Imagine thinking you're on the right path in real estate or finance, but ending up blindsided by unseen market shifts or unexpected personal setbacks. In this episode, we're joined by industry visionaries Lulu Bishop, JJ, and Robert Armandade as they uncover the hidden challenges and opportunities awaiting us in 2025. Lulu brings her deep-rooted passion and expertise in custom home building, JJ shares strategies honed from decades in commercial real estate, and Robert offers financial wisdom sparked by personal life events. Together, they dissect the evolving landscape and provide a toolkit for success amid uncertainty.
Listeners will leave equipped with knowledge on adapting to the ever-changing real estate market and the psychological nuances of finance. We tackle the age-old battle between short-term desires and long-term goals, underscoring the necessity of patience and strategic planning. Discover how breaking goals into actionable steps, influenced by resources like the "12 Week Year" book, can transform ambitious dreams into achievable realities. We highlight the importance of setting realistic expectations, along with a focus on mentorship and accountability as cornerstones for personal and professional growth.
Pioneering beyond traditional advice, our guests discuss the subtleties of business ethics, the power of personal productivity, and the art of maintaining focus in a world filled with distractions. Whether you're navigating real estate challenges, setting financial priorities, or seeking inspiration in your career journey, this episode promises a wealth of insights. Embrace the stories and lessons shared by Lulu, JJ, and Robert as you steer your path toward a future of resilience and success.
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Stay Informed, Stay Inspired, and Stay Ahead—Tune In and Take Action!
[00:09:55] – Shifting Your Mindset in a Changing Market
Problem: Agents new to the industry haven't faced a changing market and don't know how to handle it.
Solution: The panel explains the importance of education, understanding absorption rates, and rethinking pricing strategies to navigate shifting markets effectively.
[00:16:25] – Adopting a Long-Term View for Real Estate Success
Problem: Relying solely on short-term goals leads to frustration and shiny-object syndrome.
Solution: JJ and Lulu emphasize creating 5-year (or even 10-year) visions, encouraging agents to look beyond annual goals, focus on long-term strategy, and avoid burnout.
[00:21:50] – Handling Buyer Objections in a High-Rate Environment
Problem: Buyers hesitate due to rising interest rates and affordability fears.
Solution: Lulu demonstrates how to set proper expectations, educate on the trade-offs of price versus rate, and show clients why waiting might be costlier than acting now.
[00:25:30] – Clarity in Communication & Educating Clients
Problem: Clients are often misinformed by social media, TikTok, and well-meaning friends.
Solution: The group discusses asking clients open-ended questions, providing reliable data, and simplifying complex concepts
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anything in any of yourexplanations, articulations,
anything like that.
Tell it like it is okay, youcan cuss on here, just as long
as you use it the right way.
It's always say I'm ready whenyou are JC, kick this some bitch
off all right, this podcast.
Speaker 2 (01:04):
Here we go in three,
two, one.
Speaker 1 (01:08):
And welcome back to
another episode of Key Factors
Podcast Real Estate AF, wherethe AF stands for and finance,
and I'm your host, mark Jones,and we are powered by
ReviewMyMortgagecom, the largestindex of mortgage programs in
the nation.
And on the last discussion wehad, we were talking in depth
about business planning and wetalked a little bit about 2025's
(01:29):
business plan, but today Iwanted to dig and dive deeper
into some expert opinions, plansand what they have going for
2025.
So I brought along somejuggernauts in the industry that
I want to introduce.
So, without further ado, I'mgoing to start with Lulu Bishop.
How are you?
Speaker 3 (01:49):
I'm great.
Speaker 1 (01:50):
Doing well.
Speaker 3 (01:50):
Yes.
Speaker 1 (01:51):
Good.
And then we got JJ.
What's up, jj?
How you doing, brother?
How are you Doing very well.
And, to my direct right, I'vegot Robert Armandade.
Two first-timers, yeah, twofirst timers.
Speaker 2 (02:03):
Now, first time on a
podcast, no, no, but on the best
one, yeah, of course, of course.
Speaker 1 (02:09):
So, guys, at the
beginning of this discussion, I
want to give you a moment tokind of tell us who you are, why
people should listen to thestuff that you're going to be
talking about today.
Who wants to take it first?
Speaker 3 (02:21):
I think ladies first
Ladies first it first.
I think ladies first Ladiesfirst I like it.
Chivalry is not dead.
Yes, so Lulu Bishop, lead agentat the L Bishop Group at Keller
Williams City View.
I have been in the real estateindustry as a realtor for seven
years with City View.
Prior to that, I have 23 yearsof custom new build experience
with homes.
Speaker 1 (02:41):
Okay, and how did?
Speaker 3 (02:41):
you get into the
business build experience with
homes.
Speaker 1 (02:42):
Okay, and how did you
get into the business?
23 years of custom build homesPrior to that, since I was a
child.
Speaker 3 (02:48):
Yeah, and I like this
better, honestly, because when
you build a custom home, you canbe with someone, one family,
from anywhere, six months to ayear, yeah, which is great.
They were all lovely families,but this I can help so many more
people.
Speaker 1 (03:03):
Absolutely.
Speaker 3 (03:04):
And if you don't like
the person, it's only maybe two
months tops.
Speaker 1 (03:08):
That's so true.
That is so true, JJ.
How about you, man?
Speaker 2 (03:12):
20 years and four
months in real estate.
I do commercial real estateprimarily and I'm a business
coach with Success Magazine atSuccess, based on bidders in
1604.
And so I'm really excited totalk about 2025, getting ready.
Speaker 1 (03:25):
I'm really excited to
talk about 2025, getting ready.
I'm excited to hear what yougot to say, robert.
How's it going?
Speaker 4 (03:27):
brother.
Yeah, so I'm Robert Adamandades.
I'm a financial advisor andfounder of Presidio Wealth,
which is my own financialadvisory firm.
Speaker 3 (03:35):
I've been in the
finance game.
Speaker 4 (03:37):
I know right Been in
the finance game going on nine
years now.
Okay.
Speaker 2 (03:43):
I met Rob at a
networking networking event.
He was probably his first orsecond networking event yeah,
really I'm 30.
Speaker 4 (03:48):
He probably met jj at
22, 23, more, more, yeah, yeah
I still went behind.
Speaker 1 (03:53):
Yeah, I'm telling you
, man gun slinger, telling you
man so how did you get into thatindustry?
Speaker 4 (03:58):
um dude.
Speaker 1 (04:00):
The short story, long
story I give me a medium story,
because for me I was at Chase.
I did the whole refer to yourFA.
We had to be licensed.
Speaker 4 (04:10):
That makes sense.
Speaker 1 (04:11):
They called you
somewhat of a financial advisor,
but you really didn't know shit.
Speaker 4 (04:15):
No.
So to me it was more ofcuriosity.
So I graduated college in Mayof 16.
And October of 15, mygrandmother suddenly passed,
very unexpected and that was mymom, because I grew up with just
me and my dad.
So my grandmother passedOctober of 15.
(04:35):
And then going into theholidays of Thanksgiving and
Christmas of 15, just wasn't thesame anymore.
Yeah, and that last semester ofschool I started asking my dad a
lot of questions and I think itonly happens to your family,
but it happens to all families,now that I've been doing this
(04:55):
for like nine years.
And so I asked my dad a bunchof questions about, like, what
happened here, what happenedthere.
And my dad was like, hey, wedidn't have anything like lined
up, we didn't talk to anybody,et cetera, et cetera.
And so I actually talked to mycollege advisor my last semester
and she asked me how we were.
She was really cool, we werereally close, I was very
vulnerable with her, and so sheasked me how the holidays were.
(05:16):
I told her the truth and I waslike, hey, by the way, like my
family's going through this, etcetera, et cetera.
What do you, what do you thinkshe?
And she said maybe, maybe, uh,y'all probably need to talk to a
financial advisor and I waslike I think that's the thing
and.
I was already studyinginternational business and
finance.
I just really didn't know whatI want to do.
I just know I don't likeworking for people.
The only person who can tell mewhat to do is my dad, and so I
(05:38):
um so yeah, it just kind of justhappened.
Speaker 1 (05:40):
Okay, okay, so pretty
successful in the industry if
he's working with JJ, I wouldimagine For sure.
So, guys, we want to open thissucker up.
We know that for the masses,the industry of real estate, for
the finance side of things,it's been lucrative, I would
imagine.
For us not so much on a largerfront, individ, individually.
(06:05):
I've talked to people that havehad their best year this year,
Um, and it had a lot to do withtheir um needle moving
activities, what they didconsistently over and over their
plan, their idea of let me lookinto the future and see what my
future, uh, is going to looklike Now.
Let me figure out how I makethat happen, putting the steps
(06:26):
together, et cetera.
But when we talk about businessplanning, it has a lot to do
with looking back on what youdid or did not do the year
before, right?
That being the case, justopening it up broadly.
Speaker 2 (06:43):
I want Luda to start
because she's really humble with
her explaining who she is.
She's had growth year over yearfor almost a decade straight.
I've seen her expand from asingle agent to a husband and
wife team to.
Speaker 3 (07:00):
I fixed that.
Speaker 2 (07:01):
That's a source.
Yeah, that one's fixed.
And then she has these twoawesome girls that are on her
team right now.
She runs lean, she runs mean.
She's growth year over year.
She's probably the mostreferred agent on Facebook that
I've ever seen in my life.
So I am, she is.
Speaker 1 (07:18):
I love it.
She's being humble.
Matter of fact, jackie Silva,my operations manager, mentioned
that I know her.
Speaker 3 (07:25):
Oh, you do, okay,
very good, she went to high
school with your my ex-husband.
Speaker 1 (07:27):
There you go, shout
out.
Speaker 3 (07:29):
Hey, jackie, there
you go.
Speaker 1 (07:32):
So go for it, take it
away so.
Speaker 3 (07:35):
I San Antonio
Business Journal, by the way,
number three in the city lastyear and number two with NAREP
in the city this year, number 67, narep nationwide.
Speaker 1 (07:47):
Boom.
Just putting it out there Too,away from greatness.
Yeah, let's go.
Speaker 3 (07:52):
I'm happy with that,
especially after the last year
that has been full of transitionfor me.
Yeah, I do prioritize runningleanly.
So I have an admin, I have ashowing agent and I do Every
single day.
You have got to set up yourroutine for success.
You've got to move that needle.
Yeah, our job is legion, that'sall it is yeah, that and
(08:15):
facilitating and helping people.
If you do those two things, Ithink it almost in any industry,
it's going to take care ofitself and I love that you said
that, because it almost takesall the nuances that everybody
is causing themselves to.
Speaker 2 (08:30):
Shiny objects, all of
the things, and simplifies it
down to two simple things.
Speaker 1 (08:35):
Now, obviously
there's plenty of things that
spider web off of that, but inits simplistic state I love it
Absolutely.
Speaker 3 (08:43):
Go ahead.
Well, it's simple, but it's notalways easy, and you can do it,
whether you have a large budget.
I personally don't buy leads.
I don't do any of that.
I never have.
I focus more on relationships,whether it's agent to agent,
nationwide, which I am one ofthe top realtors that does that,
which is very easy, though, inour city, because we are a
(09:03):
military city.
Speaker 1 (09:04):
Absolutely.
Speaker 3 (09:04):
So that is something
that anyone can focus on.
Whatever you can do to growyour business, whether it's
going to conferences, you havegot to, especially in the
current state of our industry.
Within our lawsuit, we have gotto stay educated.
If we are at all confused, canyou imagine what the public is?
Speaker 4 (09:24):
Yeah, a thousand
percent.
Speaker 3 (09:25):
And then we're also
evolving on how we handle it,
because it's something that isnot static, it is changing.
So we have to adjust our forms,we have to adjust our
conversations, we have to adjustour scripts, which is all.
The scripts are ourconversations.
Speaker 2 (09:40):
And mindset.
Speaker 3 (09:41):
Yes, and we have to
be prepared, and it doesn't
matter who's in the presidency,it doesn't matter who's in, none
of that matters.
You've got to be able to runyour business, no matter what.
Yeah, and you've got to find away to do that, and you have to
pivot, which I think issomething that's been overused
since COVID yeah.
But truly you have to think onyour feet.
But that's also what makes ourindustry, I think, exciting.
Speaker 1 (10:03):
Yeah, it's not boring
.
Yeah, I have to agree with that.
I couldn't see myself.
I'll be honest, I couldn't seemyself as a financial advisor.
Speaker 4 (10:10):
No no.
Speaker 1 (10:11):
Simply because it is
dealing with the same concept
over and over.
Now, mind you, do you guys haveissues that arise?
Do you have fires that come up?
Maybe, maybe not.
I think there's a lot of firesin our industry.
There's strategy.
Speaker 2 (10:26):
They're very
strategy-based, absolutely, and
it's cool.
But just to piggyback on whatLou said, I think that there's
this pent-up demand and thereason why there's market is
weird.
Or I did this class calledShift Happens, because shift
does happen.
Right, it's my fifth shiftbecause my dad was a broker for
30 years and so I felt savingsand loans 2001.
(10:46):
I was in 2008.
But Lulu's right, what I thinkhas happened is, if you look at
the numbers in San Antonio Boardof Realtors, 86% of all
realtors got their license after2013.
So they've only seen this right.
Speaker 1 (11:00):
That's right,
including myself on the lending
side, there's nothing wrong withit I see all of these realtors
go through there totally I knoweven the brokers and and all the
you know people that havebrokerages.
Speaker 2 (11:13):
They've all been in
this right, yeah.
So just talking about a marketright with rob.
So if you don't even know totalk like this, like you know,
you don't know how to do a priceamendment, you don't know how
to like, you don't know whatabsorption rate is, because
there hasn't been any absorptionrate.
All you're doing is like let methrow you in the house as fast
as humanly possible, and here'sthe dialogue to do that.
So the only reason that ourmarket is shifty is because we
(11:38):
don't.
You know, these old look at thebarbara these old guys like me
aren't Trying to look like youat your age.
Yeah, whatever aren't out therehaving the conversations that
Lulu does.
And Lulu does because sheeducates herself at a national
level and she knows what to sayto clients.
But if there were buyers agentsshowing buyers agents
absorption rates and saying like, hey, let's strategize off of
(12:01):
Because San Antonio is so big,here's the problem.
San Antonio is so big, we havesub-markets instead of huge
markets.
I have to agree.
People are going to USA andthey're water cooler talk and
they're grabbing coffee andthey're you know what, like this
dude, jj can't sell my house.
I'm about to fire him.
They're going to be like, well,lulu sold my house in three
days.
And they're going to be like,well, jj, sucks, you're in.
Like this subdivision inConverse that, for whatever
(12:24):
reason, has a 17-monthabsorption rate.
In addition to foundation issuesand everything else that could
come along with the territory,and then Lulu just happened
because she's awesome priced ahouse right and she sold a house
in Terrell Hills in three days.
Those are two different markets, completely rates and talking
(12:47):
about how strategy differsbetween zero to three, which is
a seller's market which is, bythe way, all we've known since
2016 to four to six, which is aneven market, and that's where
us real estate agents lookcompletely useless, because the
sellers go damn, dude, you givethe house away, and the buyer's
like bro, you didn't give meanything right.
That's the four to six.
Speaker 1 (13:00):
There was a couple of
things that you mentioned there
that.
I want to just first see ifthere's any discrepancies here,
because historically, once wehit about six months worth of
inventory, that's considered aseller's market, buyer's market,
buyer's market right.
Speaker 2 (13:16):
So essentially, but
it's only in some sub markets
here in San Antonio, so we'reputting a blanket.
We have blanket dialogue allover the city.
Let me finish.
Yeah, you're good my bad.
Speaker 1 (13:25):
That being said, I
feel as though this could be the
very first time that we get toabout six months and it's still
not really a buyer's market.
Speaker 2 (13:35):
It is in a lot of
ways, and let me tell you why.
Because of what I'm saying,because these agents aren't.
They're allowing their sellersto overprice themselves, because
they only know to do that.
They used to just be like theynever got good at market
analysis.
They never got good atabsorption rates.
They never got good at settingexpectation up front.
If I go to a listingpresentation, I'm like dude,
there's a nine-month absorptionrate.
(13:55):
That's longer than most of myrelationships.
Speaker 1 (14:00):
It's true, and now I
say this quite often on this,
but real quick, then why would Itake a six month listing?
Speaker 2 (14:06):
Yeah, do you see?
Speaker 1 (14:06):
what I'm saying
Absolutely.
Speaker 2 (14:07):
And so what happens
is this new agent does it.
They crap the bed.
I take their photos and then Ido it right, and that's what's
happening in the market is just.
Unlike Lulu, which is a queenof everything, there's a lot of
agents that don't know whatthey're saying to their clients.
They're not setting expectationup front, so everyone's being
like dude.
Why are some houses selling atthree days and some are selling
after 19 months?
(14:29):
And it's, like she said,scripts and dialogues.
Speaker 1 (14:31):
Well, you said it
without actually saying it in
that monologue that you just had.
The idea behind what has takenplace since 2013, we'll call it.
It's been up every all the wayup and the newer to the business
, and we can even not even after2020.
Yeah, you never really neededto or had the opportunity to
(14:54):
establish the basics you neverhad to work on your game, that's
right.
Speaker 2 (14:58):
You'd have to work on
scripts and dialogues and neuro
linguistics and programming.
Talking to people if they likelike.
I felt unneeded.
I felt like Robert Ori, becauseyou notice that Robert Ori
didn't do crap during the seasonand then right around the
playoffs, they start to dust hisass off.
Remember that it's true.
I felt like Robert Ori because Iwas like dude, like being a
coach, like no one needed meright, like if you were like
(15:21):
halfway decent, pretty or talland had a super key.
Like I was like dale gasbecause you're doing whatever he
couldn't even do movies.
And I'm like Robert Oren on thesidelines like damn, they don't
need me anymore.
They just don't need me anymore.
And then now it's a playoffsbaby, so dust me off because I'm
back.
Speaker 1 (15:36):
No, and that makes
sense.
It makes good sense idea behindthis market shift and what
we're seeing, in my opinion, iscausing a lot of realtors to not
only get out of the businessbut the ones that are staying in
the business.
Yeah, and we all agree, we allagree on that that's great but
the idea behind this businessplanning for 2025.
(15:58):
It's tough to gauge what youdid last year.
If we're going into a marketyou've never experienced.
I think it goes further thanthat.
Speaker 2 (16:09):
And to be honest with
you, bro, I think that, um,
don't lie to me.
I don't like one year plans,cause when your plans are like
you know, like she was justsaying, it's such a volatile
industry and you have to Bob andweave so quickly, and if you
only plan till december 31st of2025, that's where people get
(16:30):
derailed with shiny objects.
If you can actually see thevision of 2030, sure, hopefully,
because that's tough that isvery, very and I just send you
what my vision is for 2035.
Like a 10-year goal is so much.
That's where you can keep theeye on the prize.
That's where you're like youknow you're, you're marching
towards, you know this, thislike like if you're going to
(16:52):
battle Greece, you're, you'relooking at the Parthenon, like
you're going that way and it'syou know you can't go on the
side roads, you know, I feellike you're like, hey, I'm just
going to go to that little flagright there.
Well then, you get distracted,bro.
Speaker 1 (17:06):
It's almost the idea
of you can't go down the side
roads but there's a mountain.
Guess what we got to startdigging today?
Speaker 2 (17:11):
Yeah, you have to To
get there by this amount of time
, so I think people getdistracted.
Sorry.
Speaker 3 (17:15):
Yeah, no, I'm sorry,
but here's the thing, though
this is a normal market.
Speaker 2 (17:24):
Absolutely.
Speaker 1 (17:24):
I wasn't in it.
That was terrifying.
I was noticing a change, nomatter what.
Speaker 2 (17:27):
Remember they just
turned it off, so I've actually
noticed in the finance game.
Speaker 4 (17:31):
it's all perspective,
Right?
So like one thing, I always I'ma big quote guy.
Speaker 3 (17:36):
So I'll be throwing
it, because that's just how I
learn.
Speaker 4 (17:38):
I'm like a one line
learner.
I think the past couple ofyears, I think people, like I've
noticed, people have just beenso spoiled that when things
correct themselves and go theway they should, be, they think
things are going bad and I'mlike this is actually like
interest rates, for example.
I'm like did have you askedyour parents how their first
(17:58):
house?
Speaker 1 (17:59):
in the first response
, exactly.
The first response you'll getis what and well, the the houses
were $25,000.
Speaker 4 (18:05):
Yeah, the houses were
cheaper, but a lot of it too.
Speaker 2 (18:08):
So was the income
yeah.
Speaker 4 (18:10):
Right.
So it's all perspective right.
That's one thing I've noticed.
Now I know, like on the financegame, it's funny because my
favorite part of my career isthe psychology of it.
I love that.
I love that Like my favorite.
My favorite thing to do is meetwith the client and truly try
to get into their shoes and intotheir head and understand where
they're coming from, becausemoney is all psychological.
(18:30):
That's true, it's allpsychological and I've my mentor
always said when you look atmoney as numbers, you have a
plan.
When you look at, when you lookat numbers as money, you become
greedy Right.
So to me it's, it's, it's justabout truly understanding the
perspective of where someone'scoming from.
And I work hard to do that.
I try to.
I really work hard to try tounderstand perspective and
(18:51):
perception and where people arecoming from.
Speaker 1 (18:53):
But going I mean, if
that is something that you do
focus on, that's something thatmany aren't able to, in my
opinion, because they're socaught up in the right now.
Speaker 4 (19:04):
So also well, so my
business is Presidio wealth.
So Presidio is where I'm from.
I'm from a very small town inWest Texas, and the reason I
call it Presidio wealth.
Speaker 1 (19:14):
Oh, it's like the
apartments over there, yeah,
yeah.
So if you go, if you go, if yougo to like the big bin, I can
tell you some stories like andI've been told that before.
Speaker 4 (19:22):
If you go down to the
big bin in West Texas, you're
going to see these little bittytowns everywhere.
I'm from one of those littlebitty towns.
But the thing about where I'mfrom is you got to treat
everybody with respect,understand their perspective.
Why?
Because you're definitely goingto see them at the supermarket,
you're definitely going to seethem at church, you're going to
go to school with them, etcetera, et cetera.
You can't avoid them becausethe city is not.
(19:46):
I mean, it's like 6,000 peoplewhen I left there.
So because of that, I reallytake the time to simplify
everything and understand whereyou're coming from.
Yes, that's just, but that'sjust how I am.
Speaker 1 (19:54):
Well, I think most of
us here have so much and I'm
going out on a ledge Most of ushere have so much going on that
we can't overcomplicate thingsCorrect.
We don't have time'tovercomplicate things Correct.
Speaker 4 (20:05):
We don't have time.
Speaker 1 (20:06):
We don't have time to
overcomplicate Matter of fact,
we were listening to.
What the hell's his name?
What did that inspirational TomFerry Tom.
Speaker 2 (20:14):
Ferry, he was eating
you up.
Speaker 1 (20:16):
dog Dude he was, he
was.
Literally and I appreciated itbecause that's something that I
needed at that time.
But there was one thing that hesaid that I 100% relate with
making decisions there aredecision-making, questions,
problems, issues that, yeah, youmay need to think about them,
but 99% of them make a decision.
(20:38):
Move on.
Speaker 3 (20:42):
Lulu, what do you
tell buyers that are on the
fence?
You can't have it both ways,because, no, seriously, you have
to.
So this is the thing, though Ikind of thrive on difficult
conversations okay, and I lookat it as my job is to simplify
things as much as possible, andI've had buyers tell me well,
this house is overpriced, I'mgonna wait for the rates to go
down.
Okay, but understand, when therates go down, prices are going
(21:03):
to go up.
Speaker 1 (21:04):
You can't ever have
it both ways, you can't.
You can't have your cake andeat it too, and that in itself
is something that we hear sooften.
But yet we're also doing ourbest to educate, repeat that
concept, because it is, it istrue, like the water in the
ocean is blue, but right now,though, it's an excellent time
to buy a house and I know I dosound really salesy which I'm
not but it is because pricing isnegotiable.
Speaker 3 (21:26):
We have the most
leverage we've had in a long
time.
It is very much a buyer'smarket.
People make an issue out of therates because they're not used
to paying 10, 11, 13% like inthe past, but rates are not
permanent.
Speaker 1 (21:41):
You can refinance.
In addition, I'll piggyback onwhat you're saying.
It's misperception.
Speaker 4 (21:46):
Well, we call it in
the finance game, we call it
trade-offs.
So there's a funny saying inSpanish I'm going to say it in
English it's you can't ask for aride and want to drive, and
we've noticed that a lot ofpeople Say it in Spanish.
No, puedes pedir a ride andwant to drive and I honestly
(22:06):
always say that in meetingsbecause everybody wants, I want
my money to grow.
I'm like, yeah, but it's risk.
Well, I don't want to take risk.
Speaker 3 (22:12):
I'm like, no, it
doesn't mean the right to get it
.
You know what I mean.
Speaker 4 (22:15):
And that's how it is
in the real estate game.
It's I want this this.
Speaker 2 (22:23):
I say what's good for
the goose is good for the
gander, right, Because whateveryou're going to make up from
this list price, I'm going to gofind it to you over there.
I said what's good for thegoose is good for the gander.
The only one that gets screwedis the sitting duck, Because
that's the one that's justwatching both sides on the side.
Speaker 1 (22:36):
Now let me ask each
of you this that Do you believe
that it is a generational thingthat we need to get over, and
the only way to get over it isto continue to educate, educate?
Or is it something that isinjected by the media, it's
media?
Speaker 4 (22:53):
I think it's
important to understand where,
like I said earlier, it'sunderstanding the perspective.
When someone explains to metheir opinion or their idea of
something, I never argue againstit or agree with it.
I the first thing I do is I tryto understand where'd you get
it?
Where did you get?
Yeah, I mean I I used to getlike not anymore as much, but
(23:15):
like two tiktok videos a day rob.
What do you think about?
Speaker 2 (23:17):
this I'm like that's
a millionaire problem and you're
a thousandaire right.
So it's like, yeah, you're sobut, but I try to, I try to
understand, like, where'd you?
Speaker 4 (23:25):
where'd you learn
this right and and and when you
my my mentor asked questions.
Ask questions, that's good.
The most questions I ask, Irealize they're like well, I
don't know why I listen to it.
I'm like I don't know why youlisten to it either right, but
jj said it best a shiny objectsyndrome, huge like like,
especially now with crypto andreal estate and investing and
tell me what you told me aboutxrp uh the hype you sell the
(23:51):
news.
Speaker 2 (23:51):
Oh so like with
stocks, I mean I mean most
people.
Speaker 4 (23:54):
What is it?
You buy the rumor, sell thenews.
Speaker 1 (23:56):
I think with, with,
because and and just to kind of
layman terms it down for ouraudience here, the the stock
market, and you heard the audioa little while ago when I said
it's a Fugazi.
The idea is it?
Is somewhat fake, simply onspeculation it's consumer
(24:19):
confidence.
Or lack thereof.
Speaker 4 (24:22):
It's simply supplying
demand.
It really is.
Speaker 1 (24:26):
Applying that to real
estate.
Go for it.
Speaker 2 (24:30):
In stocks you say
you've got to buy the rumor and
sell the news.
Right, but in crypto it's theother way around.
Speaker 4 (24:35):
Exactly, which is
interesting right.
Speaker 1 (24:38):
I sold all my Bitcoin
.
I'm so pissed off.
Speaker 4 (24:47):
You and everyone else
, right, but again going going
back to it, like from from covetto now, man, like every, every
I want to say six months, buthonestly it's every three months
.
It's rob.
What do you think about this?
I'm like something else, bro,like yeah, like something.
Like you haven't stuck to theplan.
Like if you would have stuck tothe plan I gave you five years
ago, yeah, and not switched itup, right, but everyone.
Speaker 2 (25:04):
Goes back to my goal
setting right.
Yeah, it's five years, not oneyear, so like what Lulu said.
Speaker 4 (25:10):
I absolutely loved
because I always say that, by
the way it's, we got to move theneedle, we got to move the
needle.
What are we doing today to movethe needle?
And that great quote of you.
Know, we, we overestimate whatwe can do in a year, but we
underestimate what we can do in10, and that's what everybody's?
Speaker 1 (25:26):
doing.
Speaker 4 (25:26):
They're super
overestimating what they can do
in a year.
And it's frustrating becauseI'm like dude, if you just would
have stuck to the plan two, two, three years ago that we
implemented, you would have beenfine.
But no, this tiktok video saidthis, my compa said this, my tío
told me this, my friend told methis.
The compas are always wrong andit's and and it is.
But what's hard too is I'm nottrying to disrespect anybody- no
(25:46):
, not at all, right at all.
And that's why I truly, I reallytry to work hard, because
money's up there with religionand politics right it's very
delicate, very sensitive to talkabout, and I'm in the type of
career where I'm like hey, mark,how much is your house?
Speaker 1 (25:57):
know, I will disagree
with you on that, simply
because religion and politics,those are things that hey man,
that feelings get involved andall these other things, Money is
very logical.
Speaker 2 (26:12):
It should be.
Speaker 4 (26:12):
It should be To very
emotional creatures.
Good point.
Speaker 1 (26:15):
Good point.
And how do we get them toremove their emotion from just
that piece of the equation?
Speaker 4 (26:21):
And that's my job.
Speaker 3 (26:23):
That's what gets
tough how you doing these days.
It gets tough to do sometimes.
I bet it does.
Speaker 4 (26:27):
But I like it.
Like I said, the psychology tome is the best part, because I
do.
I like understanding and I'vetold some clients hey, right now
you don't need me, you need togo talk to JJ, like for what you
want and for what you'relooking for and for your 10-year
plan.
This is the guy that's going toget you there.
Same Right.
And if you need an opinion or aprofessional opinion about a
managed account or a brokerageaccount or whatever, call me.
Speaker 1 (26:50):
I'll be more than
happy to help.
Well, I'm glad I got you onthis show, because I've got a
bone to pick.
Uh-oh the idea behind having afinancial advisor, and this has
nothing to do with what we'retalking about, but give it to me
I've had many clients, closefriends, matter of fact that
when it's time to purchase ahome, they talk crap, they go.
I'm going to talk to myfinancial advisor first and I go
.
The fuck.
Does your financial advisorknow about real estate?
Speaker 4 (27:12):
right.
Well, most of them, most ofthem most of them dog the game.
Most of them dog the game, butwhy is that?
I will never dog the game.
Speaker 2 (27:19):
It's because they
want, want their money to be
placed where they feel thattheir money should be placed.
Speaker 1 (27:24):
Because they make
their money on how much is
managed in a recurrent situation.
Speaker 2 (27:28):
That and also they're
masters of that game, right?
So if I was an armchairfinancial advisor to my client
and they're like I'm going toput some money in with Rob or
get an income producing propertywith Lulu, I'd be like which
one of those assets do you havecomplete control of?
But that's our perspective.
(27:48):
Let's even go more basic thanthat.
Speaker 1 (27:50):
I'm buying my first
primary residence.
And I've got $200,000 sittingin a managed account.
I'd like to put 20% down so Idon't pay mortgage insurance.
My payment can be within mybudget, et cetera, et cetera.
Fa goes, I don't know.
Let's look at some otheroptions.
Do you see what I'm saying?
(28:11):
And it's like what the hell?
Speaker 4 (28:12):
So going back to the
psychology and the perspective
of the human being, right To me,I was talking to this with a
buddy at the office.
I love when my clients becomemy friends.
I love it mainly it's probablybecause of where I'm from.
Sure he thought it was crazy,but to me it's because I'm not
in the transactional game.
I don't think anybody likeanybody in real estate is well
(28:33):
depending on how you do it.
But I know my relationship withyou has to last decades, yeah,
in order for me to be a goodadvisor.
Speaker 3 (28:40):
So if I in in in San
Antonio and in San Antonio.
Speaker 4 (28:46):
Here's.
Here's one thing I've noticedabout San Antonio.
I'm also like I've.
The thing that helped me isbeing fluent in Spanish.
But one thing I've noticedabout San Antonio is, if you
have a good reputation or badreputation, it's going to spread
really quickly, very quickly.
So to me, my reputation is moreimportant than my checking
account Way more importantBecause I know for a fact if my
reputation is good, my checkingaccount will always be taken
(29:07):
care of.
Will it be bigger than thatfinancial advisor?
Probably not, but here's thething I don't care.
I'm very confident with who Iam.
Speaker 1 (29:14):
Well, and again
you're talking about the long
game.
Speaker 4 (29:22):
Correct game, correct
?
So to me, compare right now toyour long game, correct?
So some going on on thatsituation, if somebody does have
200k in an account and I'm likehey, you know what if you do
etc, etc, etc and this is goingto lower your mortgage payment
by 500 a month.
This is just an example.
Do it and invite me to thebarbecue on a sunday and then
take that extra 500.
Yeah, let's let's figure out aplan with that, because I want
you to sleep at night saying youknow what Mark, my real estate
(29:44):
agent, and Rob, my advisor.
They got my best interest athand.
I was like bro, just invite meto the barbecue.
That's right, Right.
Speaker 1 (29:50):
I used to do the same
thing.
As a matter of fact, I wouldtell them I'll bring the keg.
Speaker 2 (29:54):
Correct so we're not
sponsored, we're not turning
this camera around, but it's,but it's, it's you're.
Speaker 4 (30:02):
You're a hundred
percent right though.
But again, there's always,there's always going to be, you
know, that rotten person in anyindustry.
Speaker 1 (30:09):
And in their eyes
they don't see it as rotten,
they see it as that's my job andit's like are you really being
an investment advisor?
But?
Speaker 4 (30:19):
my dad is my
conscience.
Like my dad, I've never heardone bad thing about my dad,
other than he works too hard andanytime.
Speaker 1 (30:30):
I've never heard that
to be a bad thing, I know.
Speaker 4 (30:32):
And that's like my
stepmom now.
She's like why are you up atsix in the morning?
Speaker 1 (30:38):
Is your dad a
business owner?
Speaker 4 (30:40):
He's a cattle farmer
in Mexico.
Speaker 1 (30:42):
So he worked for
frito-lay.
Speaker 4 (30:43):
He's about to retire
and now he's his second, third
career.
Whatever you want, sure is nowcattle in mexico, but my dad's a
go go like yeah, I don't.
I don't think the sunrise hasever beat my dad.
That's um, but my dad is myconscience.
Like because I know my dad isalways about do the right thing
and say what you're going to do.
And if you're going to be thereat six, like even right now, I
feel bad.
I thought I was early, I showedup late, but to me, just
(31:06):
because I have that conscience,I know I'm not going to do the
wrong thing.
Like I'm going to make sureMark's taken care of.
Speaker 3 (31:11):
Yeah.
Speaker 1 (31:14):
And hey, if you need
me in the future that and he can
still whoop your ass.
Totally Probably could Lulu.
Speaker 2 (31:20):
how have you
maintained national reputations
with so many different agentsacross the United States?
Speaker 3 (31:27):
It goes back to
relationships.
I mean, it's just relationships.
Just like you can have arelationship with your friends,
you can have a relationship withyour neighbor, you can have a
relationship with anyone.
It's just a relationship.
Speaker 2 (31:37):
They're truly my
friends, you have so many,
though.
Speaker 3 (31:43):
I'm a likable person,
but no, that's what we do.
We mastermind.
You always have to providevalue and I do that, for I do
that in every aspect of my life,because that's part of moving
the needle.
Like, how can I do better todaythan I did yesterday?
No matter what it is.
Can I get more steps?
Can I spend more time with mykids?
Can I be nicer to you, know myneighbor, whatever it is?
(32:03):
Honestly, how can I do better?
But it goes back to beinginformed, staying up to date on
everything that's going on inour crazy industry.
Speaker 1 (32:14):
Pause there.
Have you guys noticed that therealtors out there that are
listening to the TikToks, thatare falling into the NAR
settlement scare stuff are notdoing their research, are not
engulfing themselves with theeducation that they should know
(32:37):
in order to be the bestrepresentative, the best
fiduciary for their customer.
Speaker 4 (32:42):
You know why?
Because it takes time and mostpeople don't want to think and
read and you know it's easier.
Speaker 2 (32:50):
It's much.
Let me listen to this.
I think it's, I think it'sleadership.
Speaker 3 (32:51):
Like you, know, I was
with kw kw for 17 and a half
years and you know they.
Speaker 2 (32:54):
They were a training
company that happens to do real
estate right.
So so lulu's in that game, Iwas in that game forever.
You just be the same way, likeyou know nothing against the mom
and pops and all that, but it'sa lot of stuff to do.
Sure, you have to like trainpeople.
You have to, like you know,make sure you, you and your
brokerage, doesn't get sued.
Do you have the capacity tolike sit everyone down?
Didn't you guys get like youguys sold out like uh, an amc
(33:17):
theater and say yo, this, what'sup.
Speaker 1 (33:21):
Because they believe
that it's important.
Speaker 2 (33:23):
It is important if
they believe it or not, I
couldn't imagine being on my ownright now.
Speaker 3 (33:27):
I really couldn't
without the support and the
training.
And all that because Iregularly go ask questions.
No one knows everything.
Speaker 4 (33:33):
And we run across
stuff every single day.
Speaker 3 (33:35):
But it goes back to.
I think part of what's mostimportant is setting your like
the TikTok people and all that.
Speaker 2 (33:42):
Stop think part of
what's most important is setting
your like the tiktok people andall that.
Stop making it about you.
It's not about you elaborate.
Speaker 3 (33:47):
I talked to a seller
this morning.
Well, I've actually beentalking to them all weekend.
He and his wife bought aproperty um they're getting
divorced.
They bought a property a fewmonths ago.
He wants to sell it because hedoesn't want to stay in the
house.
I have been doing my damnedestto convince him to refinance.
Would I like to have thelisting Sure, but it's not in
his best interest.
(34:07):
I told him refinance, run itout, get roommates.
You're a dude, do something.
Wait a year or two, then we cansell, that's right.
But don't do this.
Speaker 1 (34:17):
Take a moment, allow
yourself to take it in, be
logical, come up with that planversus just straight up losing
your ass.
Speaker 3 (34:24):
It's not in your best
interest.
It really isn't.
So it's not about me and youhave to look at every single
situation because it doesn'thave anything to do with you.
Your job is to facilitate andsometimes it's your job to help
them see the light and what'sactually best for them, because
it is emotional, it is scary andyou know you want to make a
decision to end the pain,whatever that pain is.
Speaker 1 (34:47):
Correct and over the
last several years we'll call it
from 2020 till now I'vewitnessed, experienced many
transactional real estate agents, lenders, that they're flying
by the seat of their pants rightnow.
Speaker 2 (35:01):
Ooh, I told this to
Lulu early in her game.
I don't know if you rememberthis, but when Lulu started she
was a new home sales queenbecause she came from that.
Remember you came from that andI said be careful, girl,
because, unlike the last fouryears, the years here are real
stats.
It takes you seven years tobreak even on a new home because
you're competing against thebuilder in his second third or
fourth phase, and so, if youwant to, again going back to
(35:22):
more than a year to plan andwe'll get to there whenever if
you're planning for a longevitygame, if you're planning for
2030 or 2035, do you want a andyou're trying to build a
business around a databasethat'll feed you and have repeat
business.
Then you hold a scary kidbecause they're not going to be
able to call you until yeareight, nine or 10.
So you've pretty much decidedto grab some money now.
(35:45):
Yep, right, because it was easy.
Speaker 3 (35:48):
Low hanging fruit.
Speaker 4 (35:49):
That's the trade-off.
Speaker 2 (35:50):
And the sales rep
helped you close, and all that
Because a lot of the newbies dothat.
They just go and take them,drop them off.
Speaker 1 (35:59):
I so again when you
plan more than one year in
advance, and if and when they do, are you going to be able to do
the right thing?
Will?
Speaker 2 (36:07):
you still be in the
game is the question Will you
still be in the game or am Igoing to pick them up because I
am longevity and you are like.
I want to book now.
Speaker 3 (36:14):
But that's going to
be a difficult conversation
because you're still competingagainst the builder, you're
still competing against thebuilder, can you say that one
more time?
Speaker 1 (36:21):
I feel like it's like
this untold secret that when
realtors send their borrowers toa new construction home, this
is what they want, the lowerpayment, et cetera, et cetera.
Maybe, but did you talk to themabout what we're talking about
here?
Speaker 2 (36:35):
I do.
Speaker 1 (36:35):
Yeah, the good ones,
the experts, they do why?
Because they don't want thatcall in two years, I tell them.
Speaker 2 (36:41):
you better get
comfortable.
Like if you're military, you'regoing to want to get home and
that's it.
I was like because I can't doanything for you when you call
me in four years and you PCS aGermany out and be like ugh.
So I tell them, like you betterlove this neighborhood.
You better love how old areyour kids here?
For at least seven years beforeyou can call me and say, hey,
bro, I need to move.
Unless it's a strategy like Robwould have with someone and say
(37:04):
, like unless we're going torent this one out and then we're
in a balance.
But then you got to make moreincome and you have to like and
how much income are you going tomake more in five years?
Speaker 1 (37:10):
And that's when truly
creating that five-year plan is
super important.
Speaker 2 (37:14):
Way more important
than the business planning for
next year.
Speaker 3 (37:24):
Yes, sir, way more
important.
It's five or 10 years from nowis where you should be thinking
yeah, lulu go ahead and continue.
Sorry, I deal with people movingfrom all over the country and
all over the world.
You know, ramstein, yes,military, and so I always and
you have to be very, verycareful in what you say and you
know you can word it certainways and you can be funny, and I
always tell people you know,cause they'll send me a really
renovated house which isbeautiful in a not-so-great part
of town, and I have to tellthem I can't talk about three
(37:45):
things.
No, demographics.
But I will tell you thatgenerally you can talk about
crime, the better Right, no, no,they won't let you do that.
You have to research.
Speaker 2 (37:54):
You can say you
should research that on your own
.
You should research it.
Speaker 1 (37:57):
Really, you search it
, you can Google that Wow.
Speaker 2 (38:00):
I'm commercial, we're
all Democrats.
Speaker 3 (38:03):
So I always tell them
the sketchier the neighborhood,
the better the tacos.
So we'll just start.
They'll ask.
They'll start asking me.
They will ask me how good arethe tacos?
And I will tell them the tacosare excellent.
Speaker 2 (38:16):
The salsa is off the
chain.
Speaker 1 (38:19):
When did real estate
go low?
Why is that?
Is that?
Speaker 3 (38:21):
discrimination no, is
that discrimination Fair?
Speaker 2 (38:23):
housing.
Housing and urban developmentsays that we can't steer them.
Speaker 1 (38:27):
But you okay?
Crime rates school districts.
Speaker 2 (38:31):
They got to look that
up on their own.
Speaker 3 (38:32):
You can be the source
of the source, but you cannot
be the source.
Yeah.
Speaker 2 (38:35):
Okay, that's new.
I have a thing where I was likehere, here's some things that
you should know.
If they're looking in Bernie orAlamo Heights or wherever the
talkers are good, I still havethe thing where I'm like look
during your option period,instead of just worrying about
an inspection, I tell them to gostay there on a Friday night to
see how the neighbors are,cause you're going to see them
come out Absolutely.
(38:59):
And there's always an option,say like how many kids per
classroom, how many?
You know all this, all thisstuff about school district also
, primary also.
Uh, this one hurts, but I still.
You know the one, that websitethat shows like um, yeah, I.
Speaker 1 (39:13):
I was like look it
all up because I'll have to
maybe mute that part I think I'mlearning, I'm learning this new
out, yeah, yeah.
Speaker 3 (39:19):
So I ask them if
their kids know how to fight.
Speaker 2 (39:22):
Are they currently in
karate?
Speaker 3 (39:23):
jiu-jitsu, that's
awesome.
Speaker 4 (39:27):
Lulu's crazy, You're
crazy girl.
I didn't know that.
Speaker 1 (39:32):
I've been in this
game for a little while now.
Speaker 4 (39:35):
That's awesome,
though, because people will fall
in love with the house, but notthink of all that.
Speaker 3 (39:41):
I do video tours
because they're not in town when
they look at the houses.
I get lots of great.
Speaker 1 (39:46):
Look at this.
Look at this.
Do you hear that in thebackground she's waiting for the
rat-a-tat-a?
Why is there?
Speaker 4 (39:51):
fireworks in
September.
Why are you wearing abulletproof vest?
Yeah, so no, I get greatfeedback because, I do try to
make it fun.
Speaker 1 (39:59):
JCQ.
This is for the Rasa.
That's hilarious so okay, let'sswitch some gears.
You guys, I would imagine, havealready created your 2025
business plan.
Jj, I know you've created allthe way to 2030.
(40:19):
Love it 35.
Speaker 3 (40:21):
I got the text.
Speaker 2 (40:22):
I got it too.
Speaker 1 (40:23):
I got it too, all my
real ones.
You pissed off Ronnie, by theway.
Speaker 2 (40:28):
I know my bad, ronnie
, that was a lot of people to go
through, mind you what is yourprocess?
Speaker 1 (40:36):
And I'm going to talk
to you each about this, because
I think not everyone does itthe same way.
We've all got the processesthat we go through.
Myself, I am nerded out braindump onto a X, not Excel.
Uh, what do they call it?
A whiteboard that they have,and then I bring it all together
into a simple business plan.
Speaker 2 (40:57):
Right.
Speaker 1 (40:58):
And that's the thing
that I look at every day.
But for each person, eachindividual, you guys have
different goals, you've gotdifferent motives, you've got
different perspectives, and Iwant to know how you've been
able to have consistent growthyear after year by having your
business plan, your stufftogether, so to speak.
Speaker 3 (41:19):
You want to start?
Yeah, I live by my calendar, ifit's not on my calendar?
It doesn't exist.
Speaker 2 (41:23):
Okay.
Speaker 3 (41:23):
And that's one aspect
of it.
Speaker 2 (41:25):
She'll ignore your
answer.
It's seven straight weeks.
I promise you it's happened.
Speaker 3 (41:28):
Yeah, no, Seriously,
anything important to me.
I put it in my calendar andthen you have to do the one
thing.
I mean, I was in one of hisclasses.
Speaker 1 (41:38):
Same Matter of fact,
that's the first time I saw JJ
years ago and I was like who isthis guy?
Wow, I've read this book, butnot like that.
Yeah, no, and.
Speaker 3 (41:47):
I've had
conversations with him where
it's like I got to go, I got togo to closing.
He's like have you done yourlead gen?
Well, I'm going to after theclosing, Do your?
Lead gen and you're not strongso you have to do everything and
I have to chunk it up.
I have add same here.
Speaker 2 (42:02):
I want to talk about
that.
I'm on adderall, becauseeveryone that talks, everyone,
everyone that talks everyonesays they have adhd or add I'm
like so there's lulu and shekills you yeah, I have to do.
Speaker 3 (42:12):
I.
I do thrive off um my routine.
I have to do stuff and I'm a.
One of my favorite books is andI went blank naturally Rich Dad
, Poor Dad.
No, no, no, the Habit Atomic.
Speaker 4 (42:25):
Habits Atomic Habits,
atomic Habits.
Speaker 3 (42:28):
Freaking love Atomic
Habits.
Yeah, sensational and so youhave it stacked, and so I have
walking pads at the office and Ihave walking pads at the home
office.
That's how I get my steps in.
That's how I get my steps in.
I join challenge.
I have to do stuff that makesme accountable to someone else.
Have to, because I will letmyself down every day and I
don't mind doing that.
But I will not make an ass outof myself and let someone else
down.
(42:48):
So I have to put my stuff outthere so that people will hold
me accountable and they don'teven literally have to, because
my conscience as a woman and asan individual, my pride, my ego,
I will not let myself let themdown.
Speaker 1 (43:03):
So I get the stuff
that I need to Now.
That being said, does your egoever get in the way of what
you're talking about here?
Speaker 3 (43:10):
No, no, because for
me— she's competitive dude.
Yeah, no, I really seriously—.
Speaker 2 (43:15):
I don't want to go up
against her.
Speaker 3 (43:16):
But it goes back to I
want to do right by the person,
no matter what it is.
Speaker 4 (43:21):
Right.
Speaker 3 (43:21):
And if that means
that I'm not going to get the
sale or it's not in their bestinterest, because I am in it for
the long, long game, I wantthem to.
Whether they never buy anotherhouse or have anything to do
with real estate.
I want them to send everyonethat they know to me?
Speaker 1 (43:36):
or was it something
in particular Because that is an
echoed concept, logic, traitthat everybody that's been in
this studio has talked aboutwhich is I want to do the best
for my client.
I want to do the best for them,whether that is me making money
now, later in the future, etcetera, but I'm going to give
(43:57):
them the real shit.
I'm not going to sugarcoat it.
I'm going to set expectations,I'm going to be true to them,
but I'm not looking for thatnext buck.
Was there something that wasdeveloped in that?
Or it was day one?
You know what I'm going to setout to do this and this is how
I'm going to do it.
(44:17):
Or was it something that wasacquired after having something
happen, that bitch in the butt?
Speaker 3 (44:22):
No, not, not really.
For me it's just kind of been away of life.
I mean, I feel like you have to.
Whatever you do, I believe inkarma, good and bad, and so
whatever you put out in theworld is going to come back to
you, and so I just want goodstuff to come back to me, and so
the more stuff that I put outthere, that's good, it's going
to come back to me, and so themore stuff that I put out there,
that's good, it's going to comeback.
(44:43):
And San Antonio is the biggestlittle town you'll ever be in.
Everyone knows everyone andeveryone talks about everyone.
And, just like the realtors,when I teach negotiation classes
, I always make it a point totell the newbies like we're
working with them.
We all have the same goal.
That's right.
We're not.
You're not going to scorebrownie points or do right by
anyone by exerting what youthink is your perspective only
(45:07):
and I could use choice words,but I'm not.
But my point being People winif the house gets transferred.
That's the only thing.
What can we do to make thathappen?
They want to sell.
My people want to buy, whateverthe situation.
So you have to do the rightthing and hopefully you'll be
working with that agent again.
That's right.
And the ones that don't do thatdon't last very long.
Speaker 1 (45:28):
Right, well, giving
the folks another side of the
token, another perspective.
I myself, same thing do thebest for the client, whether
that's money now, later, whathave you.
But for me it took one time andit did not feel good telling
someone they were qualified,getting a couple of days before
closing and couldn't happen.
(45:49):
And I never wanted to feel thatagain.
For myself, for them, foreverybody involved.
This was 2012.
Man, I swore to myself I'mgoing to be honest.
If you don't qualify now, I'llbe the guy that tells you, but
I'll also tell you what you cando to qualify.
I'm not going to hold youaccountable to it because it's
not my house that you're buying.
By all means.
There's other people that I gotto do the same with.
(46:11):
But that feeling right there, Inever want to feel that again
and if that's what it takes, byall means learn from your
mistakes.
I mean, there are landmines allthroughout this industry.
You step on one and you blowyour leg off.
Hey, you still got one more,but remember.
Speaker 4 (46:27):
But you're always
going to look down and see the
missing one.
Speaker 1 (46:29):
I like that, yes, go
ahead Continue.
Speaker 3 (46:32):
No for sure.
So it's just one of thosethings where you've got to do
the stuff that moves the needle.
You've got to do the stuff thatmoves the needle You've got to
do right by the client.
You have to focus on thoserelationships because they're
going to pay you back regardless.
Speaker 2 (46:43):
I have a realtor in
town who had challenging clients
she reached out to me becausewe knew each other and she's
like, can I refer them to you Intown, In town.
Speaker 3 (46:55):
Wow.
Speaker 2 (46:56):
That's gangster.
Speaker 3 (46:57):
I'm taking care of
them and actually not only am I
selling their house, they'realso buying and I'm giving her
referral fees off that.
And I called her up and I toldher I wouldn't have had those
clients if it wasn't for her.
But the thing is, I have enoughintegrity.
Where would she have found out?
Maybe, maybe not, because itwas a challenging relationship,
so they'll probably never talkto each other and could have
(47:17):
gotten away with it.
Sure, I don't want to live thatway.
Yeah never talked to each otherand could have gotten away with
it.
Sure, I don't want to live thatway.
I want to sleep at night and Iwant to know that her trust in
me was well-placed, and sothat's.
That's.
My whole thing is I want peopleto trust me.
I want to do the very best thatI can.
I mean, am I perfect?
No, but have I had to apologize?
Sure, do.
I get busy, and you know, someclients require a lot more
(47:41):
hand-holding than others ordragging or yeah, literally, and
I don't always have thebandwidth to do that, and I
apologize and I do better and wework through it, but I mean
it's.
It's a relationship in everysense of the word and you said
it earlier you're human.
Speaker 2 (47:56):
Yeah, that's true,
but human, yeah, because.
Speaker 3 (48:00):
I compartmentalize
and I have no feelings.
Speaker 1 (48:03):
So one last question
before we move on to JJ, unless,
robert, you want to kick it in,because he'll take the whole
damn rest of the time.
Speaker 2 (48:09):
I'll do it.
Speaker 1 (48:10):
You go next so one
last question is when you're
goal planning, it's actually atwo-parter.
Do you do annual or do you doit extended like JJ and the
second part is do you write themdown somewhere other than the
calendar?
Speaker 3 (48:30):
Yes, yes, so we do
vision boards and I incorporated
bingo cards.
Okay, I like the bingo cardsbecause, again, I have ADD and
it just it's another aspect.
My whole thing in life is howcan I improve, how can I push
the boundaries?
Everything is a muscle.
I'm actually super introverted.
Speaker 1 (48:42):
Same.
Speaker 3 (48:42):
So it took me weeks
when I hired a full-time admin
in person.
It took me weeks to adjust andemotionally be able to handle it
.
And you know, move, go on instride.
Speaker 1 (48:53):
But you ask others
out there and they're like oh,
super extrovert butterfly.
Oh, no, no, we play the part,but damn it, get me out of this
room now.
And it's draining, yeah, no.
Speaker 3 (49:03):
So every year and
every time I do anything, I try
to push the envelope just alittle bit.
So I do that.
I don't ever plan past a year,simply because of my ADD,
because I do compartmentalize.
Speaker 2 (49:14):
What's the bingo card
though?
Speaker 3 (49:15):
The bingo card is
like, for example, certain trips
certain vehicles.
Yeah, no, it's not El Valentino.
Speaker 2 (49:22):
Borracho.
Speaker 3 (49:24):
No, no, no.
Speaker 2 (49:26):
Real bingo, okay,
real bingo.
So you have to line them up.
Speaker 3 (49:28):
Yeah, you do it on
Canva.
Okay, yeah, you can put liketrips certain cars all that kind
of stuff, whatever it's yourvision board but in a bingo card
form.
So it adds just another littleexciting layer, but in a bingo
card form.
Speaker 1 (49:40):
so it adds just
another little exciting layer.
See, I think that's what.
That's cool.
One of the I don't know thingsthat is highly overlooked in us
ADD folks is we make everythingfun and interesting.
Speaker 4 (49:50):
You have to, you have
to, you have to.
Speaker 1 (49:52):
Have to.
Speaker 3 (49:54):
Yeah, okay.
And it comes back to mecompeting too, like how else can
I challenge myself?
Speaker 1 (49:59):
I like that.
Speaker 3 (50:00):
It keeps me
interested.
Like how else can I challengemyself?
I like that it keeps meinterested.
I've got to have a carrotdangling in front of me.
If I don't whether it's anaward, whether it's competition,
whatever it is if I don't haveit, I lose interest really
easily, absolutely.
So that's and you know words ofaffirmation and all that.
So that's like right up myalley.
So if I can actually get onemore thing done and challenge
(50:23):
myself and make myself just alittle bit more uncomfortable.
I'm going to do it, and so I dothose things, but I can't ever
plan past a year, because thatfreaks.
I don't ever think in thoseterms.
I should, but I don't.
Speaker 1 (50:32):
I don't think there's
anything wrong with it.
I mean, personally, I can'teither.
First ADD.
I don't know what it is.
I have a vision of what I wantthe future to look like.
Each year I get closer andcloser to that vision.
Speaker 3 (50:45):
I see beaches,
tropical drinks.
I see that.
I see trees of green, red rosestoo.
Speaker 1 (50:51):
So, robert, how about
you brother being in the
financial world?
You guys are heavily into moreof a quarterly checkup with your
customers and whatnot.
I would imagine yes.
Speaker 4 (51:04):
So I know, depending
on who they are, but I had a
fantastic mentor.
So shout out to Jason I had afantastic mentor when I first
came in that's one thing I'mvery blessed to say.
And he always said it'sperfectly fine to have an
unrealistic goal, but you haveto pay attention and follow the
realistic plan it takes to getthere.
He would always hound on that.
(51:25):
Don't say I'm going to makehalf a mil this year if you've
never even made 50.
Does that mean you're not goingto make half a mil?
No, but learn how to make 50first and then go to 100, and et
cetera, et cetera.
So my, I mean, are y'allfamiliar with the 12 week, the
12 week year?
Speaker 3 (51:42):
book, yeah, so that's
my cut.
Speaker 4 (51:44):
Like you said,
quarterly I do have the year
right, but it's more.
My year is more missions andthe details are in the quarter
Right.
So, like I accomplishedeverything I wanted to do in
2024 and get married on top ofthat.
So to me, thank you.
So, like, 2024 is one of thoseyears that, like I know, it's
going to go down in the books,but now I have to do better than
(52:07):
that.
So, for me, I really look atwhat I have.
So I actually have twodifferent types of plans.
I have my business plan, whichis the numbers how much do I
need to make, how much assets doI got to bring over, what
certain clients I'm going to tryto talk to, what type of net
worth I'm going to try to attack.
And then I have a marketingplan, which is how am I going to
(52:28):
do it?
Sure, sure.
So to me, I look at those two,but I also look at what have I
done this year that complementedmy plan from 2023, right,
because obviously I'm gettingbetter and better and better.
In my plan from 2023, right,because obviously I'm getting
better and better and better.
So, so I really pay attentionto what do I want to do in the
month, the quarter, the sixmonth, and then in the year?
(52:52):
Okay, and to me, like Lulu said, I compartmentalize everything
because I, I, I, I know I'mself-diagnosed, like, like
attention disorder, but I knowwhen I'm like, okay, I need to
do this today, then I'm going toaccomplish that.
But when I look at the year, Ido.
I do have a plan for the yearand I have a five-year plan.
That's the most I go out.
I do have a five-year plan, butto me it's really hard to look
at it, cause then I get anxious.
Speaker 1 (53:12):
Is that more like uh
within five years?
I want to tackle this whaletype concept.
Speaker 4 (53:17):
It's not so much a
whale, it's where do I want to
be?
Because to me it's not so muchabout oh, I want to get this
huge client and that's the endof that.
It's like no, is and I.
That's why I called my, my, myadvisory presidio wealth,
because it's a mission.
I want this business to be allabout trust, loyalty, integrity
and like I want, I, I, I want tobuild this into a huge advisory
(53:40):
firm that I can look back andbe like man, I.
I remember the little steps toget here To me.
The money and all that is cool,don't get me wrong, but I'm not
one like, I'm not a car guy.
Sure, I don't have like thevision board of like a car.
I don't have a vision board ofa home.
Speaker 3 (53:55):
Honestly, that's okay
.
Speaker 4 (53:58):
I have a vision board
of a conglomerate that I'm
building.
But I have to pay attention tothe days Like in Spanish, vista
larga, pasos cortos, like longvision, but small steps.
That's just how I am.
But, yeah, I do.
I really mark down, I workbackwards and that's how we do
it in the finance game.
I say this is how much I got tomake.
This is how much assets I gotto bring.
(54:18):
This is how much I got to makethis, how much assets I got to
bring.
This, how much I got to do in.
This is how much I got to do inthat boom, boom, boom, boom
movement.
And I break it down to the dayRight, and to me it's.
My mentor always used to say ifyou look at it over the year,
you're going to get anxious andand overstimulated.
Speaker 1 (54:38):
But if you look at it
in the day, it's like, oh, as
little as every five-minuteincrements.
Speaker 4 (54:43):
Oh, yeah, A thousand
percent yeah to me.
Speaker 1 (54:45):
There is no extreme.
Speaker 4 (54:47):
I have a to-do list
from 2.30 to 4 today and it's
just a list of things that Ineed to knock out in an hour and
a half, like that's on mycalendar today.
But I yeah, it's pretty simplyput I don't I have unrealistic
goals, goals, but I know I haveto follow the realistic plan.
Right, it's like to lose weight.
You got to do it a pound a day,yeah, right, and that's just
that's how I look at it.
But also, one of my favoritebooks is the slight edge, and
(55:09):
the slight edge is just aboutyou know, you, you do just this
literally a day win, one winright, just one win or one
percent a day, like and and tome that's all I care about.
Like if, if I learn something aday or talk to a new person or
you know, jj refer to me someoneor something like just those
little wins.
Speaker 1 (55:27):
I'm able to look back
365 days and I'm like man, a
lot happened and I'm glad yousaid that, because I think in
today's generation the littlewins adding up to the full year
of this big accomplishment isdissipating and disappearing
because of this TikTok age whereinstant gratification is
(55:49):
trumping the idea that I ran alittle bit further today.
Yeah, yeah, yeah, but youdidn't finish.
Speaker 2 (55:57):
No, showed up to the
gym as a win, dude Right.
Just showed up to the gym as awin, dude Right.
Speaker 1 (56:00):
Just showed up, so
those things are being
overlooked, and I can imaginethe same thing is happening with
realtors, lenders, businessowners et cetera, one advice I
got is you got to figure outyour definition of success.
Speaker 4 (56:11):
Perfect, there is no
definition.
Like, my definition of successis satisfaction within myself.
And when I accomplish littlegoals, like, I love that feeling
.
I love that feeling.
I love that feeling of of likemy next goal is my, my cfp, and
that's like I'm going to finish2025 with like the highest you
know designation you can have.
(56:31):
Like that already is set instone.
But to me, I don't care ifanybody knows it or not.
It's me like I did that, or Iclose this deal, or I I got this
financial plan in place and weset up this entire plan.
Like, to me, I don't care, whoknows, maybe it's just like you
know, I'm just very confident inwho I am.
But to me, the satisfaction ofputting something on paper and
(56:52):
like looking back and saying Iwanted to make this much, and
then I add the numbers and I'm athousand dollars more than that
, I'm like dang, I'm gonna gograb a drink and I, I'll go by
myself.
That's fine, but I love thatfeeling of just looking at it.
Speaker 2 (57:03):
So, that being said,
that's alcoholism.
Speaker 1 (57:08):
That's his daily.
Speaker 4 (57:09):
Yeah, I know, right
Another 500, check it's his own
definition of success.
Yeah, no, and it's.
I mean it can be anything Likeeven me and my wife will go get
tacos we're a big taco truckcouple, right but little things
like that, like just sittingdown and talking to Jackie who's
my wife, and just being likedang, like I did it, it got
signed today, we knocked it outLike that feeling to me is just
(57:32):
it's silencing that little kidfrom Presidio who had all these
doubts, right.
But I don't care, I don't haveto post it.
I don't have to post it, Idon't have to do anything.
Sometimes I don't even tell mydad anymore, it's just for me to
sit down in like my office,stare out the window and be like
, hey, they got done.
Speaker 1 (57:47):
Let's move on to the
next thing.
So you having said that,there's one piece of this
equation that many would agreewith, I want to know your
thoughts on it the idea behindgoals and writing them down and
having them visible.
Then there's another piece,that's accountability.
Sharing it with others.
Speaker 2 (58:07):
So the numbers are if
you write it down and you look
at it periodically, it's 36.6%chance that it'll accomplish.
But if you have someone holdyou accountable, it's like 76.6%
.
I think that's what I'm gettingto.
Speaker 4 (58:17):
I think, to put it
even in you know, more intense,
you got to tell somebody you donot want to let down.
Okay, it's got to be some liketo me.
It's my dad, it's my wife, it'sone of my buddies from the
office who, like my buddy, DavidNader, who's like a brother to
me, he is, he is my friend thatbulletproofs everything, and I
(58:39):
love him for it because he's oneof those friends where he's not
going to BS you, he's going totell you the truth and that's my
accountability.
Like, hey, I have to do thisthis month.
He goes all right, let's goknock it out and then I'll call
him.
You know, let's say January 1st.
He's like so, robert, what'snew, what's what, what happened?
(59:06):
And and I do the same with him.
But to me, people like I think,if you tell you know your boss
or whoever's in charge of youroffice or whatever, that's cool,
but it has to be somebody.
You have to come home.
And and I got that because a, amentor of mine said he did that
to his kids where basically hesaid, hey, let's just say it's
january, right, he goes hey, injune we're going to disneyland
or disney world, I have no ideahow we're gonna get there.
But yeah, that's, that's right,but that you just promised this
six year old that they're goingto.
Disney world, and it is up toyou to get them there in June.
Speaker 1 (59:26):
Yeah.
Speaker 4 (59:26):
Right.
So, like that type ofaccountability to me is like
pressure is a privilege, rightso that type of massive pressure
like when, you know, when I hadmy wedding, we got married uh,
I had a deadline, I had to makesure it was taken care of, right
.
So like my, my wife she owns aboutique.
(59:47):
Like I got to make sure that'staken care of and she's okay,
she has accountability to me too, sure, right.
So it's like it's vice versa, Ithink.
I think writing it down iscrucial because it's a contract
to somebody you love.
That's tough, right so.
Speaker 1 (01:00:03):
I mean it should hurt
If you let them down.
Speaker 4 (01:00:07):
I think it's kind of
like what you said, stepping on
a landmine, right?
Like I think you've got to havethat.
Like the feelings is what youremember, right?
So I remember letting my daddown.
I remember telling my wife Iwas going to, you know, achieve
a certain thing, and it didn'thappen.
And and even though she lovesme and she's like babe, it's
okay to me, I'm like damn, butthe contract to myself and us
didn't get fulfilled and like,as as as a man and a man that
(01:00:30):
was raised by my dad, that'stough to look at.
So to me, yeah, you have towrite it down.
I mean, during during the timesof my planning for next year,
which I'm actually about tostart, my windows all over my
office are written all over.
Speaker 1 (01:00:46):
I love that Because I
have to see it.
Speaker 4 (01:00:48):
It looks like a lab,
just all the equations and
everything I have in there whatI have to do.
Speaker 1 (01:00:52):
But yeah, same
concept with me, but the board.
Speaker 4 (01:00:55):
Yeah, just the
craziness of it all.
And to me I love it becauseyou're breaking down're breaking
down the complexity of yourtype of success in a way that
you can understand.
Yeah, and that's, and that's,that's.
That's realistic, right, Likelike to me, I get it.
Everybody has big dreams, butthe reason you don't fulfill it
is because you don't know whatyou have to realistically do to
get there.
Speaker 1 (01:01:16):
Well, I also think
that you set these big goals
year after year and you don'thit them.
And it's OK, it's OK.
Speaker 4 (01:01:24):
Does that make sense,
but you're a lot further than
where you started.
Speaker 1 (01:01:27):
I'm kind of talking
about it in a different aspect.
Here is these folks that go.
I'm going to go from 100 to500,000 this year and you didn't
hit it.
Oh, that's OK.
Speaker 4 (01:01:38):
Yeah.
Speaker 1 (01:01:38):
So next year they're
going to do it again 500,000.
Oh, that's okay, yeah so nextyear they're gonna do it again
500 000 they didn't hit it.
Speaker 3 (01:01:47):
That's okay.
Is it okay if you?
Speaker 2 (01:01:47):
set your goal that
high with unrealistic psychology
that's their financialthermostat.
Speaker 1 (01:01:50):
They have inner work
they need to do.
Speaker 3 (01:01:52):
Another huge
motivator is having to make
payroll okay I take it veryseriously.
Speaker 4 (01:01:56):
That's the next thing
.
Having an assistant, that'sterrifying.
That's right.
Speaker 3 (01:02:00):
People depend on me
for their livelihood, their
homes, their vehicles, theirfood, their families, everything
that's a huge motivator thatgets my ass out of bed every
single day, exactly Like thatperson eating is depending on
you.
That's right, that's motivatingyou can't take a day off.
Speaker 2 (01:02:17):
But I'm different
than Rob because obviously I
throw it out there.
And I throw it out therebecause my peers are now looking
at me and now I know whenthey're looking at me I know I
can't fail, right.
So I do tell everyone.
But I have to be heldaccountable.
I've had a coach All eyes on me, all eyes on me, so I have to
have a coach that holds meaccountable every single week.
And those are toughconversations and I'm good with
that.
Back to Lulu having ADD likethis is crazy because first of
(01:02:42):
all ADD, everyone thinks all ofus have it, or self-diagnosed,
whatever it's it's from apsychologist.
Speaker 1 (01:02:48):
Yeah, me too.
Speaker 3 (01:02:49):
I needed the
medication, so like I'm not
medicated, but I amself-diagnosed.
Speaker 2 (01:02:53):
No, you definitely
are.
Speaker 1 (01:02:55):
And before it was the
medication it was pot.
Speaker 2 (01:03:02):
I'll be honest yeah,
it helped me, I bet yeah, no,
but lulu, being such a badassand and having that, it's is
what I tell all my coachingclients, because I think a lot
of, by the way, real estateattracts that personality
profile correct yeah and so.
But think about how we evolvedlike we, we weren't cavemen like
, just like, meditating in acave and doing like 10
hieroglyphics a day and then,you know, doing yoga, like we
were running away from, liketigers and bears and stuff.
So, so like we are and we,because of that, we want our, we
(01:03:22):
want, like our attention to befocused on something quick.
The shiny objects are the.
The smaller the shiny object,the shinier they are.
Because you know how, how doesLulu like not stay super focused
on on these goals?
Is because she, she like, looksover these little shiny objects
all the time.
Because your brain wants to win,just like we're talking about
wins, in order for me to callthis dude that that has a
(01:03:43):
warehouse on 410 that needs tohave a bpo, that's going to take
me five hours to maybe sell itby april, right?
Or I can just get on oninstagram and see whatever meme
you know someone sent me.
That's immediate gratification,correct, and the fact that
she's able to run over that andbe like nah, like, like I'm
going to let, I'm going to sayno to so many things to be laser
(01:04:04):
focused to these crazy goalsand killing all these teams that
are way small in her is atestament that that you crutch
that some people look at is nota crutch.
She's just learned how to dealwith it in a really like organic
and persistent way.
Speaker 1 (01:04:20):
I've got an episode
with Ken Perry, and I don't know
if you've ever heard of KenPerry, but he owns the knowledge
coop.
Um incredible gentlemen, healso has a DD ADHD.
The episode is called a DD orADHD.
It's our superpower.
Incredible discussion.
You should take a listen.
Speaker 3 (01:04:37):
Yeah, I definitely
will, cause I, when you talked
about overstimulation, that's,that's literally me in a
nutshell yeah, I get so easilyover stimulated and then you get
, and then you get paralysis byanalysis.
You end up not doing anythingand then you're a perfectionist
on top of it, and so then youfeel, if you can't do it
perfectly, you're going to putit off which it can it's, it's a
cycle.
It's exactly correct, yeah no,you're good.
Speaker 2 (01:04:56):
Um, so why I've
always done five years this is
the first year I've done 10, isbecause, for whatever reason,
that helps me more about thebe-do-have part about all this
that we haven't really touchedon is that in order for us to be
that person, we have to go doit and have it.
Our brains talk the other way.
But when you start askingyourself questions this is from
my coaches where will you be in2030?
(01:05:17):
So, are you living in SanAntonio?
Are you living somewhere else?
What will you be doing?
What is your daily activities?
Right, because they have, likeLulu, your, your activities
changed from five years ago.
Right, and it changed from fiveyears before that.
So here's the problem that Ihave with real estate agents in
general is that if we worked forUSA, we would have to kiss some
girl or dude's ass to make themlike us and perform, so that
(01:05:40):
they could hopefully like, seeus and then recognize us enough
to go jump the corporate ladder.
And get that end of year bonusor whatever.
We own our own business and wecan have whatever job
description and role that wewant, but yet I still see people
that have been in the game for12 years doing the same thing
year in, year out, and then theywonder why they burn out.
Yeah, just create your own job.
(01:06:02):
You own the company.
Create your own, replaceyourself and create your own job
.
That's right, and people don'tdo that well, I was.
Speaker 4 (01:06:08):
I just I took a
workshop where they say uh,
different isn't always better,but better is always different,
right?
and so and so, like jj said, yousee people doing the exact same
thing, wondering why they'vemade you.
You know they kept up withinflation.
That's the only pay raisethey've given themselves.
But because you have to dosomething different, you just
have to.
(01:06:28):
You have to look and, lulu, yousaid something earlier that I
love.
That I try to preach when Imentor somebody is you have to
do like you have to have amaster's degree in yourself,
right?
So you look at yourself.
You're like can I be a betterthis?
Can I be a better that?
Can I be better at this?
I need to calm down on thatLike I think you have to do that
.
Speaker 1 (01:06:48):
Well, and that's a
part of the EQ and developing
yourself being honest withyourself, being able to
empathize with yourself in manycases and finding out what kind
of motivators you are.
Speaker 2 (01:06:59):
Not all of us are
money motivated.
Speaker 3 (01:07:01):
I'm not.
Speaker 2 (01:07:02):
I thought I was.
Bobby is thank God because Iget to hitch my hook on him, but
if it wasn't for Bobby, I'd beone of those.
He doesn't do a lot, but hedoesn't not do a lot, so knowing
that about yourself is superimportant.
Speaker 3 (01:07:14):
But your own
definition of success, your own
definition of success.
Speaker 2 (01:07:18):
And it's allowed to
mold and change.
But looking at five years, like, who will you be with, how are
your relationships, who arethose relationships with?
This is the one that blew mymind is like what will you care
about then that you don't careabout now?
Yeah, that's the one that waslike what would I care about in
five years that I don't careabout now.
And also like, who will you behanging out with that you're not
(01:07:38):
hanging out with now?
These eyes are projectors.
We can be.
We can have a really reallytough, you know, like like
journey.
Yeah, we can have a reallyreally fun journey, but we
decide that we really do.
Speaker 1 (01:07:59):
Absolutely, and your
actions?
Speaker 2 (01:08:01):
kind of no, because
perspective, perspective is
reality, information is neutral.
We give it positive or negativeenergy, so we give it positive
energy, then then that that thatinformation becomes a thought
again, positive or negative,right which creates an action
again, positive or negativeright which creates a result
again which is positive,negative, which is new
information, because it has nomeaning until we give
(01:08:24):
it, we give it power, we give itpower, and it's neutral or or
negative, and until you can lookfar enough in the future to be
like, well, the character thatthat I projected five years from
now is not going to go downthat hard road.
Right, and sometimes it isbecause you've gone down that
road before and learned from itMaybe, but we all know the
(01:08:45):
people that like just fall assbackwards into opportunities and
you're like, dude, how did thathappen?
It's because it's that'sperception and reality.
So what I do is I look at five,10 years from now and I know
who that person is and theending of that's that road until
then.
And then I break it all the waydown to like, okay, all right,
if I was going to build a house,then in, let's say, five years,
(01:09:06):
then by three years from now Iwould have to have, you know,
just, this is BS, but likeframing and and and foundation,
and so in two years I would haveto have foundation and then
then this year I should beleveling out the, the, the
ground.
And then I just work on habits,because I think we're three to
five habits away from anyonethat we need to be to, and then
inside of us, all the potentialthat's ever happened, all of our
(01:09:28):
ancestors that came before us,is inside of us.
So we are the conquerors, yeah.
Speaker 1 (01:09:33):
But, we're also the
victims.
Yeah, and PBD said it the otherday on a podcast or whatever it
was, but he said you're onerelationship away from changing
your life completely your lifecompletely.
Speaker 4 (01:09:43):
My buddy always says
who can I call?
That's going to change my life.
Speaker 3 (01:09:46):
Yeah, who can I call
life?
Speaker 4 (01:09:48):
yeah, it's true, but
but it is like I find it
fascinating when you talk tosomeone who's like quote unquote
successful, has the money andthe accolades and all that, and
you really talk to them likethere's no secret sauce.
Speaker 2 (01:10:01):
You just have sauce
like there's no secret.
There's one there, one habitaway, there, one habit away.
That's right and it's themoving the needle.
Speaker 1 (01:10:07):
like what lulu said,
just the little little thing
she's doing over time createsthis giant money monster that
you build and I think the onething that those people that you
happen to come across and manyof them you go, wow, you're
incredible, you know every damnthing Then you'll meet some
people that are very successfulaccording to your definition of
(01:10:28):
success and you go.
He's a dumbass.
How did he do?
Speaker 2 (01:10:31):
this Exactly my point
.
Speaker 1 (01:10:32):
But the thing that
they both have in common
regardless is consistencytenacity and consistency.
That's right, they've got apassion, they've got a purpose
and they go at it every day,constantly, religiously, until
they can measure their resultsto change whatever it is that
they're doing to continue thatneedle moving forward.
Speaker 4 (01:10:53):
I always compare it
to the gym.
Okay, you will not see resultsinstantly, but you have to keep
going.
Speaker 1 (01:10:58):
I kind of do.
It's my black jeans.
Speaker 2 (01:11:00):
I get in the gym.
I'm like stupid.
Speaker 1 (01:11:04):
It's muscle memory by
the way.
But question for you guys howoften are you tracking?
Like for you, jj, you're goingon a five year plan.
The idea of tracking somethinglike that just seems super
overwhelming.
Speaker 2 (01:11:19):
It's every day,
because if you go backwards and
you know what, what one habit isgoing to get you a little bit
quicker.
So that's 66 days.
So I have I.
I attempt to uh, create so manynew habits.
I even know the habits of mecreating habits.
Let me tell you how it goes.
I go like 20 to 22 days and I'mlike like I'm flossing, right.
Every day and I'm like I getcocky.
(01:11:40):
I go, bro, I'm a flosser.
Now I don't know about you, butI'm flossing and then and then
I belushi it right.
Usually it blows up around thenand I need encouragement.
I need people like that aroundme to be like yo.
You always do this, you alwaysget too cocky, fool, and then I
usually implode there.
If I can get past there thenaround 35, I get another like
big speed bump, and then I getanother one right at the end
(01:12:00):
when it's like dude, I'm at like59 days dude, like one more
week.
It's really tough, for whateverreason.
So I create so many habits thatI know that my habits of
creating habits.
So number one I look at itevery single day because I'm
creating a habit, usually nomatter what, except for
beginning of the day, end of day, depending on the habit is like
you know if the habit is wakingup, you know 15 minutes earlier
than than.
That's what I'm tracking.
The second thing that I do is Ia lot like Lulu is I play with
(01:12:24):
my mind and I make it a game, um, where you know like I have
like a little bit of caffeine.
I can't have more caffeineuntil I talk to 20 people in my
database Actually 15 and then Ican have another one.
So it's like yeah, that carrot,yeah, that carrot is like.
So I'm like hourly carrots andthen you know I can't do
anything Do not pass, go, do notcollect $200 until I do this.
(01:12:46):
So I'm constantly playing likemind games with myself.
The difference between, maybe,what I do and other people do is
because I'm looking so far inthe future that I also know that
what is that person?
What is that JG of 2030, 2035?
What does that JG have to knowin order to become that JG?
So I'm also looking, you know,in the afternoon, if I'm not
(01:13:07):
earning meaning showingproperties or whatever that I'm
learning.
So I'm either earning orlearning in the afternoons,
because I know that that JGthat's going to be that JG in
2030 or 2035, he's going to haveall this another, you know,
abundant knowledge that has tocome.
And so I have to fill in thosegaps because, again, that's the
movie that I have alreadywritten and I'm now directing.
Speaker 1 (01:13:28):
I like that Now.
Is it because the idea oftracking these little movements?
Because if you take that bird'seye view, you go God damn,
that's a lot of tracking, but atthe same time, zooming back in,
you go.
This is nothing compared to thelarger picture that I'm trying
to get to.
So this is a simple task thatI'm doing.
Speaker 2 (01:13:49):
But the be-do-have of
it is the most important.
So if I'm going to be thatperson, then I know that this is
already happening.
I don't know if that makessense.
Speaker 1 (01:13:53):
It does.
Speaker 2 (01:13:53):
yeah, Also, I give
myself three wins a day.
Speaker 1 (01:13:57):
Okay, did you get
that from win by noon concept?
It's just coaching dude.
Speaker 2 (01:14:03):
You know, when you
get down on yourself because we
are going to all win or we'regoing learn, right, so when
we're, when we don't accomplishsomething, you have to look at
your day and say, like there'sthree wins, you know, and, and
they're as simple as you knowgetting to the gym or waking up
on time or whatever.
Um, so I, I make sure Irecognize that and I'm, and I
(01:14:24):
also have a text group of a lotof people from all over the us
that I, we do the five thingsthat we're grateful for for
today.
And looking at those thatgratitude in different areas,
like, I remember this one guyhis wife was sick and he and he
was like well, jenny was hungrytoday and I was like oh my god
dude, like thinking about ourperspective.
Absolutely.
I was like nothing is wrongwith my life right now that's
(01:14:45):
right.
Speaker 1 (01:14:45):
Yeah, and that, and
it took me to visit South Africa
for it to hit me hard.
I bet it was like I've gotnothing to complain about ever
Seeing helping kids build,rebuild a school.
Speaker 2 (01:15:02):
Yeah.
Speaker 1 (01:15:03):
And I'm looking at
the dude next to me and I'm
decked out and all this fancyworkout stuff yeah.
And the kid's wearing hischurch shoes and I'm like like,
hey, why are you getting thosedirties like?
These are the only shoes I haveit was just like mark, shut the
fuck up.
Yeah, for anything.
Speaker 4 (01:15:19):
Anything that's ever
you thought was wrong, but I
think you need that, though,like sometimes you need that
yeah, every day I need that, Ineed gratitude every day.
Speaker 1 (01:15:25):
Well, my reminder
right here I mean it's just that
thing, thing of, however badyou feel, like you have it.
Speaker 2 (01:15:33):
You can write it down
.
You don't have to write it downon your body, by the way.
Speaker 1 (01:15:35):
Nah I mean.
Speaker 3 (01:15:36):
I'm one of those.
Speaker 1 (01:15:37):
Matter of fact, I got
your name on my ass, but no,
but I get you.
That reminds someone else.
I might need to cut that out.
Speaker 4 (01:15:44):
That reminds someone
else I have the date my grandma
passed on my back.
Speaker 1 (01:15:55):
Do you?
Speaker 4 (01:15:55):
date my grandma
passed on my back, do you know?
Yeah, because I look at itevery day.
I'm like that's why I started,that's right and that's why I
started.
So that's impressive, by theway.
Speaker 2 (01:16:01):
Well, the little wins
I have is like I um, I don't
right, you just got it.
I know I just got it, so I putit.
Speaker 4 (01:16:03):
The goal was I put it
right behind my heart, yeah,
right.
So I always say like grandma'sgot my back type thing, oh man
but yeah, um.
But going back to Wins, likeit's a simple, I have a little
win of I got to read 15 pages aday.
Okay, it's that it takes memaybe 15 minutes, 30 minutes,
but like if you go to my officeand that's why I keep looking at
your books, because, oh, I'vegot a slew of them, I'm the
(01:16:24):
exact same way in my office I'veread, listening to books, I
have to reread them I am drivingpeople audio book and I'm five
minutes in and squirrel and done.
That's right.
I've completely forgot whatthat chapter was about.
But so little things like that.
People go into my office and belike, hey, you actually read
this.
I was like, yes, but again youdon't think about it till you
(01:16:45):
look back.
That's right.
Yeah, I did.
Speaker 1 (01:16:46):
I read, or until
you're actually implementing it
in your life and somebody says,hey, how did you get to doing
that?
Well, I started adopting itfrom what I read, picked up
along the way During COVID.
Speaker 4 (01:17:00):
Actually it was like
little things like that Even
during COVID.
I'm like man, there's nothingreally to do.
Well, let me get that book.
I'll finish those 400 pageseventually.
Speaker 1 (01:17:07):
And instead I decided
to start a podcast, is
eventually, and instead Idecided to start a podcast.
Um, now for you guys, one morequestion, and then I want to ask
something that I think we'regoing to get different answers
on um, the this leading beforethe final systems.
Um, me being ADD, adhd, I'vegot to have systems in place and
(01:17:28):
I will tell you, 2024 was ashit show for me.
I had Review my Mortgage LoanBot, I Think, mortgage, the
podcast, it was just likecreating so many things that it
was okay.
Now we're here, now put yourplan in place for all these
things that you created, makesure to automate them, make sure
to delegate the things thatneed to be delegated, et cetera,
(01:17:50):
et cetera.
What is you all's process onsystems?
I can imagine that you havesystems in place for this.
If not, you're Rainmaker.
But, lulu, what are yoursystems that you utilize, other
than your calendar, of course?
Speaker 3 (01:18:04):
Yeah, no, I try to
automate everything that I
possibly can, even tracking thenumbers.
I track them, you had mentionedearlier, I track them daily.
Speaker 4 (01:18:12):
Okay.
Speaker 3 (01:18:12):
I'm constantly
revisiting them, and what can I
tweak?
I actually, for whatever reason, I thrive off of problems
because it captures my ADD brain.
Speaker 1 (01:18:23):
Intriguing, yes.
Speaker 3 (01:18:24):
And it also allows me
to be the hero and solve the
problem.
Speaker 2 (01:18:29):
me to be the hero and
solve the problem.
Speaker 3 (01:18:30):
So if anytime anyone
comes to me with a problem, I
immediately whether it's in reallife, which is actually that
bites me, but because I'm always.
No one can tell me somethingwithout me trying to solve it
Like.
Speaker 4 (01:18:41):
I'm not.
I'm not an active.
Speaker 1 (01:18:42):
It's a gift and a
curse it really is.
Speaker 3 (01:18:44):
It's a curse, because
sometimes they just want to
vent and you're trying to solvethem Wow.
Speaker 1 (01:18:48):
Yeah, and I think
Nicole Kelly shot out.
Sometimes you just want to vent.
Sometimes, wife, sometimes youjust want to vent, but the idea
is, let us know that you justwant to vent first.
You have to make thatdistinction.
Speaker 3 (01:18:58):
Yeah, it's like I
just want you to hear me and but
I I approach it much like adude, I guess in that sense,
because I immediately want tojust solve it because that's my
whole thing is what can I do?
What can I implement so thatthis doesn't happen again,
whether it's on the admin side,showing agents, no matter what
it is, or with a client?
What can we do?
(01:19:19):
This is where we're at.
How do we prevent this fromhappening?
So I'm constantly tweakingsystems, and that's what my day
is, looking at my numbers.
How can we tweak the systems toprevent stuff?
Yes because I want to learnfrom my mistakes and I don't
ever want to experience the samething twice.
Speaker 1 (01:19:37):
Well, the idea is
that number one.
That is, the overall goal ofanyone trying to do business is,
I think you'll do all right ifyou're trying new things, being
but also not making the samemistakes over and over.
Speaker 3 (01:19:53):
I mean you're hitting
yourself against the wall,
that's right.
Speaker 1 (01:19:55):
I have to agree with
that.
You chose to do that again,even though you knew that it was
going to cut your hand off.
Speaker 2 (01:20:02):
The higher achievers
that I've coached or mentored
are like Lulu.
I know how coachable someone iswhen I tell them, well, well,
when are you going to solve thatproblem, and by when?
And they go, um, you know, byJune, like if I asked someone,
like she's like by 4 PM, sothat's what makes her a badass.
So what I want everyone to doif they're listening, I want
(01:20:22):
them to look at their last year2024, and figure out how many
hours they work and then howmuch money they brought to the
table.
that's your bandwidth, right sirand then, um, I want them to.
So, like we did this, and youknow it was like we bring in
like 500 an hour, let's sayright.
And then I want you to divideit twice, divide it by 250, and
then divide it again to it goesdown to 125.
And then ask yourself aquestion would you pay someone
(01:20:44):
125 to do that?
And most of the time they'relike hell, no, I was like then
why are you doing it?
And so that's where processesfor me start.
Is I divide twice by the moneythat I bring in, that I'm able
to bring in, by the way, into acompany.
And so I divide twice,sometimes three times, because
even then, like $62, $50, Iwouldn't pay anyone that much.
So then, why am I doing it?
(01:21:05):
So first of all, systems shouldbe asked why am I doing this?
And then it's I do it, we do it, you do it.
Speaker 1 (01:21:11):
So now let me clarify
Is that the delegation piece of
what you're doing and planning?
Speaker 2 (01:21:17):
But no process can be
created.
No one has the they don't have.
Because creating processes aretough, absolutely Because now
you have to go into technologyand you have to create
checklists and systems that canbe, that you can inspect what
you expect, and then you have tocreate you know, checklists and
systems that can be, you knowthat you can inspect what you
expect and and you know.
Speaker 1 (01:21:33):
Then you have to hire
someone and train them to do it
and and the idea behind thatfor us top producers is put the
system in place and then figureout how to break it, so that we
can fix it faster than than whatit takes to create it.
Speaker 2 (01:21:45):
They tend to get
broken, yeah yeah, and then it's
throwing crap against the walland then continuing.
And where there's money to bemade is where problems are being
solved, that's right.
So then you do the bandwidththing and say like, well, and by
the way, you'll always stay atthat bandwidth if you keep on
doing, you'll never bring morethan $500 an hour if you keep on
doing $125 crap or $62 or $20or $25 crap.
(01:22:07):
So the urge that people shouldhave because I don't think a lot
of people have urge to changewhat is consistently like
stopping them Just write downwhat you're doing, especially if
it's frustrating.
You're like why am I work onthis amendment right now, where
I should be, and I haven't leadgenerated yet, or whatever, and
then break that down.
That should give you enoughpassion to like say, okay, I got
to work on my business, I gotto work on my business, not in
(01:22:29):
it.
And then you can create aprocess by I do it, I loom it
and then you do it, and thenhaving someone to delegate that
to because this is where mostpeople get stuck is that they
just go like oh, and they'relike I'm a control freak or, you
know, I'm a perfectionist, I'mlike who?
Speaker 1 (01:22:44):
We all are.
Who gives a shit?
Some learned how to delegate.
Speaker 3 (01:22:52):
Yeah, who gives a
delegate?
Speaker 4 (01:22:53):
yeah, it's a cop-out
because it gives them they're
they're able to be busy withoutactually being productive the
lie you tell yourself to makeyourself feel better.
Speaker 1 (01:22:56):
That's right uh,
procrastinate on purpose.
Um is the shiny object.
Speaker 2 (01:23:00):
Self-sabotage, that's
right same, back to the shiny
objects, like if I, if I do thiscontract because I know I'm
good at it, then I can say likewell, I did a bunch of contracts
today, right, but you didn'twork on the contracts that are
not now, not now, not coming 60days from now.
So I think that people have tohave that passion that ignites
in them and then it's so like,it's so fulfilling to dude when
(01:23:22):
I know, like you know, once Iteach this person to do it again
and I can trust them and I givethe autonomy to do that, they
can do it.
Speaker 1 (01:23:30):
I never have to do it
again.
Speaker 2 (01:23:32):
I never do it again.
And that really drives me.
Speaker 1 (01:23:35):
So what do you tell
those?
And I've gotten this many timesin the coaching meetings that I
have with loan officers,realtors, that say, but I can't
trust that person, I can't trustsomeone to do that.
Speaker 2 (01:23:50):
Then it goes back to
the be-do-have.
If I want to be like LuluBishop, does she have someone
that does it for her?
Speaker 3 (01:23:57):
Yes, I haven't looked
at a contract.
I don't even know how to log in.
Speaker 2 (01:24:00):
I don't even know how
to log in to DotLube.
She sends it to me and then Iapprove it, so it goes back to
the be-do-have Then.
They have not humbledthemselves to want to be like
someone that does that.
That kills it more than them orbetter than them.
So that goes back to the be dohave thing, right.
Speaker 1 (01:24:15):
So more so the no one
can do it as good as I do,
though.
Ok, but you have to.
Does that make sense?
Speaker 3 (01:24:22):
But you have to
respect your time.
Speaker 1 (01:24:24):
Absolutely.
Speaker 3 (01:24:25):
Money can be made and
lost and everything else.
Money can be a roller coaster.
It's coming yes it's energytime you will never get back,
never so by you wasting time,and it's a waste of your time
and it's a waste of your talentand it's a waste of your purpose
because, again, we're in thelegion business, doing those
(01:24:46):
mundane things that somebodyelse can do for us and should do
for us, and if you don't trustthat person, then you didn't
make a good hire.
Speaker 1 (01:24:52):
Yeah, that's what I
was looking for.
You can't wait for the perfectperson to come along.
Speaker 2 (01:24:58):
No offense to anyone
that hires their family.
I don't hire my family becauseI can't fire my family, that's
right.
Speaker 3 (01:25:02):
I don't hire.
Speaker 2 (01:25:03):
I can't fire, so I'm
always like.
Speaker 3 (01:25:05):
tia is the best at
this.
Speaker 2 (01:25:11):
There's 8 billion
people on earth, but your tia is
the best, Like that's crazy.
Speaker 3 (01:25:13):
What are the odds, I
know.
Wow, what a family Good findyeah.
Speaker 2 (01:25:18):
Yeah, no, they just
grabbed someone and said I need
help, you know, what I mean yeah.
Instead of going through theprocess of like, all right, I
was just going to say, yep,motivating factors and, like you
know, are you people tend tograb someone just like
themselves, like I've nowduplicated myself.
Speaker 3 (01:25:38):
That's the worst
thing you could ever do.
Yeah, my showing agent is verymuch like me, but 20 years ago.
That's scary, that's reallyscary why that?
Speaker 2 (01:25:43):
that should, that
should ignite you because she's
she's gonna move your ass out ofthe way well, no, sometimes we
look at each other and it'struly frightening.
It's like I met her.
She is like you, but she'sgonna.
She's gonna allow you to be seeat that point because you've
already stabilized the processesand have someone doing that.
Now you're just moldingyourself 20 years ago and one
day she's gonna be like girl getthe hell out of our way.
I hope so, that's right, I knowso if you keep on that path,
(01:26:04):
that's awesome um, so I've got acouple of things here.
Speaker 1 (01:26:08):
Um, before I ask this
kind of last question, I found
this article, jc, if you can hitthat reference we're not
talking about that cat rightthere, but the five reasons most
real estate agents will fail in2025.
And I believe that we've prettymuch covered every single one
of these Scraps we started withthat.
(01:26:28):
We sure did.
I mean literally the idea oflead gen being what we really do
.
Uh, having no plan or failing totrack and measure that covered
that um number three lack ofcoachable mindset.
I want to talk about that realquick.
Speaker 2 (01:26:42):
Let's do it because,
uh, people feel that they're
coachable and I think everyoneis coachable in some shape, form
or fashion.
But here's, here's where itgets messed up.
Coaching, mentoring andtraining all get mixed together.
So we all focus on the results,right?
Like I hate I don't want to usethe word hate I dislike January
and February and March becausethat's when everyone's getting
their awards, and it's becauseof the results.
(01:27:03):
Lulu did this much, these manytransactions, not just you, but
everyone, and it's like theresults.
But the mind goes above theresults.
It's the actions.
What actions that we take toget those results right?
And you go as far as you can inthe beginning, and then you
have to have the next level,which is, you know, your
potential.
Someone has to unlock yourpotential.
So lulu doesn't look likecommercial, right, but if I
taught her how to do commercial,then now I've unlocked lulu's
(01:27:24):
potential.
She's talking about feasibilityperiods and instead of option
periods, and she's talking aboutenvironmental assessments
instead of inspections.
So now I've unlocked herpotential.
That's right, right, and that'swhere it stops.
So I'm not trying to talk mess,because I was in it and I like
the core.
You know those are just lead.
Uh, key performance indicators.
That's right.
That's all they are.
They're really awesome onesright 20 great conversations
(01:27:45):
today.
You know two break breads, right?
So those are just kpis, um, andso mentorship is used.
So that's, that's a trained KPI, right?
That's not coaching, right?
Okay?
Now mentorship.
Mentorship is different, like ifI was like you're the girl that
you're mentoring right now.
That is exactly like you, but20 years younger and white.
She's a she's, she, she's she,you're going to mentor her, and
(01:28:07):
so she wants to be like Lulu.
So if Lulu says jump, she saysout high, and Lulu says you do
it this way, you do it that way.
If I've I've had mentors too, Iwant to be like you.
So whatever you tell me to do,I'm going to do that.
That's mentorship, and and andthat's you have to.
(01:28:37):
That fit that square peg in around hole.
Now you're stuck because yourmentorship no longer exists and
the training you've gotten isyou've already gotten.
Coaching is the next level,which is beliefs.
You have a belief system thatneeds to be challenged and it
has to be like, totallycustomized to you.
That's right.
And you have to be willing andable and ready to accept it.
Okay, because we are all likecastles and we have a moat
that's around us, that is in oursubconscious is.
(01:29:00):
You know, the conscious mind isa go-getter, the subconscious
mind is a go-setter.
Sorry, conscious mind is ago-setter.
Subconscious mind is ago-getter.
Well, we're a castle andthere's a moat around us and it
has alligators and all thisstuff and unless you're ready to
open it and, by the way, thatis your subconscious and your
belief systems just a wateraround your castle and and live
(01:29:21):
if they're never challenged andyour current beliefs based on
what you've experienced withoutbeing challenged
yeah and the right way like,like my sphere doesn't want to
hear from me, so I'm not notgoing to call them.
Or open houses don't work, orwe can go on and on.
Right, there's a core beliefswith all these other beliefs
around it.
Right, like you know, whenwe're going on the shoot like on
the Guadalupe, and there's thatshoot where your kid's drowning
(01:29:43):
over here, your keys are thatway, your cell phone's that way,
but we're all making sure thatone with the beer is up right,
right, that's right because ifthat one goes upside down, we're
done, that's right.
That is your main belief system.
And then, after we get past theshoot, we all start to like
hover back around.
You know, we all attachourselves to that belief, and so
if someone's not unravelingeach tube yeah, you with me then
you're not truly gettingcoaching, you're you're just
trying to fit a square peg in around hole, or you have a
(01:30:06):
mentorship that's going to lastas long as I.
I mean Lou's so big that shecould.
You know, her universe is sobig that other people's
universes can fit in hers, butshe's a rare breed.
But if not, you're going to getpeaked out on your mentorship
and you're going to learn whatyou need to learn.
That's training.
Coaching is one-on-one.
Coaching is coachable.
Coaching is someone.
(01:30:29):
That's the only coachable thing.
Speaker 1 (01:30:30):
And you got to be
ready for it, versus just going
through the motions.
Speaker 3 (01:30:33):
But it comes from
within, though, like I've never
done MAPS MAPS was never, whichis the huge coaching system
within KW never done it.
I also see without.
This isn't meant to be shady,but I've seen agents that don't
produce to my level that are nowMAPS coaches, which I'm
thinking.
Why would I sign up for that?
Speaker 1 (01:30:54):
Okay, what are your
thoughts on this?
Those who can't do teach, Icall bullshit.
Speaker 2 (01:31:00):
You know what I liked
about the core.
You have to be top 10% of thecore in order to coach.
Speaker 1 (01:31:05):
In order to be a
great coach, you have to have
done now, unless you're talkingabout basketball, no, I think
it's in the game because, um,just like what louis says, hey,
pop used to be a great coach.
Speaker 2 (01:31:18):
he's still in the
game, though you know, I mean
like like you because because,like she said in the beginning
of this whole podcast, it's sovolatile and real estate changes
so quickly that if you were aballer in 2012, like the game
game's new son, that's right.
Speaker 1 (01:31:30):
It's not the same
game.
The game's new, but here's thething though.
Speaker 3 (01:31:34):
I've had coaches.
I don't have a coach right now,but I create my own coaching
moments.
Speaker 1 (01:31:39):
Because it's the
mentality, yes, it has to do
with the individual.
Speaker 3 (01:31:43):
How open are you to
that?
How much are you willing tochallenge your beliefs?
And I believe that I can learnsomething from anybody, in any
industry.
So, anytime I read a book,anytime I have a conversation,
anytime I come across someone,what can I actually learn from
them to make myself better?
But you have to beself-motivated, that's right,
and you can't teach that.
Speaker 1 (01:32:04):
Well, you can't teach
it, but you can adopt it, in my
opinion.
Speaker 3 (01:32:08):
You can, but it has
to come from that individual.
Speaker 1 (01:32:10):
That's correct but
you can adopt it.
In my opinion you can, but ithas to come from that individual
.
That's correct, I agree.
I agree it's something that ata certain point you've got to go
.
Speaker 4 (01:32:15):
All right, I'm ready
for this whatever that may be at
the time, but I'm ready for itI think, I think if you want to
level up, you need that yeah, Idon't disagree with that yeah,
like well, and the ones that dolevel up have that.
Yeah, the ones that do level,like I think I feel more I've.
I feel how can I put it?
I feel more naive now, where Iam, than I did when I started oh
(01:32:38):
, what was I listening to today?
Speaker 2 (01:32:40):
he basically said
isn't it strange that the more
you learn syndrome, bro thedumber, you feel it's imposter
syndrome dude, the better you do, the weaker you feel the more
vulnerable you are Because lifeis a paradox, but I think we all
(01:33:01):
have imposter syndrome.
Speaker 4 (01:33:01):
Yeah, here's another
one.
Your success begins when yourvulnerability starts.
Speaker 1 (01:33:06):
Yes, and.
Speaker 4 (01:33:06):
I've noticed that the
more vulnerable I've become,
the more I've achieved in life.
But I know that same friend.
I was talking about David Nader.
We saw this video from one ofhis old mentors and it's you
have to get in trouble and whatit means and I try to find a way
(01:33:27):
to get in trouble every threemonths.
And what that means is and whatit means is going back to
systems, right Is I know I'mgoing to reach a point where I'm
growing and I hit a wall andI'm like dang, I don't know how
to get out of this.
I'm in trouble, so I have tothink my way out of it.
Go look for coaches.
Go be vulnerable enough tolevel up and put a new system in
play to to make sure mypractice has a better foundation
(01:33:48):
.
Speaker 1 (01:33:48):
So can I add
something to that?
Yes, whatever it was thathappened, had you not lost any
money, would you have stilllearned?
Because I feel and believe thatif you're wanting to learn
something similar to pokerpeople will ask me all the time
I'm going to learn how to playpoker.
Get ready to lose a lot ofmoney.
(01:34:09):
Bring it.
Speaker 4 (01:34:10):
So what was it like
four or five years ago?
Jj took me to the poker.
Yeah, bring it ready to lose alot of money, bring it.
So was it like four or fiveyears ago, jj took me to the
poker house.
Speaker 3 (01:34:13):
I got cleaned out,
mark I got clean.
Speaker 4 (01:34:16):
You got some lessons,
but I got some lessons.
You have to have skin in thegame.
I think it's gotta hurt in thegame yeah, I mean it has the
like I said earlier.
Speaker 2 (01:34:25):
The feelings is what
you remember like hey, by the
way, that means coaching is notfree, because if you don't pay,
you don't pay attention.
That's right, that's right andthat's it.
Speaker 1 (01:34:34):
Oddly, the same
concept when you're teaching a
class, more people will show up.
Be more attentive if you chargea little bit, versus it being
for free With the finance game.
Speaker 4 (01:34:42):
I mean, you get what
you pay for.
Speaker 2 (01:34:44):
Right.
Speaker 4 (01:34:44):
Like, my fee has been
going up and up and up.
Why?
Because I've been gettingbetter and and other people I've
heard them come back andthey're like rob, I need your
help.
Speaker 2 (01:34:54):
I'm like what's your
fee?
Speaker 4 (01:34:55):
I was gonna say well,
well because so it's just what,
what it?
Is is is you get what you payfor?
Totally you get what you payfor and, like the guy that
you're hiring or the person likelulu, for example, I know for a
fact she's gonna knock it outthe park she's worth every
single penny, but she's beenthrough it to get there, right,
(01:35:15):
right, and you don't just wakeup and become lulu that's why
it's so weird that someone'slike I use my nephew.
Speaker 2 (01:35:19):
He just got his
license.
I was like this is the biggestasset you've ever had.
Speaker 3 (01:35:21):
That's crazy that's
why I wouldn't trust my nephew
to drive my car.
Speaker 4 (01:35:25):
That's awesome and
and like in the finance, you
want an advisor who's beenthrough it.
Absolutely.
I got through.
I always say COVID gave me fouryears of experience in one Like
you want an advisor who knowsthe feelings and the emotions
and the cyclical nature ofeverything you're going through.
They're going to be expensive,absolutely.
Speaker 2 (01:35:42):
Just like a lawyer.
Speaker 1 (01:35:46):
It's tough that we're
saying all of this and there
are plenty of newer to thebusiness realtors, loan officers
, that are listening to this,that aren't homeowners that have
not flipped properties haven'thad investment properties
haven't.
I mean, I can go down the listof the experiences we have in
this room.
That doesn't mean that you'reless of a person or anything
(01:36:06):
like that, but you need to startGrab a mentor.
That's where I was getting withthat.
Speaker 3 (01:36:10):
Grab a mentor.
Speaker 2 (01:36:11):
You have a coach.
Speaker 1 (01:36:11):
That's where I was
getting with that and start
failing.
Start, uh, trying new.
Speaker 2 (01:36:14):
Things get a little
bit more uncomfortable each day
to the point that you do try thetrainings that I do, like the
one that shift shift happens.
I tell you I'm going to advanceyour career five years in an
hour and a half, and not just,not just real estate.
Speaker 4 (01:36:26):
jj's actually
mentored me, yeah, and and some
things i've've learned from himI've implemented in my practice
and I get asked well, whatadvisor did you get that from?
I was like it was actually areal estate agent.
Like it was actually my buddy JJ, and I've always said I
wouldn't be here if it wasn'tfor JJ.
That's awesome.
I've told him to his face.
I've always said, like I willnot that 23-year I don't know
(01:36:46):
why he believed in them and I'mso thankful that he did.
West Texas, that's probably aWest Texas thing.
How old are you?
You're a young cat.
Huh, I'm 30.
Speaker 1 (01:36:54):
I'm turning 31 in
January, yeah.
Speaker 4 (01:36:56):
I started at 22.
Speaker 3 (01:36:57):
Don't ask us.
Speaker 4 (01:37:00):
Just a couple bucks,
a credit card and delusion.
Delusion is part of it, andbelief and belief.
Speaker 2 (01:37:05):
Yeah, delusion is
part of it.
Delusion has to be.
You almost have to be, yeah,you almost have.
I mean, no one's going tobelieve in you the way you
believe in yourself.
What did you think when?
Speaker 3 (01:37:19):
they told you 87% or
92% of realtors failed.
Speaker 2 (01:37:21):
I was like not me.
Right, remember that stat.
I was like not me.
It's like I knew it wasn't me.
I made work in the area, thatdelusion, the?
Speaker 1 (01:37:26):
what is it called?
Uh, have Ernie Guerrero as yourteacher back in the day, no but
.
Speaker 2 (01:37:30):
I've had a coach all
but seven months of my career
and those seven months there wasthree at one point and changing
maps coaches, then four when Ileft KW dude, I almost quit
those.
Those seven months I will notquit, I would say stupid crap,
like I'm going to be a loanofficer.
Speaker 1 (01:37:56):
No offense, this I'm
going to go do that Like I need.
I I'm the weird person thatlike if I'm not held accountable
every week, then you're goingto see me go off the rails.
Yeah, so that actually leads toliterally what I have right
here Um the question.
So we'll just real quick, uh,number three being uh, hit that
uh reference real quick.
Okay, uh, we already went.
Number three.
Number four being unprepared orlack of market knowledge.
Lulu, you nailed that one.
(01:38:18):
Number five poor communication.
I think communication is, is um, a standard at a certain point
in your career.
I mean that that shouldn't evenbe on this list, but it is.
So back to this.
You can kill the reference.
You mentioned something and Ihad already written it down.
Written it down have any of you, and I'm going as far as to say
(01:38:39):
that all of us.
But have you been derailed?
Speaker 4 (01:38:43):
at a point in time.
I got a good story.
Speaker 1 (01:38:45):
Okay, go ahead so, if
you want to take it away, I
want to know how bad, and I alsowant to know what was next.
Speaker 4 (01:38:54):
What point in my
career beginning mid or now?
Speaker 1 (01:38:58):
Give me the juice,
the cheese mint.
Speaker 4 (01:39:02):
So every successful
advisor I've talked to, like my
mentors, they've had it, but tome it was a slap in the face of
understanding.
It was your fault for thinkingthe way you are.
So my mentor and I'll try towrite it down.
But I remember I went one timeto his office.
I was like I don't think thisis for me, and it was like the
building of the business, thegetting book, and he said all
right, so you gotta, you gotta,you got a hundred percent chance
(01:39:23):
of succeeding.
He goes have you made the phonecalls?
No, all right.
Negative 40, all right.
And now we're.
Now we're at, we're at 60.
He goes have you studied forthis exam?
No, all right, so negative, the30, right.
So this is you get the gist.
He went continuously down, mark, I was at a negative 60% chance
of succeeding and he said it'sbecause you're not doing these
(01:39:45):
things.
Speaker 2 (01:39:46):
That's awesome.
Speaker 1 (01:39:46):
I mean that is a very
good way to put perspective in
your call yeah.
Speaker 4 (01:39:50):
He's like you know,
this is all you control, right?
That's right this isn't likeyour boss telling you this is no
, this is the stuff.
I looked at the negative 60 andI was like I suck, Like it is
my fault for wanting to getderailed.
That's right, Right.
So the reason I think I'm notgood at this is because I
haven't gotten, I haven't putmyself in positions to get
(01:40:11):
better.
So I remember and we laughabout it now when, when we talk,
cause he's like I don't evenremember what I told you, I just
remember you suck, and I waslike but it's that slap in the
face of like I'm gettingderailed because it's me, Is it?
Speaker 1 (01:40:23):
a slap in the face,
or is it perspective based on
reality?
Speaker 4 (01:40:27):
Yeah, it's
perspective.
Yeah, I mean, I mean it's.
Speaker 1 (01:40:28):
it was my fault,
right Like someone else's
reality compared to your stateof mind or perception of what it
is.
Speaker 4 (01:40:35):
So getting derailed,
I think, comes from you not
having the systems, havingeverything involved, like if
you're getting derailed it'sbecause you yourself haven't put
yourself in a position to getbetter and better and better and
better.
So, like one of my favoritebooks is Outwitting the Devil,
right by Napoleon Hill, and hejust says the devil is you
drifting.
Right, I'm gonna go to the gymand get in shape, that's the
(01:40:57):
goal.
And then one day you're likeI'm gonna take today off, so you
drifted.
I'm gonna take the second dayoff, so you drift in the third
day, and before you know it,you'd completely drifted from
the plant were doing, and sowhen he showed me this, this was
probably 2017 or 18.
I always look at this.
I'm like, if I'm not where Iwant to be, I mean, the
percentages are just going lowerand lower and lower because I'm
(01:41:19):
not doing those things.
Speaker 1 (01:41:20):
That's right.
Speaker 4 (01:41:20):
So yeah, I've gotten
derailed many times and I've
noticed when I get derailed Ialways have to be like why?
Speaker 1 (01:41:32):
And I'm like, damn
it's, probably it's that man in
the mirror.
And looking back now yourealize that he was just putting
the kpis the needle movingactivities, the, the, the
critical success factors, all ofthose things you, whatever you
want to call them 60 that's hard.
Speaker 2 (01:41:41):
Negative 60 you suck,
you suck, you know opportunity
has derailed me more thananything else, and what I want
to say about that is like is,you know, like opening helping
up laredo.
Helping up lo KW was aderailment.
I learned so much, though Idon't see it as a negative.
But again, when I'm doing likea 10 year plan with the people
that I'm coaching, I always askthem like, who are you with and
(01:42:02):
what are you doing?
Because you know, coaching thisgirl goal and she's like I was
like you're, so you're not gonnahave a boyfriend or girlfriend.
Because this is what happens.
We, if we only do the one yearplan, well, that significant
other is not in the plan.
Even more so I'm talking withmy girl here losing that
significant other is not in theplan too.
And so the biggest derailmentshave been opportunity, because
(01:42:26):
it someone has, someone hasrecruited me out of my own
business or you sold, sold, yeah, you sold yourself short in
your vision.
No, I got recruited out of myown business.
You know, many a time Now I'mvery careful with that.
And then also the derailment oflike divorce, right, like
that's a derailment, you know,like, especially, you know it
can be and it can't be.
But you know, these are likethe things that you know in the
(01:42:49):
10 year plan if you're, or thefive year plan if you're not.
Looking for those variables,right?
Like then all of a sudden,you're going to go on the
highway exit and get stuck andyou're like, oh no, and
everyone's just keep on going onthe yeah, and so that
derailment is is, for me, hasbeen stuff like a divorce or Um,
but it wasn't that, that wasn'tas uh, it wasn't that bad the
(01:43:12):
the opportunities that come from.
You know it's the 20% rule, thePareto theory.
If you're at the top 20%, thenyou, the top 20%, get all the,
all the opportunities becausethey're part of the top 20%,
which puts them in the 10%, putsthem in the five, which puts
them in the one, because allthese opportunities are coming
at you.
You know, many times whenpeople have asked me to own a
(01:43:33):
mortgage company Like a ton oftimes when I'm like, nope, I
ain't doing that.
Or own a title company, I'mlike, nope, I ain't doing that
because I need to stay on thehighway, I need to focus on
myself.
So opportunities have been theworst derailment for me.
Speaker 1 (01:43:43):
And to add to that,
you turned the derailment into
the opportunity, the learningsituations, simply because of
your mentality.
Speaker 2 (01:43:55):
Well, now I can
attract agents, and I can, and
not only that, recruiting iseasy, retention is hard.
I can retain agents because ofthose experiences that I had,
but for my real estate business,though, like my best part, I'll
tell you like we were on thistrajectory, and then JJ left for
two years.
You see what?
I'm saying so, um and uh, thatwas a key factor.
Speaker 1 (01:44:15):
And many people could
get.
Many people could get derailedand stay there because they
didn't have the foundations,they didn't have the mindset,
they didn't see those things asopportunities, they saw them as
distractions and it's like waita minute, two people seeing the
same thing.
One sees it as opportunity, oneas distraction.
(01:44:35):
This person's going to gettheir shit back together and use
that knowledge, education,experience and see it as an
opportunity, seizing it, runningforward, incorporating it in
their new business plan theother person.
Speaker 2 (01:44:48):
They're onto
something else now or you can be
like Teflon, don over here andshe's like immune to anything
Like.
It's just like like it's water,it's just like water.
It just fucking goes off of herTeflon.
Speaker 3 (01:44:58):
Yes, I have been
derailed.
Yes, it was this last year.
It's actually a year ago thismonth.
Speaker 1 (01:45:05):
So fresh.
Speaker 3 (01:45:06):
Yes.
Speaker 2 (01:45:07):
Still hurts.
No, I'm okay, I yes.
Still hurts no, nothing.
Speaker 3 (01:45:10):
I'm a dude deep down
Like I can't.
Speaker 1 (01:45:12):
I can't do it.
I'm a dude.
Speaker 2 (01:45:14):
She's a dude, so yeah
.
Speaker 3 (01:45:16):
I, it knocked me back
for about a quarter.
Speaker 2 (01:45:19):
Yeah.
Speaker 3 (01:45:19):
Okay, the last
quarter, which is tough,
christmas and everything else,but you kind of you have to get
over it, because I have payroll,I have people that depend on me
, I have payroll, I have peoplethat depend on me, I have my
children Preaching, I had asettlement I had to pay out, so
there's all kinds of stuff I hadto get back to work.
But you know, once you let yourfoot off the pedal in this
business, like everything, andso you're going to feel it.
Speaker 1 (01:45:41):
And it takes a good
60 to 120 days to get back on
that horse going.
Speaker 3 (01:45:46):
Yes, and so you know
you got to get back out there,
but some people get paralyzed.
Speaker 2 (01:45:50):
She said she was hit
back a quarter, but we've seen
divorce paralyze.
Speaker 4 (01:45:56):
Yeah, lulu, I've seen
it bad, I mean in my career I'm
the one that has to deal withthe assets stopping.
That's right.
Speaker 3 (01:46:01):
Yeah no.
My financial planner and my CPAwere like you're never going to
recover.
You're never going to recover.
Speaker 2 (01:46:05):
Yeah, she's fine.
Speaker 4 (01:46:12):
Hold my beer and
watch this.
Yeah, it'll be, it'll be fine.
No, hold my rosé.
Yeah, I, I encourage the thecoming back because my dad did
that.
My dad was one that wascompletely kicked down.
Speaker 3 (01:46:18):
So then it again you
focus, I compartmentalize, I
can't think about all that stuff.
And you know life happens foryou, not to you.
So what can I learn I learned Inever want to get married again
.
I learned that I am responsiblefor myself and I learned that I
can make shit happen and I haveto make shit happen.
You know you've got to burn theboat.
The best way to take the islandis you've got to burn the boat.
(01:46:39):
Boom.
And you're either growing oryou're dying.
So what did I learn from it?
I've got to suck it and youjust get back to work.
Speaker 1 (01:46:50):
I love this girl I
love this girl.
Strong.
Now for someone listening thatdoesn't have the tenacity, the
experience.
Speaker 2 (01:47:00):
Most of us are not
like her by the way.
Speaker 1 (01:47:01):
No, absolutely the
mouths to feed the
responsibilities that you carry.
Having had that happen, whatadvice would you give to someone
that doesn't have those thingsand is currently derailed?
Speaker 2 (01:47:14):
Nothing.
Mic drop, mic drop, there yougo.
I mean, you have to.
Speaker 3 (01:47:24):
Nobody's going to do
it for you.
Speaker 2 (01:47:26):
Looking lovely.
I can't tell you anything.
Speaker 3 (01:47:29):
If you're not willing
to do it for yourself.
Nothing, I tell you, is goingto make you do it for yourself
all of us as guys, we'rethinking that absolutely the
idea of this whole new wave of Ican do hard things drives me
insane.
Speaker 2 (01:47:45):
It's like life is
hard that is probably the best
answer.
The only other answer I wouldgive is this figure out who you
are and what motivates you.
I feel like that's the the bestanswer.
The only other answer I wouldgive is this figure out who you
are and what motivates you.
I feel like that's thepolitically correct answer no, I
think it's a real one.
I see people that's cute jj nono, really like, if you, you
know, like there's there'sinternal motivators, like, like
bobby has, my best part is thelove for the game.
We'll have a day off and I'llhave all these showings under my
(01:48:06):
name.
I'm like bro, who the hell'sshowing this property in the
domain he's like oh, I am, Ijust want to go check out these
new plays.
I was like dude, if it's my dayoff, I'm not using my super
cute.
That's crazy.
So bobby has this internalmotivator that he loves the game
.
Dude, I could do loans, I cando insurance.
I don't have to do real estate,like you know.
I mean, like I don't have thelove for real estate like bobby
does.
I wish I did.
I do not.
The second thing they have is,like you know that, that love
(01:48:29):
for money, which.
So that's super easy.
If you're money motivated, thenjust then you're fine, nut up.
But then there's other ones,like is your love for
opportunity?
And then there's externalmotivators, like you know.
Are you scared of losing yourjob or score, is scared of being
poor or whatever the hell it is?
But figure out who you are.
Uh, because you might grab thewrong coach, mentee or trainer.
And if you're not exactly likehow they are, then again square
(01:48:50):
peg, round hole, and then you'regoing to be like man.
That just didn't work for me,but it's probably because you
didn't know where you're at, whoyou truly are as a personality
and what motivates you.
But once you figure those twoout, then nut up.
Speaker 3 (01:49:04):
And I guess the
better answer than what I gave
honestly is the one that worksfor me.
Speaker 2 (01:49:10):
It's the best one.
Speaker 3 (01:49:11):
But the better answer
would be find out your why Mine
was feeding my children,keeping a roof over our head,
recovering financially from thesituation that I was in and
getting back to work.
Find out your why and reallyfocus on those things, because
unhappiness comes from unmetexpectations and you cannot
expect other people to live theway that you want or make your
(01:49:34):
life easier, and you cannotexpect situations to not occur.
You have to expect theunexpected.
Speaker 4 (01:49:40):
That's right.
Speaker 3 (01:49:41):
So do not focus on
that.
Do not focus on yourexpectations.
What do we tell people whenwe're going to give them bad
news?
You have to set the expectation, you have to have those
conversations and you have tohave the internal dialogue to
understand that.
What am I supposed to learnfrom this?
How can I improve and, mostimportantly, how do I move on?
Because I have to move on.
I can't live here.
Speaker 1 (01:50:01):
Yeah, like I say,
good news fast, bad news faster.
Speaker 2 (01:50:05):
Yeah.
Speaker 1 (01:50:06):
Guys, this has been
an incredible discussion.
I mean we went there in manycases.
Speaker 4 (01:50:16):
Thanks, JJ.
Speaker 1 (01:50:17):
And I believe that
the listeners out there are
going to be able to eitherrelate to this or see it as
something that they want toeventually relate to, meaning
maybe it'll light a fire undersomebody's ass.
I hope so.
Okay, I need to get my stufftogether.
Um, I let myself down last year, I let my family down last year
(01:50:39):
.
Maybe I shouldn't be in thisindustry moving forward, maybe
maybe you know, um, but I thinkthat the inspiration, the level
of experience and articulationthat was provided today allows
people to make that decision andrun this back and go.
Ok, that's what he said.
(01:50:59):
Now let me go and do it,because we can't.
You can lead a horse to thewater, but you can't hold.
You ever try to hold a horse'shead down Strong, but the idea
behind these discussions is forus to continue to be transparent
, to provide expert experienceand to have really no BS, and I
(01:51:24):
appreciate you guys continuingto do that.
Yeah, that's my goal for thispodcast.
It's continuing to go strong.
I think we're at.
We just hit 16,000 subscribersand growing.
Speaker 4 (01:51:35):
Congrats, man.
That's awesome, that's big.
Speaker 1 (01:51:40):
And is there anything
else you guys want to end this
off with?
Give it each of you.
Go at it.
Jump in the batting cage, swingaway.
Speaker 2 (01:51:49):
I would say just
everyone needs to again figure
out who they are and then focuson a habit.
There's only one resolution onNew Year's resolutions Give
something all of your time,energy and focus, and it might
be as simple as just getting upearlier.
It might just be simple as nocarbs after three.
It could be as simple as Ithink everyone's looking for
(01:52:10):
this like genie that they rubthe lamp and there's three
wishes and they get a call.
It's not like anything thatyou've ever wanted, ever is took
time and effort.
So just give that oneresolution or whatever you want
to call it All your time, effortand energy.
That habit You're probably twohabits away from like like being
a totally different human being.
That that would make your dadand your mom and everyone you
(01:52:32):
know very proud of you.
So just focus on that one habit2025, and not up, obviously.
Speaker 3 (01:52:37):
Robert.
Speaker 4 (01:52:38):
I think I'm going to
add on to the whole knowing who
you are and also respectyourself, because if you can
respect yourself and be true toyou, know what you want to do,
who you want to be, then I thinkyou're better at respecting
other people and helping themwith their situation.
Absolutely so I think you know,truly figuring out who you are,
(01:52:58):
what you want to do, respectingthe contracts you make to
yourself, and I think, in turn,you'll be able to build a good
business in whatever you do,because you're going to do that
same thing for everybody else.
Speaker 1 (01:53:08):
That's strong.
I appreciate that, Lulu.
You want to kick us out.
Speaker 3 (01:53:12):
Focus on consistency,
stay up to date on knowledge.
Just do one thing every singleday that can move that needle
and make you better.
Speaker 2 (01:53:22):
I love that.
Speaker 1 (01:53:23):
Yeah.
Well, ladies and gentlemen,those out there listening, I
will reiterate a simplefive-step equation that I do
believe is pretty solid inregards to business planning for
2025.
Whether you had a great year, amediocre year, maybe this isn't
the business for you.
Sooner is better, obviously, todetermine what you're going to
(01:53:43):
do next.
But, number one ask yourselfwhat did you do in your business
last year that you would liketo change, something that you'd
like to remove, et cetera.
Next thing how much do you wantto make?
What are what?
What is that?
One thing that allows you toget to the bigger things in life
(01:54:05):
?
Um, and and break it down.
Allow yourself to go throughthat process, um.
The second thing is tracking.
Make sure you track what you do, because if you are essentially
throwing things up against thewall, nothing's going to stick.
Um, you've got to make sure totrack that so you can know what
you're adjusting, what uh youare um implementing the next
(01:54:28):
year?
Uh, to make you successful.
The number three the third ishow much uh do you want to take
home?
A lot of folks focus on GCI,which is the gross income.
Um, I tend to flip that upsidedown, because it takes money to
make money and you gotta makesure that you account and equate
those things into thecalculation.
(01:54:48):
Um, and we already talked aboutwhat you want to change in your
business.
The last thing write it down.
Find an accountability partner.
It doesn't have to be a coach,it can be a mentor, it can be
somebody that you trust, butmake sure that that person is
going to truly hold youaccountable.
I think the best asset that youcan have is somebody that will
be brutally honest with youalways.
(01:55:09):
If you guys are gettingsomething out of these
discussions hopefully you gotsomething out of this one,
because if you didn't, it'sprobably time to get out of the
business.
Make sure to like, subscribe,share this with a friend.
I want to thank my guests onelast time.
You guys are freaking awesomeGuys.
I promise to continue toprovide you with experts just
(01:55:32):
like this, with our opinions, uh, experiences, um, and knowledge
.
So hopefully you can continueto level up your business, or
level it out, um.
Until then, we will catch youon the next one.
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