Mastering Real Estate: Balancing Business Planning with Personal Resilience

Episode Transcript
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Speaker 1 (00:05):
A lot of people have been using the notepad.

Speaker 2 (00:06):
I like that angle better JC.
I like that angle better thatone.

Speaker 1 (00:09):
Further.
You look good right there.
Look at that.
Both of y'all look good.
Good luck, I look good.
Step like I don't know abouty'all.
Hold on, how do I look?
Let me activate the.

Speaker 2 (00:22):
Oh yeah, Put that one on.
He's got his own little.

Speaker 1 (00:24):
Oh, you can't see me on the corner.
I'm not seeing Like I'm on thelower corner here, like the guy
behind the curtain.
Yeah, well guys, what do youthink about it?
Awesome.

Speaker 3 (00:36):
This is so cool.

Speaker 2 (00:38):
Right.

Speaker 1 (00:38):
The whole setup let's have at it.
This is a vision I have Shareyour wealth, share your
knowledge, share everythingabout now and going into the new
year.
Seriously.
Like I said, mark, we prideourselves on bringing
professionals that give greatadvice.
Fancy, yeah, this is superawesome.

(00:59):
Sweet, there you go.
That was happy, all right.
Lady and gentlemen, I mean Ihave literally.

Speaker 2 (01:07):
I'm nervous, you'll be fine.
You're going to realize, oh wow.

Speaker 4 (01:10):
That's it, we're done .
You're nervous, but we'vealready started.

Speaker 1 (01:14):
Oh my God.

Speaker 4 (01:15):
We're already six and a half minutes into recording.

Speaker 1 (01:18):
That's right.

Speaker 3 (01:19):
JC.
If you're ready, mark, go aheadand count us down AJ good,
steph, good All four.

Speaker 1 (01:24):
good.
All right, mark, here we go.

Speaker 4 (01:25):
Key Factors Podcast Real Estate AF coming at you in
three, two one and welcome backto another episode of Key
Factors Podcast Real Estate AF,where the AF stands for and
finance, and I'm your host, markJones, and we are powered by
ReviewMyMortgagecom, the largestindex of mortgage programs in
the nation, and, guys, we'vebeen giving you a lot of great

(01:51):
guests, a lot of greatinformation about the future,
what we believe is going to betaking place in real estate in
the next four years mostly localin San Antonio, but as we lead
into that, we can't forget thesimple things that are most of
the time overlooked by usproducers, which is business

(02:13):
planning.
So today I brought along twoguests that you may or may not
be familiar with, but they'regoing to join me in this
conversation talking aboutbusiness planning, and hopefully
you get plenty out of it.
As always, please make sure tolike and subscribe, share with a
friend if you like what you'rehearing.
We are now at 15.8 thousandsubscribers and climbing, so

(02:39):
somehow, someway, you guys aretuning in.
I like to say we're makingmortgage and real estate sexy
again.
So, without further ado, I wantto introduce my guests.
First.
I've got AJ Regattas.
What's up, dude?
How's it going man?

Speaker 2 (02:52):
Thank you for having me again, absolutely.

Speaker 4 (02:54):
And then I've got Stephanie.
Stephanie, help me pronounceyour last name Aguillon,
aguillon.

Speaker 1 (02:59):
Yes, see, I can say it right.
Yeah, see, I can say it right.
And that one's for the Rasa.

Speaker 4 (03:09):
That goes back.

Speaker 2 (03:10):
That goes real back.

Speaker 4 (03:11):
So, guys, today, first off, I want to give you a
moment to kind of tell us a bitabout yourself.
Aj, you've been on here before,but if you could just kick us
off Absolutely.

Speaker 2 (03:21):
Yeah, aj Regattas been in business or real estate
for 14 years.
Now opened up a brokerage acouple.
Two months from now will befour years.
And yeah, just more on theleadership role of helping the
agents putting out fires anddoing business.
Yes, sir.

Speaker 4 (03:37):
Yes, sir, good deal, and Stephanie, tell us about
yourself.
Ma'am, I want you to take alittle bit longer than AJ did.
He's been on here before andthis, ladies and gentlemen, is
her first podcast, so a biground of applause for that.

Speaker 3 (03:52):
Thank you, aj, for bringing me on.
Yeah, so, stephanie Aguilon, Igot into the business like you
want, like the full blown drawnow, let's go, let's do it.
Okay, so I got in the businessfive years ago in November.
So I actually my family haslived in San Antonio for the
past 15 years and I just movedto San Antonio five years ago in

(04:14):
November.
I just hit five years and mybrother has actually been in the
business now for just as muchas AJ 15 years, and so I came to
San Antonio.
I was going through divorce, aseparation.
I left my ex back, where we'refrom.
It's a little baby town calledHereford, texas.

Speaker 4 (04:32):
So your exes still live in Texas?

Speaker 3 (04:34):
Yes, yes, yeah.
So it's a big capital of theworld, hereford, texas and
there's literally more cows thanthere are people wow, well,
that that is actually, I think,a fact it is a fact there's more
cows you want to know anotherfun fact.

Speaker 4 (04:51):
Yeah, you want to know another fun fact and I did
the research is the stupidestthing, but I'm going to say it
anyway.

Speaker 2 (04:58):
Cows moo with accents you're lying there's like a te
Texas moo.

Speaker 4 (05:04):
They're all around the world.
Wow, I'm not joking when youguys get a chance.

Speaker 2 (05:09):
You're going to make me go in a rabbit hole now on
YouTube.

Speaker 4 (05:11):
Everybody will Go ahead and fact check me on that.
Guys, when you get a chance,jump into YouTube and type in
cows that have accents, etcetera, and you'll get what I'm
talking about.

Speaker 1 (05:22):
Well, you do have access to chat GPT.

Speaker 3 (05:31):
That too, etc.
And you'll.
You'll get what I'm talkingabout.
Well, you do have access tochat, gpt, but uh, yeah,
stephanie, please continue.
That is hilarious, I did notknow that, but yeah, so I moved
over here.
My came with my, my immediatefamily mom, dad, brother and, um
, my brother had been in thebusiness for a long time.
I was very heartbroken,depressed, like just all the
emotions you can think of.
I came out of a 13-yearrelationship with my ex, and so
it was really challenging timefor me.
I didn't know what I wanted todo.
I didn't have no goals ofanything whatsoever aside from

(05:52):
just like surviving myday-to-day life and so I love
this.

Speaker 4 (05:56):
Yeah, life's in shambles.

Speaker 3 (05:57):
And she was like I'm gonna get real estate god, my
brother didn't make it seem likeit was gonna be that big of a
deal.
He was just like no sister,you'll be great.
So, like the first four monthsthat I was in san antonio, I um,
I was lost.
I didn't know.
I got a job at a bank because Iwas at a bank back home, and so

(06:17):
my ex ended up getting thisgirl pregnant and that was right
in the middle of covid.
I was in a box.
Essentially I felt like at abank, because we were deemed
essential, so we had to work andso nobody was going to the
banks.
It was dead silent.
And I'm looking at thiscomputer all day long, for nine
hours a day, just thinking aboutmy life and like gosh, what am
I doing here?

(06:38):
What am I doing here?
And so my brother I might evenget emotional because he's like
my rock, right, like this dudeis just sister.
What do you need?
What do you need for me inorder for you to take this leap?
He's like I will literally payyou what you're getting paid at
the bank so you can quit yourjob and go full force and get
your life.

Speaker 4 (06:56):
He's like strong.

Speaker 3 (06:57):
Yeah, he's like you're stuck, you're sad, like
this is going to change yourlife.
I promise you're going to be sogood at it, you're going to
love it.
So I was just like, at thatpoint, desperate, and so I was
like I took a leap of faith andI said, all right, brother, if
you can pay me what I'm gettingpaid, I will do it.
And sure enough, he paid me forthe first six weeks that I was
getting my license.
It took me six weeks to get it.
I dove head first into it, andso our first deal that we got,

(07:20):
he gave it to me, essentially somy brother would feed me my
leads.
When I first got into business,I was very fortunate, blessed,
all the things.

Speaker 4 (07:26):
Well, I don't like the comment that he gave it to
you At some point in yourrelationship with your brother.
You earned that respect, to beable to have that, because I can
tell you, being friends withhaving different circles of top
producers, we don't give anybodyshit.
It's true, different circles oftop producers, we don't give
anybody shit.
Just so you know.

(07:52):
He trusted you or entrusted inyou that you would at least do
the best that you possibly could.
Yeah, just so you knowAbsolutely.

Speaker 3 (07:55):
I thank you for saying that.
You're absolutely right.
And so he told me when we firsthad that first transaction.
He said okay, sister, he's likewhen you're ready, he's like
I'll continue to pay you on asalary you know.
However, you need it whateverworks for you.
Essentially is what he told mehe's like, but when you're ready
to go commission-based, let meknow and we'll do the switch.
And so our first surprisinglyenough, like our first

(08:17):
transaction together was a $1.5million listing and it was a big
check.
It was 25 of that is what hegave me, and I was like dang,
you're like, it's like that huhluxury agent it was it was.
It was absolutely insane.
And so I was like, okay,brother, I'm good, like, take me
off of the paycheck.
Like I got this, like I was sohyped when I got into it, like

(08:40):
we, I started with kellerwilliams heritage okay, so
that's where he was at at thetime.
And, um, you have to go throughwhat's called ignite yeah and
it's a six weeks training thatyou go through.
You have to go through thiscourse who is your?
coach um, so there was a seriesof coaches, yeah um gosh, there
were so many of them um bradburns is cool, dude, awesome,
the one that actually like helit a fire up my butt when I

(09:04):
heard him talk.

Speaker 2 (09:05):
No wonder why you're a cold caller.
Yeah, brad Burns is a big timecold caller.

Speaker 3 (09:09):
Yes, and so I heard him one day like on all of them
were great, Like the panelistsfor Ignite was just awesome,
Like I learned so much from them.
And but when I heard him I waslike, oh my gosh, mind blown
Right.
So at the time he was doingFizbo's Okay, loan Right.
So at the time he was doingFizbo's and so I was, I remember
, running to my brother and Iwas like dude, have you like?

(09:29):
Have you ever done it?
Oh, sister, like I've doneeverything under the sun with
real estate Right.
And he was just like but I'mnot focused on that right now,
bob I was like no brother,please Like, let's just do it.

Speaker 4 (09:38):
And he was just like.

Speaker 3 (09:39):
you know what sis Like if you're excited about it,
you're pumped to, let's do it.
And I have like a ton of energywhen I'm excited about
something, so I'm just like, allright, let's do it.

Speaker 2 (09:50):
So we couldn't tell.
That's all the time.

Speaker 3 (09:53):
Yeah.
So I was super hype.
I was like, yeah, brother,let's do it.
And so we got a script.
We used his script, bradburnscript, and he's like, all right
, I'm only going to do this foran hour, like we'll get it, and
then you can start doingwhatever with that first hour.
The second call that picked upwas that listing, and we went
through the script, got it.
They interviewed five otheragents to do it and we ended up
getting picked like siblings, Idon't know.

(10:15):
They loved us and so we got thelisting and I was just like,
dang, this is so crazy, Like Iwas hooked.
I was hooked on the cause fromday one.

Speaker 4 (10:22):
That's awesome.
So that's been essentially whatmy business has been like since
I got into the business, andthen I've implemented other
things, but yeah so which I'mgoing to go as far as to say
that this market chatter thatwe're hearing about from the
masses being that it's a toughmarket, rates are high, there's
no buyers, there's no sellers,et cetera.
I don't think that that'sphasing you, because you were

(10:44):
kind of cut from a cloth ofgrinding.
Uh, to get your business, yeah,okay.
Um, because we've got a lot offolks out there.
Uh, as we already know, it'slike 70, some odd 78% of
realtors.
Almost 80% of realtors failafter their first year, and then
that number only increasessecond and third year.
Um, you've already made it pastthat and have a great mentor by

(11:07):
your side, and it leads me tobeing able to open up the
conversation now to businessplanning.
When you got into the businessand I'm going to start with AJ
first, let's ask this question,get it out of the way and'll
answer it first have youcompleted your 2025 business

(11:28):
plan?
Me, no, I have not, not yet.
Yes, you have, yes, completesign till delivered yes, love it
.

Speaker 3 (11:35):
Yes, okay, stephanie I'm in the middle of it.
Okay.

Speaker 4 (11:38):
I've gone pretty far in it actually, okay, yeah,
that's good so the reason why Iasked that is most end up doing
it around the 15th of Decemberor so.
They give themselves thatleeway of let me plan, let me go
back and look at what happenedthis year, et cetera.
And then they complete theirbusiness plan.
And I say most very liberallybecause it's really not most

(12:00):
that even do a business plan.
That's just factual.
When I first got into thebusiness, I went and I was
talking to the loan officerstoday in our meeting I don't
think I had a business planuntil my fourth year into the
business.
I was running and gunning andjust banking on my pure talent
and energy and all of the things.

(12:21):
And I told him I just kissedevery hand and shook every baby
or something like that, and theidea was you can only do that
for so long until you realize,okay, I still want to grow, but
I have no idea how to do it whenI only have 24 hours in a day.
And now, fast forward, I do asimple business plan for every

(12:44):
single one of my businesses andit's religious.
It's something that we have tolive by.
So, going down this firstrabbit hole of business planning
, I want to ask how you guysfeel about business planning and
how essential it is to yourbusiness in that case.

Speaker 2 (13:03):
Is it fun?
No, I personally don't enjoy itwhen I do it, but it's.
It's a necessity, right?
It's something that has to bedone, and for me at least, it's
on a bigger scale.
It's not so much of oh, howmany homes am I going to sell
next year, right?
Um, and so I understand andidentify that it's something
that has to be done early on.
Which is why?

(13:23):
Because I'll be honest, Ididn't start.
I didn't start businessplanning even when I was in
production, until about myfourth, maybe going into my
fifth year of real estate.

Speaker 4 (13:33):
Yeah, right around the same time I did.
At a certain point it's like,okay, I'm still getting the
volume coming in because of allthe shaking and movement that
we're doing and shaking handsand all the things.
But then it's like, oh wow,that person that is relying on
me to continue to produce.
I've got to continue to do that, but wait, where's the time?

Speaker 2 (13:53):
Yeah.

Speaker 4 (13:54):
Yeah, what did I do?
Yeah, it's tough.

Speaker 2 (13:56):
Go ahead.
It's gotten a lot easier nowNow that I transition over with
the brokerage.
It's gotten a lot easier nowbecause year one, year two are
the blueprint, right.
And so with year one it's like,okay, I'm not going to do that
again and then be careful withthat.
I screwed, I lost money on that, and so it's being able to
identify what.
What went wrong and how do weattack it this year in the first

(14:19):
quarter, right.
Like I always talk about whatthe agents um on record every
year for the brokerage, januaryis our worst month, you know,
and so it's.
I think I was a little bit morestern with that message back in
, I want to say in September,yeah as soon as I got here.
Yeah, I was pretty stern soevery now and then.

(14:40):
I think that was her firstmeeting she sat in too, and I
think that was her first meetingshe sat in too.
Every now and then I get firedup with our Monday meetings
where it turns into like almostlike a grill session.
I'm not pointing out and callinganyone directly, but it's just
I get very passionate,absolutely.
So you know I was talking inSeptember about.

(15:02):
You know, every January, thisis what our January looks like
and it's unacceptable and wecan't do this and we shouldn't
be taking vacations in Novemberand December.
And so, man, I'll tell you I'mreally looking forward to
January, with that being said,because we've had a lot of
agents that haven't let off thegas.
I love that and and this is thefirst time with the brokerage

(15:24):
that I've seen that in a October, november, december, um, where
it's like I'm very optimisticabout how January is going to
turn out because, yeah, like I,the office hasn't been as quiet
as it normally is, and you,given the seat and perspective
on the bus at this point, canstart to see and you've probably
have already, but can see kindof writing on the wall to tell

(15:48):
signs of, okay, it's not in theproduction, it's in the
activities that are taking placethat can lead to this and,
matter of fact, if it continues,it will lead to this.

Speaker 4 (16:00):
Yeah, so what I'd love to?
Well, before I ask how aboutyou, stephanie?
What, what, what are yourthoughts on goal setting and
building a business plan foryourself?

Speaker 3 (16:09):
Yeah, so same.
I'm going into my fifth yearand I did one last year, but I
also I didn't take it asseriously.
I kind of just brush it underthe rug and like this year it's
like all right, it's kind oflike what you said, like just
thinking back, okay, like howlong can I keep going like this?
You know like, yes, the grind isthere and I'm at the office
Monday through Friday 8 am.

(16:30):
Like I'm on it, but I'm like Idon't want to continue to do
this.
I'm like when's my next deal?
When am I going to get thisnext?
Like I need a plan I I can makemore or do more with my time
and just everything Right.
So, yeah, I think it's veryimportant and this is the first
year I can say wholehearted likeI'm actually invested into

(16:51):
getting my business plan up andrunning and I even asked AJ a
week ago maybe like I want tosit down, like, let's sit down
with me so we can help, so youcan help me do this, because I
want to do it right.

Speaker 4 (17:01):
Well, hopefully from this discussion you'll be able
to take some stuff back andincorporate it in the business
plan that you've already startedand will complete.
But I want to start with theidea of balance.
We talked about this on aprevious episode recently with
Jeff Ronnie, and we had Gillyhere.

Speaker 1 (17:20):
Good and great, yeah, absolutely here and great, yeah
, absolutely.

Speaker 4 (17:27):
And they shared transparently and we all kind of
came to the conclusion thatthis idea of balance in the
current state or journey orchapter or season that we're in
in our lives is a bunch ofbullshit, and that's the God
honest truth.
It's about priorities and whereyou want to fit those
priorities into theaccomplishments that you want,
and there's going to be somethings that are not necessarily

(17:48):
going to go by the wayside butthat will be neglected.
Sacrifice, sacrifice Great wayto put that.
What are your thoughts on that?
I mean, have you or do youstill believe in balance?

Speaker 3 (18:02):
For me I find it very challenging to balance
everything just because, like,I'm single with no kids, and so
I'm like, what else am I gonnado with my time if I'm not
grinding it out, you know?
so for me it's like I'm glad yousaid it yeah, I just feel like
no one's gonna do it for me andI want to live a life like worth

(18:23):
living, right like I want totake vacations, I and I want to
live a life like worth living,right, like I want to take
vacations, I want to.
I want to buy a bigger house.
I want to do all these thingsand no one's going to do it for
me.
So I'm just like constantlythinking real estate, I got to
do more, I got to do more, I gotto do more.
And so to balance, it would bevery awesome, cause, like, so I
can have like a okay, steph, youcan like turn it off now you

(18:43):
can go see a movie and not thinkof whatever else you have going
on, like you can take that tripand not be anxious to get home
because you got to go back towork.
So that's kind of where I'm atwith it.

Speaker 4 (18:53):
And my idea of balance that has been echoed and
mirrored by others is I amworking towards balance, but I
don't deserve balance because Ihaven't done what I needed to do
just yet in order to have itNow.
everybody has different goals.
There are plenty of folks thatwork W-2, hourly wage that, hey,

(19:15):
you leave work and you get toturn it off.
We don't have that and I'm notgoing to say it is a luxury
because it's the life that wechose, right, yeah, and we
choose it coherently to be ableto go.
Okay, I know that I'm not goingto be able to do this, so that
I can do this.
It's the idea of doing whatothers won't do so that you can

(19:40):
do what you others can't dolater, that's right, and do what
you others can't do later,that's right.

(20:03):
So what I'd kind of like to dois maybe shape within your
business that eventually willlead to a simple business plan,
but there's got to be some keypoints within your business that
you need to focus on.
And the first thing what wouldyou imagine?
What do you guys think is thefirst thing?
And it's not a wrong or right,it's just we're all going to try

(20:25):
and come up with something.
What is the first thing that wethink we should focus on when
creating a business plan?

Speaker 2 (20:30):
I would say the clear answer is GCI.
Starting with your GCI, what'syour GCI goal?
Okay, right, because I thinkfrom there you'll be able to
build down where like theroadmap.
Right, that's your startingpoint.

Speaker 4 (20:44):
Give us the acronym.
What is the GCI?

Speaker 2 (20:47):
Oh, I'm sorry.
Gross commission income.
There you go, your gross income.
So, starting with your GCI,what's your goal for the year?
Right Then breaking it downOkay, so what's my average based
off of this year?
What's my average commissioncheck on a closing?
Okay, so how many commissionchecks am I going to have to
equate to hit that goal?
And then it goes down fromthere.
But I would say that's going tobe probably your seed that you

(21:09):
need to plant and figure outfirst.
I hear agents will say, oh, Iwant to sell 100 homes this year
and it's like, okay, but if youdid 10 homes, how are we going
to get you to 100?

Speaker 4 (21:21):
Where is that going to come from?
What's going to?

Speaker 2 (21:23):
change.
Are you coming across moneythat you're now going to be able
to invest into buying leads orwhatever?
It may be right, right, sohelping them, trying to
understand like that clearpicture of it's one thing to say
.
I want to make that, yep, howare we going to get to that,
though?

Speaker 4 (21:36):
And I think you said what I wrote down just in a
different way.
Clear goes with it, but it'sthe vision You've got to us all.
If we did what we were supposedto already, without even

(22:10):
knowing it, what is the onething?
What is the best way to predictthe future?

Speaker 3 (22:16):
Gosh track your habits.

Speaker 4 (22:18):
Okay, absolutely.
And then what is that called?
That you're looking back on?

Speaker 3 (22:24):
I don't know.
I'm just thinking back to likebecause where AJ pointed out to
go and get like, what's yourgoal?
How much do you want to net?

Speaker 4 (22:32):
that year.

Speaker 3 (22:32):
So, like, I did it very opposite this year.
So it's always been okay.
I want to net this much, thisis what I want to net, and I do
my plan off of that.
This year I did a little bitdifferently, I actually.
So I bought a house two yearsago Congrats and I have all
these expenses that I need topay to survive, Right.
And then so I actually got allmy bank statements and I checked

(22:54):
to see, okay, where are myaverages in the month?
What am I spending this month?
Where is it going toward?
Which part of this is goingtowards my business?
Which part of this is goingtowards my personal side?
And I see, okay, like I spend alot of money, how much of this
like, so this is what I need tosurvive, how much do I want in
order to live the life that Iwant to live?
So now I can say, okay, well, Ihave this much, this is what I

(23:17):
need to make.
I need to make it, and thenthis is what I want.
And then I combine that andthis is what my goal is for the
year.
I want to pay these things off,do whatever I'm going to do,
but this is what I need to maketo live the life that I want to
live.

Speaker 4 (23:28):
So would you say that a clear indicator of setting
your goals, creating your vision, your outcomes, would be based
off of history?
See what I'm saying there.

Speaker 2 (23:44):
P&L too.
There you go.

Speaker 4 (23:46):
So the best predictor of the future is looking back
at the history of what you'vedone, the activities that you've
done, the expenses that you'vehad, to be able to gauge what my
next year's goal is going to be.
So, for example, like AJ wassaying, you've got an agent that
wants to do 100 transactions.
Well, you did 10 last year.

(24:07):
So are we being realistic onthat?
Or what are you using to gaugethis 100 on?
Because typically we kind of goback to last year and what we
did to go all right, I need toratchet that up by at least 25%,
because that's called growth.

Speaker 2 (24:23):
Yeah.

Speaker 4 (24:24):
But how do I get there?
And what you're talking aboutis the things that go into that.
So, yes, you were on the money.
In my opinion, on the nextphase, which is looking back at
history to determine, okay, whatworked, what didn't work, what
do I need to change.
So, that being the case, I wantto pause right there and ask
you, guys, based on 2024, greatfor some people, not for others,

(24:49):
mediocre for many others andgood enough for others what
types of things do you think youwill incorporate, let go of,
like technology?
Will you incorporate,incorporate more technology?
Will you incorporate some ofthe basics?
What are some things that workfor you in 2024?

(25:10):
Um, you know what?
Aj?

Speaker 2 (25:17):
so I think that, uh or not, I think mortgage,
mortgage, what for the brokerage?
Moving forward for 2025,looking at 2024 as P&Ls and
engaging each quarter how we did, taking into consideration what
was our net on agent growth, onproduction, you know, putting

(25:42):
that all into factors and thenincorporating it going into, for
instance, the first quarter ofthe year.
It's going to be more aboutdoubling down on what we're
already doing as a company.

Speaker 4 (25:53):
I like that.

Speaker 2 (25:55):
And then not only that, but also being more
cautious on the agents that webring on board.
Very good, you know.
Look, I was a new agent at onepoint too so.
I get it, um, you know and Idon't want to say that this is,
uh, referencing anyone in ourbrokerage right now but I've

(26:15):
noticed that, um, that I've hadto adjust the questions that I
ask or the type of questionsthat I asked ask in a, in a, in
a sit down with an agent that'sthinking about joining the
brokerage, um, and thendetermining also are they the
right fit for us?
Great, question.
Um and and and like.
I'll be honest man, like what?

(26:35):
And I'm going in a rabbit holeabout this right now, but but
one of the things that I I'veadjusted this year on, when I
sit down with an agent is um isalways asking them have you
interviewed other brokerages?
And cause, I'll tell you, man,nine out of 10 times by the time
I'm done with them.
Um, they're like okay, I'mready to join.
Yeah, you know.
And and I usually tell them now, not usually, I do tell them

(26:57):
now.

Speaker 4 (26:58):
That was a mini flex everybody.

Speaker 1 (26:59):
No no it's just he's got that mouthpiece.

Speaker 2 (27:03):
It's just that I lay it all out there, you know, and
I'm like this is what it is, andI'll even tell them straight up
, like I'll be honest with you,I'm not going to follow up with
you.
Yeah, you know, this is what itis.
If you like it, great.
If you feel you're a better fitsomewhere else, great, good
luck, and we wish you the best.
You know, but for me, why Idon't do that, is because I

(27:25):
don't want to feel like I had topersuade someone to join the
brokerage.
Absolutely, I will say I amthat confident in knowing what
we bring to the table as acompany In regards to value
Exactly.
When it comes to the valueproposition.
So at that point, when we'velaid it all out there and they
maybe still don't see it, that'sokay.
It doesn't mean that they'rewrong, that's right, you know.

(27:45):
It just means that maybe we'renot that niche that they're
looking for, and that's okay too.
But but what I was getting backpoint, to kind of answer your
question is the adjustment I'vemade is um is at the end.
If they haven't interviewedother brokerages, I'd tell them,
go and interview a few others,at least three others, yeah.
And if you still feel likewe're the best fit, then great,
we'd love to have you.

Speaker 4 (28:04):
And that's a smart move, but it would make me feel
better, absolutely.
It's a smart move because whatit does is it brings all of the
doubt to the forefront.
There is no man.
I woulda, coulda, shoulda, no,go do it now.
Exactly, go do it now.

Speaker 2 (28:17):
And I'll tell you, man, our retention with our
seasoned agents is amazing.
That's awesome.
It's.
A bulk of our brokerage is, Iwould say, the year you know two
to we got agents 20 plus years.
You know this.
The bulk of our brokerage isseasoned agents, um, but I would
say at least one third is newagents, fresh out of school,
absolutely so yeah, okay.

Speaker 4 (28:37):
Now how about you?
Anything that you would add?
Remove uh from your businessthat you experienced in 2024
thus far?

Speaker 3 (28:49):
I would definitely add what I'm planning to
incorporate in 2025 is reallyowning in on my SOI, so my
sphere of influence, and sothat's big because, as I looked
over this past year, a lot of mybusiness came from referrals
and so in my head I'm thinkinglike shoot, I'm on the cause,

(29:10):
I'm calling expireds visibles,like that's what I do.
And when I look back I'm justlike dang, I have a lot of
referrals Like how can I makethis into next year's?

Speaker 1 (29:20):
to where.

Speaker 3 (29:21):
I'm feeding into the people who are actually giving
me referrals, so that'sdefinitely something that I plan
to implement in 2025.
That I didn't.
I love on everybody, just ingeneral, which is why, I feel
like I get my referrals, but Iwant to do excuse me, I want to
do it better.
I want to be yeah, veryintentional about doing that.

Speaker 4 (29:40):
That's very good.
No, absolutely so.

(30:02):
Thus far, we've got in ouroutline.
We start with our vision, whatyou want?
Or you're probably sandbaggingor underselling yourself,
setting yourself up for successwhen, yeah, we want to be
successful, but we also want tobe pushed a little bit, and the
only people that can push us isour mentors and, most

(30:23):
importantly, ourselves.
Right?
The next thing is we'reutilizing history to gauge all
of these tasks, incorporatedthings, things that we're
letting go of, things that we'retrying to do next year that we
didn't do in this year.
So the next thing, in myopinion, opinion that we

(30:44):
consider is the outside forces.
Uh, what type of outside forcesthat you're not in control of?
Uh, that could come about.
You can only kind of gauge somuch of that, but there are some
things that you can go.
Okay, I can probably not stepon that landmine, because I

(31:05):
foresee this happening.
Things like the market, wecan't gauge it.
It is what it is.
We were talking about itearlier in the meeting and it
was like okay, I want to predictthe market.
Well, you are the bestpredictor because it's
determined based on the thingsthat you do each day no matter
what the market is.

(31:26):
We've got plenty of realtors,lenders, leaving the business
because it's tough.
Good For us folks that stickaround and know how to get down
to business, back to the basics,focus on our business plans.
We're all saying hooray to thatto be honest.

Speaker 2 (31:46):
Well, you know, and I'll just say that's why, like
man, I stopped going to theannual forecast, like years ago,
because and don't get me wrongI'm not walking around in the
office parading like oh, don'tgo to that.
You know we have agents,especially our newer agents.
They get excited about thatwhen it comes up, um, and I know
there's a lot of effort that'sput into that event.
So I don't want to.

(32:06):
I don't want to.
You know, down talk on what our, our border.
You know our board for SanAntonio does.
But at the same time it's likedude.
I've been in this business longenough.
I don't need you to tell mewhat my business is going to
look like next year, absolutelyLike.
You don't know me.
You don't know my work ethic,you don't know my people's work
ethic.
We control the marketregardless of who's in office,
regardless of you.

(32:27):
Know what Joe Schmo, with thedegree in economics, has to say.

Speaker 4 (32:31):
That's right.
That's right.
What Economics?
Sometimes they're right,sometimes they're wrong.
At the end of the day, it's aguess based on statistics and
whatever the data that they haveat the time.
But it goes back to kind of whatwe were talking about in my
office earlier.
The agents, being newer intothe industry, have to experience
that on their own to determineif that is something that they

(32:53):
get value out of or not.
Some may go to mix and mingleand show their face.
Some may go to listen to thedata.
Most of the time people are ontheir phones anyway, so social
media reels.
It's like did you hear what hesaid?
But look, I'm here.

Speaker 2 (33:08):
You know, it's funny though man is, I have a habit of
getting on our agents, andespecially our newer agents, and
I say it straight up, man.
I'm like look, we're not abrokerage that's looking for a
headcount, right?
I'm not looking for firstchoice to be the biggest
brokerage in town.
That's not my goal, right.

Speaker 4 (33:27):
So, with that being said, that goal is clear and
concise.

Speaker 2 (33:31):
And I tell them look, if you're just looking
somewhere to park your license,you can go to.

Speaker 4 (33:36):
XYZ yeah.

Speaker 2 (33:38):
Like they're.
They're the ones that'll bragabout how many agents they have.
I like that they used XYZ yeah.

Speaker 1 (33:44):
Be careful Cause cause I always get stuck.
I always get crap from myfriends and these other
brokerages, but um but even Icaught it but?

Speaker 2 (33:52):
but with that being said, you know I I will say like
I am the type that likes tohold my people accountable, and
I love to be held accountable, Ilet my people hold me
accountable, yes, sir, but atthe same time, it's like I've
I've scared away agents thathave joined us, brand new agents
that have joined us, where I'llbe like dude, we've had six
trainings in the past two weeks.
You haven't been to any of them, but you're at a freaking

(34:14):
luxury open house mixer mixerlike, get your ass over here to
the office, you know.
And then they get you know likeno one wants to be micromanaged,
especially brand new agents.
And so then they end up takingoff.
I'm like, cool, we don't needyou then.
But how?

Speaker 4 (34:27):
true is that statement right there?
I mean same thing with loanofficers.
It's like guys, my first year Iwent to all the mixers.
We went to all of the thingsAbsolutely.
And then you realize, wait aminute, that's the same group
that was at the last mixer.
And then they start coming outwith technology and you can look
up the number and you go well,wait a minute, why aren't they

(34:48):
doing any business?
It's because they're at all themixers.

Speaker 2 (34:52):
They're a great socialite, absolutely yeah.

Speaker 4 (34:55):
So, engaging that piece, we have to look at not
only the outside forces but thechallenges that took place in
the prior year For sure.
What are some challenges thatyou guys went through in 2024?
And it doesn't have to be thatyou're going to incorporate.

(35:15):
I just want to talk about somechallenges that you had.

Speaker 3 (35:18):
Dang.
What are some challenges that Ihave?

Speaker 2 (35:22):
The NARS settlement was a little challenge.

Speaker 3 (35:24):
Yeah.

Speaker 2 (35:25):
Not as big as we thought it would.
Be Correct, it was a littlechallenge.

Speaker 3 (35:27):
It definitely was.
Having that conversation withmy new buyers was a little bit
different, but other than that,I guess that's probably the
biggest challenge I had thisyear.
It ties back into like whaty'all are talking about, Like we
can't dictate what the market'sgoing to do.
We can only dictate what we are, what we're doing.
And last year this is like myrecord year.

Speaker 4 (35:46):
I love it.

Speaker 3 (35:48):
Yes, and so everybody talks about like going, like
the brokerages and this and thator the other, and I'm just like
the brokerage doesn't make you,like the brokerage doesn't make
you.
What you put in on a daily,like you said, is what's going
to make you, if you're going tomake it in this business or not?

Speaker 4 (36:01):
Yep, Right.
So, being that this was your,your, your best year thus far, I
want to ask a question.
This is super side note fromwhat we're discussing here, but
a tiny inclination of of aprediction that I have.
I would go as far as to saythat you're helping a ton of
people that could not qualify orcould not get into a house from
2020, 2021, 2022.

Speaker 3 (36:24):
Is that pretty?

Speaker 4 (36:25):
accurate.
Yeah, and the reason why I saythat is the high rates, the
higher prices, this paymentaffordability, all that stuff is
coming from people that havealready purchased and would love
to purchase a new, but they'reusing all these other things as

(36:45):
excuses when it's just themindset of I need to adjust my
payment expectations, I need toadjust my budget expectations,
whereas the folks that through2020 through 2022, could not
throw their hat in the ring withall the frenzy that was going
on.

Speaker 2 (37:03):
They were like man.

Speaker 4 (37:04):
all this stuff has happened and I wish I could
qualify.
Maybe at the time they wereworking on their credit, filing
their taxes the right way.
Whatever the case may be, rightnow they're the folks that need
the most help and are willingto take the help to get into the
home and it doesn't have to bethe home of their dreams.
They want to start buildingsome equity.

(37:25):
They get that concept, wouldyou?

Speaker 3 (37:27):
agree.
Yeah, I wholeheartedly agreewith that.

Speaker 4 (37:30):
Very cool.

Speaker 3 (37:31):
Okay, Well, confirmation Well yeah, I mean
it's just like what I said.
Like a big chunk of my businessthis year was referral.
I mean referrals and it'speople who have had problems or
whatever in the past.
That pipeline, absolutely yeah.

Speaker 4 (37:44):
And being that I'm jumping, I have jumped back into
production.
That's what I'm seeing.
We used to have kind of a rule,unsaid spoken trend it's 80 20.
And a lot of people use the 80,20 rule for many things, but in
this case it's 80% of your dealshould be clean, go through no

(38:06):
problems.
20% You're going to have todrag that son of a gun across
the finish line.
In my opinion, the last year,almost two years, it's flipped
about 80% of the deals.
We're having to drag themacross the finish line, and it's
not that they're unwilling,it's just tough situations
Borrowers, credit, income snags,all kinds of things.

(38:28):
Now, mind you, there are stilldeals that, hey, they fly
through, but they're few and farin between right now, because
those folks they probablyalready purchased or they're
scaring themselves out ofpurchasing, if that makes sense,
yeah, okay.
So back to the businessplanning side of things.
I've got some things to throwup here.

(38:49):
Boop, boop, boop.
Let me go through this rightquick.
You know what?
Before I do that, let me showyou guys, this thing here.
Let's see if I can pull it up.

Speaker 2 (39:01):
Yep Right here Boop.

Speaker 4 (39:04):
There it is.
Let's make it bigger Boom.
So I listened to PatrickBet-David PBD podcast quite
often I think he's a bad ass.

Speaker 2 (39:13):
His voice just keeps me tuned in bro, absolutely man.

Speaker 4 (39:15):
Absolutely, and I'm like, ooh, he pronounced that
funny, but the idea is he is a,in my opinion, a business legend
and he's on the rise still, andhe himself believes in a
business plan every year andturns it into a simple business

(39:36):
plan.
I watched his last one Planningfor 2025, business Planning and
see, these are the steps thathe's putting on here in regards
to what you should focus on, soI'm just going to run through
these and we'll talk about someof them.
The first one he talks about isalliances and what he means by
that, and it is followed up witha statement of the following

(40:00):
you are one relationship awayfrom changing your life.
I believe that, and that is soimpactful if you've ever
experienced it, because, like,for example, back in the day, aj
and I used to do businesstogether running and gunning.
I met him at a Chili's.

Speaker 1 (40:18):
It was like holy cow.

Speaker 4 (40:21):
And you never knew what was going to happen in that
interaction that day, inmeeting him, meeting me, me
meeting him.
To be honest, it's just likethat with anything you never
know when that next handshake,that person that you meet is
going to add so much value toyour business and your life.
That holy cow.
Now person that you meet isgoing to add so much value to
your business and your life,that holy cow.

(40:41):
Now.
All these other doors areopening up.
So, taking that intoconsideration, focusing on some
alliances that you could seekout within the industry and it
doesn't have to be competitors,it doesn't have to be friends.
For example, for you, analliance is with AJ.

Speaker 2 (40:59):
Yeah.

Speaker 4 (40:59):
Would you agree?

Speaker 2 (41:00):
Yeah.

Speaker 4 (41:01):
So you depend upon him to continue to provide the
trainings, to be there to backyou up when certain things
happen, et cetera.
And the next one is enable.
What things are we beingenabled by that are allowing us
to do what we need to do?

(41:21):
Uh, whether that my examplekids.
I've got two of them, luckily.
I've got an awesome wife that'sable to do a lot of the stuff
with the kids to keep this thinggoing.
Now, mind you, she's, I don'tknow, freak of nature.
She's running marathons, takingcare of the kids, running an
insurance business and stilldoing real estate.
So can women run the world?

Speaker 1 (41:42):
Absolutely, absolutely.

Speaker 4 (41:44):
Freaking lutely, just not that one.
Okay, so sequencing, I'm goingto skip that Urgency.
Urgency is something that Ithink we overlook because we
think everything can be done instride when it has a lot to do
with our priorities.

(42:05):
The phrase that comes to mindwhen I talk about this is I hear
it all the time You're too busy, you're too busy.
Do you get that ever?

Speaker 2 (42:16):
In my personal life Absolutely, but not with my
family.
I prioritize.

Speaker 4 (42:21):
That's the word I was looking for is no, I'm not too
busy, I prioritize.

Speaker 3 (42:30):
I absolutely love that word.
When it came into flourishingin my life, I was like dang, it
really does mean a lot.
Where are your priorities,that's right.
You're going to do what yourpriority is, what is most?

Speaker 4 (42:38):
important to move the needle to accomplish these
goals, because in these you'vegot your action items that you
can do, your tasks that need tobe done and the frequency in
which they need to be done inorder to hit those outcomes.
Hit those outcomes, but thatoutcome being, more times than

(43:01):
not, a monetary goal that weneed to hit, you've got to have
some prioritization to go alongwith it, or else you're just
flying by the seat of your pantsagain right For sure.
So, going through this, I thinkthe most important one on here
is this next one self-awareness.
A lot of folks are in denial,lying to themselves, faking the
funk, whatever you want to callit.

(43:21):
But I think the more EQ you canhave and this is not something
that's inherent, it is developedas time goes on the more
interactions you have, the moreshit that hits the fan.
You're able to kind of go, ohwow, I didn't think I could get
through that, but I did.
Now I'm a bit stronger becauseof it.
That teaches you a lot aboutyourself, yeah.

(43:43):
And then it goes into therealistic expectations that you
set for yourself in settingthose goals.
How are you going to go from 10to 100?
You're not very self-aware, areyou?
I mean you can say thatstraight up, right, yeah.
Self-aware are you?
I mean you can say thatstraight up, right, yeah, yeah.
Ultra proactive I'll skip thatone New ways of thinking.

(44:08):
This is kind of along the linesof what we were talking about a
moment ago of incorporating newthings or seeing what wasn't
working, what was working anddoubling down and also looking
at things from different lenses.
Perspective is huge when itcomes to building your business
plan, because if you're justutilizing your lens, you're
going to miss a lot of holes.

Speaker 1 (44:30):
Yeah.

Speaker 4 (44:30):
So I recommend anyone out there that will complete a
business plan have your mentor,have your coach, have your
friend that will give you honestfeedback, review it.

Speaker 2 (44:41):
Yeah.

Speaker 4 (44:41):
So that you've got somebody, like you said, not
necessarily an accountabilitypartner, but somebody that can
check you, somebody that can say, hey, hey, you think that's
realistic, you're really goingto get that much business from
one open house per week.
That's it, okay cool.
That's kind of the new way ofthinking.
Wartime and peacetime.

(45:02):
I'll skip that Pivot andadjustments.
This I want to hone in shortly,because there's a lot of folks
out there that will make thesebusiness plans and they will
adjust their goals or they'llmake the business plan and, like
you said in the beginning sothank you for being honest you
make your business plan andthat's that.

(45:24):
You don't even look back at it.
I did it.
It's in my head.
I know what I need to be madealong the way to continue to
reach those goals.

Speaker 2 (45:44):
Yeah.

Speaker 4 (45:44):
I mean, have you guys had to?
Make any kind of adjustmentsthroughout.

Speaker 2 (45:47):
So I was actually chatting with her about this
last week.
So one thing that I do with alot of our top producers in the
office they all have their ownindividual office, sure, so I
have a habit of just popping inthere and I'll just be like I
have an idea my ADHD, right.
So I'm like, hey guys, why don'twe try this?
And what about doing this?
And she'll be on a call and I'mlike I'm just pacing, waiting
for her to get off of her,because she cold calls all the

(46:08):
time.
So I'm just like I'm listeningto her call, I'm waiting, I with
you.
But one of the things that I wassaying was so kind of touching
on what you're talking aboutright now.
As long as the goals arerealistic, right, we're talking
about the 10 to 100.
But if they're realistic goals,then what about if we, instead

(46:30):
of changing our goals everyquarter, what about, instead of
changing our goals every quarter, we adjust how we're going to
achieve those goals, right, okay, and so what I mean by that is
the thing that I was talking toher about yesterday or last week
, and yesterday I brought it upin the meeting was, you know,
like she mentioned, she'sreferral-based.
Right, if we're referral-basedand let's say, your goal is 30

(46:52):
transactions for the year, right, and let's say, your goal is 30
transactions for the year,right, if we're going to
identify that our strong side isreferral-based, we also need to
go even further and figure out,with those referrals.
Where are they coming fromspecifically right?
Are they current clientreferrals?
Are they past client referrals?
Are they personal friendreferrals?

(47:13):
Are they your VIP list sendingyou referrals?
Because, again, if, if, if, ifmy goal is to do 15 transactions
every quarter after that firstquarter, I need to be sitting
down and analyzing how did thefirst quarter go, if I'm on pace
or if I'm exceeding my pace andI'm tracking all my referrals
and where they're specificallycoming from.
Well, maybe now I get to focuson my weakness.

(47:34):
Maybe my weakness is mypersonal friends.
They're not sending me thatmany referrals this quarter.
I need to double down on that.
But let's say at the end ofthat first quarter if I haven't
hit goal or if I'm behind onthat goal, then I need to double
down on what my strengths are.
If my strengths are currentclient referrals, then I need to
double down on that to get tomy goal.

Speaker 4 (47:56):
So I can get back on pace.

Speaker 2 (47:57):
That's right and so, yeah, I think it's just more of
again, as long as you're settingrealistic, achievable goals
maybe not changing the goal, butchanging what you're doing to
hit that goal.

Speaker 4 (48:07):
I love it Absolutely, yes, absolutely.
In addition, I'll add to itincreasing or adjusting the
frequency in which you do it,and the data itself tells you
which one you should focus on tobe able to adjust.
I'm going to ask you a question, Stephanie your referral based?

Speaker 3 (48:26):
Yeah.

Speaker 4 (48:27):
Why are you referral based at this point in your
career?
Um gosh if you don't know, I'lltell you my relationships with
my, my clients.

Speaker 3 (48:36):
At the end of the day Like, oh yeah, I yeah.
You don't know, I'll tell youmy relationships with my clients
.
At the end of the day, oh yeah,yeah, yeah.

Speaker 4 (48:40):
You want to tell me what it was.
It wasn't that you busted yourass to meet with a bunch of
people and make those phonecalls and burn up the phones to
establish that book of business,that referral base.
Because a lot of folks will say, yeah, I'm referral base, okay,
but you're still not producingat the level that you want to be
.
So therefore, did you reallybuild your referral base large

(49:04):
enough, ie do enough needlemoving activities, the tasks up
front, that established thatreferral pace business?
You don't jump into thebusiness and go.
I'm going to sell everyfricking cousin, aunt, uncle,
brother, sister.
Notice the sphere that I'mtalking about a home, including
friends.
It's not possible.

(49:25):
Here's a nugget for you guys,and I say it all the time.
So this is the time to say itIf we only did business with the
people that we knew, we'd allbe broke.
Yeah, just so you know.

Speaker 3 (49:38):
And I had to grind it out Like I didn't know anybody
here.

Speaker 4 (49:40):
That's the point that I'm making.

Speaker 3 (49:45):
Exactly Like I was doing all the activities Like
you said.
It's crazy that you'd say that,because I'm like dang, like
it's true, like a lot of myreferrals are from past clients
that I worked throughout thesepast four years to get.
And how did I get them?
Open houses, code calling, doorknocking, like all of the
things that you know the basicsof real estate, but yeah, it's
crazy.

Speaker 4 (49:59):
I'm still living on my referral business right now.
I haven't had the time,unfortunately, to get back out
there and shake new hands withagents.
Back in the day I would havealready met you type concept.
Does that make sense?
But it goes to show that I putin the legwork up front, just

(50:21):
like you did, to be able to,only five years into, the
business say I'm referral based.
Yeah, oh, then you must'vebusted your ass, yeah, yeah,
that's what that tells me.

Speaker 2 (50:27):
Well, what's really neat, too, is I get to see
firsthand in the office with alot of the agents a lot of our
agents are referral based andgetting to see individually with
their personality, their, theircharacteristics, their, their
behavior, patterns, their youknow just who they are as people
right and and being able toidentify like there's no secret
as to why that person's referralbase and her too, like she's

(50:48):
very passionate.
I can tell I have even I love itit was funny because, because
her and I have known each otherfor years and but, and even then
, before she came onto thebrokerage, she was already
working at our office, hangingout at our office and she had
asked and I was like yeah, ofcourse, as long as you don't
recruit agents like I'm good,I'm good through osmosis right
there.
But.
But then she came on board andI know we had a little bit of a

(51:09):
headbutt on a on a specificscenario, and I was just like
dang man.
This, the first thing thatstood out to me, is like she's
so passionate about her peopleabout taking care of her people,
and I know it sounds verycliche, but that's not the
reality for most real estateagents.

Speaker 4 (51:24):
You're correct.

Speaker 2 (51:25):
But the reality for most real estate agents,
especially in this type ofenvironment, is I just got to
survive, so it becomestransactional.
That's right Versus no.
I want to do the right thingbecause I care about these
people.

Speaker 4 (51:37):
And I'm glad you mentioned that, because on the
lending side we've been seeing alot of that from the agents.
And it's not necessarily all theagent's fault, because if you
haven't done business planning,if you haven't busted your ass
to understand that it's reallynot the market, it's me.
Yeah, you do tend to leantowards a transactional way of

(51:59):
doing business because you'rejust trying to survive at this
point.
It's tough, I understand it,don't get me wrong.
But at a certain point thatindividual lending side, real
estate side you're going to haveto kind of stick your heels in
the ground, create you abusiness plan, start tracking
your activities, start trackingwhere your lead sources are

(52:21):
coming from, put it into abusiness plan and make
adjustments.

Speaker 2 (52:24):
For sure, every year so far with the brokerage, it's,
it's been growth, whether it beheadcount, whether it be volume
, whether it be units sold,whether it be revenue, like
every year, has been growth.
So to say like, oh man, and wewere chatting about it earlier,
you know it's been a challengingyear.
It has been a challenging year.
I can, I can acknowledge that.

(52:46):
Are we experiencing that as acompany?
Not so so much.
I might be seeing it inindividual agents, but a lot of
our agents, like her, are havingtheir best year ever, you know.
And so it's hard to say, oh,this market is tough and this is
a tough year, and it's, it's achallenging year, but it's not
tough or it's not.
It's not a failure foreverybody, it's not a it's not.

(53:09):
You're not chalking it up as anL for everybody, you know.
So you know that's.

Speaker 4 (53:13):
That's a great observation, especially from a
mentor that is in the business,and a lot of times we get so
caught up in the business thatwe don't notice things like that
and it's like constant grind,grind, grind, when at this point
, yeah, it's still grind, grind,grind.
But I appreciate you.
I appreciate you for continuingto do the things that it took

(53:35):
to get you here For sure, forcontinuing to do the things that
it took to get you here Forsure.
And I think that's beingoverlooked in our market is the
idea.
I've had tons of experts onthis podcast and a lot of the
same conversations are had andespecially about this market,

(53:57):
tend to lead back towards we'regoing back to the basics.
But when you talk to a neweragent, they never even had time
to establish what the basicswere.
It was like next, next, next,and now it's like, hey, guys got
to go back to the basics.
And they go yeah, what?
What are the basics?

Speaker 2 (54:12):
Well, you know what's really cool too.
Another little metric that Istarted paying attention to,
that I've been monitoring, isagain going back to the
brokerage.
Um, our first year, the rookieof the year what their volume
looked like versus every yearafter that, what that rookie of
the year has looked like for thecompany.
And it's like man.
Every year that thing's gone upand it's like these.

(54:32):
I can't say, oh, we'rerecruiting talent Cause these
are our first year agents thatI'm referring to that win this
award in the company and I'mjust like man, even this year
our rookie it's a battle.
Right now we got two agentsthat are battling it out for
rookie of the year and they knowof each other right away.
They know of each other andthey're constantly texting like
so how am I looking?
How close are we?
And it's like I can't tell youanymore.

(54:53):
But to see where their mind isat is completely different than
what you see from a normal firstyear agent.
Their mind isn't oh, the marketor oh, it's tough.
Their mind is I'm working on mynext deal, I'm going to go get
my next deal, I'm going to dothis and I'm just like okay, I
see you.
Yeah, they left the excuses atthe door.

Speaker 4 (55:14):
One thing I want to challenge you to do, and I don't
know if they're going to watchthis or not, or listen to this,
because we are on Spotify, applepodcast, all the others.
I was handed something that isstill on my desk today and I
don't know if you knew this ornot, but one of my older mentors
the first year in the businessI was about six months in uh,

(55:37):
old John Garbo so if you're outthere, john shout out walked in
my office and he slapped a brassnumber two on my desk and they
told me about the, the lion andthe gazelle talking about you're
either going to wake up everymorning and be chased or you're
going to be chasing someoneRight.
And that number two is sosignificant because it's just

(55:58):
about a mindset yeah, you thinkyou're the best.
Guess what?
There's always somebody better.
Yeah, so if you are the leader,well, you've got nobody to
chase.
And it begins to kind of giveyou this false reality of I'm
going to be the best untilsomebody passes you up.
Why?
Because they were number two.

Speaker 2 (56:18):
Yeah.

Speaker 4 (56:19):
So my challenge to you is to get them something
that reminds them that, hey, nomatter what, you're still number
two.

Speaker 2 (56:24):
It's so funny you say that, because even with our top
agents, they're the ones that Itend to hold the most
accountable, and and and what Ilove is they accept that they
embrace that, right.
But, um, I was just chattingwith one of my producers
yesterday and, uh, and, and Itold her I was like, finally,
you're going to get recognizedfor agent of the month.
It was her first time this year, you know and she's just like,

(56:45):
oh, it's okay, I'm pretty sure Igot agent of the year you know
in the bag.
And I'm like don't be soconfident I was like don't be so
confident, Cause we justbrought on some fresh talent
that's looking really good.
And she's just like really Well, what is their numbers looking
like?
I'm like I can't tell you thatthat's you'll find out you know
and so, but it's, it's, you'reright, it's it.

(57:05):
For me, one of the one of the Idon't want to say challenges,
but things that I also look atthere's so many, so many things
on the spectrum that I'mchecking out, paying attention
to is where can I, where can Iget that next talent acquisition
?
You know, like, who's going tobe that next talent with the
right mindset that I can bringinto this brokerage to help
continue leveling up ourproducers?
That we have that's right, youknow is I want, I don't want

(57:27):
them to get settled or contentwith where they're at, and I
need to continue to keep makingsure that we're we're seeking I
don't want to say recruiting,but but just trying to discover
or spotlight that next talentopportunity.

Speaker 4 (57:38):
That's right, and Jeff Garza, a good friend, had
him on the podcast always and hementioned something that
resonated, and it was you neverknow who the next rock star is
going to be.
It's hard to judge everythingfrom an interview.

Speaker 2 (57:53):
Like you say you interview them.
You say hey, go interview otherpeople, you know, after 30 days
, after 30 days of them beingwith you.
Yeah, I know.

Speaker 4 (58:00):
But but he he's saying that, no, he doesn't take
everybody, but there is a levelof we got to give them a shot
because they could damn well bethe next rock star that you
didn't know it.
Maybe they don't interview well,or what have you, and they've

(58:25):
got this outstanding work ethicor this stockpile of leads and
referral.
You don't know, and to thoselistening out there, you could
be the next rock star.
I mean, it really is about youractions and what you do in
order to lay the foundation forwhat the future looks like.

Speaker 2 (58:37):
Yeah, for sure, for sure, Absolutely, I agree with
that.

Speaker 4 (58:40):
So back to this business planning we've got,
starting with the income goal.
I always say give me one or twopersonal two.
Business One needs to have adollar amount attached to it.
We do that based on historydata that we have available.
And then you're looking at youroutside forces.
You're looking at the data thatwe have available, Um, and then
you're looking at your outsideforces, You're looking at the

(59:00):
things that you can incorporate.
What are you going to doubledown on that kind of stuff?
And then it kind of goes intothis road of what activities can
I define as needle movingactivities, critical success
factors, money-making moves Um,you can call them whatever you
want to call them, but they'retasks that I need to do.

(59:21):
Needle moving activities,critical success factors, money
making moves you can call themwhatever you want to call them,
but they're tasks that I need todo daily, weekly, multiple
times, et cetera, in order forthis number that I put on the
board to make sense.

Speaker 2 (59:32):
Yeah.

Speaker 4 (59:32):
Right, and that has a lot to do with what you were
talking about in the beginningof reverse engineering when I
was younger and, like I said, Idid not get into business
planning.
until my fourth year in thebusiness it was like, okay, I've
got to do something.
And when I met with my coachshe introduced the focus funnel

(59:55):
and we went through that andthat helped me determine what
things that I do that need to bedone, what can be delegated,
what can be automated, what canbe just eliminated from my
process altogether.
But it was something that camenatural to me because when I was
younger I used I was the guythat when I was young I would

(01:00:17):
take the remote control car andtake it apart.

Speaker 2 (01:00:20):
No, and then?

Speaker 4 (01:00:21):
put it back together.
But I took it apart because Iwanted to see how it worked.
Like how the heck is this thing?
Like really this wire here,connects with it.
Oh, there's the mechanics.
And wait, I can pop that wheeloff and on concept and it's
almost the same thing that youhave to do with your business.
You've got this number on theboard.
That's hopefully 25% more thanthe last year's number.

(01:00:42):
If not, then you've got areason as to why it's not.
But you've got to reverseengineer it.
You've got to back into thatnumber.
How did you get to the previousyear?
If it's your first year, thenby all means I totally get it.

Speaker 2 (01:01:04):
It's tough to create a business plan on hopes and
prayers, yeah, especiallybecause you don't know what your
strengths and weaknesses arejust yet Good point, yeah.

Speaker 4 (01:01:07):
So when doing this, stephanie, what Did you
determine are some tasks thatyou need to do?
We'll call them non-negotiables.
I've got to do these in orderfor me to even get close to my
goal this year is tracking mynumbers.

Speaker 3 (01:01:35):
That is so crucial in my business, like how many
conversations do I have to havein order to meet my goals?
And am I having theseconversations on a daily basis
and literally tracking it daily,and then looking back at the
week like where are my numbersat and how many do I have to
have by the end of the week?
Like, oh, I didn't.
And there's a saying what youerase, you must replace.

(01:01:56):
And so if I didn't hit mynumbers for Monday and Tuesday,
well shit, guess what?
Now you got to do it onWednesday and Thursday and now
you got to double down, liketracking.
It is just, it's so importantin the business.
So I think that would besomething that I would do and
obviously, like the regular, Itreat my business as a eight to
five type of job.
Like I want to be on the clockat 8 am, yeah, and I get to the

(01:02:20):
office like at 737.

Speaker 2 (01:02:22):
Like you hear her and you hear her.
That's awesome yeah.

Speaker 3 (01:02:25):
I'm at the.
I'm at the office super early.
I want to make sure that I'msettled, so I'm hopping on the
calls right at 8 am and I dothat for the hours that I'm in a
prospect and then whatever elseI have coming up next, then I
do that.
But that's a daily activity,that's just.
It's a non-negotiable for me.

Speaker 4 (01:02:41):
So, safe to say, non-negotiables get to the
office on time, no matter whatRight.
And then, within that time thatyou're at the office, what are
some tasks that you do?
Or, aj, what are some tasksthat you coach the agents on to
do to be successful in thisbusiness?
Well, I haven't done it.

Speaker 2 (01:03:01):
I haven't done it recently, so I don't want to say
something I'd be lying about.
But I know what I would do isjust remind them of that
schedule blocking.
Okay.
So like, for instance, arepeople that like to get calls in
the morning?
We have there's about what,maybe five, six of y'all now in
the office early making calls,and so, um it's, it's just
coming down to that scheduleblocking to make sure, like, hey

(01:03:22):
, for the next two hours I'm nottaking any calls, I'm just
making calls.
I'm not responding to emails,I'm, you know, I'm just making
calls, calls, calls, calls.
So that you can get that partout of the way, and then the
rest of your day is follow-ups,emails whatever, putting out
fires, whatever.

Speaker 4 (01:03:34):
And I agree with that .
That is.
That's something that a lot offolks talk about time blocking
but they don't tend to actuallydo it because they haven't
figured out what we're timeblocking for.
I know I've got a time block tomake calls, but when I'm making
those calls, how many calls doI need to make?
And that's kind of what you'retrying to figure out here as you

(01:03:55):
roll into.
This next chapter of yourcareer is tracking those things
and going okay, now that I'vemade 10 calls, my goal was 12,
but I've already got this done.
I've already gotten a hold ofthese, this amount of people.
Well, are you going to sellyourself short?
Are you going to knock thosecalls out so that you can go?
I can truly gauge that this 12amount of calls per day is going

(01:04:19):
to feed me for X amount.
What have you Does?

Speaker 3 (01:04:22):
that make sense Absolutely.

Speaker 4 (01:04:24):
Yeah, yeah.
So the tasks, that and I am afirm believer that, once you
come up with your tasks, yournon-negotiables for the year,
that is what's going to helpallow you to set your calendar.
We were talking aboutscheduling and time blocking and
calendar earlier today and it'slike how can you create the

(01:04:49):
perfect week If you don't knowwhat your perfect week, what you
want it to look like?
Right, but you have to takethose tasks and put them within
your week, that, throwing thebalance out the window, pulling
priorities into the equation andgoing, okay, how much time do I

(01:05:09):
need to spend on this so that Ican still have some bit of a,
an actual life outside?

Speaker 2 (01:05:14):
of this.
Yeah, does that make sense?
Yeah, for sure.
One of the things.
It's been a minute since I'veI've showed it to the agents.
Um, but when I was in production, the thing that, like it was,
it was like my daily Bible man,like it was the greatness
tracker greatness tracker thegreatness tracker was the thing
that kept me on pace everysingle day, to know if I made
enough phone calls, to know if I, if I uh took, got enough leads

(01:05:37):
that day, you know.
So the greatness tracker waskind of what kept me, especially
with my ADHD.
Yes, sir, like that thing waswhat kept me on track, that's
right, so yeah that's right.
Yeah, it's been a minute sinceI pulled that thing up.

Speaker 4 (01:05:51):
And then the.
I think the last piece thatkind of goes along with the um,
the non-negotiables, is creatingsystems.
Once you've got thenon-negotiables, you are now
able to gauge what you need torev up or down or adjust or make
modifications to.
But you don't change thosetasks, you change how you go

(01:06:12):
about it, you change thefrequency in which you do it.
Change how you go about it, youchange the frequency in which
you do it.
But then that allows you to beable to gauge, uh, uh, what this
calendar, what this day lookslike, uh, as a whole in itself
yeah, and then you get todetermine was today a slam dunk
was today was today an l andthat was something with the
greatness tracker that I wouldyou know, there would be my days

(01:06:34):
where I had, you know, zeros.

Speaker 2 (01:06:36):
I had a what do you call it?
A egg, a.

Speaker 4 (01:06:38):
There you go.

Speaker 2 (01:06:39):
I'd have a goose egg and I'm like, ah, all right, but
you know what?
Tomorrow's a new day.
I'm just going to double uptomorrow.
You know it was a motivatingthat little form right there was
.
It did so much magic for me.

Speaker 4 (01:06:50):
Isn't that weird?

Speaker 2 (01:06:51):
It's so weird how just that piece of paper was
able because it's just right infront of you, you see it, you're
tracking it every day and itwas almost like a light bulb for
me, man, when I startedimplementing that form.
I don't know, eight, 12, nine,maybe nine years ago I started
implementing that form To oncethink that I was a one deal a

(01:07:12):
month agent to one deal, a totwo, to where it's like, man,
that greatness tracker sometimeswould have two or three deals a
week on escrow and it's likethat's what took me to that 10
deals a month type of agent.
So that little form can do somuch for your mindset, like it
helps a lot.

Speaker 4 (01:07:28):
And I think the more time that you spend in
developing your business plan,that you spend in developing
your business plan, the more youcan, number one, stand behind
it, but the more it actuallybecomes a promise, a contract, a
commitment to yourself.
Because if you are doing abusiness plan because your coach

(01:07:52):
, mentor, boss said I need youto do a business plan, I can
pretty much guarantee thatyou're not going to take it as
seriously, you're not going totreat it and get the feeling
that you get when you utilize it.
It's going to be a task thatyou just do and that task ends
up rolling into February andMarch and never to be seen again

(01:08:17):
until December rolls around,time to business plan.

Speaker 3 (01:08:22):
That's exactly what happened to me.
Like well, like my brother wasjust like all right, we're doing
a business plan.
I'm just like okay, like itdidn't come.
This is the first year it'scoming for me.

Speaker 4 (01:08:30):
That's awesome.

Speaker 3 (01:08:30):
Like to actually set this plan in motion, like, okay,
this is my business now.
I ventured off by myself, soI'm not I've gotten the business
.
I was with my brother.
He held me, you know, under hiswing, and so this year we went,
we separated, and it's been ahuge eye-opener to me to be at
First Choice for one, likemaking that decision to come
over here and not being with mybrother, and then, like now,

(01:08:52):
taking my business serious andit and I took it's going to take
it to the next level I alreadyknow by having this business
plan set in place.

Speaker 2 (01:09:00):
Yeah, man, you know, one thing that I think helps
with the business planning tooand you you kind of touched on
it as obviously making your twobusiness goals, two personal
goals for the year is the visionboards.
Bro, yes, sir, Like, and, andto double down on the vision
boards like you have one visionboard at your desk and you have
one vision board at home,Absolutely.
And I tell the agents to thisday, my vision board it's not so

(01:09:24):
much, it's more of anaffirmation board that I have in
my restroom, of all places.

Speaker 4 (01:09:29):
But that's where I spend a lot of my time in the
morning getting ready, right,you know.

Speaker 2 (01:09:38):
And so what I love is my affirmation board of every
year.
The agents give me a big oldthank you card with all of them
putting cool little notes on itand happy birthday and this and
that, and it's there everymorning on my on my mirror, and
and to see that as that reminderto get my mind right, or to to
to remind me of why I'm lookingforward to today, or whatever it
may be that gets my mind rightSeeing all those I mean there's

(01:09:59):
a bunch of them on there andit's just it gets me going.

Speaker 4 (01:10:01):
Then and I think that was my energy drink at a
certain point and this isn'teverybody, but like for me,
being ADD, ADHD, I used to dothe vision boards and then it
was like you know what?
I'm just going to makeeverything a vision board.
So as you look around, you'vegot crushing it mindset.
I will not, I refuse to beaverage.
It's just you walk into myoffice, it's the same concept.

(01:10:24):
I'm in the bathroom, I'm comingfor everything that they said I
couldn't have.
With lipstick writing Phonenumber.

Speaker 3 (01:10:34):
That's funny.
I have that same thing tooaround.
It's not a vision board oranything, but I'm very into my
walk with Christ Right, and soin every single bathroom mirror,
everything I have a scripturewritten down, as I can do all
things through Christ, whostrengthens me and my blessings
are on the way.
And so, like I read that thing,that's like the first thing I
see in the morning when I go tothe bathroom, like I see it on a
daily basis, and it justreminds me like I got today

(01:10:55):
because God got to me.
So it gets my mind right everysingle day.

Speaker 4 (01:10:59):
I have Isaiah 41 10 on my arm.

Speaker 3 (01:11:01):
Fear not, for I am with you Same concept right
there yeah.
Getting that mindset right.
It's spending time in scripturejust in general in the mornings
like that, just it helps me getmy day going Like it's just,
it's number one, like I got allmy scripture you know too, yeah,
of course, but I think themessage in this small
conversation that we're havingis find whatever works for you,

(01:11:24):
and if it works for you, who'sto tell you to change it?

Speaker 4 (01:11:28):
Who's to tell you to be anything in regards to it?
It works for you?
Oh well, I listen tomotivational videos every
morning.
Okay, that works for you.
I'm going to go read my Bibleand do my thing, absolutely.
But I think the key is to findsomething that motivates you,
that you can do consistently.

(01:11:48):
That adds to this businessplanning and it becomes a task
that's non-negotiable, becauseI've already gone through it and
I've done it without it andwith it, and I'm a little bit
better with it.

Speaker 3 (01:11:59):
Oh, I love that.
You know, I love that.

Speaker 4 (01:12:02):
Yeah, so, jc, how are we doing on time?

Speaker 1 (01:12:07):
We are 117 and 20 seconds.
I love it.
Okay, it didn't even feel likethat, I know.

Speaker 4 (01:12:22):
It was like you're going to blink and it's going to
be done.
Oh my gosh, like there's stillso much.
I want to say that's awesome.
Well, guys, um, right now whatI want to do is just pop some of
these on the screen for you,because I've got plenty of them,
and I'm going to put them inthe description of the YouTube
version of this Bunch ofdifferent one-page business
plans.
Oh, that's somebody I don'tcare to listen to.
One-page business plan.

(01:12:43):
Here's the one from PBD wherehe talks about your finance,
your family, your health,spiritual personal development
and business.
But find what works for you inregards to a simple business
plan.
Now, mind you, as your businessgets larger and larger and
there becomes more nuances to it, then it will evolve.

(01:13:06):
That's what I'm going to callit evolving.
I'll also put this link in thedescription and this kind of
goes through an outline ofcreating a true business plan
confidential agreement.
Why would you do that?
Because you're giving out yoursecrets to what it takes to
accomplish your goals.
Executive summary businessfocuses.
What is my mission statement?

(01:13:27):
For us, it's more so.
A value proposition, businessdetails, professional support,
personal profile, those types ofthings, your aims and
objectives, market research.
Have you looked at the data?
Let's see here.
Then you've got your swapmessage.
What is your strengths,weaknesses, opportunities and
threats?

(01:13:47):
Notice the threats are there.
What's your marketing plan?
These things you can go downrabbit holes in order to come up
with your business plan, butwhat I recommend is, if you
utilize this first, then graball of the important pieces and
put it on something like this towhere you can actually utilize

(01:14:07):
it every single day.
Hang it somewhere where you cansee, even if it's in the
bathroom, because we know we alldo it at least once a day
hopefully After Thanksgiving.

Speaker 1 (01:14:18):
I was like I'm worried, man, only once I'm
worried I ate too much.
Only once, Three or four timesman, step up your game, guys
Healthy.

Speaker 4 (01:14:28):
So that being the case, guys, I think there was a
lot discussed in this episodehere.
I'll start with you, AJ.
Is there anything that you'dlike to tell the folks out there
that can bring this thing homefor?

Speaker 2 (01:14:45):
you.
Yeah, man, I would say just toreally focus on creating that
business goal and that personalgoal.
And the reason why I had saidyes to the business plan already
is I've always, ever sincedoing business planning, I've
always aimed for completing thebusiness plan by the end of the
third quarter.
I love that, so that you canput them into place in the
fourth quarter and you can startseeing results in January.

(01:15:08):
That's right, you know, and soso I would say you know, granted
, we're already past that, butlet's get it going now, that's
right.
I would say you know, granted,we're already past that, but
let's get it going now, that'sright.
And, more importantly, justfigure out why you're wanting to
achieve this business plan.
Like what?
Yeah, identify what your whyand is your why big enough?

Speaker 4 (01:15:25):
Yes.

Speaker 2 (01:15:25):
Right, because if you don't have that, why identified
which most of us have, a why wejust don't really speak it into
existence, of reality, of like?
Oh, this is why I'm actuallydoing this.

Speaker 4 (01:15:36):
Yeah Well, I love that you say that it makes sure
it's big enough, because goingback to the idea of your goal
should scare the piss out of youa little bit.
Why?

Speaker 2 (01:15:46):
Because of your why you know, get comfortable with
being uncomfortable.
I love that, yeah.

Speaker 4 (01:15:51):
Okay, anything else?
No, that's pretty much it.
Um, stephanie, your first timeon a podcast.
I think you crushed it, ma'am.
Thanks Truly.
Do you have anything to tellour viewers, our listeners out
there?

Speaker 3 (01:16:04):
I just get serious about your business plan.
You know it's so important andyou have to do it.
For you, your why has to be bigenough and really like, get
fired up.
Like it it's exciting.
It's exciting to do this andwatch your goals flourish at the
end of the year and if not,like it's a big slap in the face
like dang, where were you thisyear?
You know what do you need to doto get where you want to be.

(01:16:26):
And also, I've been dying tofreaking say this aj has been
like super phenomenal I'm notkidding.
The day that he um, he came intomy office and me and my partner
, we have a board where we writeall our leads and stuff, and so
I have my my leads of my hotleads and who I need to keep

(01:16:46):
track with and stuff.
And on the side I startedwriting down like where they
came from.
Was it an open house?
Was it a referral?
Was it where it was coming from?
And AJ's looking at this andhe's like dang, this is awesome.
And then he gave me that whole.
You know, I would challenge youto dig deeper.

Speaker 4 (01:17:00):
Yeah.

Speaker 3 (01:17:00):
And I'm not kidding you, I get fired up.
He left the office and I waslike, oh AJ, like you're so
awesome, you didn't even realizehow pumped I get about like
dang, like I need to own in onthese things dang like I need to
own in on these things likewhere is it coming from?
Was it a past client?
Was it a like, a family member,a friend, like all of these?
I was like dude, that is soplayer.

Speaker 2 (01:17:20):
Thank you so much, dude and honestly like that's
the stuff that fuels me.
When I'm able to, like you know, chime in and and give some,
some, some whether it be advice,feedback, whatever it may be
with our producers, like thatthat gets me going, me going,
man, cause it's I'm alwayslooking for and then talk to the
agents about it in the officeis is I try my best to not leave

(01:17:42):
any conversation withoutfeeling like I added some value
in the conversation.
And it's just already programmedin my brain.
You know whether it's apersonal call, whether it's a
business call, whether it's acall from one of the agents.

Speaker 4 (01:17:52):
It's like I'm ending this conversation where I feel
confident that I was able to putsome value into this
conversation, absolutely so thatone day you can look back in a
presentation that was given bysomeone else and go.
I just said that we talkedabout that earlier.
But the idea behind thisbusiness planning, guys, is I'm

(01:18:12):
going to go as far as to say itis essential to the future
growth.
In whatever business aspectyou're taking your career
Whether you are a self-employedcar washer all the way to the
point that you are a topproducing real estate agent in
this great city of San Antonioyou're going to have to have

(01:18:35):
something that has checks andbalances For sure Holding
yourself accountable, makingsure that the goals scare you a
little bit, making sure thatthey're measurable and making
sure that you're doing it forthe right reason.
That why it's super important.
For those of you that heard thisepisode and are still kind of

(01:18:56):
like I don't know about thisbusiness planning thing Um,
every year I do a few classes inJanuary about business planning
and it's called better latethan never, simple business plan
and and every year it's packedhouse.
Um, so be on the lookout forthose invites.
Love to have more.

(01:19:16):
Join those so that we cancontinue to grow that good word
of how we do what we do.
Everybody likes to wonder well,how did you get to where you
are?
I'm like pull up a seat.
It's going to be a while andit's going to hurt.
Guys, I want to thank you bothfor joining this.
I want to thank you for alsobeing transparent, um, with the

(01:19:37):
journeys that you've been on, uh, because it's not easy to to to
lay it out there.
A lot of people, oh, what are?
What are they going to thinkabout me?
Really like this?

Speaker 2 (01:19:46):
Yeah, no, appreciate it, man, thank you.

Speaker 4 (01:19:48):
Let's see here, guys.
Uh, if you are gettingsomething out of this, if you
are hearing something that maybedoesn't make quite good sense,
reach out, uh, put something inthe comments there.
Um, we definitely will.
Uh get back to you on that.
Um, like I said, we'recontinuing to grow, making real
estate and mortgage sexy againsomehow some way um, we're

(01:20:13):
bringing sexy back, amen, amen,um.
So, that being the case, guys,uh, please make sure to like,
subscribe, share with a friend.
Uh, we will continue to provideyou with transparent, uh,
expert feedback and journeys, uhfrom the experts, just like we
had today.
Um, I appreciate you, guys fortuning in until the next one.

(01:20:35):
Catch you later.

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