Guru Glenn Bill With EXP Realty

Episode Transcript
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Ian Arnold (00:00):
Hey, Rick, we had Glenn build on today as we did
oh, phenomenal guy. I mean, Imean, it's pretty bad when both
you guys have been in thebusiness longer now almost been
born but

Glenn Bill (00:11):
combined with about twice. Yeah. It's got

Ian Arnold (00:15):
an industry when I was born so that to listen to
his stories and his basicallyhis attitude and then how he got
into the business and nobodywanted to hire him and now he's
like, he became one of the topgurus. It's phenomenal. Yeah.

Glenn Bill (00:29):
Plus, he's he wrote a book. He has two books, the
National bestsellers. He's ahe's a national speaker. He
just, he just he does a lot. Andhe does. He's done a lot for the
industry. And I he wasphenomenal.

Ian Arnold (00:44):
Yep. So definitely, whether you're a seasoned agent,
whether you are a new agent, andyou definitely need to listen to
this and the stuff you'll getout of it is phenomenal.

Glenn Bill (00:53):
Ian always says that. Yes. And I'm saying that
this time. He is phenomenal.
He's definitely worth listeningto you. You'll gain a tremendous
amount by listening. Welcome toindies, real estate gurus, your
ultimate guide to the dynamicworld of real estate in Indiana.
And I'm recruited by your hardwork and mortgage guy and I've

(01:14):
been in real estate andmortgages for over 24 years.

Ian Arnold (01:18):
And I'm Ian Arnold, a loan officer on brakes hard
working mortgage, and we're bothwith advisors mortgage together
will empower you with expertadvice market trends is a
festival stories from Gururealtors and local experts.
Whether you're a homeowner,investor or pro, join us as we
navigate the thriving indie realestate market. Now get ready to

(01:39):
unlock the doors of success. Oneepisode at a time.

Glenn Bill (01:45):
Well, I'm excited today because we got Glenn Bill
Glenville. I don't even know ifI can give all the accolades you
deserve. Okay. And, and, youknow, I was thinking this
morning. I was thinking, okay,so when was the very first time
I knew of Glenville, becauseyou've been around a while.
Yeah. And I got in real estate,an 83. Right. So a few years

(02:09):
ago, you know, been in realestate mortgages. And I think it
was somewhere between that and9090. But I'm not even positive
right? You've done I mean,you've it's just amazing what
you've done. You're a bestselling author, you have your
own podcast, you're a nationalspeaker. You just I mean this is
exciting to talk with coolWilson's awesome

(02:30):
I'm excited to talk with youguys. So yeah, Rick, you've
certainly been a leader and ainfluencer and a trendsetter in
the mortgage business since I'vebeen around I, I got in the
business, I believe it was 88 or89. So I've we've known each
other and been doing this for 35or 36 years. And every time we
see Rick and your team on theother side of our transactions,

(02:52):
when we're the listing agent, weknow that that loan is gonna get
closed get closed on time and welove always love doing business
with you. Yeah, youknow, that's not the key to
mortgages is getting the loanclose.
Don't talk to me close it quick.
Close it quitand you know, all the other
things have to come. But you gotto close your loans on time and
right, you don't give out preapproval letters unless you
actually can do the loan.

(03:12):
Exactly, exactly. So you've Iappreciate you and what you've
done, and I'm ready to have somefun with you guys on the
podcast. Yeah,we're excited about it. Cool.
And, and so I it's even hard toknow where to start with you
because you got so much. Let'sstart with real estate. Sure. So
you started you said an ADA?
Yes. Yes. What drove you intoreal estate? Right. So,

(03:33):
you know, you this is beingvideoed, I'm pretty sure but
that book, source of sales overhere tells the story really of
the beginning. But I was adivision one football player and
started a family at a very youngage and needed a place to live
and I got involved in propertymanagement. I went and leased an

(03:54):
apartment for $475 for my wifeand child a month believe that
or not, and I struck a greatrelationship with the property
manager there. Van Royproperties a local Yeah, a local
guy, Carl being Roy gave me myfirst break. And I was really
good at leasing his apartments.
He was running about 75 80%occupancy, I came up with some

(04:17):
innovative programs, one ofwhich was $300 of free groceries
if you lease an apartmentapartment from us, I remember
that. Yeah. And the old BartonBock You know, the lovely Barton
Bock family. I said, Hey, I want$300 coupons for groceries. You
know, I think we agreed to payhim 100 For a $300 certificate.

(04:37):
And lo and behold, we ran thatad we had van ROI properties at
95 97%. Wow, and no time, and Ibuilt in a commission with Carl
and he said I've never paid aleasing guy this much before.
And my property manager said MyGod with what you've done for us
and Reynolds Have you everthought About selling real

(04:59):
estate. And so I went got myreal estate license at 18. And
through that I interviewed withTucker who wouldn't hire me. My
good friend, Dave Wilcox, or isit Scott? Now? Wilcox? Yeah,
Dave Wilcox. He ran the Tuckeroffice. And I love FC Tucker
company. And they have alwaysbeen a model for me when I

(05:23):
opened my own brokerage with mytwo partners. And then I went to
graves and Neil Lance wouldn'thire me. And there's a lot of
people out there like, you're 18you're playing football at that
time, I was going to playfootball at Butler. And you're
going to college. I was going tocollege. So I was, you know,
doing three and they said,There's no way you're going to

(05:45):
be able to do this. And I havewhat's called oppositional
defiance disorder. When peopletell me, I can't do something, I
have to do it. And so thank GodDavid Harling century 21 Gold
Key realtors out of the oldsteak and Ale building at 6184
Keystone? Oh, yeah, they gave mea shot. And I quickly became the

(06:07):
number one listing and sellingagent before I was even 21. And
now office and awesome. I hadsome incredible people. Fred
corte Peter was our salesmanager. And he he really was a
mentor to me and the GoldenGirls. Never forget them. Betty
Gilmer and, and Irene Goldbergand and just some real legendary

(06:30):
people, Carla grant. And theywere all the G's. So we had a
great camaraderie was old schoolreal estate back then. And I
figured out real quick that realestate was simple, you know,
find people that want to buy andhave them sign a purchase
agreement, find people that wantto sell and have them sign a
listing agreement. And so, youknow, we went through, I went

(06:54):
through their training program,but in about one day, it took me
took me about one day to figureout what this business was all
about. And that's getting ink onpurchase agreements and listing
agreements. And that's what Italk about in our source of
sales book and my source ofsales training that I do all
over the country, is that, youknow, we're making this
business, this business, youknow, yeah, it's a marketing

(07:16):
business. Yeah, it's a socialmedia business. But if you ain't
getting signatures, you ain'tgetting paid, right. And so, no
matter how old I get, and howinnovative this business has
gotten, I help agents focus onwhat's important, and that's
people pens, and paper. And thebottom line is, you know, if I

(07:39):
get 10 listing sign and you get10,000 likes on your Facebook
post, but no listings, itdoesn't really matter. And so
that's how I got started and Ioutworked and out enthused most
agents in our market. And I madegreat friends with a lot of
agents over the past 30 years. Ithink that's one of my secret

(08:02):
sauces to sell and so much as Iyou know, I love the I love the
agents in our area. And I'vealways tried to give to our
fellow agents and be a leaderand an influencer for them. And,
you know, that's how it allstarted. It's century 21 Go key
and, and then when I had myfirst closing 4926, East 11th I

(08:24):
think it was a 48 I think soyeah, I think it was a 46 Seven
property. The commission wasaround 1200. And my broker took
half of it and I didn't realizeI was like, Oh, you get half of
every closing that comes inhere. I said, Well, I think I
need to be you. And so in 2020So when I was 23 years old,

(08:49):
another century 21 broker SteveDecatur and, and Steve dry
bread, Steve dry bread. I thinkhe passed in a car in a plane
accident if I remember. And soSteve was looking for partners
and the great Tim O'Connor who'sat Berkshire Hathaway. Now Tim

(09:10):
was at Realty World o'connor andAssociates. So Steve and Tim
said hey, let's Steve asked himto come in Tim was kind enough
to say we need Youngblood and Igot the perfect young guy to do
this. And Glenn bills his name.
So Steve, Tim and I started itand I was 23. And they were 1015

(09:33):
years older than me and gave mea shot. To be their partner
equal partner in the franchise.
I think we I think I got him forno money down. So that worked
for me. And we took thatfranchise that was 16 people in
600 in revenue to I think 170agents with just shy of 10
million in revenue in threeoffices over the next 17 years.

(09:55):
And then we eventually sell Holdit to two great people, MC
sheets and Tracy Hutton. And sothey took us in. But you know
our growth strategy, you know,we had century 21 Realty Group,
John Deere, Kevin Kirkpatrickand those unbelievable brokers.
They were on 82nd Street, we hadthe essentially one sheets

(10:17):
company, who was on West Carmeldrive, and we planted and you
know, really grew one was numberone in the nation. Yeah. And
central 21 sheets was likenumber 10 in the nation, or
eight. And we planted our flagright in between them and grew
and competed with them in afriendly way. And learned from
them. And, you know, eventuallysuch eventually Realty Group did

(10:42):
their Prudential Berkshirething. And then MC and Tracy
were good enough to look at usand say, Hey, let's, you know,
figure out a way to to merge andget this done. And they ended up
buying us I think it was 15years ago. And I stayed on with
them for several years. 10years. And then my next
adventure, right now is thecompany called exp. And when I

(11:08):
joined exp, we had 18,000 agentsnationwide. And I've been an
influencer and a grower withthem and their top people. And
we're you know, we're now rightat 90,000 agents across America.
And real excited about helpingthem grow and doing what we do

(11:28):
and helping agents become ownersin their business. So that's
about as quick as I can tell youthe history, but that's how it
started. That's where I went.
And that's where I am now.
That was 30 years in like seven.

Ian Arnold (11:46):
Right, so I got a good question. Sure. So,
nowadays and realtor gets intothe business. Yeah, got
internet, you've got a lot oftimes people get in and older.
So your friends are possiblybuying houses and stuff like
that. Right at 18. Your friendsare not buying houses. You don't
have internet, right? How

Glenn Bill (12:06):
did you? Yeah, we didn't have internet. Thank God,
we hadn't read it might haveheard

Ian Arnold (12:11):
me. Right. So what did you do to shift from the top
agent? Like you weren't? Yeah.
So

Glenn Bill (12:15):
you know, I was, you know, it was real easy. I do
this with all my trainings, Isaw the signs called FSB O's.
And you know, what FSB O's are?
For Sale By Owner. That isincorrect. I looked at him and I
called it, it's the fastestsource of business opportunity.
And so I was broke with a childand a wife and, and a hungry
stomach. And so I went andvisited every for sale by owner

(12:38):
in Indianapolis, and I created alisting program around those
people. And so you're at I hadno sphere of influence when I
started, but I saw the signsFSBO. And I would not drive by
the sign. Because in my gut, Iknew I would be letting my
family down if I didn't go knockon the door. And so I was a huge
for sale by owner and expiredguy. I have a huge family. So

(13:02):
that didn't hurt me. And I had alot of people go how in the
world is he doing what he did.
So I do have to say that, youknow, coming from a large
Catholic family, I certainly gotuncles, aunts, cousins, and a
lot of a lot of their businesstoo. So I got to, you know,
thank them for that. But I alsoat a young age, started coaching

(13:25):
football. And I coached forbishops retired high school. And
I coached there for 25 years andover 25 years, I was a part of
13 State Championship programs.
That's it, that's all and, andyou know, that community and
those families, when I, youknow, again, this gets into this
theme of value, what are yougiving to your customer on

(13:47):
behalf of your customer beforeyou ask them for business? Well,
you know, when you coach at avarsity level, with 100 kids in
the program, that's 100 familiesyou're directly affecting. And
so you know, the shitaracommunity and the sharp football
community certainly helped helpme step up my game through
business, but you know,community involvement so by

(14:10):
owners expireds big Catholicfamily and and then community
involvement. I was alwaysinvolved with the Knights of
Columbus always raising moneyand, and really active and
trying to help other people. Andthat's that was my secret sauce
when I was completely young. AndI had a great attitude and a lot
of enthusiasm. So people werelike, I can tell you don't know

(14:31):
what the hell you're doing. Butyou love my home, you're fun to
be around. And this is the typeof energy we need out of the
agent that's going to walk usthrough it. And then you know,
after you succeed for a fewyears, you know the sales are
your resume. Yeah. And so, youknow, all you new agents out
there. The bottom line is yougot to get a few deals

(14:53):
underneath your belt, and peoplewill start noticing you So great
question. Thank you Diddid you play a guitar?
I did. I played. And I actuallyplayed on two state championship
teams in 83 and 84. So went toBall State to play football. And
then like I said, exited earlybecause we started a family very

(15:17):
early and and everything workedout.
Yeah. Well, I think that mighthave something to do with your
attitude. Yeah, probably. Idon't know. Yeah, I just I'm
just guessing out there justthrowing that out as a
possibility. Sure. So So a realestate you've been phenomenally
successful at. And thank you,and, and you chose now you've
chosen to be at EXP and I'mguessing there's a reason you

(15:40):
chose to be at a Yeah, curry. Soyou're why exp.
So, you know, I love all thebrokers here in town, I love the
traditional model. There's aplace for everyone, right. And
what I found for me after 30years is that the brand wasn't,

(16:03):
you know, helping me make money,the brand was not helping me
build profitability. And Ibelieve that certainly for for
newer agents, there's anargument to be made that you
know, the brand is important,the brand is needed. And that
active broker, and sales managertraditional brokerage setup, you
know, is a winning combinationfor a lot of people. So, but for

(16:25):
me, you know, I kind of done itall. And I had always felt in my
heart that agent ownedbrokerages, the future of real
estate, and exp you know, everyagent that joins exp receives
stock and is an owner. And sophilosophically, I said, you

(16:47):
know, I love the idea that thisis a company made for agents,
owned by agents. That is what wecall agent centric, we're called
we call it agent obsessed. Andso the model for me because
number one, I can become anowner in the company and be an
owner again, that's awesome.
Number two, there's financialrewards. For production, you
actually get stock for producinga certain amount of production,

(17:10):
your whole desk fee back so youknow desk fees at exp are
16,000. If you become an iconthey give you actually 16,000
Your whole desk fee back instock. And then they actually
help you and pay and give youfinancial incentive through our
revenue share program to buildthe company. And so, you know,

(17:33):
at our old brokerages, I wouldbring in 1015 agents and you may
get a water bottle, you may get$100 Check or $500 Check. And so
you know, and I was fine doingthat. But to create a revenue
share that lasts. That is, youknow, I can give it to my kids

(17:56):
that lasts for the rest of mycareer. That allows me to build
an organization from Californiato Maine, I have agents in
California, I have agents inMaine, have agents in Florida
have agents in Kansas and inLafayette and everywhere. You
know, it opened it up, I wasn'tstuck in Central Indiana trying
to understand and generatecashflow, and Central Indiana.

(18:20):
And so you know what I think wasone of the most exciting things
for me was helping exp grow andgetting paid for it year after
year. And with compressedcommissions with commission fees
and all the competition that'sout there. Agents are looking
for ways to increaseprofitability. And certainly

(18:44):
through high production is agreat way to do it through
revenue share is a great way todo it. And then there's other
ways to generate and receivestock through XP that nobody's
matching. We there's a lot ofcopycat companies coming out
trying to do and say the samething, but I just think we're
lightyears ahead. In terms.

(19:07):
We're 1112 13 year old company.
And I think, you know, ourcapital investment in what we've
done is unmatched and it's justgoing to be tougher for people
to match. So, you know, it isthe disrupter in real estate.
It's very misunderstood. Thereare some some of the greatest
entrepreneurial thinkers andAgent centric brokers already

(19:28):
expe we're, we're landing someof the largest teams and agents
in the nation because theyunderstand the model much more
than a lot of people. So it'sreally traditional brokerage
verse, the disruptor. We are atech company, we're on the
NASDAQ exp AI and we don't haveany bricks and sticks. I mean,

(19:52):
our offices are in the cloud.
Now people do office. Peoplehave exp offices, but that's not
real. They the thing the wealways like to walk through the
example, like, how many carsdoes Uber own? Yeah, none, none?
And how many movie theaters doesNetflix own? None? None? And how

(20:15):
many retail stores? does Amazonown? None, none. And exp really
doesn't own any offices either.
And so when you look at19 92,000 2010, when you look at
the companies that aredominating in America, they're
tech focused. Companies, theyare no bricks and sticks. And I

(20:38):
believe that, you know, that isthe vision. So when you cut out
all of the expense, and agents,it's funny agents don't realize
what they pay for, you know,they I go, they go, Yeah, well,
you know, I got a gorgeousoffice. And I'm like, Well, how
much? Are you paying yourbroker? Right? And it's $40,000.
I'm like you're paying for theoffice. Right? And so, again,

(21:00):
some people need it, and I don'tbegrudge them for it. I just
don't, I didn't need it. Right.
And I always thought, you know,if I can keep that 40,000 earn
that back over 10 years, that's,you know, half a million bucks.
Yeah. And that that makes a lotof sense for my family, and the

(21:23):
legacy that I want to leave themgenerational wealth. So it's a,
it's been a fun ride. But youknow, people are coming after
us, too. We got you know, realbrokerages is a copycat
brokerage, and they're awesome,and they got great agents. So
you know, nothing's reallychanged in this business.
Everybody's going aftereverybody, and everybody's

(21:45):
innovating and trying newthings. But I do feel fortunate
for the people that have been inmy past, in real estate, who
I've mentioned, they've beengreat partners, and great
competitors, and greatcolleagues. And I'm so excited
to be with, you know, this newjuggernaut called exp, and we're

(22:07):
having a lot of fun with it,helping people become
financially independent, throughgrowing our company. And that,
you know, the most fulfillingthing is, is when I bring in and
recruit now, it's just such adifferent story, when I
recruited people, as an owner,it was all about, we're gonna
give you the services, and we'regoing to collect a bunch of

(22:28):
money. And now when an agentcomes to me, it's about, yeah,
we're gonna give you services ina different way, which is
through the, you know, thecloud. But, but you're not
necessarily going to be payingme a bunch of money for that.
But what I'm going to help youdo is help you grow your
organization. So everybody thatcomes into exp with me, you

(22:49):
know, my goal is to help themget 10 agents to come in with
them, and start their journey onthis unbelievable thing called
rev share, and when check showup in your, in your account
every month. is pretty awesome.
Pretty nice thing. Yeah. And youdon't have to pay rent. Yeah,
for sure.

Ian Arnold (23:08):
So you were mentioning recruits and
everything like that. So first,I hope you're not passing up on
1819 year olds right. Now, okay,good to

Glenn Bill (23:17):
know, but, you know, I just lost a gal to Compass,
who I think, you know, isawesome. She, she's gonna be a
superstar. And I lost herbecause, you know, she said,
Hey, I just don't feel likeyou're gonna be there for me
every time I call and thereality is, I would be. But you

(23:39):
know, we are looking forentrepreneurial brokers. So when
I was 18, and I sat in ourtraining, and in a day and a
half, I said, I don't need thistraining. I know what this is
about. That's my avatar. And,and so, you know, a lot of
1819 2021 You know, firsttimers, if they don't have the

(24:03):
belief, the confidence and theentrepreneurial drive and
spirit. I usually don't getthose agents, right. But I but
you know, we've, you know, Ijust hired a guy up in
Lafayette, he's close to deals,he gets it, he calls me, I'm
there for him. But it's twodifferent types of
personalities. And so I alwaystell people, and you guys have

(24:26):
been through, you know, I don'trecruit people that aren't
swimmin to me. I mean, if you'renot if I'm not for you, I get it
right. And maybe someday I will.
But, you know, I used to begagents, lord knows I used to beg
agents to come and work with me.
But people either get what I doand what we do or they don't and
it's fine, and they're going tobe just fine no matter where
they go. But after 35 and 36years of doing this, I've

(24:50):
figured out you might knowsomething Yeah, I might know
something. And, and the peoplethat vibe with my vibe then we
have a lot of Fun, we make a lotof money. And they're going to
be more profitable than anyother model that there is in
America right now.

Ian Arnold (25:06):
And that's one reason why there's many
different teams becausedifferent teams are going to
focus on different things andhave different mentalities. Yes.
So we've all trained peoplehere, I think you've only
trained one or two people. Yeah,but but your book back there,
keeps catching my eye. Sure. ABCof attitude. Yeah. Let's talk
about that. Yeah,

Glenn Bill (25:24):
no problem. Well, you know, having a positive
attitude is as easy as the ABCs.
Right. And that's how we came upwith that book. And so, you
know, once I sold my company, MCand Tracy at Century 21 sheets,
really, you know, said, hey,we'd like you to do some
training. That's how we startedsource of sales. I mean, they
were instrumental in that. And Idid source of sales, actually,

(25:48):
first from the podium. Andthat's where I, my public
speaking really took off. That'swhere I was found by the great
Jeffrey Gitomer. I don't know ifyou've ever heard of Jeffrey.
But I was one of his. I was oneof his speakers for years. And
he licensed me all of hiscontent was off of SOS. And then
Jeffrey said, You really need tolook at, you know, getting into

(26:12):
the speaking market. And to dothat you got to have a book. And
at the time, I'm trying to thinkof the General Keith Harrell was
the attitude speaker. Keith wasa basketball player, then Keith,
unfortunately, passed many yearsago. And they said, Hey, there's
this hole in attitude, and wejust think he'd fill it in. So
strategically, I becameAmerica's number one attitude,

(26:34):
keynote speaker. And the book,the ABCs, of attitude came to me
at a mastermind that we weredoing, and they were like, they
were interviewing me saying, howdo you? How do you freakin think
the way you think, man, I don'tknow, people like you. And I
said, it's as easy as the ABCs.
And boom, the you know, the bookwas born. So the beautiful thing

(26:56):
about speaking on attitude, itworks for the ditch digger
that's making 12 bucks an hour,and it works for the
billionaire. I talked to. Italked to employees who are
making 3040 $50,000 for some ofthe largest corporations and I
sit and I consult and speak forleadership's from people at

(27:16):
Ascension health, to Allegion,who's here a huge company, New
Era technologies, I just didthem. And then I did w f g
title, I was just down inOrlando, Florida and spoke to
their top agents and WF G's ofthink the number five title
company in America right now.
And they're huge. So, you know,the bottom line, it's what we

(27:38):
call an evergreen topic. Youknow, it works for everybody.
And what I found was, I lovetalking about it, but it's, it's
the gift. It's, it's helpingpeople realize that really the
most important six inches inyour life as the six inches
between your ears. Yeah. And youget to choose your attitude.

(28:00):
It's the way you dedicateyourself to the way you think.
And a lot of people didn't,don't realize that it's amazing
that you go, Wow, I'm in controlof the way I think. So helping
people understand how to turntheir adversities, and
opportunities, helping peopleunderstand how to turn
depression, not that I'm apsychologist into a new vision.

(28:20):
That's pretty freakin cool, andpretty awesome. And so doing
that on a large scale andaudiences of 500 to 1000. It's
even more fun. And so, you know,my passion is being on that
stage, walking into a big roomat a big resort. And getting all
that energy and creating thatenergy to help people understand

(28:44):
that, number one, you're atthese big events for a reason.
What you get out of these bigevents are what you put into the
big events. That's why peoplehire me, usually, I'm the
kickoff keynote speaker, becauseI set the tone. And I help
people understand that this canbe the most important two or
three days of your lifedepending on who you meet, and

(29:06):
what stories that you find out.
And so, you know, that's kind ofwhat I do on the speaking side
and the books about a two hourread. It's written in about a
sixth grade level, which is damnnear about where I'm what I
write at. I never claimed to bea real smart man, but I'm a
pretty passionate man. And it's,you know, we we've crushed it, I

(29:31):
mean it it became a number oneinternational best seller. Some
of the largest corporations inAmerica have purchased 1000s of
them, gotten them to theirstaffs. I've gotten to work from
it. So it's, it's just been areal blessing. And now you know,
the question like everything isHey, Glen wins book number three
coming out. So I'm working onthat I have something called

(29:54):
attitude based selling, which isthe ABS system I'm looking at
doing that. But I may try to bemore Evergreen. And so we're in
negotiations with that. Andobviously the good attitude
podcast came from the ABCs ofattitude. Many of my mentors
said you must, must do yourpodcast. And we've had, you

(30:16):
know, the likes of Les Brown,America's number one
motivational speaker on thatwe've had plenty of professional
athletes, billionaires, MindyPerdue, the Perdue farms and all
that she's unbelievable. OurMitzi Perdue was it was her name
and we've had the author ofChicken Soup for the Soul has

(30:37):
been on there we've you know,we've, we've had a lot of fun.
So right now we're in betweenseason three and season four,
we're getting ready to gear up.
And, and that's what's happeningwith the ABCs of attitude. I
will mention I'm not sure whenthis is releasing. But we also
have this thing called attitudefest that we're bringing back.
And our attitude fest is inBroad Ripple Park on April 20,

(30:59):
from noon to four. So anybodylistening, we would love you to
come and celebrate. We have alot of activities that are going
on that will help you improveyour attitude, give you some
attitude awareness. And then wealso have live music and food
and drink. Awesome. And and it'shopefully God will bless us with
a beautiful day. But that's howthe old ABCs of attitude

(31:20):
started. Yes. So

Ian Arnold (31:23):
what's around I just envisioned the whole year
Catholic. So the whole nun thingwith the ruler and right, get
that attitude and check.

Glenn Bill (31:32):
Well, it's funny. We had the Little Sisters of the
Poor on our season three, whichis called carry the light where
we interviewed people that werelights to the world. And we got
the Little Sisters of the Poorto come into our studio. It was
hilarious sister Agatha sisterCecilia. And that podcast was

(31:55):
won a communicator award the theaudit audio visual Institute of
Arts out of New York, for itsaward of distinction for
spiritual and charitablepodcasts. And I'm actually going
to be presenting the sisterstoday at four o'clock, the award

(32:17):
the communicator award in personat the Little Sisters, which is
awesome. And they said Glenn,because they're you know, the
little sisters are amazing.
They're humble. And they go Oh,I hope you didn't put our name
on the trophy. And I said Oh,sister Agatha. I'm so sorry. I
did. And I didn't say thecommunicator awards. Did you
know we were hoping it wouldhave just said Little Sisters of
the Poor. But that's how humblethey are. But if you guys want

(32:39):
to understand humility and thepower of care, I would suggest
you hit the get attitude podcastlittle sisters on Google. The
two ladies who we talked toshared some incredible stories.
Sister Agatha was 92 years oldwhen we did the podcast. She

(33:00):
said what is a podcast? Ireland.
So very, very inspirationalpodcast. So I hope people will
listen to it. Yeah, they'reincredible. She's, it's they've
been to. My wife is Catholic. Sowe go to Catholic. Oh, cool,
though. So they've been toseveral of the churches and they
are incredible. Oh, well doincredible work.

(33:22):
And they're great speakers. Andthey're beggars. Yeah. I mean,
that's what they are. They'rebeggars. So I believe I'm going
to be meeting with MotherSuperior today. And our good
attitude. Our attitude Fest willbe raising money for several
charities here in Indianapolis,one of them being the Little
Sisters. And I'm hopeful thatwe'll have a few of the sisters

(33:43):
out there begging for money atour festival. And they talk
about the concept of beggingwhat begging really means. And I
think when you hear that on thepodcast, you'll go wow, I maybe
need to start begging more.
Well, so go ahead is the bestway for somebody to get a hold
of you for all. Thanks to get ahold. Hey, just
go to glennville.com helium N bil glennville.com. And that is my

(34:10):
speaking podcast, University ofattitude. book site. And then
Glenn Bill group.com. If youwant to list sell your home or
commercial buildings, yes. Yeah.
And the sites are phenomenal. Ithank you. It's, it's it's
amazing when you go to somebodywho's built something that's
really good. And here's yours isgood. Your podcast is excellent.

(34:32):
Everybody listening to go toyour podcast. Thank you
definitely go to the one withthe little sisters. Yes. All of
your podcasts and a lot ofvalue. Thank you. And I think
everybody should be should belistening.
Well, wonderful. So do I yeah,you

Ian Arnold (34:46):
own $10 Now, right?

Glenn Bill (34:47):
I gotcha. I gotcha.
Well, yeah, we've we've investeda lot of money in both of those
sites, and we've invested a lotof money in the podcast. But you
know, you can't, you can't getunless you You have. And so the
you know, my my saying, Not mysaying that somebody has said
this, but you know, I've alwaysunderstood and believed that the

(35:08):
number one person you shouldinvest in is in yourself. And
real estate agents, especiallywho are looking at this. There's
a lot of hands on hands out forgiving people money. And it's
great to give away money. But ifyou are not strategically,

(35:29):
investing are reinvesting backinto your own business, you're
missing the boat, nobody else isgoing to push you forward, like
yourself. And so my advice toyou and trust me, I've cut the
checks for things that don'twork more than anyone. And I
would just encourage people tolook at what they're spending,

(35:50):
is it a direct relation to whatyou're doing. And, you know,
Rick, as we talked about, youknow, what I do with attitude
and speaking and the bookbusiness and the training, it's
all a vertical, then my realestate business. So so much of
my real estate businesses comefrom the other verticals that I
create, I mean, I build homes Idevelop, I do flips, I own

(36:12):
investment property. So youknow, what I what I tried to do
strategically was build severalverticals. You know, the great
Bob Proctor, God rest, his soultaught me about MSI, multiple
sources of income. And a lot ofpeople are be specific to be
terrific, and you should only doone thing, and I know Gary

(36:34):
Keller's got a hell of a lotmore money than me. But I'm not
a person that can do just onething, I would get bored. And,
you know, that's not me. Sothere are people that only need
to do one thing. And I guess,you know, my advice to people
is, you know, you need to listento yourself, you need to create
your own vision, or you're goingto live someone else's. So many

(36:56):
of us real estate people, we'rethe easiest people to be sold.
And we're the easiest people toinfluence. Because we say yes to
everything. And I love realestate agents more than anyone
in the world. I love realtors.
But so many of us don't havethat vision. And so many of us

(37:18):
are afraid to live their ownvision to step into their
reality. And what happens, youend up getting into a vision of
your sales manager, you end upgetting into a vision of your
owner, you get end up gettinginto a vision of your team
owner, you end up getting into avision of quite frankly, your
wife, your children, your bestfriends, I don't know who it is.
And so when we do source ofsales live, you know, the very

(37:41):
first session of our fivepillars is self mastery. And so
I really try to help people withthat. Who are you? What are you
about? What is a non negotiablefor you? How are you going to
attack your business? How areyou going to defend yourself
from everybody that wants togive you advice that, you know,

(38:02):
there's great advice out there.
But sometimes it's not greatadvice for you. And so that's
what we do with sources sales,and that's a day and a half
program. That's me on stage for10 hours. I call it my Tony
Robbins experience. I'm usuallyexhausted by the end of it, but
I keep it Yeah, but I keep but Ikeep people going. So if you're
a broker owner or a team that'slooking for that, I'm totally

(38:25):
unbranded I'm sure you know, wetalked about exp so now my
competitors won't want me to, tocome and train their people, but
I'm unbranded and and if if youwant your people to get better
and to be helpful, then I'mthere for
you. Yeah, but it doesn't,because it's a different

(38:45):
business. Right?
It's a different business notgonna recruit their people,
right. But people don't believethat. So and that's okay. You
know, I like you know, you know,me, you I think you get the
taste, I'm gonna you know, if Iain't for you, I'm not for you.
And right. And if I am yourpeople, you're gonna sell 52
homes a year.

Ian Arnold (39:01):
Oh, God. Right.

Glenn Bill (39:03):
Yeah. 52 years.
That's what a week deal. That'sa big deal. Well, I, you know,
when I was broke and starving, Isaid to myself, I need to have a
closing a week. And, you know,my philosophy when I was young
and dumb, and now I'm old anddumb, I think, but I didn't
care. I'm like, look at youknow, I've worked third shift in

(39:24):
a paper plant shoveling paperall third shift through the
night, and then went to school,and then, you know, played
football, those that's hardstuff. And I said, you know, and
it didn't pay well back then.
You know, I don't know it's 10bucks an hour or hard labor. And

(39:44):
I could go sell a $42,000 doubleand the fee was, you know, I get
seven 800 bucks for that onedouble if I listed it right.
Well, I was a whole weekshoveling paper. So I said look
at I'm I'm cool. I'll go do40 200,000 out deals all day.
And what that gave me was dealequity. Right? What that taught

(40:05):
me was the purchase agreement,the listing agreement, how to do
the net sheets, how to do theins and outs of getting deals
closed, how to close an FHA$72,000 loan, God help us all.
But but, you know, I knew that Ihad to have 52 closings a year.
And I think every real estateagent needs to be getting paid

(40:26):
once a week. And and that can beon investment property that can
be on lot sales. You know, we gothrough all the different ways
to get to get you to 52. But youknow, an $800 Check still ain't
bad for me. I'll take an $800Check. Right? If it's easy, I
can lift something, close it andyou know, for cash in a week,
I'll do that for 800 bucks. Youkid me? What I used to do for

(40:46):
$800 was crazy compared to whatI do.
Right? And $800? Yeah, that'sstill a lot of money. It's
a car payment for most of us.
Right? Yeah. So yeah.

Unknown (40:56):
So let me ask you this.
We've had John Stuart, come on.
And he's been in love Sharon,he's been in the industry for
frickin ever. Yeah. So I got aquestion for you, y'all. Have
you seen real estate change inroughly your 30 years?

Glenn Bill (41:09):
Well, you know, I'm not sure. Real Estate, you know,
I'm a fundamentals guy. So thetransaction, to me really hasn't
changed. It's bringing a buyerand a seller together, getting
to an agreement and getting tothe closing table, how you get
the buyer has completely changedhow you get the seller has

(41:31):
completely changed. So you know,that's innovation and
technology. But if, as I tellpeople, you know, if you're an
idiot, and you have the bestsocial media, and then you have
to sit down with a buyer and aseller, and you don't know what
to say, or how to talk to them,because all you focus on is
marketing and tech, then they'renot going to list with you, an

(41:54):
agent that knows how to connectthat knows how to deliver value
that has no Facebook followers,is probably going to beat you.
Because I know this people wantto do business with people they
like, right? Right? All thingsbeing equal. People want to do
business with people they like,and all things being unequal.
People want to do business withpeople they like. And so

(42:18):
certainly innovation in Tech hashas changed our business. But,
you know, the art of the sale, Istill and I think that's why
we've lasted today, you know hasnot changed. So to answer your
question. The business hasdrastically changed going up to

(42:38):
the face to face listingappointment. Right? drastically
changed. But the face to facelisting appointment hasn't
drastically changed, right? It'sstill delivering value
investigating the personunderstanding their needs, and
closing them on your service.
The customer has the customerchange. Yeah, the customer
probably knows more now thanever, customers exposed to more

(43:00):
now than ever. However, that'skind of made our job easier. And
then it gets down to Okay, well,what, who's the broker that
understands me and what's reallygoing on with me. And so, again,
in sources sales, we talk aboutsetting the table with the
seller, setting the table withthe buyer, creating the
expectations and and giving themtheir vision. So not only do the

(43:23):
agents need to vision, they needto give the seller the vision,
they need to give the buyer thevision. We call it what do I
call that? Something castingfuture casting, you know, the
agents that understand how tofuture cast and give certainty a
significance to their customers,they're always going to win
because certainty andsignificance are everybody's

(43:43):
most in? Well, their mostimportant emotional need is love
and connection. So if you gotlove and connection, certainty
and significance, you're goingto be an agent that gets chosen
every singletime that goes for any type of
site anytime. No question.

Ian Arnold (44:00):
What's interesting, because John said roughly the
same thing that he said. But theone thing I do appreciate is we
don't have to get the MLS book,photocopies and then send
picture.

Glenn Bill (44:12):
And we don't have to go pick up keys. So you know, I
love John Stuart, John and Ihave done many deals together.
And John, if you're listening,he's me and him have a date to
drink wine on my front porch andBroad Ripple. So Johnny, call me
or I'll call you right afterthis.
There you go. Yes. Yeah. It'sinteresting, because to back up
what you said, not that itreally needs it. We've talked to

(44:32):
a bunch of top agents inIndianapolis. Sure. Yeah. And
what we have found is there area bunch of them that have done
extremely well, because theyhave social media, and they do
everything on social media. Andthen the other group has done
extremely well. And they don'thave any social media, right?
Yeah, it's, it's all in what yousaid. You pick out what you do.
Yeah. And you go to that, but ifyou can have great social media,

(44:54):
but if you can't meet with acustomer, right? Yeah. Where are
you at?
And I'd like to thank that Ihave both. You know, we work
hard to do well and social Imean, I'm not saying social
media isn't necessary it is. Butfor all dogs like me and John
and the great ones like BrianSanders and Scott Hackman and

(45:15):
the Steve dictators, they'recalling those guys because they
love them and they've donegrandma's house and uncle's
house and daughter's house and,and, and social media posts
isn't going to penetrate thebond from a veteran agent that
is attentive that is in front oftheir customer with maybe email

(45:35):
or whatever. And you know,attitude fastest. So why do I do
attitude fests? Well, this ismy, you know, client
appreciation event, one of themand so everybody that you know
has used me is going to bethere, they're all going to see
the great work great thingswe're doing, I'm going to hand
away prizes only to ourcustomers. And you know, it's
the event make a difference. Andso I'm a big event guy, I love

(45:57):
doing events.
When is that again?
The April 20. Yeah, so it'sright around the corner, Brian
rip apart noon to four. So we'dlove to see both of you guys
there. And if you want to be avendor with us, you can put up
your advisors Mortgage Group,and you can invite every single
client, anybody that's listeningto it, we still have vendor
spots available. And I say guys,you know, I got the beer, I got

(46:20):
the food, I rented the park. Wehave the kids games, you know, I
got the whole thing. All you gotto do is show up with your tent
and your table. email everybodythat you've done loans for and
say hey, we're part of attitudefest, and we want to thank you
for being our customer. You cantake all the credit for all the

(46:41):
stuff I'm doing and invite yourpeople and show them the
goodness that happens. So whatany realtor you're it's open
Tucker, Keller, compass, any ofthem I don't care. We're trying
to make it America's mostpositive day I've created global
attitude Awareness Month, whichis April, you'll be seeing me

(47:04):
every single day in April givean attitude message on our
social. And then we thatculminates on global attitude
Awareness Day, which this yearis 420. And, and it's about
being the most positive day, youknow, our goal is to have an
attitude Fest in all 50 statesthroughout America, all on the
same day, all at the same time.
And we're doing that through ourattitude Ambassadors Program, we

(47:26):
have an attitude ambassador, onein every state that we license
all of our, our content to, andthen we want to get into 50
countries and we'll have 100attitude fest. That's our big
view 100 attitude fest all onthe same day. And then our goal
is to stop killing for one day.

(47:46):
Can the 50 states in the 50countries create a mandate and
enough presence to send out amessage to the world that not
one person is murdered on thatday? Can we do a ceasefire on
murder for one day now? That'sabsolutely insane. But that's
how I roll.

(48:09):
Oh, I think that's a huge andgreat, thank you. Thank you.
Yeah, yeah,well, it's gonna happen. Yeah,
yeah. I mean, 10 years.
It's amazing you how you canchange the world. You know, but
you gotta start with yourself.
Well, yeah, it's one of myfavorite saying is there's
nothing there's no such thing asa dream without the dream makers
in the world. And so hopefully,whoever's listening to me out

(48:33):
there, you consider yourself adream maker, you consider
yourself worthy of, ofmanufacturing and manifesting a
dream that you have. So youknow, everybody I talked to, has
a dream. And everybody has astory that's untold. And, you

(48:54):
know, the great Les Brown, who'strained me I've personally been
trained by Les has a fantasticspeech called live full die
empty, right? Don't die full ofyour dreams. Don't die full of
your hopes. Don't die full ofunrealized goals, die empty. Get
all that stuff out before you'redead. And so you meet with Les
Brown for four hours face toface. Yeah, that's, that will

(49:16):
change your life. Yeah. And he'son my podcast, too. So yeah, I
saw that. Yeah, that was, youknow, back during the George
Floyd, we our podcast also won anational award during the George
Floyd tragedies for the work wedid called Stories of black
America. And they're very, verypowerful, very powerful for

(49:37):
white Americans to listen to theperspective of black America.
And we won the podcast foroutstanding achievement for dei
and the 846. Interviews is whatthey were called. So that that
was pretty that was pretty aserious time, but the content we
put out there was really good.
Well, we are running out oftime. Okay, buddy, have to you

(49:59):
have thanks You gotta get out noproblem. Again, if somebody
needs to get a hold of you, theyYeah, just go to just go to
glennville.com. That's mywebsite for real estate, go to
Glenbow group.com. And if youwant to meet me in person come
to the attitude Fest on April20, Broad Ripple Park noon to
four, all your real estateagents out there. It's an honor
to be a part of you. I serve onthe board of directors for my

(50:23):
board, I believe in what we'redoing. Can't wait to have across
the aisle with you. And if I canever help any of my fellow real
estate agents, just call me317-590-7757. Excellent.
And to get a hold of me and Igot a hard working mortgage
guys.com. That's hard workingmortgage. guys.com is one of the
things I really like about whatyou said. I believe one of the

(50:46):
basics of attitude matters alot. Yeah, so this hard work.
Oh, yeah. You do both? No, thankyou. Well, hard work can be said
to be an attitude. You know,it's hard work a skill or is it
an attitude? It's really the wayyou dedicate yourself to the way
you think saying yes, I'm goingto outwork people. Working hard
is great work and smart can be alittle bit better. Sometimes
working smart can be really hardto Yes. Yeah.

(51:09):
It's all hard work. And it's nothard work to me. Isn't that you
have to work all the time. Yeah,it's it's actually it's working
smart. Yes. doing the rightthings, and putting the effort
forward showing up? Yes. Right.
You got to showup 90% of the game. And you
know, you wouldn't be here after36 years in the business like me
if you weren't a hard worker,Rick. So you got to work for
sure.

(51:31):
And I get more in these realestate gurus, please follow us
about you know, you

Ian Arnold (51:37):
can follow me to please I don't think so. And
reminder, if you have anyfriends, family, coworkers
looking to buy, sell orrefinance, let us know I'd be
more than happy to help you.
Hey, Glen, thank you for comingon our show. It's been a
pleasure having you on

Glenn Bill (51:48):
Sure. Thank you. And I appreciate you guys. And
hopefully we'll see each otherat the closing table. I
hope so. Maybe at the end,hopefully your your attitude
fest Ihave to have you bring your
families tables,

Ian Arnold (51:59):
we don't do studio, one town, good new table.

Glenn Bill (52:01):
If you guys want in, we'd love to have you and have
your whole tribe come and youcould actually do a podcast
right from there. That'd beawesome, too. Just a thought.
Yeah,that would be Yeah. So yeah,
we'd have a huge audience.
You have a big audience, youhave a live audience, there's
gonna be mute, there's gonna belive music, the attitude band is
going to be there. So we'd haveto maybe figure out won't be as

(52:21):
quiet as a studio, but it couldbe fun. Hey, the radio does,
right.
I've done it in the past. We didit at the home. Omarama cool.
And I've done it because I had aradio show. And so I'm going all
over doing now. Awesome.
It's fun. Yeah, you know how todo it. Yeah, hopefully we'll see
you guys there. Alright, thanks.
Thanks so much. We really doappreciate my pleasure. Winter.

Announcer (52:40):
Number 33041 NMLS number 66459. Ian Arnold NMLS.
Number 195469. Equal Housingopportunity. Some restrictions
apply.

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