Episode 95 - Achievement Before Breakfast (with Jeff Garner) - Free for All Friday

Episode Transcript
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Intro (00:03):
You're listening to the number one live Colin podcast
for real estate agents andprofessionals all around the
world.
World-class guests, breakingnews and you with your host,
johnny, awesome and Jimmy,fantastic.
You are on free for all Friday.

Jimmy Fantastic (00:26):
Good morning, good morning, good morning
Everybody.
This is Jimmy fantastic.

Johnny Awesome (00:29):
I am a bit of us for my creator, jimmy, do it
again Go.

Good morning, good morning.
Good morning Everybody.
This is Jimmy, fantastic.

I am a bit of us for my creator, a deposit or
positive energy, a cigarette,greatness with an, all my kids,
no me and a steady and Jimmy,let it be down, I can't do it
anymore.
I'm out of breath and my voiceis killing me, that's Johnny,
awesome everybody.
And we are very excited.
I am, I'm excited.
I'm going to try to make itthrough for those of you that
have been following the Epicvoice the Chronicles of Johnny's

(01:01):
voice.
Wow, it's been.
It's been weeks and weeks andit's still not.
Still not there.
So if anybody knows any realsecret remedy, I've tried
everything, including stuff thatJimmy's thrown at me, and none
of it.
None of it worked.
The stuff Jimmy threw at me didmake me go to sleep.

Intro (01:17):
Fall asleep in random location.

But, yeah, my voice is still like this A
little whiskey and never hurt.
That was actually it, that'strue.
That's actually what?
Yeah.

I never tried that before it did.
It did very much help my voice,but it's, it's totally my sound
so good it's pretty.

So I got some right here, but what happens
when you go down river?
But for those of you that, yes,I was good.

But for those of you that are joining us on
Facebook, if you look, we aresomewhere completely different
right now.

We are so, yeah , but we had an opportunity.
We're super excited we had theopportunity.
Jeff Garner reached out to usand was like, hey, can you guys
come down and do some?
We'll talk about some trainingstuff.
We're like, yeah, why don't wedo this?
Let's just travel the wholepodcast down there and see what
we could do, get Jeff on therewith chance to get us to get
Jeff on the show.
But we'll travel the podcastdown there.

So, mr Jeff, Garner, everybody, for those
that don't know.
So a couple of things.
I'm going to throw this upthere because we do.
They do this, as you can see.
We absolutely are and love theopportunity to travel.
So thank you for giving us thatopportunity and if other people
are out there, I'm going to usethis so you can see the ticker
going across the screen.
Right now you can always emailguest at free for all Fridaycom.

(02:46):
Let us know if you want to be aguest.
Jimmy is starting to schedulethat stuff out.
I know we have a couple ofrequests and already, and if we
can travel to you, we will makethose arrangements because we
absolutely love doing that.
But thank you very much forbeing on.
Jeff is not just a long timefan of the show, but he's
actually somebody that's alsohad a lot of success.
It's nice seeing out here, butsomething else that you've had a

(03:08):
lot of success in and well aswell, and that's been motivating
people.
So people outside of the XP,they don't know, they probably
don't have a chance to see itunless somebody invited him in.
But we have a exp collaborationchat type thing where we
basically it's like a text linethrough WhatsApp and you're in
there like every single morning,motivating people because

(03:32):
you're exercising first thing inthe morning.

Jeff Garner (03:37):
Obviously, after reading the book, the miracle
morning that I know I talk aboutall the time is it's really
inspired me, changed my morningroutine.
So once I got into that acouple years back, I was posting
daily and a few days I didn'tgo and I didn't post.
And people actually reached outlike where is Jeff, what's
going on, yeah, and so they'repaying attention and I was like,

(04:00):
wow, I guess not only formyself.
I got to go.
Other people are actuallyreally listening to and reading
what I'm doing every morning.
So the miracle morning justchanged my routine.

Wow, it's one of those things we talked to
Justin Ford about too right,it's that social accountability.
Like once you put that outthere, then people start
checking on you.
Yeah, like, hey, man, you weregiving me some motivation and
where are you at?

Like what happened .
Are you okay?
Yeah, it was kind of surrealbecause I'm like, wow, they're
really calling me out.

I missed a day, really yeah, it's like okay, I
guess I can't miss no more.
Right Now.
My question is this becausedon't you typically listen to
the show while you're exercising?

No, actually I listen to it after I get back,
get up every day at 515, usuallyto the gym by 545.
My wife's been going quite abit with me so I kind of got her
into it.
So that's anotheraccountability partner.
But I'm usually back by sevenlistening to it, either getting
ready or in the shower everymorning.

Got it Okay.

Cool, cause I was going to say like so we're
in the shower every morning,yeah, that's it If you're going
to start a podcast.
That's the name of it in theshower with Jeff sounds like an
amazing podcast.

Yeah, I don't know what topics you discuss,
but you need different.

you need different microphones and these
right, yes.

I was pondering my real estate career this
morning.

Yeah, Believe me, there's a.
There's been a few times thateither Lisa on Wednesdays or
somebody's a Jeff, you know wewant to hear, and I've literally
turned the shower off andunmuted to a response.
Kind of funny.

Yeah, cause.
So Jeff's on our call everymorning at 7 32, right, and then
Lisa does Wednesdays um her.
You know her mindset and allthat on Wednesdays, but Jeff's
always on and we do call you outevery once in a while, right.

So if you hear the shower running, I apologize but
I usually shut that down rightaway and you know unmute yeah.

But there's a consistency there that I'm
hearing in a lot of differentthings.
So now I know we're going totake this in a lot of different
directions.
But let me start asking youknow, the first thing that we
start talking about, and this isthis is important no matter
what you do, but the consistencyof just getting up and then
allowing people to hold yousocially accountable.
How long have you been doingthe whole, like going out at the

(06:12):
gym and taking a picture andposting every day thing?

So it was two years ago in August so it's been
about two and a half years agothat a group of us started
reading the book together and wetalk about it every week and
what we got out of it, and sothere's a lot of different
things If you've read the bookor if you haven't.
Uh, savers, I've happened tojust do the one for getting up

(06:38):
and getting exercise in Um.
I've got to learn to do theother ones better, but exercise
just, I've always been into it alittle bit, but it wasn't until
that.
That said, I got to startgetting up earlier.
You go to you know, you listento Kurt, you listen to um Matt
Ishbeah.
That says you know, if I canget up early, I'm going to
outwork these other guys.

(06:59):
So it's like I'm not getting tothe office eight, nine in the
morning.
My morning routine is off, sodays I don't go.
I'm really screwed up.
So if I'm not to the office byeight o'clock every day, then my
morning routine is just off.
So, yeah, been a couple ofyears, so it's, it's been good.
Obviously I'm I'm never goingto be huge, but I feel so much

(07:21):
better.
My, my blood numbers are aregood.
Um, I was almost having to takemedication for a high
cholesterol, so they're perfect,spot on.

So that's awesome.
So the miracle morning right,and then, just now, staying
consistent with it for two year,two and a half years.

Right.
So again the exercise part.
I'm not good at scribing, I'mnot good at the rest of savers
but, I've got the exercise partdown, so baby steps.
So I need to start working onthe other stuff.

Well, that's one thing we talk about all the
time, too, is like the atomichabits book right, yeah, yeah.
And it's it's making this smallchanges that increase the bigger
ones.
They're like cause I've said itall the time you know, as in
human nature, like we want tolike change everything all at
one time, but then one thingfalls off and we go screw it and
everything just falls back intoplace.
So then it goes right back tolike if you quit five things,

(08:11):
you've one messes up.
You quit, then you go rightback down to all five.

And it's and it's really easy to get off track
Right, so I went on vacationlast week.

Yeah.

I made it to the gym three days in that week that
I was off, but I didn't want totake a whole week off, cause I
knew this week was going to berough if I did that.
So yeah about consistency.

Yeah.
So let me ask you a question.
Like well, a couple ofquestions.
Number one it's crazy.
You've been doing that for twoyears because, as somebody
that's just watched it and beeninspired myself, like I'm like
this dude's doing what everybodyelse should be doing,
everybody's talking about, andwhat's funny too is you start
spurts of groups of people.
I've noticed like every now andthen, all of a sudden, there's

(08:51):
three or four people that jumpon and spurts and for a couple
of weeks they do it and thenthey fall back, and then a month
or two later, there's anotherlike four or five people that
will start doing it and thenthey fall back.
But like you're the consistentone, right, like you're the one
that's motivating everybody, yep, go ahead.

Well, I just never thought, I guess, I'd be any
kind of motivator, right yeah?
And you start going a lot andthen, like I say, you see people
following you and then they doit or get on the bandwagon, but
it's really easy to follow tofall off.

Yeah.

So it's about going in.
The longer you start going, itjust gets routine in the days
that I don't go just reallythrows everything off.

Yeah, and it's.
It's changed your business too,right?

Yeah, yeah, cause I'm getting to the office
earlier again.
Just more energy in the morningjust to get your blood pumping
gets, gets me going.

Yeah, so yeah, yeah, cause now, how many?
How many icons do you have?

I got two.
I'm going for my third, but Igot a really kick butt until
July, so I just capped two dealsago.
So two into my 20 that.

I got to get.

So I got till July , so I got to, I got to hit the
yeah.

So you're on your way though right, so a
third, third, third.

I got to be a three Pete, so that'd be nice.

Yeah, that's awesome, but so but look how
that coincides right.
Like you made this morningshift, you made this morning
change.
You did that and it changed.
It even changed your business.

Absolutely yeah, two and a half years ago.

So it's about same with yeah, the thing that's
the thing that's crazy and wesee this in success a lot is for
me.
I feel like I just startedwatching you do this, which is
crazy because you don't realize.
So as I'll just say, a consumer, I'm consuming your content,
right?
So, as an outside person,that's been a consumer of yours

(10:39):
for how, however long I've beenpart of that group, maybe?

Intro (10:43):
three, three years now.
Yeah, probably three years.

It seems to me like you've just started it,
which is crazy to hear that it'sbeen two and a half years and
then thinking about it, like howmuch time do we spend scrolling
through and then looking atsuccessful people?
But you know, like I said this,this is a big success for
something.
Some people I'm one of themLike I'm envious of the person
that has been able to figure outhow to consistently wake up
every morning, like I've beentalking about on the show for

(11:08):
three years, right, so the factthat you're able to do that and
then start one of these you know, one of the savers has been a
really interesting to watch yourjourney.
And now it's just, yep, you'rethere and, like you said, you're
, you're, it's like, uh, you're,you're that piece, uh, and when
you're not there, like it'slike this is a weird day for
everybody.
It's a weird day.
It screws everybody up.

(11:28):
So now I I mean that's a lot ofthat's a lot of pressure.
You can understand why RichardSimmons went into hiding, right.

That's why I went.

hiding, too, is that, why yeah it?

was the bad outfit and terrible hair.

So, but that's uh.
So how long?
How long was it before yourealized, like, cause, now it's
the same, like now there's gotto be people and we got a lot of
people were adding into it.
So now you're two and a halfyears in, so you have it
established, but there's peoplethat are just, you know, getting
started and getting familiarwith that.
This is just what we do everymorning, like how long into that
journey was it before youstarted really realizing how

(12:05):
much of an impact you werehaving on people?

Well, I guess, like I say, when people started
calling me out for not going, um, but then I was posting, you
know, every day in the beginningand then I thought, uh, people
are probably getting tired ofthis.
But then people were askingwhere he at, did you get up, did
you go?
Yeah, um, so that I'm like, wow, they're really watching what
I'm doing.
Um, so it's probably a couplemonths in that I'm like I'm

(12:30):
going to continue to do it.
If people don't like seeing mepost every morning, then that's
on them, don't read it, deleteit, Whatever.
But it's the people that calledme out that I said, okay, I'm
gonna be there for them.
And I've had people in theoffice that I didn't realize.
I inspired them.

Yeah you know, hey, call me out if I, if I
don't reply or I don't dosomething, that means I'm
probably not at the gym, call meout, okay, you know, wow, yeah
now let me ask you a question,and we don't have to name names,
but so, of all those people,I'm sure you've had to call some
folks out, because I know howthis works.
Yeah, jimmy, been in thisbusiness for a while when it
comes to how to holding peopleaccountable, did they, did they

(13:12):
stay accountable or theyeventually fall?

um, I Guess they're not into the routine of
every day like I am like theyfell off.

I got a good.

He's trying to be.
They're not here anymore, theyjust jumped off.

So let me ask you, what do you think is
because there's a?
There's a big success principlehere and and it's interesting,
because you figured out how todo it with one, you're one sixth
of the way there, right?
You figured out how to do itwith one one of them.
So for the exercise part of it,what is it that keeps you like?
You're in your mind, you knew,man, if I don't exercise on

(13:52):
vacation, coming back into it,I'm gonna.
It's gonna be the worst, so nowI'm gonna do it.
What's kept you Pushingyourself when you just didn't
want to do it?
Like how, how did you keepyourself?
Just going?

I Guess, just knowing that it makes me feel
better throughout the day.
So the couple days I didn't goon vacation, I'm like, okay, you
go to all-inclusive, you eat alot.
I mean we were doing a lot ofwalking, but I just knew, coming
back I wasn't gonna feel great.
It just makes me feel better inthe morning to get up and get my
heart going.

(14:25):
Get that exercise in again.
I'm I'm not 20 years oldanymore, so 25, yeah, 25,
correct.
Um, just makes me feel betterevery day.
Gives me more energy.
I Like to eat and I don't eatthe best foods yeah, why I'll
never be big and shreddedbecause I love to eat, but Just

(14:48):
the energy it gives me daily.

That's funny, because I don't like to eat and
I only eat the good foods and Idon't get it.

I don't know.
Let me.
Let me ask you this though so,because we've talked about this
on the show before too, I'm likemy problem with working out is
like I'm a typically like afinish line guy.
Like I got to a point workingout.
I'm like I look good and Istopped going.
Like I like check the box.
I'm like I'm good, I'm done,and then it's like then you go
three years later.
I'm like why did I just keepgoing?
So like, how do you get pastthat part of it?

um, I Guess just an example again.
I'm never gonna be big, I'm old, I just want to stay in shape.
And I look at a lot of other 56year old guys right and think,
okay, I'm doing better than alot of them.
It just, I had a gal in theoffice a couple weeks ago.
I had a short-sleeved shirt on.
She's like whoa, your arms arelooking good and I guess that

(15:44):
just makes you feel good.
Right, when somebodycompliments how you look, it
feels good and just uh Want tostay in shape, not Getting Big
and lazy and not doing anythingmore.
I just feel better.

Yeah you're fighting by the time absolutely.

So of the other, of the other six or the other
five, then so do you have?
Do you have savers memorized?
You know what they are?

It's been a while scribing affirmations
visualization exercise.
Not all of them scribe.
I got the book in my office.

We know our stands for man, I should have
looked this up before I asked.
I told you I just got the book.
You did.
Now, did you read?
Did you read the morningmiracle or did you read the
morning miracle for real estateagents?

Both okay.
I read or I did the audible ofboth.
But I got the new book from howElrod that added to new
chapters.
Yeah, yeah the miracle life andthe miracle evening.
I think I just I just startedit on the plane ride to Mexico
last week.

Yeah, awesome we're getting oh we're getting
it in.

Yeah, that's what I just did.

What?
What is the r stand for Reading?
Yeah, yeah, yeah, and the lastus is silence.
Right, you said silence.
What's the last us?
Silence, silence.

Yeah, yeah, yep , yeah, so like, and I go ahead,
I'm not, you go, yeah, I thinkwhere where I've been going, the
same spot, I think they haveyou but what Can people?

see this, did they my seed, jimmy, what I,
what I accidentally reached alittle too far.

Well, no, I turned toward you.

There's an advantage to watching this if
you just listen to the podcast.
I'm just gonna plug that now.
If you just listen to thepodcast, please do like and
subscribe, but you definitelyshould catch the show live and
if not, there's always replays.
Oh, by the way, make sure thatyou keep watching the YouTube
channel, because we're actuallygoing back and remastering and
editing out all of our oldpodcast episodes and starting to

(17:53):
load those up on the YouTubechannel as well, so you can find
the long one, the uneditedversions, but the edited you
know show versions of it will beup on there if you want to see
the long form.
But you really do miss a lot ifyou don't actually watch it.

I Need to get better at scribing, so I don't
sleep well, don't get a lot ofsleep, and for a while there's
waking up

middle of the night thinking about oh my god,
what do I got to do tomorrow?
And a hundred things goingthrough my head.
So they talk about scribing.
Sit down and scribe before yougo to bed and write down things
that you got to do for the nextmorning.
So I started doing that.
It actually I'm gonna do that.
I'm gonna do that.
I'm gonna do that.
I'm gonna write down thingsthat you got to do for the next

(18:35):
morning.
So I started doing that.
It actually was helping mysleep.
I got away from it because Ididn't do it long enough and
keep repeating.
So I got to get better at atscribing and writing down things
that I got to do for the nextday.
So I'm not waking up, yeah.

Yeah, with your mind.
I have a couple, jimmy.
We feel that Mike right infront of his forum awesome,
thank you there.
Thank you, you know that that'sinteresting.
I I always had an issue withthat too.
What's funny is the guy thatwakes up every morning says that
he also has a hard timesleeping and that just right

(19:10):
back to the Discipline of wakingup every single morning,
because it's gotta be evenharder when you're not sleeping
well and, as we know in the book, they say in the book your next
day starts the day before,right, right.
So getting yourself set up,having your ritual, all ready to
rock and roll, so you can getthat good night's sleep.
I have you ever heard of thenautical C number weather report

(19:34):
from England and the reportthat they did so in England?
Somewhere they do this nauticalreport where this monotone
voice comes on and he's justlike winds blowing in from l7, 4
, 9, 2, 3, blowing blah, andit's just these long series of
numbers for, for ship sailors.
Right, I'm not a ship sailor,so anybody out there is now is

(19:56):
like he just said nonsense or hemade fun of my mom.
I'm not sure what I did, but butthe monotone voice and just
repeats over and over again, andsoldiers were using this to
fall asleep real fast because itwas so monotone.
But when you're listening tosomebody else, you can't talk to
yourself.
So for people like me too, likeat night, I'm thinking I got

(20:17):
all these things and I, you, youthink I talk a lot here.

I talk a lot here.
Oh man, I know at night.

My boat shut up, it's like the podcast just
keeps going.
So I learned the secret likefive or six years ago, and I've
moved on to other other things.
But as long as I have peopletalking me, I'm falling asleep
in five to 15 minutes now and Iwas never able to do that before
.
So now I throw on monotonepodcasts.
I started with the ship guy butit just.
I was too like.

(20:43):
My brain was like whoa like Iwas in the sea with the guy.
But I found these monotonepodcasts that are designed for
sleep, where a guy just reads astory and it's all monotone.
You might want to try that ifyou'd never have.

Yeah, I, I have not, but I my other big problem
is watching tv when I'm in bed.

Oh yeah, and that's a problem.

I know that I got to get to reading, because they
talk about that, to read 10 to15 pages a night.
That'll make you sleepy rightdown what you gotta do the next
day.
So I need to change my wholenight routine.
I got the morning routine down.
Yeah, I have the night routinedown, I see.

I can't.
I can't read before I go to bed, because what was happening was
I started setting that up as myRitual, and so I would start to
read, and then I'd start to getsleepy, and I didn't want to
get sleepy when I read, so I hadto stop doing that, because I
would it'd be middle of the dayand I'm pulling the book out and

(21:40):
I'm reading at lunchtime, Idon't know, because I was
starting to get used to it.

So you're funny .
I read a study on add and adhd.
Yeah and and one of the thingsthat?

did you read the whole thing?
No, yeah.

One of the things that they did find,
though, is that they werefinding in a lot of patients who
had add or adhd Um fall asleepwhen they read we, we consider
to call ourselves realtors.

Yes, stop patients.

But yeah, they fall asleep when they read yeah,
yeah, and it's because of theconcentration and but it slows
their, it slows their brain down.

Our braids go too much concentration, just
shut down.

Yeah, exactly Exactly.
They're like effort, like shutoff, I can't do this so funny,
isn't that wild?

though that is.
That explains so much my life.
You're concentrating too hard.

I'm just gonna shut down because, like I, I
found this for years like tryingto read and I look back to like
being a kid and like like inhigh school and like why, why
didn't I read?
Well, because I didn't want tofall asleep on.
I mean, like as soon as mybrain like focuses on something
like it's lights out baby.
Like.

I have a funny.

I could sit in the chair like I gotta have four
cups of coffee.
He's sitting the chair andstart to read and lights out.

So I have that problem.
Yeah, yeah, adhd.
Well, yeah, probably.

At our age.
They just never.
They just said we radiance andjust set us in the corner, like
you, and you and I made us sitin the hallway.

I don't think I read a full chapter through
school or college.

And I do have a degree.
Yeah, but like to sit down andlike, like, read.
For like, people are like ohman, I read for four hours.
I'm like four hours, like, howdid you read for four hours?

Yeah, Well, you know it's, it's something I.
It's interesting because talkabout that habit.
People might be surprised, ormaybe not, because when they
talked to me, but back in theday I used to read four books a
month and it was easy because ittakes 30 minutes to read a book
, 30 minutes every day andyou'll be able to finish almost

(23:41):
any book Within a month.
Yeah right, so I just said,well, that's, that's four books,
so I'll just spend 30 minutesin each book.
The nice thing about aboutsometimes having add and doing
that, if if anybody ever wantsto try to aspire to do something
like that, I almost had to doit that way because if I was
reading the same book, I getbored with it and then I would
never finish it.
So I learned a life hack tomyself if I pulled multiple

(24:03):
books out, I could just switchfrom book to book and I stayed
Interested.
And then I was able to know allof a sudden I was reading four
books a month.

Yeah, you had to play into your add, I had to
play.

Yeah, I had to play into my add.

But that's knowing your strong suit, right.
That's exactly what it gets toget.
It's getting to make something.

We talked about all the time.
The best, the best coach I everhad my life was when I turned
30.
I hired an executive functionscoach which is the polite way to
say add af and he really wasthe one that said Wherever you
go, you got to create a johnnyfriendly environment and he
taught me how to do that andwhat that means and to be okay
with myself To know that Ineeded that help and to be able

(24:41):
to do that, and so that's whereyou learn all these these little
intricate tricks.
So what?
What do you think on on thesavers thing?
Because now I'm just interestednow.
We didn't even know we weregoing down this road.
What do you think of the saversthing?
Is it the scribing that is thehardest part for you?
Which one's like the hardestone for you?

Um, yeah, probably scribing, because when I
started doing it I was sleepingbetter, so I would, I would not
forget things.
You know, I don't have a verygood memory.
Yeah, so if I don't writethings down today what I've got
to do for tomorrow, you know I,I lose concentration, I lose
focus.
So I Think all of that, youknow, all of the savers are

(25:28):
obviously important.
There wouldn't be so many.
I've mastered one.
I've got to work on the othersix, which is why I'm rereading
the book.
I read it or I listened to it onaudible, but I'd be listening
to it at the gym while I'm onthe treadmill or something, and
I'd always pause it because Iwant to write things down,
because I don't always rememberjust hearing it once, so I want

(25:48):
to write it down.
So it took me a long time toeven get through it on audible,
because I'd pause it and then Iwouldn't re listen to it till
the next day and I wouldn'tlisten to it at home.
Just, it takes time.
It takes time to do anythingbut reading.
I need to really sit down andread the new book that I got.
Just focus on doing one thingat a time, because I try to do

(26:11):
everything all at once and Idon't do anything real good.
So I've got the exercise time tokind of focus on something else
and get that Down path.

Yeah, just like layering something else in
right, like that's we've talkedabout this in this or a lot like
it's layering now.
Now you're adding another brick, right it's you've got this one
down, this one solid, it's gota good foundation, you're not
gonna break it.
Now it's like alright, how do Iadd the next?
one right, right and like.
The scribing part to meactually is interesting Because,

(26:41):
like I've never, I've neverdone it right.
I've never done this scribepart, which is interesting to me
, like I would want to do it,but it's so, so talk me through
it.
It's like it's, it's.
You're writing it down for thenext day, right?
Yep.

Yeah, and that's uh, because obviously everybody
in real estate knows there's5,000 things going on all at
once.
And if I don't write it down,you know, hey, maybe I forget to
call somebody back or maybe,hey, I was supposed to do this
or that, so I need that.
That's got to be.
The next thing I really got tofocus on is writing things down
to follow up with on the nextday and, like Kurt always says,

(27:17):
money's in the follow-up.

So yeah, so then .
So then, let's take that to thenext step.
So what do you think you wouldneed to do or incorporate that
could help you start to formthat habit in your life?

Time management.
I'm terrible at time management, so I need to set time aside at
night that I'm going to do thisand in time management.
So that's why today is gonna befantastic.
It's gonna be great.

Today is gonna be fantastic to set up my goals
right Cuz I say work, it couldalso be an awesome day.
I just want to throw that init's.
It's gonna be.

But it's more fantastic that it is awesome,
but it's definitely gonna beawesome yeah.
Definitely but like that's thething and and I've talked to
agents about this all over thecountry is the more you actually
schedule, the more time youactually get back in your day.
You know, I mean the more, themore free.
The more time you schedule, themore free you're like, wow,

(28:14):
it's funny, my son's in collegeand I, john, and I've talked
about this.
I just I did this with him,which I I kicked myself like
terrible, terrible dad yeah thatI let him flounder for a little
bit, but then I sat down anddid his and we and we blocked
out everything for him and he'slike dad, this is the greatest
thing ever.
He's like no, I'm like, he's on, he's ahead of everything, he's

(28:35):
just.
And then he, but he's alsofinding that he has more free
time.
You know which?
I don't know that he needs morefree time.
Being in college, I got like ahow can we fill that up with
something else?
Yeah, cuz.

I know what a college.

Yeah, I know what college age is gonna fill that
free time with it's not good andlike you guys talked about
yesterday I think I think I wason the 730 call about if you had
a cameraman follow you aroundall day.
Yeah would your family be proudof what you do?

No, but they would be entertained.

If you hell of a show.

There's another one intern me at free for all
Friday.
I've been trying to get acamera guy to follow me around
all day forever.
This is just ory.
So if you have ever wanted towork on or with a podcast, an
intern, it is.
Intern me at free for allFriday.
Coms, that is an email we havebeen looking for two years now
Because absolutely.

I would, yeah, yeah, that's.
I brought that up and thatbecause that was what a coach
used on me.

Yeah, brandon Moreno, actually yeah, you guys
are like that was coaching.
For me that's dream building.

But, like you know, it's again if is a as a
realtor.
That's the problem, right,because we we fill ourselves
with these false home of falsethings of.
I went to this seminar todayand they told me how to time,
build and do all this stuff withthe journey with it.
No, but I was at the event,right, like that's always, the
problem is like we put, we don'tever Put, we don't put it in
that we struggle putting it intoaction, right, and that comes

(30:04):
back.
Then it circles right back tothe accountability piece and and
if no one's holding thisaccountable, we're like, yeah,
but I'm a realtor and it's greatI'm like golfing again today,
expected, yeah, yeah yeah, Well,I'll get the other stuff
tomorrow.

Yeah and I and I remember you guys talking about
that before too, and I was doinga lot of social events and,
like you say, if you don't doanything with it, why did you go
where you're really there?

Yeah.

So, as probably a couple months ago, we we're
gonna go to a couple events andI told Amy, at least some I
can't go.
I mean, it's just too many.
But it just you know aboutyesterday, about what you said,
if somebody followed me around,no, I get caught up doing busy
work then I really feel like Iaccomplished something.

(30:50):
Yeah and did you?
You really didn't.
So it's, it's this.
This class today is gonna begreat for me.

Yeah, yeah, it's true.
And it is true because we doget caught up in in the, the
minds of the, even even justwatching YouTube videos, right,
like on how, to how the realtorsells a hundred homes last year,
right.
So you watch the video and thenyou're like man, that felt good
and you feel good about it, butit's like you never, you didn't
take what you just watched toput it into action.
You just watch it, your braintricks you into thinking you

(31:18):
work today and you really didn't.
So that's another struggle,that.
And man, realtors, we loveevents, don't we?

well, this is interesting that you bring this
up because you know, when I wastaking my positive psychology
course, it was man Well, one ofthe courses that I took in there
, they talked about the five,the five types of
procrastination, and this coursewas specifically designed for
entrepreneurs and and talkingabout entrepreneur issues.

(31:45):
And number four is whereentrepreneurs got held up the
most and it's called workingprocrastination.
So this is where we go toevents, which is funny because
he's come because, I wear yourtoday.
But it's where we go to events,or we go to all these things and
we think that we're busy.
You know, it's that old sayingit's not enough to be busy.
So to our the ants, we do allof these things that we feel

(32:07):
like are busy.
But, like you said, if there'sno Implementation, sometimes
we're just.
I mean, you got those realtorsout there that they go to
everything just to get away fromwork.
And the hard part about it isand this goes back to taking
that time To really analyze whatis the motive behind this and
if I'm going to do this, am Igonna get anything out of it?

(32:29):
Or if I'm being real with myself, am I really just using this as
an excuse not to do what I needto do today?
And the more real you can bewith yourself, the better life
is gonna go in the first place.
Like, like, as realtors, we welike to purposely fake ourselves
out all the time, not only withwhat we're doing for the day,
but even who our clients are.

(32:49):
We put Uncle Bob in there who'sbeen saying he's gonna buy
property forever up north orwhatever, right, he's never
gonna buy that property.
But we claim we have thisclient and he's gonna do
something eventually, right, andwe have an entire database of a
hundred of those people, right?
So, like getting real withourselves and being like real,
it takes away, it goes back tothat graph that we did.

(33:10):
It takes away from thatOptimism, I understand, but
really it goes into that workside of things.
Might go down the graph ofwhat's fun and those dopamine
hits, but those that stuff willcome back once you succeed,
right.
Right, we've got to be realwith ourselves.

But you're right about the dopamine hits,
because that that is why we likeevents and shiny objects.

I'm shiny, I'm putting that new guy that's
never gonna buy a property inours, in our database, and and
then we don't follow up withthem.
Anyway, it's a win-win-win,right?
Yeah, you go to an event, yousay you're gonna collect all
these leads.
A win-win because at the end ofthe day you're collecting all
these leads, most of them aren'tgonna need to do anything
anyway.
But you get that hit because,oh, I added 150 people in my
database.
Well, you don't do anythingwith those 150 people anyway,

(33:50):
right.
And then, all of a sudden, it'sjust this yeah, and then.
And then what happens is youget into a stage of depression,
right?
Tony Robbins talks about allthe time the the internal story
Versus your external reality,and the further those two are
apart.
That's where depression slipsin, because we've been telling
ourselves We've been workinghard.
That's our internal story.

(34:11):
Man, I worked all day today.
You were at a concert.

Yeah, cousins, drunk people.
You were watching Tony Robbins,right which?

can be helpful if there is that implementation.
Implementation part after it.
So a lot of people don't eventake the time listen and listen.
Realtors, if you're, if you'redoing an event, even right, like
a lot of people, don't take thetime to set up to say, man, if
I'm doing an event, how can I dothis event so that I can
prepare for what I'm doing afterit.

(34:40):
Like we just say we're guiltyof it, even right, we're half
guilty of it today, but part ofit was technology issues and the
other was was Johnny fault.
But like, hey, we're gonna gointo an event, great.
So instead just doing thatevent, what, what?
What can you give away?
What QR code can be scannedlike?
How can you capture thosepeople's information?
And then, what did you havePrearranged and preset up to

(35:03):
continue to follow up with themafter the fact?
Right, and so it takes.
It's a lot more than just Event.
Yeah, it's a lot of planning.

Yeah, no, go, go it's definitely good to
network, right.

So go to these events, network, meet other
realtors, because you never knowwhen that realtors on the other
side of an offer and becauseyou've formed a Relationship,
but is that gonna get me morebusiness if I don't have no
clients to put in an offer?
So, what's more important?
Going to five events where I'mgonna meet realtors and create
relationships.
Yes, very important.
Or doos prospect for a couplehours a day, right, like we're

(35:38):
supposed to do.
But if an event comes up, wow,man, that's fun and that's easy,
so we're gonna do that.
Well, those are the things thatI Need to do better at time
blocking and say, okay, if Ididn't do my prospecting today,
I can't go to this event thisafternoon.
Yeah, I want to createrelationships with the mother
realtors, but I got to getclients to be able to do

(35:59):
something with that otherrealtor.

Right, you can also create those relationships
with realtors when you meet themat the closing table correct.

Yeah, well, depends on how.
It's still not as fun as likebeing out at the bar.

It could.
Be nothing says that you can'tclose with another realtor and
then take him out afterwards.

Yeah, that's true, yeah, 100%.

And there's people that you just gel with.
There's not a hey, you want togo grab a sandwich after this?

This is a stressful close man, we made it,
let's go Right yeah 100% youcan do that and if not, that
dude will remember you.

When you do show up to an event, they say hey,
yeah, we had that closingtogether.

Right, yeah, that closing.
That was a nightmare, yeah.

Yeah, the good old nightmare closing.
What's the worst closing you'veever had, jeff.

Oh gosh, they've all been pretty good besides
besides that one, yeah, theydidn't want to close in the same
room.
Oh yeah, that's because theother realtor allowed them to
talk, or said hey, we need toget them in touch and let them
handle the buying or, you know,furniture furniture outside yeah
.
They talked and then by the endthey didn't want nothing to do

(37:06):
with one in either one.
So we closed another room.
So I've been fortunate I've nothad any disasters early in my
career.
I've dealt with every difficultone you can deal with
transaction.
But as far as clients justclosing in separate rooms, yeah,
I, I.

so I and I have a weird take and people will
probably, you know, hate me forthis.
They hate me for a lot of myopinions, but I am a master of
my own opinion.

You are a master of it.

I always, I always requested the two rooms
to close in, because the closinghappens a lot faster.
I like it when one person getstheir stuff done, the other
person does their thing, becauseotherwise what happens?
Everybody just sitting at thetable and they're chatting and
they're staring at each other.
And this is when trash day is.
And oh, by the way, mrs Janice,next door they can exchange
numbers and do that later.
I want to get in, I want theclothes to happen, I want them

(37:58):
to sign, I'm wanting to get out,right.
So for me I was taught thatearlier on by a mentor of mine
who that knowledge do.
I do that, but also make surethat the deal is funded before
we ever show up.
So I like to call the bank tomake sure everything's funded,
because I don't want to sitaround for two or three hours
waiting for the stuff to gothrough and scan.
And if that's going to happen,I let my clients know right up

(38:19):
front.
I say, listen, this is, if thisis going to happen, it's
probably going to close inescrow.
So it's not standing herearound for two hours.
I'll drop the package off toyou the next day and everything
will be fine, right, I?
I just don't like to spend alot of time in those Right.
So, but that's me.
You know some people likegetting everybody together.

I got to the closing table one time and found
out the guy was married.
Yeah, yeah Found out the sellerwas married to the buyer.
No no, but she hadn't signed onanything.

Wow.

Yeah, wow, we roll up and I had the buy side.
Wow, I'm sitting there in thesellers and they were like he's
like, yeah, my wife has this,and we're like what.
He's like, yeah, my wife hasthe, because he forgot his
checkbook too.
He didn't have anything.

Yeah, nothing with him.
How did that get passed?
Everybody.

I don't have any idea, but like, literally,
we delayed us.
We had to go go pick her up.
He had to go to the housebecause she couldn't drive, so
he had to go to, like, go pickher up, go to the bank, because
he didn't have any of this stuff.
And then, and then come back tothe thing Wow.

I.
I got to a closing table with ahouse one time where the house
was on property that didn'tbelong to the person that was
selling the house.
Yeah, imagine this.
This is the this.
This is the craziest one.
So there was three acres ofproperty.
The house sat on one acre ofproperty and then there was a
road that divided the two acres.

(39:42):
Across the street Back in thefifties there was a napkin deal
that was made right, where thedude sold the lady the house and
the land.
She was supposed to have allthree acres and three acres in
the house, but it never gotrecorded right.
So it got recorded that shebought the house and the two
acres across the street.
The acre that the house wasactually on was still in this

(40:05):
other guy's name and she was old, she was in her 80s.
She went to a home.
She's trying to sell it.
That was a.
That was a sad day, I'll tellyou.
I didn't know.
I didn't know even how tohandle that, because we all show
up and then there's this hugelike red flag problem.
Now I'll tell you what wouldhave helped this problem.
And this is one of those thingswhere you know, when we have
issues like this, it's actuallya advantage, because now we have

(40:28):
a reason and story to tell herbuyers and sellers.
The buyer did not want to gettheir own title insurance, which
I always recommend for thechecks and balances, and if our
title company would have gonethrough this, they would have
caught it.
I know they would have caughtit because of the way that it
was handled.
The Southern caught was just afly by night and they were just

(40:50):
like yep, push it through, pushit through.
And then all of a sudden we gotto the table and and somehow
this red flag came through andit held everything up.
That was a, that was asomething.
And the lady was like what am Isupposed to do?
I can't afford an attorney.
And I'm like man, I don't evenknow, you just feel bad
sometimes and stuff like that.
I feel fortunate.

(41:10):
Yeah, I've not had no, it'sbecause you're waking up at five
in the morning and exercising.

Catching it before, yeah, but like thinking
about really, like just on thereal estate piece.
So what is your, what's yourapproach?
Like, what like right now, whatbusiness are you going after
and how are you going after?

it.
So I do a lot with my sphere.
I'm really, you know, reachingout to them.
Me and a mortgage lender that Iwork with are passing out
Valentine's bags for tomorrow,so I got a bunch of candy,
taking them to doctors anddentist's office in the area.
So just trying to get our namesout there with the You're

(41:52):
taking bags of candies to adentist's office.

Yes, Okay, my wife's office gives free, gives
chocolate chip cookies.
I'm like, isn't that like?

But that's job security.
Yeah, like she said yeah,absolutely.
On their way out.
She's telling the kids don'tforget to drink your mountain
dew.
Yeah, julie's job breakers.

Absolutely Got to keep them in business, so hand
out that candy as the kids arecoming out, but sphere is a big
one.
And then just social media tryto try to stay in front of
people on social media.
It's getting warm out now, so Ilike the doorknock.

Oh, you're a doorknocker, I am old school
doorknocker.
Yeah, booth on the ground manI'd rather get in front of
somebody face to face.

You know everybody's pain points calling
somebody you don't know right.
But, yeah, so I'm.
I think I'm better face to face, but what's the?

what's the craziest door knocking
experience you ever had?
Do you ever get over?
Everybody pull a gun on you.

No, not yet.
What is wrong with me?

I have all these issues.
Yeah, it's more wholesome downhere.
Is that what it is?

I just need to come down river.
Yeah, now a few crazy showinghouse stories, but nothing door
knocking.

Nothing.
You never.
You never showed up to thehouse and somebody like me and
just a bathrode answered thedoor.

No, actually a couple of people have said, wow,
it's really nice to see peopleactually working, that they said
they've never had a real estateagent knock on their door.

Listen to that, guys.
See the listen to that.
That is that right, there is isgolden.

Yeah, that doesn't resonate a little bit
right.

Because because that's true, they they're
getting millions of calls.
You've probably actually hadsomebody say that exact Wow, I
get a lot of calls.
Nobody's ever bothered actuallystopping by.

Yeah, how about that?
I mean, I talked to the ladyfor a while.
She's like I'm just soimpressed that you're out here
walking neighborhoods knockingon doors.
By the way, your arms look nice.
You must get up at five am orno, I didn't have a tank top.

No, he's just going to go to get the listing.

No, actually they said they just moved in, but she
said she just appreciated it.

You know.
So next time, just take thesleeves off of this bad boy.

Yeah, you could have had that if you were better
than your take off.

You go and think I can just do the button
up and just cut the sleeves off,Right, yeah, yeah, I don't know
.

I don't know, I don't know if that would be the
like, a mankind style.

Yeah, yeah, yeah.
Then you like, now you'll getyour guns.
We're not going to put a sockon his hand.
You know what?

I mean, we're going way back, yeah yeah, I
know exactly what you're talkingabout.

So what?
So you said you had some crazyshowing stories on.

Yeah, yeah, in the same clients to two different
houses.
A knock on the door, knock onthe door.
I always want to yell in there,anybody?

Intro (44:46):
in here.
Anybody in here?

Nothing, nothing.
Go to put the key in and itopens up so it wasn't locked and
walk in houses a mess, pizzaboxes, beer bottles all over.
Walk in and a guy gets up fromunderneath a blanket and scares
us all immensely.
Says you can walk around thehouse.
Sorry, I didn't know you guyswere coming.
Just don't go in the masterbedroom.

(45:09):
Somebody's in there.
So we're thinking well, okay.
So we walked around a littlebit, went downstairs and there's
all kinds of doors and get toabout the fourth door.
Gail walked out with not verymuch clothing on and said okay,
we're out of here.
Same couple, three days later,go to another house and we walk

(45:29):
in the house and we walk intothe kitchen and we come back out
and there were shoes where wejust passed going up the steps.
I'm like, were the shoes therea minute ago?

Intro (45:39):
Yeah.

Like I don't think so, but we so we walked in the
other end of the house and youcould smell like somebody just
got out of a shower.
You know the steam or whatever.
Then we walk in and we seeclothes there.
Then we walk in and see wetfootprints Like all right, I
think somebody's in this house.
So, we're kind of heading backout.

(46:01):
I go in front of them, whichnext time I'm putting the client
first.
Let's see a guy walking, youknow, like over the catwalk,
second floor, with just shortson and his hands behind his back
, and I said hey, and he didn'tacknowledge me at all and, you
know, didn't say anything.
And I'm like, hey, and myclients were still in the back

(46:24):
room, like, all right, let's go,guys, just walk back and forth
and out of view.
So I didn't know, are theremore people up there or what's
behind his back.
We got out of there, called thereal turn.
She said it's probably the sun,but just a couple of freaky
situations.

Yeah, wow, you've walked in on.
You had a couple.
I haven't had a showinginteresting that way.
I mean I've had, like the dog.
You know that we didn't knowwas there.
I had the pig.
Yeah, have I ever told the pigstory?

Yeah.

I think we have a long time yeah.

Yeah, royal Oak show in the house.
I didn't even know you couldhave pigs in Royal Oak.
I don't know if you and whatthe crazy thing is that was.
That was a crazy one because wewalk in the house and we hear
and and I'm like, well, theydidn't say they had a dog or cat
or anything like that.
And typically they they tellyou.
You know, back then there was areal big push to MLS was trying
to make sure that if you havepets it needs to go on the

(47:16):
disclosure.
There's a lot of issues thatwere happening at the time and
or in the in the real remarksand I'm like what is?
What is that?
And we couldn't see it at firstand we walked from room.
They're kind of scared.
She's really nervous causeshe's doesn't want a big dog
jumping out.
All of a sudden this pig startsrunning at us and it's the

(47:37):
funniest thing, friendly pig.
But yeah, it was just a fullgrown pig running through their
house like a dog in Royal Oak.
My son, yeah.

Your son has a pig .
Oh, my son.

Oh, there he is, gloria Good.
So yeah, that that the pig wasthe, the pig, the and an
alligator.
I've seen an alligator insomebody's house once.
Yep, they had a, I don't even,it was just this aquarium that
was the size of like this wallback here.
It was the long, it was just solong and there was an alligator

(48:10):
about this big and that's where.
That's where it lives.
He just had an alligator to hishouse.
The crazy part is we weresupposed to sell that and then
he was trying to move but in inin interim, he needed to rent a
place.
So I remember this is early inmy career calling places me like
hey, do you allow exotic?
Yeah, and people would alwaysask how exotic, and I was like

(48:32):
an alligator and nobody Icouldn't find a place for that
guy.
That's weird.

Yeah, it was really weird, like so weird that
you couldn't find a place to analligator.
Right, my first.
My first client, though.
I had a dog pee on my my leg.
We're standing there talkingoutside, my very first client, I
think first week of showinghouses were standing there and I
looked down and these liftedhis leg and peeing all over my

(48:57):
head.
So we all kind of had a funnylaugh at that and I was soaked.
I got into real estate for thisoh I can imagine, I can imagine
.

the fake smile you put on for that one.
Oh, it's alright it happens allthe time it's no big deal, it's
fine.

It's no big deal with my shoes, it's okay.

That's so funny.

It's totally okay.

It's very interesting first week.

Yeah.

Yeah, Do you remember your what?

was your first, my first showing.
Yeah, yeah it was a young firsttime home buyer.
I mean, it was pretty standard,pretty standard yeah.
Pretty standard.

I don't know if I can remember it.

The house had a pool and they didn't want a
pool, though that was the only,oh lame.

Yeah, let me ask this question.
This is an interesting question, like the first real big issue
that you ran into in your realestate career because you were
new.
What was it and how would youhandle it now with the knowledge
that you have?
Could you have gotten it toclose?
Like is there a situation whenyou first got started in real
estate that you could haveactually brought the closing
table with your knowledge now?

Yeah, it was probably.
I sold a condo in Trenton thathad a separate parcel of a dock,
of the dock, and the guy reallywanted to buy this property
because he was getting this dockwith it.
I didn't realize you had to putthat in the purchase agreement

(50:22):
both parcels.
So had it not really been fromthe other realtor pointing that
out, did you guys not want thedock with this, we could have
got to closing and it could havebeen really really messy.
So obviously make sure you readthe purchase agreement, make
sure if there's more than oneparcel it's all included in your
purchase agreement and haveeverything verified.

Yeah man, how mad would that guy have been.
The only reason he wanted theplace was for the dock.
You could buy the place but youdon't get the dock I'm mad with
that stuff.

And again, I've heard about this other realtor's
not on the up and up, but shepointed it out for me.

So, thank God, you know, maybe she knew I was
young and a rookie.

Yeah, it looked like your license number.
Well it's always.

It is always nice to like when you can help
somebody out.
I think Again, but that's justmaybe how I think, like when you
know cause.
I've pointed stuff out torealtors before and sometimes
I've felt like I closed bothsides.

Oh yeah.

I mean like I felt like I put the whole deal
together.
You're still getting yourcommission, but but listen, man,
like I probably should get apercent out of that, you know.

I, I and I'm, I'm okay with that, because it's
pretty sure.

It closes yeah.

Except for when if it's a new guy on the other
end, it's cool, but it's whenit's that that that just doesn't
want to bother working, right.
And they know that like, look,I got the cards in my favor here
, so if you want this to gothrough, you do all the work.
And they said, yeah, they saidyou their forms Right.
Oh, that, that that's somethingright there.

Yeah.

That's special.

Yeah, I was actually keeping an eye on my
phone, cause I have aninspection going on right now.

Oh, look at you yeah.

Yeah, Doing realtor things.
Doing realtor things.

Multi-test Do you remember?

do you remember what about you?
Do you have like a first, likefirst year deal or something
that fell apart that you couldhave held together if you knew
what you do now?

Not fall apart, but I could have made it go a
lot easier right.
I could have made it go a loteasier, and it was.
It was foreshadowing theclothes.
I didn't, I didn't cause.
Again, when you get into thisbusiness, no one tells you
really what, what to do.
Yeah Right, there's no likethere's no blueprint for this,
so like I had my buyer show upwith like their ID and that was
it.
Like no money, no, nothing.

Yeah.

And I was like, oh, I didn't tell him anything.
You know what I mean.
But in my head I'm like well,who doesn't know that they're
buying house?
I don't need to show up withmoney Like.
You know what I mean.
Like, yeah but it also had.
You know, it has to be acashier's check, you know what I
like.
Nope, but I didn't foreshadowany of that.
And they were first time homebuyers.
And then, when they got there,I was like at first I was mad,

(52:55):
I'm like, well, who shows up anddoesn't bring anything.
And then I'm like, well, firsttime home buyers, I don't know
what they're doing.

Intro (53:00):
And that was my job, to tell them what to show up with.

And I didn't like it.
We got through it Like we fixedit.
You know it was.
That was that.
One was kind of crazy too,because the sellers on that deal
were getting divorced.
That's why they're selling thehouse.
So the wife shows up on timeand the husband's late.
Well, she's now.

(53:23):
She's mad because they'regetting divorced anyway.
And she's like well, he alwaysdoes this, right.
So now it becomes the alwaysdoes this.
So he comes rolling in and hehas no ID, no identification, no
, nothing.
And we're like you don't have adriver's license.
He's like well, I was in a caraccident and I lost my wallet
and the thing and whatever else.
He's like, well, let me go outto my van and see if I have

(53:46):
anything.
So he gets up and goes out tohis van and when he walks out to
the van, the new ex-wife islike that car accident was five
months ago.
He should have had his licensereplaced by now.
Blah, blah, blah.
So she starts rifling throughher phone, through pictures on
her phone, and finds a pictureof his license.
Oh, good.

(54:08):
And again, though, yep saved hisass again, and I'm like, oh my
God, like this was so stressful,like it was just so stressful,
like that.
That was the same closing.
My buyers didn't show up withany funds, so it was all this
home.
It was like my first.
I'm like, oh my God, this isawful, this is real estate.
Yeah, like I was ready to getout of it.

Like wow, yeah, we need money to buy a house.

Yeah, but I learned lessons along that that
was one of my biggest lessonswas like all right, you need to
spell this out for everybody.

Yeah.

You know you need to spell this out for your
client what should I buy orbring to closing?
What should a seller bring toclosing?
All that should be laid out andprocessed out and, if you need
to like, just make a, like, acheckbox for it, right, like to
make a sheet of like, here'swhat you need to bring, here's
what you need to do, and give itto them and then but you can
reiterate it, foreshadow it tellthem again.

Yeah, it goes back to my haunted house theory.
I don't know if I know yourhaunted house theory no the
haunted house theory.

Musk knows the haunted house theory, but yeah,
the haunted house theory is, ifI go through a haunted house and
I and I see I go through it Isee all the scary things.
There's a clown up there on theleft and when I go down right
hallway there's a ghost thatjumps out.
And then I took another leftand there's a.
There's another clown downthere that's hitting me with a
hammer and whatever.
And I get out right and I comearound to the front side and I'm

(55:23):
like Johnny listen, when you gointo this house, when you first
go down the left, there's aclown with a chainsaw there.
Yeah, all right, yeah.
And then on the right there's aghost that jumps out on the
right hand side.
And then when you go left, onthe other one, there's a gutter
clown down there with a hammer,but then you're out of it, and
then you're good.

Yeah.

Well, it's not as scary for you then.

Right, right.

So it's the same thing when I if I tell you
hey, look at, this is how thisis going to go.
We're going to have to get anEMD, we're going to have to have
an inspection, we're going tohave to get through appraisal.
Explain all these steps alongthe way.
When they're actually goingthrough it, it's not as scary
for them.

Intro (55:57):
Wow, right, it's not as scary for them.

And and and and .
They'll get scared and you cansay, hey, you're listening.
Remember when I told you thatwe were going to have to do this
?
And they're like oh yeah, okay,I remember.
Now it kind of just easeseverybody's pain back down a
little bit, but because it'sscary, they've never been
through it Right.
Or if they've been through it,they haven't been through it in
20 years.
You know Expectations, yeah,and I have a client right now
that I work actually the onethat's the inspections going on

(56:22):
today they haven't bought ahouse in 20 years.
And she's like oh, this is waydifferent.
Oh yeah, I'm like, oh yeah,it's way different than it was
before, like.
So again, I got a four year old.
I had to rethink, like this islike a first time home buyer.
I got a foreshadow, all thebasics that I think are basics,
right.

Wow, that's good , I think.
If I were to go back, I thinkthe first thing I would have
done is realize that I couldcharge people more what I was
worth right up front.

Yeah.

So something that's, for whatever reason,
controversial in real estate andit really shouldn't be was I
actually enjoyed working withrenters because in my head
nobody else in my office wantedthem.
But I was a smart kid and theoffice that that I started at
they didn't charge you.
They didn't charge you a spliton any rental.
There was no split because theyfigured it's a rental, you're

(57:15):
not going to bring that much inany way.
So I just made the bottom lineprice of two grand.
I needed two grand for everyrental that I closed.
That's what I calculated, Ineeded it at the time, and so
what I would do is I'd write upa buyer's either the three page
buyer addendum, with the $2,000instead of a percentage in there
, and I would make them give mea checkup front that that would

(57:36):
then get applied to the rent.
And if it didn't cover the full$2,000, which a lot of times it
didn't at the time that wasokay.
That was my, that was mycommission for getting them into
the home that they wanted, andeverybody thought I was crazy
until I started getting a bunchof $2,000 jacks and then, all of
a sudden, people wanted to sell, wanted to sell rentals because

(57:56):
they sold real fast.
I needed money fast.
I knew what I needed and Ifigured out how to skirt the the
the fee back to the brokeragebecause they didn't charge on it
.

You can close the rental deal tomorrow.
Yeah, If you find the property,you know the rental deal
tomorrow.

No, I did my legwork.

I.

I, you know, I still did the legwork.
But again, you know, I used totell people because what I love
this differentiator class.
I went to one time and the guysaid what is your, what is your
elevator pitch, what is yourdifferentiator Right?
And I, I, the first, the firstpitch I ever gave people was I'm
the closest thing to workingwith a cartoon character you'll
ever get.
I changed it later on down theroad, but every time I made it

(58:38):
real exciting.
It was fun because you know,again, I'm, I'm in, I'm.
It's exciting and fun.
So we would go out and look atrentals and it was an unreal
experience for these people.
We were doing fun things andplaying and you know, I played,
I have played, I have playedhide and go seek with clients
inside of houses before, haveyou?

(58:59):
No, right, that's mydifferentiator you, you and Al
remember Al said Al was playingit like in the weird creepy
horror movie.

What else is just?

waiting behind shower.

He hid behind the shower curtain for his
client.
When they came in the bathroomhe was like I started spraying
chocolate milk all over theplace.
He had a fake knife.

Intro (59:20):
It was weird, it was really weird.

Anyway, I don't know why that ended up being the
wrap up it was.
And long story short.
Thank you so much for coming onthe show and thanks for having
me, for being an inspiration.
I didn't know that it allstarted out.
That book I would highlyrecommend.
Anybody that has not read thatbook I'm sure you would agree.
The opening miracle is is a keybook.

(59:45):
It's one of the top 10.
I think that all real estateagents should read and I believe
they should read both of them.
They should read the realestate book and the regular one,
so you get both bases for itand I just I.

just I'm starting to regular for the
first one now, are you?
Yeah, I just got it.
I haven't even cracked it openyet, but that's my next one.

Johnny Awesome (01:00:04):
Crack that spine , Jeff.
Thank you again for being ourguest today and inviting us down
here.
We have a conference that wehave to get to, or else we'd be
hanging out for the theafterburner.
So sorry guys, we're going tohave to cut this one short.
Jimmy, you've been fantastic,john, even awesome, and for all
of you, we'll talk to you nextFriday.

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Episode 95 - Achievement Before Breakfast (with Jeff Garner)

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.css-14f5ked{margin:0;word-break:break-word;display:-webkit-box;-webkit-box-orient:vertical;box-orient:vertical;-webkit-line-clamp:2;overflow:hidden;}Episode 95 - Achievement Before Breakfast (with Jeff Garner)