold us that.
No, that was.
Al was the one that jumped outfrom behind the shower curtain.

Johnny Awesome (19:30):
Wait, was it you ?
Was it you that found him inthe freezer, or was that Al?

Jimmy Fantastic (19:34):
That was Al.
I think that was out.
Looked in the freezer.

Johnny Awesome (19:36):
Right and there was cats in there, yeah, the one
I found.

Jimmy Fantastic (19:39):
they were like displayed like in a drawer, like
in the garage, in a creepygarage, yeah, and the creepy
garage also had like 50 gallondrums around the outside of it,
yeah, like a whole bunch of them, but I didn't look at them
because I was after the foundthe dead cats.
I'm like I don't know what's inthe 55 gallon drums.
It's dead bodies for sure.

Johnny Awesome (19:55):
Yeah, you didn't want to look, but I didn't want
to look, yeah, yeah, all of asudden.
All of a sudden, the garagedoor slowly opens and there's a
cat just sitting there meowingyeah.

Jimmy Fantastic (20:03):
Well, there was a bunch of feral cats in the
backyard too, like it was therewas.
You know it was wild, it was.
And then the crazy part was thehouse was gorgeous.
Of course it does the house wasbeautiful, Like it was like a
flip, Like I mean they hadredone the whole entire thing.
You guys just forget about thebackyard.
That's just to the inside.
Forget about the backyard.

Johnny Awesome (20:21):
The listing ticket doesn't mention that
there's that backshatter orwhatever.

Jimmy Fantastic (20:24):
Yeah it was a big garage.
It was.
It was weird.
But then, like you know, then Iturned into like CSI and I
turned the flashlight on myphone on and I was walking
around the garage, like lookingaround.
Do you guys think that?

Johnny Awesome (20:35):
we should be carrying UV lights in with us.

Jimmy Fantastic (20:38):
No, hell, no Cause we run out so fast Like
I've been in houses have youever done it?
No, basically want to likethere's houses I've been in
where I put shoe covers on.
They would ask me to put shoecovers on.

Johnny Awesome (20:48):
You can remove those I'm like.
No, this is my goodness of myshoes.
Is that Shag carpet?

Jimmy Fantastic (20:56):
No, we just have never washed our carpeting
ever it's fun when we firstbought our house We've been in
our house for 23 years, but whenwe first bought our house it
had Shag carpet in it and it butit's like it was in pristine
shape though.
So, everybody says it was, butit still had the rake Cause you
know back the day you had torake your Shag carpet.
Yeah, of course you did, yeah.

Johnny Awesome (21:17):
How would.

Jimmy Fantastic (21:17):
Yeah, I don't.

Johnny Awesome (21:18):
I don't, it was a little rake.

Jimmy Fantastic (21:19):
It was just in the corner, it was rake.

Johnny Awesome (21:22):
Yeah, that's the thing people would do.
Aren't you glad that that trendlike what's one trend that?
And then we got to get back tosecret what's what's like,
what's one trend that you wishwould go away?
Now?
Oh man, I hate stainless steelappliances.
What, yeah, I hate stainlesssteel appliances.

(21:42):
Why?
Because they get dirty andthere's always like grease
stains on them and you got tokeep them clean all the time.
I just, I just don't likestainless steel appliances.
That's a weird one.
Yeah, well, maybe you're theone that found cat drawer.

Jimmy Fantastic (21:56):
Yeah, what's the weirdest thing you've ever
found in a whole in a showing.

Johnny Awesome (21:59):
I don't think.
I mean there's definitely beensome weird things that you find
You're still.

Jimmy Fantastic (22:03):
You've walked in on naked people.
Yeah, they never.

Johnny Awesome (22:06):
they always look like me, Like, like you know,
everybody's done that, that'sthe.
That's that's actually the mostannoying and frustrating, I
think, for everybody involved,because it's like somebody
didn't tell somebody that ashowing was happening and
usually back in the day it wasthe agent.
Because the agent, you know,now.

Jimmy Fantastic (22:23):
I think that happens a lot less now because
because of showing time.

Johnny Awesome (22:26):
Yeah, yeah.

Jimmy Fantastic (22:27):
Back in the day , although I it's, it's still
happened.
I went into a show that's notlong ago and the homeowner was
home and he's like I didn't know.
You guys are showing it today.

Johnny Awesome (22:36):
Yeah.

Jimmy Fantastic (22:37):
And he's I'm like no, he's like we, we
haven't accepted offer.
I'm like, oh, I wish I wouldhave known that.

Johnny Awesome (22:43):
Yeah, yeah, yeah , it's, it's the I you know I.
Have you ever walked other thanyour cat drawer thing?
Have you ever walked into oneof those homes and you just felt
instantly uncomfortable, likeyou shouldn't be in there?
Yes, those ones always freakedme out.
Yeah, like, like, like thewitchcraft homes and stuff like
that.

Jimmy Fantastic (23:01):
Yeah, we were again story time with Jimmy, I
guess, but but no, we walkedinto one and it was um two
clients and it was summertime,right, yeah, yeah.
But we walked into this house,a big, nice, gorgeous house,
home township, nice house, butlike there were the Christmas
tree was still up and like itwas like a state sale, so they

(23:22):
still had things for sale, butthere were still like pictures
on the wall like family picturesand stuff and and the the wife
came to me and she's like Can wego?
She's like I just.
And then their daughter waslike yeah, I, everybody just had
a weird feeling in this house.
It was and I'm like I wanted togo look.

(23:42):
I never did go back and lookand figure out if something
happened in that house orwhatever, but all of us were
kind of like, yeah, I just feltit was just like an icky like
feeling.
You know what I mean, like andI get, I don't know, maybe it
was just us, but it was justkind of weird because there were
still family pictures but theywere selling everything and yeah
, it was just weird like therewas price tags on everything and
like, but they were the familypictures.

(24:03):
Yeah, like there was like bysomebody's picture Was for, like
.
Yeah, but it was like why arethe?
Why would you sell?
Why would you sell all thestuff?
like I get like the Christmastree being for sale or whatever,
like Objects, but like thepicture, like it was just we, it
was creepy, it was weird, yeah,and everybody had a, we just.
And they were like that's,that's just go.

Johnny Awesome (24:23):
I think the weirdest experience I ever had
like that was we were walkingthrough a home and Same thing
everybody felt uncomfortable.
We go upstairs first, everybodyinstantly felt uncomfortable in
this house and we're gonnaleave, but it was one of those,
while we're here anyway, and itwas.
It was really interesting howthey had this house designed.
It was like one of those 80shouses that tried to be super

(24:45):
futuristic.
But now in the future, it'slike they tried but they didn't.
They didn't get it.
Yeah, so we go upstairs and itwas, man, you just get this
feeling and then we walk in thebasement.
There's there, it is thepentagram and salt and all I
mean it was.
It was a weird basement and youinstantly felt it then.

(25:06):
And then we left and like Imean there was, there was you
know the weird knives all overthe place and it was.
It was one of those things thatyou just feel when you walk
into a house.

Jimmy Fantastic (25:15):
Yeah, and it was odd, you know, and the funny
, the funny, funny story, tolike my wife you know, you teach
your kids, yeah, you know,don't go with strangers and
don't walk in.
You teach your kids that.
Yeah, like and uh.

Johnny Awesome (25:30):
But so my wife and my and the two boys, wait
you have to teach your kidsdon't go with strangers or just
walk into people's houses.

Jimmy Fantastic (25:39):
Well, well, well.
So growing up again for us,yeah, like again we were talking
about Gen X, right and and like, literally for us growing up
like we were feral children,like no one knew where we were
most of the time, yeah, yeah,and like at 10 o'clock at night
there was a commercial wouldcome on TV and it said it's 10
o'clock, you know where yourchildren are?

(26:00):
Yeah, Because our parents didn'tknow where the F we were at.
Like like it's 10 o'clock atnight, like it wasn't 10 o'clock
in the morning, it was 10o'clock at night, right before
cops came on at night.

Johnny Awesome (26:12):
So reminded parents yeah, kids were out.

Jimmy Fantastic (26:14):
It's 10 o'clock .
Do you know where your kids areand you know how many parents
were like?

Johnny Awesome (26:19):
just remembers that how many parents?

Jimmy Fantastic (26:21):
were like oh man, where are they?
Yeah, oh jeez, I forgot, I had.

Johnny Awesome (26:30):
Yeah.

Jimmy Fantastic (26:33):
Yeah, funny.
Yeah, our parents had to bereminded that they had kids.
So it was.
There was a big thing.
I don't go with strangersbecause we were out on our own.
We were, we were raisingourselves.

Johnny Awesome (26:46):
Did you ever, as a little Jimmy, think to go
into a stranger's house?

Jimmy Fantastic (26:51):
No, because you were dead, like that was a
thing, like you were, you were,you were dead, like yeah, and
you leave when the Sun came out,right, like that was it when
this, when the street lightscame on.
But no, but sometimes not evenwhen the street lights came on,
because it was 10 o'clock andthey had to remind our parents
when we were.

Johnny Awesome (27:07):
Funny that's.
That's right there, guys, thepower of video games.

Jimmy Fantastic (27:11):
Yeah, there's, there was it.
I heard it.
What are the good saying aboutGen X the other day?
Like don't mess with Gen X.
Like we were 30 when we were 9and we're 30 when we're 50.
Like because we're just, werefuse to grow up.
That's one and we had a girlreally fast because we were on
our own like nobody, like mywife was just like my wife was
babysitting when she was like 10.

(27:33):
Yeah, and she was babysittinglike babies, infants at 10 years
old, like people would leaveand go to work all day.
Yeah and she would watch kidsand get paid two bucks an hour.

Johnny Awesome (27:45):
That's crazy.
All right, we've gone.
Yeah and I had a secret aboutshowing homes that I wanted to
share and I've completely lostit on here.
We would stay out all night andsomehow get captured thing,
yeah.
So what's what's?
How do you harp around?
How do you?
How do you harp around the guy?
Have you ever had a client whowanted to buy a house and you?

(28:09):
You, absolutely.
This is a then this right here.
I shouldn't ask you this direct.
I'm gonna ask it in direct.
That way you have plausible tomy ability.
I've been watching a lot ofsuits lately as everybody.
So yeah.
So here it is.
Let me ask you this questionhave you ever known anybody that

(28:31):
ended up working with a clientthat absolutely knew that this
house was the wrong house forthem?
And and how did they like where?
Where do you think fiduciaryduty falls on that, or or Did?
How?
Do you are yourself out of awayfrom that?
Do you get what I'm saying?
And I'll use an example ofsomebody that I know really well
.

Jimmy Fantastic (28:51):
Yeah, so.
So this is my condition versusobjection class.
Yeah, tell me about it, becausethere's there, there are
conditions, and then there areobjections.
Objections you can overcome,yeah, conditions you.
It's a condition, it's nevergonna change, right.
And my my example that I alwayslean on is like the railroad
tracks in the backyard.

(29:12):
Like if this house has railroadtracks in the backyard, I'm not
buying it.
Well, I can't move the house,nor the railroad tracks, so I'm
not even gonna show you thathouse, right, because if you're
like, yeah, what time is thetrain goes?
I don't know, I'm not anengineer.
Real estate agent.

Johnny Awesome (29:27):
What if the train never went through the
back?

Jimmy Fantastic (29:29):
I'm assuming it goes through there at some
point what?

Johnny Awesome (29:31):
if the, what, the, what the track is like
vacant but some but, but I'm not.

Jimmy Fantastic (29:36):
Am I gonna risk that?
Like maybe it will, maybe itwon't like yeah.
I don't know I, you know it'slike my cousin Vinnie when the
train goes through, but likethat's a condition.
I can't, I can't overcome that.
So I don't even want to showthat person that house.
Yeah, yeah because what's gonnahappen with that is they're
gonna walk into that house.
There's gonna be something inthe kitchen that they fall in
love with.
Yes, they're still not gonnabuy that house.

(29:58):
Okay, but every house we golook at after that they're gonna
be like, yeah, but rememberthat kitchen.
It's like, yeah, but you're notgonna buy that freaking house.
So I don't want to like putthat even in their mind that
there's a unicorn in there, thatthere yeah, we're never gonna
find anywhere else.
And they're still not gonna buythat house now.
They're gonna be stuck on it.

Johnny Awesome (30:16):
So how do you, how do you handle that situation
then when you have somebodythat's really interested in
seeing this home?
But you know that it's just notlike I.
You know, again, I had asituation where somebody really
wanted this house and it was.
It was in, it was in, it was insuch bad shape Like it need to
be condemned, but location andwhat they could do and rebuild

(30:37):
it.
I knew they didn't have enoughmoney to redo it.
I knew that it wasn't gonnalast.
Luckily during the appraisal,because they went ahead and went
through and I told them use adifferent agent.
That's what I had to do.
Yeah, so if you really want touse this house, use a different
agent.
They contacted the sellingagent, wrote up the paperwork
during the appraisal.
As the appraisal was in thehome, the roof caved in over the

(31:00):
kitchen.

Jimmy Fantastic (31:02):
Yeah, and again there was that yeah, it's, it's
your fiduciary Responsibility,right.

Johnny Awesome (31:07):
Yes, it is.
And it's interesting because,like I said, like sometimes,
like I'm trying to think, how dowe, how do we use, accept the
proof, appreciate or feel, felt,found or Arping, when you're
having that conversation withyour client and you know that
it's not the right pick, becauseyou know We've, we've, this is
what we do for a living, andYou're trying to convey that to

(31:28):
them and they're just like no, Ijust, I want, this is what I
want.
I don't care if the train comesthrough here, but you know that
it's gonna be the wrongdecision for them.
Or can you even make that?
You know decision?
Are you, are we even allowed todo that?
Well, it's, it's a rough area.

Jimmy Fantastic (31:43):
Yeah, it's a rough area, but it's our
guidance, right.
Like we can't make the decision, the only thing we can do is
guide them along the way, right.
So, and it goes the oppositeway, like I've had clients that
I've tried to like, like this isthe perfect house for you guys,
yeah, oh, yeah, yeah like.
I don't know.
I'm like, no, there's not a lotof options out here, one, two,
like you, this checks every boxyou we've talked about, you know

(32:05):
, and so it goes the oppositeway.
But but to your point, likegetting them convinced to not
buy the house Yep, yep is harderthan convincing him to buy the
house, because if they fall inlove with it and walk in and go,
oh my god, I love this, it's myhouse, is it?
And you're like, no, it's not,this is gonna be a terrible idea
.
Um, you know, I so, and I I'vehad that.

(32:26):
So I had a client that therewas like no, I love this house,
I'm gonna fix it up, I'm gonnado this.
And they wanted a fixer upper.
You know, and it was.
It was a good friend of mineand a kid I coached in high
school, but it was him and hisfiance and so the fiance I could
see.
The look on her face was like Idon't know, like this ain't

(32:48):
happening.
So I literally just sat him down.
I go, I go, listen, man, howlike how much I get, like you
want to fix it up, I go.
But how much time do you havein the week to fix something up?
Yeah, because he works a lot.
You know his regular job worksa lot and I'm like he's like
well, I got you know after I go.
So you, so let me ask you thislike are you gonna come home
after work at 5, 6, 7 o'clockand paint?

(33:10):
Well, no, I'm like right, so,right, so I go.
And how much time do you want todedicate on the weekends?
Because they were younger, yeah, they were just engaged.
I'm like how much time do youwant to spend on the weekends
fixing up the house?
Right, you know, you guys wantto do a couple of things and be
young couple.
Right, I get it, like it's cool.
But but do you want to fix thishouse up?

(33:31):
And finally, he was like yeah,you're right, that's funny, they
bumped up their price point,they just like.
He was like yeah, I don't wantto fix the rubber anymore, I
want something I can just walkinto Nice, I like it.
But yeah, you do have to talkthem out of that because it
didn't make sense.
And I knew, I said, I asked him, I said how much you?
How long do you think she'sgoing to?
How patient do you think she'sgoing to be able to be?
Oh, you, waiting for you to fixthis house up?

(33:53):
Yeah, yep, yeah, you're goingto say three weeks, but it's
going to be six months and he'slike hey, right, yeah, I know
I've been married for a while.

Johnny Awesome (34:02):
Man, I got it All right.
Let's head back to some secretshere.
Jimmy, so bag of tricks.
So arping is one thing that weteach a lot of people.
Yep, let's see, here we got you.
Can go ahead and hit that oneup.
Lisa jumps in.
Oh, where are you got it?
She's up there.

Jimmy Fantastic (34:18):
Yeah, Real estate agents must have the best
communications to you.
But another thing I can't readit.

Johnny Awesome (34:25):
Real estate agents must have the best
communication skills to talk toour clients through the entire
process.

Jimmy Fantastic (34:31):
Absolutely.

Johnny Awesome (34:32):
You know, and that's one of the reasons why I
think it's really important.

Jimmy Fantastic (34:35):
Now I can read it, because it's bigger over
here now.
You couldn't read it on thescreen.
No, it's got too small, man.
Okay, sorry, I got to do that.

Johnny Awesome (34:45):
You know, one of the things.

Jimmy Fantastic (34:46):
I think that when we're talking about
continued education with agentsand I'm going to get into a
couple of my bags of trickshere- yeah, cause, listen, one
of the things I want you there'sa couple of ones I want you to
talk about Okay, like the, the,and what people will say oh yeah
, we do that, or I know that,yeah, right, but it's, it's,
it's the hot nurture watch.
Oh sure, yeah, yeah, the hotnurture watch.

(35:07):
People like, oh yeah, I'm likeyeah.

Johnny Awesome (35:09):
Oh, and they say oh yeah.

Jimmy Fantastic (35:10):
Cause they just totally forgot about it.
Right, right, oh, yeah, we dothat.
Yeah, we do that.

Johnny Awesome (35:15):
No you don't liar.
So one of the things that Ilike to teach into our teams and
I'll jump into hot, nurture andwatch, but to talk about this
communication skills.
You know, as a real estateagent, learning how to
communicate and communicate wellin all situations.
And you know, I know, that weall feel this and sometimes we
joke around, but, guys, we are,as a real estate agent, if you
realize that this is thebusiness that we're in and that

(35:38):
you're, we're, business ownersin this, we are, you know, the,
the, the advice giver, thecounselor, the, whatever,
whatever, right, like I know youguys have had these, these
conversations with your clientsand you know if you've really
cared about them.
We've had these deepconversations of why they do
want this place or don't.
And it's a personal thing,sometimes right when you go

(35:59):
after their core driving emotion.
Eric.
Eric it was arping, not a ARP.

Jimmy Fantastic (36:12):
Yes.

Johnny Awesome (36:12):
Yes, Jimmy probably does qualify for the
ARP, right?
Anyway, you would have to.
You do now, right, I'm 50.
Oh well, I don't.
I mean, you're talking aboutShag carpet and you can't read,
so I can read.

Jimmy Fantastic (36:29):
I couldn't see at the moment.
I got you Okay, yeah, but youknow it's.
My parents did teach me that.
No, they didn't.

Johnny Awesome (36:37):
As long as you're home by 10, because
that's when reading lessonsstart, but you know when they're
smoking marbles and drinking inthe house the uh, learning how
to learning how to communicateeffectively and learning how to
you know people skills.
One of them that I can tell youguys that I teach into teams a
lot in my bag of tricks is isjust learning how to disk, and

(37:01):
not even just a disk.
If you guys want a really goodbook recommendation you want to
get started in all this, go getpersonality plus.
Personality plus is the bookthat will teach you the medical
terms behind it, which issanguine, flagmatic, caloric and
melancholy, and it has a littlequiz upfront.
But again, for real estateagents being mostly sanguine,
high I, adhd people, it's aquick read that will give you

(37:25):
insight into the personalitytype behind almost everybody and
what I always tell people isyou don't learn personality type
Like you.
Don't learn your personalitytype or go through personality
type training so that you can goout into the world and say I'm
a high I and that's why I'm likethis.

Jimmy Fantastic (37:41):
Right.

Johnny Awesome (37:42):
No, it's not an excuse.
You do it so that you can learnoh, I'm a high, I dealing with
a high S.
Here's how I need to change sothat I can communicate better
with him, because this businessis all about communication.
Lisa nailed it we are acommunication business.
That's how we make deals cometogether.

(38:02):
That's how we help people intheir decision making process.
That's how we have authoritywhen we're telling them.
I'm telling you, this isn't agood home, it's all in our
communication.
And if we can get better atthose communication skills, we
can get better in what we reallyare doing and, I believe, fully
serve out our fiduciary dutiesRight.
So learning personality typesis one of the bags of tricks

(38:24):
that I like to teach people andI really do recommend that
everybody read that book.
Go ahead and get your day.
You'll understand how discworks.
You know, if you understand thebasics, you can see how all
those apply to the disc.
And then you, you know.
Now you'll know your testresults better, but just being
able to know how people are, andit's that mere matching, you
know.
Again, we've heard about merematching before.

(38:46):
It's one of those things.
Now, like Jimmy was saying,which is, which is the other
thing that we, we actuallyrecommend.
So again, for those of you thatdon't know what, what we do, we
go into teams now all over thenation.
I started with teams in thenation Jimmy's now doing this
with me and we, we implementthese prescription plays into
teams.

(39:06):
Right, and Dave is on.
How about that?

Jimmy Fantastic (39:11):
Yeah.

Johnny Awesome (39:13):
Agents need to pick up the phone answering,
especially calling out yeah,yeah, yeah.
Sometimes the best part aboutcommunicating is actually
picking up the phone and doingit.

Jimmy Fantastic (39:20):
It's actually communicating.
Yeah, you actually got tocommunicate.
Hey, simplicity is genius,that's true.

Johnny Awesome (39:26):
But yeah, jimmy and I, you know one of the
things that we do across theworld, across the nation maybe
across the world one dayeventually, but across the world
right now right now it'snationally eventually.
We we have this prescriptiveplay, and what Jimmy is talking
about is one of the things thatwe've identified in most real
estate agents businesses is thatthey do not have their database

(39:49):
.
They don't have their databaseorganized well at all.

Jimmy Fantastic (39:54):
Yeah, because I feel like most agents and look,
and I'm not, we're all guiltyof this.
So it's not like we're saying,oh well, you guys do that.
No, we all do.
This Is where I have a database, you have a database and I just
jam everything in there.

Johnny Awesome (40:09):
So the biggest bag of tricks that we know.
So when you know, when we'retalking to teams and you know
we're, we're wanting to go inthere for a prescriptive play we
go in, we listen to what theyhave to do.
In fact, my day today is fullof meetings back to back with
these different teams and youknow, the biggest thing that
we've noticed is we canautomatically increase

(40:29):
productivity if we can just getyou to organize your database.

Jimmy Fantastic (40:32):
Yeah, and teams and just individual agents,
right, I mean, we've got acouple of individual agents that
we're working with and a coupleof smaller teams that we're
working with and again, guys,that that's what we do every day
is we just dive into the teams.
Again to what Johnny said theprescription, kind of like a
doctor.
We wear doctors for real estate.

(40:53):
Okay, can we play that one up?
I don't know, maybe I don'tknow, I want to just a
stethoscope, or on my neck allthe time.

Johnny Awesome (40:59):
I'm going to, I'm going to start, I'm going to
put because it's like you know,again, here there's so many
different hats that we wear, andI did, I, I I'm finally figured
out what I'm going to put on myemail.
It's just going to say Johnny,awesome, and underneath it it's
going to say no title, and then,in parentheses, it's going to
say and that's everything thatyou need to know.

Jimmy Fantastic (41:19):
Yeah, I still want Esquire.

Johnny Awesome (41:21):
That's okay, you can do that.

Jimmy Fantastic (41:23):
Yeah, I don't, I don't know why.
I just like Esquire.
I thought it was always coolLike the, like the magazine,
gossip magazine.
No, like you know, jimmy NelsonEsquire, like it's that.
It's usually, typically it'sfor attorneys.
Oh, all right, so the way thathot, when you see the ESQ after
the name Got it, it's sort ofdoctor, it's Esquire.

Johnny Awesome (41:45):
All right, I just think of the magazine Jimmy
, no.

Jimmy Fantastic (41:50):
Uh, but no, so oh, al said, when I learned
mirror matching 15 years agobecame my number one way I
triple my business.
Oh, a hundred percent, becausea few you.

Johnny Awesome (41:59):
One of the easiest ways to build rapport
with somebody is to be like thatperson and mirroring and
matching, mirroring and matchingAgain.
Learn the personality type.
Learn what they're saying.
Use the same words that they'reusing, sit how they're sitting.
You know there's a really againthis.
These are the types of tricksthat I usually like to go in and
teach teams, cause when we geton this stuff, I have this bag

(42:19):
of tricks that I pull out.
One of the exercises that youcan do is to actually breathe,
like pay attention to the personenough so that you know how
they're breathing, and the goalis is to try to get your
heartbeat to match theirs.
Yeah, which is weird, becausethen you got to grab their hand
and you're sitting there doingthis Can I have your heartbeat

(42:41):
please?
But no, if you try to do that,I mean there's a, there's a
connection that happens and andthat is a hundred percent Like.
People feel like like when youmirror who they are and you're
able to.
And then the other thing is isonce you get good at mirroring
and matching, you can get goodat them changing the atmosphere

(43:01):
as well.
So if you have that person,that's really just.
You know, we're.
We're not excited, we'remonotone, we're like this, we're
very serious, we're introverted, you can tell, because we don't
look at you in the eye, we'relooking at our shoes the entire
time.
We might be an extrovertedintrovert.
That means I'll look at yourshoes.
So we're just sitting there,we're having this conversation.
Well, I can mirror you, butthen what can happen is if I can

(43:23):
match you enough and I can geta little bit of leverage on you
during that conversation which Iknow I can, I've been doing
this for a long time then I'mgoing to slowly start to raise
my voice up, maybe get a littlebit more energetic, and then all
of a sudden I can get thatconversation to raise.
Maybe we went from a four to asix.
That's okay, yeah, that dude,that a six, a flagmatic, and a

(43:44):
six that stares at his own shoes, that's ecstatic for him, right
?
And now, all of a sudden, we'rea little bit more up here and
maybe he's a little bit moreexcited too.
He's talking a little bit more,right.
I, once I can get to wherethey're at, I can then say, all
right, here's our baseline and Ican move that line up.
And these are the differenttypes of skills that you can
learn.
And one of the things that Ilove, I love going into teaching

(44:04):
people and I'm telling youthere's a couple really good.
You know, like I said, the, theother book that's really good
is what everybody is saying.
Yes, that book is absolutelyfascinating If you want to learn
how body language works.
It's by a X CIA excuse me,agent and and he wrote a
phenomenal book, easy to read,easy to understand.

(44:27):
And again, these things don'tjust help you in your business.
Of course they're going to helpyour business, but these, these
skills that you learn, areskills that you can use
everywhere in life.
So back to the trick, the trickthat you want me to pull out hot
.
Nurture watch right.
It's a simple program.
It's been around, but I love toinstitute it in and it's very,

(44:48):
very simple.
If you have a lead that's hot,you're going to reach out to
that lead.
You're gonna reach out to thatlead hot lead every single week.
One time every single weekright.
If you have a nurture lead thisis somebody that's looking to
do something within the nextthree to twelve months You're
gonna reach out to them everyTwice a month right.

(45:09):
There's always a holiday comingup, plus, you're checking in to
see how things are going.
There's always a reason toreach out to them.
And if they're a watch leadthat somebody that's doing
something in twelve months onthey actually do have a date or
at least a rough idea of whenthen we're gonna reach out to
them once every single month.
This program is designed to makesure that you never drop the
ball and never lose anopportunity, and it's the number

(45:32):
one thing that people have thehardest time with is their day
best.
In fact, I'm gonna throw thisout there for those of you guys
that are listening on thepodcast.
For those of you, they'reviewing us live.
If you need help in yourdatabase, this is what I do on a
daily basis.
Reach out to us.
I know that it was a lot ofinformation because this is one
of our secret bag bag of tricks.

(45:54):
Reach out to us.
I will do a deep dive into yourdatabase with you and I will
help you on screw your databaseup.

Jimmy Fantastic (46:03):
Austin has his how to unfuck your money.
Yeah, well, there you go.

Johnny Awesome (46:06):
I do the same thing, except for with your.
Oh, that's the wrong button.
Yep, you just ended the showand you're ending it again, and
you're ending it.

Jimmy Fantastic (46:14):
This is why we don't let Jimmy touch the
buttons I'm trying to beatmyself the, the, the five second
beat buttons right here.
Oh, there you go.

Johnny Awesome (46:23):
Yep, yeah, you happen to press the anyway.

Jimmy Fantastic (46:30):
No, but yeah, like that's so again, that's
what we do.
Daily guys is this help teamsand individuals.
This also.

Johnny Awesome (46:39):
Also Ask what do you do for a living?
Those questions will tell youwho you're working with and how
to handle them.
Driver express like that animalAnalytical, I create an
international I, by the way,should I should have copyrighted
that before you should havecopyrighted that.
I should have gone itcopyrighted international and
then sold it back to him becauseI'm telling you that right

(47:01):
there is the bomb.

Jimmy Fantastic (47:01):
Yeah, the internet, say that you're an
international agent.

Johnny Awesome (47:04):
Yes, I'm telling you I should have copyrighted
that.
Then, when he was on the show,I opened up the shirt and then
made a side deal with him on theside and sell those to you, I
still you had an office in Dubai, I could have an office in
Dubai.

Jimmy Fantastic (47:16):
Yeah you've been working in Dubai.
Oh, I would.

Johnny Awesome (47:19):
I would never.
I.
Can you imagine why?
70s too warm for me, I can'tmake it to Dubai.
I would never make it theairplanes, I would never do.
You see how, like my side, likeI'm five times larger than Al,
like when you saw us next toeach other, I couldn't even see
Al, he was hiding behind my armI'd never make it on an airplane
to Dubai, ever.

(47:39):
That's why my sister just gotmarried in Syria.
I wouldn't have made it outthere.
So anyway, well, I digress,that's hot nurture watch.
Yes another one that you, youcame up with right there and I
missed it.
Another secret tidbit.
It's it, oh, and that leads youinto this that we tell teams to
.
Anyway, I think that the otherone that we should share, which

(48:06):
is Amazing, is this insurancething that that we just we just
rolled out Because, dude, that'sso good.
Do you know what I'm talkingabout?
No, what insurance?
I've told everybody about this.
Guys, check this out.
You're ready for this?
This is gonna be worth.
This is gonna be worth thelisten right here.
All right, I.

Jimmy Fantastic (48:25):
Would never do buy anything from Johnny Oz.

Johnny Awesome (48:31):
He's just jealous because I won at the
drum off.
I know.
You're a better drummer than heis just jealous because he goes
you asked a drum and then youcan't drum.
And then I'm like, yeah, butyou know the the guys listen to
this.
This is great.
We just heard about this.
I've told, I've told a millionteams about this.
I guess that's a little bitover exaggerated, but this is

(48:54):
the coolest thing I've heard ofin the longest time.
We've all heard to go after thepinnacle right the the top of
the pyramid and if you guysdon't remember that episode
where I drew it out, I'll do itagain at some point in time or
I'll paste it on Facebook page.
But one of the things that youwant to do in order to have a
self-fulfilling business cyclewhich is a business where the
business is basically bringingitself business, so you're no

(49:16):
longer cold calling and all thatother stuff is you want to get
you the people that you haven'tmet yet the leads, the stuff,
all that stuff.
You want to build a hugefoundation on the bottom of your
pyramid that out of that willcome top 50 clients and top 50
VIP people.
They're going to give you twoto three deals a year and and
then out of that will also theeasiest way to do it You'll find

(49:37):
your pinnacle people.
You can cold call doctors,offices, insurance agents, cps
and you should do that as well.
But I will tell you right nowif they were already a client of
yours, or triangle of trust, ifyou already had a big enough
database where you could callinto it and say, hey, I'm
looking for an attorney, right?
Oh, I know one, or my uncle'sone.

(49:57):
Great, now you have triangle oftrust.
You can throw them up to thetop of your pinnacle faster, and
these people are going toprovide you five to ten plus
deals per year.
Right, that's where you want toget in a three-year, three-year
period of time, because at thatpoint in time you have a
business that feeds itself.
Now here's a shortcut toinsurance agents again.

(50:17):
We just heard about this, yeah,and I love this.
I, this is.
I have told my teams that thereis very, very, very, very
rarely Does a new idea comeacross or an old idea I haven't
heard yet.
That just completely blows mymind.
I'm like how have we not heardthis before?
And this is one of those.
So, for those of you that arelistening and I know you know

(50:39):
the answer to this but I'm gonnaask, jimmy what do you think?
Who do you think?
What do you think?
An insurance agent makes moremoney on a rental policy or a
homeowners a policy, and we'dall say a Homeowner's policy.

Jimmy Fantastic (50:55):
Owners policy, yeah, no, I would say rental
policy.

Johnny Awesome (50:58):
You think they make more money on a $12 rental
policy than they do on thehomeowners policy?
Well, only.

Jimmy Fantastic (51:04):
I'm well, I'm looking at a two different ways.
I guess, yeah, I guess you are,because I'm looking at it and
on the investment side, I haveto ensure it as well.
So I'm thinking that maybe,yeah, I have no idea what you're
thinking.
Yes, the insurance is more onan investment property,
insurance costs more.
Yes, but we're talking about,we're talking about the actual

(51:26):
renters.
Yes, yes, a runner.

Johnny Awesome (51:31):
Even then, because I got to.
Oh man, I got two nuggets I candrop here.
I got two secrets onprospecting here for you guys.
So number one is yes, we'retalking about rental insurance
for renters who are currentlyrenting a property, right?
So you contact your and find aninsurance agent, somebody that
you guys are already workingwith or somebody that you know.
You contact him and ask himthat very question hey, do you
make more money off of renters,renters policy or a homeowners

(51:54):
policy, right?
Yeah, they're gonna tell youhomeowners, because that's
that's where they make theirmoney off.
Yeah, on those policieshomeowners policies right, but
they're also.
They have a business databaseof renters, right?
So you let him know.
Hey, what I would like to do isI would like to take your
renters and Get them into a homeand then then you have a

(52:16):
homeowners policy to write,right, so we can do this one of
three ways.
I think it's a genius idea foryou to contact that past a base.
Either you can contact them andthen I can help out and
Flipping them into a new home,or we can contact them together.
Or, if you wanted, I can justtake them all over and I'll
contact them on your behalf andthen when I get them into a new

(52:37):
home, I'll give you the policyto write for the new home.
It's a beautiful thing, it's sogenius and it's the powers of
three.
You guys might remember this.
Back in the day, this was also atactic, the the power of three
is another tactic, right, andthis is when you're trying to
get somebody to understand.
It was the price.
And this is again one of thosesecret techniques that you used
to have to pull out if the housewouldn't sell and it was

(52:58):
overpriced.
The tactic of three came in.
Well, there's only threereasons a home doesn't sell.
It's either the location, right, yep, it's the condition, or
it's the price.
Now, jimmy and I both did thisat the same time because we're
used to doing this.
So if you're watching us livefor those of you that are
listening to this when we say orit's the price, did you notice

(53:20):
how we emphasize that?
We emphasize that we went downas we were saying it, and we
also both shook our heads whilewe were saying it, because we're
so used to doing it that way.
Right, by doing that, whatyou're really doing is you're
highlighting the answer that'smost likely to happen, and
really you're highlighting thetrue answer right.
So when we're doing this withthe insurance agent, you're
saying, hey, there's three wayswe can do this.

(53:41):
What?
What agent wouldn't say no?
If you want to make calls on mybehalf and then get me policies
out of it, go for it.

Jimmy Fantastic (53:48):
Yeah, because guess what insurance agents
don't want to make phone callseither?

Johnny Awesome (53:51):
Right, you're not gonna believe this.
This is an industry specific.

Jimmy Fantastic (53:55):
It's another salesperson that doesn't want to
make phone calls but listen ifyou do this, you're able to
capture somebody else's entiredatabase.

Johnny Awesome (54:03):
Yeah and start building your database up.
And this is where hot nurturewatch comes in, because the
majority of these peopleprobably aren't going to be
ready to buy today.
Maybe they have some credit,whatever.
But you call a couple insuranceguys.
Think about how many peoplethey have in their database that
are renters right now that youcan call and you can bank the
next 12 months.
You would have a Just cycloneof business.

(54:27):
Yeah, because you had took thetime to go through, and not only
that, you just built arelationship with somebody that
knows how hard you work, andthen everybody that he comes
through his office Unless,unless you did a really crappy
job with him, he should becomeyou like you're gonna be his guy
.
Yeah, it's the easiest way tobuild a relationship and build
your database, and they helptake somebody else's database

(54:48):
over.
It's just such a genius move.

Jimmy Fantastic (54:50):
I don't know why I never heard of it before
and we've talked about, like wetalked about this when this came
up, was like how, how has, howhaven't we thought about this?
Because we've yeah, we'vetalked about probate attorneys
and divorce attorneys like greatnose, they said those are,
those are simple, like easyadd-on ones.
But why?
Why we haven't thought aboutthe insurance thing before?
But Kind of goes back to mypoint, and that's one of the

(55:10):
things that we do with withagents and teams across the
country is Because you are soingrained in your business,
right, and you, you know, I lookat it like this, you look at
the label from the inside outand Because you're just, we're
just like so ingrained in ourbusiness, it takes somebody
sometimes to look at that labelfrom the outside in and all of a

(55:32):
sudden you're like what?
Oh, we just didn't see it.
You know it's a blind spot andthere's blind spots in business
all the time.

Johnny Awesome (55:39):
Jessica, I'm so glad you asked this question
because this so, again, forthose of you that don't know who
, yes, it's such a greatquestion.
So there's a couple things thatI'm trying out now.
You guys want some new stuff.
I feel like.
I feel like I'm a band.
I don't know why you have tohave an accent.

Jimmy Fantastic (55:56):
If I don't know either, it was sort of British
Australian, I don't know.

Johnny Awesome (56:04):
Twist of Irish, I don't know, I don't like to
discriminate, jimmy, so I, myaccent is all of them combined,
but listen, so there's.
There's a couple of things.
Number one, for those of youthat don't know, I have a
certification in hypnosis.
I read I'm doing it.
That doesn't work at all.

(56:26):
By the way, that's called flashhypnosis.
That only works as somebody'ssomnambulistic the uh boom.
You know again going throughpositive psychology right now at
Penn State, you know, for a twoyear thing for there, my NLP
certification.
So like, when it comes topsychology, nlp, really the mind

(56:48):
stuff behind things I'm superinto that, I study it and it's
in a lot of the techniques andtools and trainings that I have.
It's one of the things whenwe're working with offices, when
I go into those offices, it'sone of those side oh and this.
So one of them that I'm workingon right now is um.
I can't remember the tacticbehind it, but it's, it's.
I want to design a scriptaround this and it's around the

(57:10):
um.
It's around uh, the, the mightyword might, and that's what.
That's what I'm going toactually uh, end up calling that
training, because when you asksomebody if they hate do
something the number one thingthat people hate, especially
when they're in sales or ingeneral, right Is, they don't
like to be told what to do.
You've always heard um uh Curtsay right, people don't want to

(57:31):
be sold, right.

Jimmy Fantastic (57:32):
Right.

Johnny Awesome (57:33):
No, you, you people don't like that.
That.
If if you're, if you're sellingon them or if you're trying to
tell them that they have to makea decision, right, it goes
against their autonomy, andautonomy is key.
Letting somebody have their ownautonomy is is key in
communication.
So the idea behind NLPtechniques, and specifically

(57:54):
this mighty technique, is to getthe person to come to the
natural conclusion themselves,as if they came up with the
conclusion themselves, right?
So here's what this all lookslike.
I understand that you'reprobably not looking to move
today, but if you were, if youand I say I'm using an old one,
but if, uh, when might you lookto move?

(58:16):
Right, if you're to use themight one for myself, one of the
things that I teach all myagents that I work with is that
every conversation should endwith this sentence, and this is
one of my favorite sentences ofall time If you were to move
sometime in the future, whenwould it be?
Yeah, that question right there, you can tag on to almost any
situation and it's my number onetool, tip, trick whatever that

(58:39):
I give to every single teamevery phone conversation that
you have with somebody, youshould ask that question at the
end.
I don't care if you're havingThanksgiving dinner you know hey
.
Uncle Bob, it was great eatingwith you.
I know that you've been livingdown.
Actually, my uncle Bob isbringing.
My uncle Bob is from Tennesseeand he's currently looking at a
piece of property.
Now, right, and that was what Iasked him yesterday, because
they were looking at thisproperty up in Peltwater.
He's from Tennessee.

(59:01):
So if you were to purchase thatproperty, when do you think you
might do that, right?
Okay, well, this time, or thistime, or this time, right, it's
one of the best questions.
So this is how I would positionthat hey, I was just giving you
a call.
I noticed that you're runningin the area.
I know you're probably notlooking to move today, but if
you were to move in the future,when would that be?
That question right there on to, a renter is going to give you

(59:22):
whether they're a hot, a nurturewatch.
It goes back to my hot nurturewatch program, right?
Oh, man, we just signed thislease, we're 12 months out and
then, and then we're getting youknow.
Then, then we're looking toexpand, yeah, or hey, you know
what?
Actually it's funny, because wefound out that we have a baby
on the way.
We need another room, like inthe next three months, whatever
they tell me Now I know where toput them on my hot nurture

(59:44):
watch program.
And again, the idea behind theseleads is to build a business up
so big that, while you'reworking on the stuff that's
immediate right now, you'rebuilding your future business up
in the back end.
Man, we're going to run out oftime on this, we are so, but
there is the afterburner, thereis the afterburner.
So the whole idea behind thatis to get your hot, nurture and
watch all set up for you so thatyou're able to have a business

(01:00:08):
that's just going to cyclone.
We're going to talk more aboutthis in the afterburner, because
this is really important.
I'm sorry we wasted so muchtime on Jimmy and his check
carpets and the fact that myparents didn't know where I was
stick around, because I want todelve a little bit deeper into
that.
I might even go more into the uh, more into the psychology
behind it, but if you arelistening to us on the podcast
we are live every single Fridayat seven am Eastern you can

(01:00:32):
always call us at 313644 for allanytime throughout the week and
we will play those calls liveduring the show.
Jimmy, you've been fantastic.
Johnny, you've been awesome andwe will talk to all of you next
Friday.
Yeah,