October 18, 2023 • 37 mins
He has sold more homes than anyone you've met...He was Coldwell Bankers top performer,He is Globally recognized as a Real Estate Agent we need to learn from!Tune in and find out!
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Transcript
Episode Transcript
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(00:30):
что
(00:50):
всем привет folks
Я с于 до сей.......
savior
Да.
Это круто.
Я cocon офисуنت жил в ЛПВ believe contemplators.
поединков осresting.
(01:22):
Я看到 н traded new startups —
Я sic...
А это дает то да!
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prepare
Это невероятная энергия.
Когда ты будешь, ты будешь...
Это сложно, да?
Ты должен быть, ты должен быть,
ты должен быть с семьей, с семьей,
с семьей, с семьей, и так далее.
И ты будешь путешествовать в стране.
Это не очень inexpensive,
(02:27):
чтобы быть в агенте.
Но когда ты будешь там,
и ты будешь в этом диле,
делая, делая, делая,
ты сможешь реально думать о будущем
и что ты делаешь, и действительно trying to get clear on the problem.
И я всегда был,
мы были частью...
Этим событиями были очень большая часть моей
всей жизни, потому что я
уехал до так many, и я всегда
(02:49):
взял что-то, вернулся,
был немного успехом с этим, и так
всегда меня было в агенте.
И это реально relationships
и люди, которые ты видишь,
и в общем, люди,
которые могут менять жизнь,
мы обычно в эти агенты.
И так, ты получаешь возможность,
possibility,
более успешно glauben,
(03:10):
inclusive.
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participation в даinos
И в dusty фор bere.
Потому что мы biography,
мы umm...
(03:31):
что в Bulgaria.
и Тележья, и Тележья, и Макарти, наверное, надо story into that, I'm sure.
If you had a problem.
You know, I've said it before, like Steve had his work cut out for him when he met me, you know, so from my background I came from security management.
Right.
So I was like director of security for a mall, and I was like regional director over like trainings and stuff.
(03:56):
So like real stringent, right?
I have a degree in law enforcement, that was like the attitude I came into real estate with.
Right.
Когда я встретил Стив, он был просто ужасный, потому что он такой картинный персонаж.
Он очень непомоген, да?
Да.
И я был в таком opposite mindset, но я не был в нём, и я видел все его живое контент.
(04:26):
И я был в том, что этот человек получил что-то другое.
Да, и такойensity.
Поэтому это был
Он lutит за людей, но не о muito, это мой 책
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broker did And they stay together.
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Gulubians.
JackiePants.
Послушайте prosecution Ayk sense Barnett.
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как yourself, Alexupas거나…
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cru Mescause Appreciate dating it.
Okay, thank you very much.
okay, thank you flavor
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Thanks.
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Planning decisions.
He got a couple of buyers from from the live
(06:35):
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Всё интhooтация, вернувши, просто люб niin, какppy.
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Tell them from your heart. That's all you do.
That's it.
(08:12):
Once we got over here and we started doing this stuff, because we came over hungry, man.
I had to take a job at this dive bar and grill in the middle of Wendell, California, which, if anybody knows where that is, I wasn't happy to work there.
Right.
That's what I said.
(08:33):
You were trying to move away from that.
Да.
И так, я думаю, это один из причин, почему я был так кучащим.
В первую очередь, да?
Да.
Потому что я пересекал к Стиву, он не пересекал меня.
Правда.
Я сказал, что было 2.30 в день, я думаю, через Facebook Messenger, моя мама и я были, как бы, в шути в сервисной индустрии.
(08:55):
awa Bostonuk.
Да.
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Если вы, или кто-то, вы знали, что мы собираемся купить рейссельный рейссель в следующие 90 дней, то вы нам дадите информацию.
И все-таки люди были как... Вы знаете, много людей знают, потому что кто-то знает, кто вы.
(10:46):
Они думают, почему бы я рекомендовался вам?
И все-таки, все-таки, бом, вы встали.
Ну, я думаю, что это о том, что я в доме.
Ну, я думаю, что о том, что я в доме.
Так, да, я могу сделать это, как вы знаете, за небольшой количества времени, чтобы увидеть результаты.
И problematic years that I-up...
Так, я думаю, что так às сції.
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(11:07):
Ну да, да.
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know, bucks nice stuff and I was like. Oh my gosh, like this is this is amazing all this train and going in the world and there's like at the time it was something like 60 hours a week I think it's more now.
(12:20):
Right? Oh just training just here you go. What do you want to know. Right? Here's the application. There's no shortage of of access to training here. No no I you don't have to pay extra. Yeah, it's just provided. Yeah.
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(13:47):
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every business goes like this.
Right?
And it's not like this race to the top.
I'm sure that you didn't get to where you're at just overnight.
(14:10):
No. Lots of roadblocks.
Lots of wrong turns.
Yeah. Oh wait.
Oh yeah. Big time.
Right?
Talk a little bit about where you came from, brother.
Yeah, man. So I always tell... I start by telling everybody...
I graduated in the top 25 of my class, but I usually don't tell them there was only 36 of us.
(14:35):
So yeah, small town guy, Oklahoma, from a little town called Walters, Oklahoma.
Nobody in the world knows where that's at. Probably won't even know where a lot in Oklahoma is,
which is where I built my business. It was a town of about 100,000.
And yeah, man, I got out of high school.
My dad had just bought a cool bank franchise.
I grew up around real estate, but he was doing mostly property management.
So I didn't really have any idea what real estate sales or anything really was.
(14:59):
I wasn't really around that part of it.
But then I saw a guy get a check.
I was mowing yards for the rental department.
My dad's rental management company.
And I was coming in to get my $400 check.
And the guy was in there getting the check for like $5,000.
Yeah.
What did he do today?
He didn't look like he did much at all.
(15:20):
And so I'd never seen him do anything.
So like every time I'd ever seen him, he wouldn't do anything.
So I was like, what does this guy do to make $5,000?
And we sold this house over on such-and-such.
Just tell me more about this real estate thing.
So, you know, this, you know, my head scratching, you know, 19 years old, like mowing yards,
do basically nothing and make $5,000.
(15:43):
And so obviously it was way harder than that.
You know, I got that license and like anybody else didn't have a clue what to do next.
Even though my dad, you know, was, you know, owned the franchise, he wasn't really in sales and didn't, you know,
never really sold that much real estate himself.
But, you know, he kind of plugged me into, you know, all the different things that, you know, training,
or if there was somebody coming to town, or if the MLS board was doing something.
(16:05):
And so I started, you know, attending all of those things, trying everything I could find.
And, you know, eventually, you know, it's, every once in a while, something would work and it would give me some hope.
Okay, I just gotta do that again, you know.
So, yeah, after a while, I started having some success.
I think my third year, I ended up, you know, really picking, you know, and I did open houses every Sunday.
(16:26):
I mean, every Sunday, I can't remember how many years.
So I met a lot of people, you know, got a lot of transactions off of that.
Just people like, I see you every Sunday.
I'm like, hey, it's good to see you guys again.
So look, you know, eventually, you know, some people felt sorry for me about something, I guess.
But, yeah, and you just continue that quest of learning, right?
Like, you know, I think that's the recipe for change is, you know, having an awareness, which, you know, you see, they're having your back against the wall.
(16:53):
Like you had, which you had an awareness that it couldn't get any worse, right?
It could only get better. It had to be a better way, right?
Yeah.
And then, you know, then it's, you know, you have to have the desire to want to do it, right?
Like you've got to have that desire, and then seeking, right?
And that's where, that's where most people fall off is, they don't have enough desire to really go seeking the solution.
(17:15):
And you're looking for it, man, you're uncovering it.
And that was your background, like you said, you know, gathering information, right?
And so, you know, a lot of people just stop at that, or if they're seeking and they don't like what they hear, they don't, they're not willing to receive it.
You know, that's another one.
And so, like, you know, there's a recipe for changing anything you want to change in your life.
And, you know, it starts with awareness, desire, seek, asking questions, receive the answer, do the, you know, then take immediate action, right?
(17:44):
Like if you don't take action, nothing, nothing's going to ever happen.
It's going to change.
And then it's persist.
And then ultimately having some accountability to it is the best, best process for changing anything.
But, you know, for me, you know, I had that little, little bit of taste of success, little bit of taste of success.
And so I just continued to seek and seek and seek.
I kept getting into rooms and I'd find people that were doing way better and way better and way better.
(18:07):
And it's just like, blows my mind.
Just like, you know, you said at that event, I had a similar experience where I went to an event.
I was probably 19, 20 years old, and a guy that was sitting next to me, the whole event, right, two people down from me gets up on the mic and he was selling 400 homes a year.
And I was like, the hell is going on over here?
Like, that's not the number I ever even thought was ever possible, right?
(18:29):
And I'm like, well, if he can do it.
I mean, I can probably do it too, I guess, right?
So, you know, you start seeing, you know, that what's possible and you realize, you know, if you do get out of your own way and you just be a really good listener and really try to understand, you know, what the people that are trying to help you are telling you to do, you know, and it's being coachable.
(18:52):
And it's, you know, a lot of people make them a say, early on I had a coach.
And when I got this coach, by the way, this is a funny story, at that same event that was expensive, was in Canada, I've never been to Canada before, it was out of my element to go, I was blown away.
And at the end they were selling coaching and it was $12,000 for the coaching.
And I remember looking at the guy next to me and saying $12,000 out of your mind.
(19:19):
Like, there's no way.
Before they were done with the pitch, I was at the back of the room, you know, and saying, I'm going to sell it.
I gave him two credit cards because I didn't have enough room on either one of them for the down payment.
And I said, if the payment doesn't go through on this one, you're just going to have to tie that one.
So, you know, I guess I'm an easy sell, so to speak.
(19:42):
But that coaching program really helped me.
But one day I was calling my leads and I told the coach, my coach, his name is Frank D. Marinas, I said, man, these leads are no good.
So, he said, you're not using the script.
I said, yes, I am.
He said, record your calls.
And this is so long ago they had this little thing.
(20:03):
You could hook up to your phone and record them.
And it was a tape deck, too, actually, literally a tape deck.
So that's how old I am.
And so I recorded him and we listened to it.
And I was like, see, I told you how I followed the script.
He said, listen to it again.
So we listened to it again.
And I changed it up a little bit.
Just kind of made it my own, you know, and he said, you didn't follow the damn script.
(20:24):
I said, OK, he said, this week, follow the script and see what happens.
And then I said, like, five appointments that week.
And I was blown away.
I was like, dang, man, like, I almost wrote off this whole thing as not working for me because I'm too stupid to follow the directions.
You know what I'm saying?
Which if I'm putting together a piece of Ikea furniture, I do that shit, too.
So it's not.
(20:45):
It's not the only place that I tend to skip reading the directions.
But but it was a lesson for me that, man, it's probably not the thing.
If the thing has gotten results for other people, it's probably not the thing.
It's probably me.
And so just I think I became a better student after that and just realized that, hey, man,
when people are telling you that something works and there's evidence all around you that it's working,
(21:08):
that it probably works.
And so you're doing.
If it's not working for you. And so that was a that was a real big lesson for me early on that that that allowed me to really break through, you know, some really pretty crazy barriers at the time where people weren't selling in 2005 2006 were selling 500 homes a year.
(21:29):
That was pretty unheard of at the time.
But it's not so much anymore.
People are doing bigger, bigger, much bigger than that.
But but it was.
Yeah, you know, I think there was a belief there that I could do it.
I didn't know anything about what I didn't know and all the things I had to learn in order and really who I had to become in order to do that.
That part I didn't understand at the time.
But yeah, and there is, you're right.
(21:52):
It was, you know, it felt like, you know, it was kind of a journey like this, but it really wasn't in plateaued and you would hit a wall and then you there would be something you'd have to learn that you didn't know.
And for me, it happened a few different times and then, you know, a market shift and a whole lot of things I've never seen before.
And those those are the the times that are really what creates your character.
(22:13):
Like, you know, now, you know, like, you can either crawl back into the corner and close your eyes or stick your head in the sand, or you could be like, all right, what do I got to learn?
Who do I need to be listening to?
Who's having success now?
You know, what's changed?
What are they changing about the conversations they're having with people?
You know, what do I need to change about what I talked about in my presentation?
All those types of things can be learned.
(22:35):
And, you know, when you encounter that some some people choose to is head in the sand and people come out swinging.
And if you've had a big experience like you've had, you know, I ain't going backwards.
You know, figuring out is is a is a mindset that, you know, that gets developed, you know, through that period of time.
And the good thing about going through it, I wouldn't trade it for anything.
(22:57):
And it was like, I was seven or eight was absolutely an ass.
It was the worst, worst possible experience for me.
I literally had had nothing but success up to that point and went back to back to zero, basically.
And so it was painful.
But after that, my resilience and what I was willing to endure was completely different.
(23:20):
Like, I was like, this is nothing.
Like whatever the challenge was was nothing compared to that.
Like coming out of it, I would look.
It's like, you look behind you like that whole thing was on fire.
And I just came through that.
Yeah.
Whatever the next problem is, is going to be a lot easier.
And that, you know, that's what, for that reason, I would never trade those, those, those tough times.
(23:42):
Right.
Because, you know, lessons bought or lessons taught.
No, I mean, they're pain experiences that they're like part of your life.
Right.
I always, I always think back to very hard times in life and I'm like, I wouldn't trade those in for the world.
Like, I had to have them to become the way I am today.
Exactly.
(24:03):
I mean, there's so many lessons in those, you know, that serve you for a lifetime.
You know, right.
And good.
I liked when you said the leads suck.
Right.
Like, I remember, and there was a time I was paying Zillow.
I don't pay them anymore.
(24:25):
No need to.
No need to.
But there was a time I'm on the phone with the Zillow rep and I was like, man, these leads suck.
And he was like, they don't, all the leads are the same.
Cross the board, no matter where you get them, you suck it on your delivery.
And I was like, okay, hung up on him.
Right.
You know, not going to pay him another cent.
(24:46):
Right.
But it kind of like hit home and I was like, it was a little Zillow guy, right.
Right.
I was like, what if, what if, what if I could be better?
Like, what if this guy's whole job is just scripting out on people that say that the leads suck.
Right.
I mean, I'm like, maybe that little Zillow man was onto something.
(25:12):
Right.
And yeah, once you figure out how to speak to people on the phone, how to speak to them in person, how to speak to them on these things, you know, like, all of a sudden, yeah, the leads don't suck.
Leads are all the same.
Right.
They're like, why are they not going to want to buy?
People are going to want to sell or they're not going to want to sell.
The name of the game is figuring out who is at what stage of the transaction.
(25:35):
Right.
A simple.
Yep.
And then, you know, listen, I need a little while and build out yourself a funnel.
Yeah.
But by the way, Matt, none of that is on the real estate test either.
No, it's not.
You know, I, uh, nothing has been and I keep hearing that, uh, you know, experiences I have are like a once in a career experience.
(26:01):
I'm like, that's fantastic.
I've heard that like six times this year.
Yeah.
Obviously, I just attract these weird deals.
We had this one.
And this was when I first started it was out in a little town called Robbins here in California.
It's like middle of nowhere.
Right.
Right.
It was a lead.
(26:22):
I had gotten like one of those courtesy leads from realtor.com.
Right.
I was like, okay, cool.
Like some business just came my way.
Right.
This guy wanted to buy this.
Like it was like a small 10 acre property, just bare land.
And he wanted to start a goat business.
You know what I'm talking about?
I've never had the goat business.
It's around the property.
(26:44):
And then you put a bunch of goats on there and they chew up the land.
And then you rent those goats out to property owners to keep your registration down.
Right.
I was like, all right, Teddy, that's a good idea.
Yeah.
This is the property you want.
Let's let's put it in the offer.
And I mean, it was, it was offered at such a low price.
(27:08):
Like suspiciously low.
I was like, why is this 10 acre property only $1,000 an acre?
I don't care.
We put it in the offer and then my buddy from the title company called me and was like,
Matt, I've got some, some bad news for you.
I was like, well, that's never a good way to start the day.
(27:29):
And he's like, so this is a once in a career problem.
But this property falls under the rail.
The, the, the, the, the, the, the, the, the, the, the, the, the, the, the, the, the, the,
the.
The.
The.
The congressional railroad easement act of 1860.
What?
(27:50):
I was like, exactly.
I was like, what are you talking about?
And he's like, yeah.
So when they were building the railroad through here, this, they.
Put an easement on a lot of land.
And everybody forgot about it in the 1800s and nobody talked about it since.
And now the descendants from those.
The original owners of that property can come back and be like, yeah,
(28:14):
my great, great, great granddaddy left me this property and now it's mine.
And then you, you're like in this whole title issue.
And so he's like, no title.
Company will issue the policy.
I was like, awesome.
So, and you know, we were broke at the time.
I needed the whatever commission that would have been.
(28:38):
Right.
But.
It was prudent to like do the right thing.
And so I called that, that client up and I was like, Teddy,
I cannot advise you about this property and I explained to him the whole thing.
He was like, I really appreciate you.
Let me know.
I am going to go ahead and back out and we'll look for something else.
I think we found him something else somewhere else, you know, right?
(28:59):
But.
I mean, it was kind of tough to have to make that call and be like, yeah.
We had a lot of fire in California.
I don't know if you've turned on the news.
10 minutes, but.
We have a lot of it.
And we're in this.
This deal.
And it was a nightmare of an escrow.
(29:21):
I mean, you know, it was supposed to be a 30 day escrow that turned into five months.
And you know, that.
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(29:42):
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(30:17):
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That was crazy.
(30:37):
Going through the experiences made me think, man, maybe I should
Write to Buddha and so one day Steve was walking by my office
And he was like.
Я хочу тебя читать диджитальный президент.
Мы не говорили о том, что я не хотел читать, если я не заплатил.
(31:00):
Я думал, что ты, Стив, ты был в работе или мы не виделись?
И он сказал, что ты будешь читать диджитальный президент.
Я думал, что это как и е-бук?
Он сказал, что ты не будешь читать.
Я сказал, что я просто его отправил.
(31:21):
И я думал, что этот диджитальный президент выглядит круто.
Те графики были круты.
Я думал, что это круто.
Я его открыл и я читал.
Я думал, что это не просто диджитальный президент, но это было очень круто.
Я думал, что я хотел в Байкборд, и я выговорил, что это как и е-бук.
(31:48):
И все-таки все это контент начался.
Вот контент.
И 4 месяца позже...
Бум.
Это Amazon.
В Либрации Конгресса с copyright.
Я думал, что я лучше читать.
Я просто хотел писать, что нужно делать в реальном степени.
(32:13):
Ты читаешь диджитальный президент, ты делаешь то, что он говорит.
И то, что будет держать тебя от успеха.
И...
Я читал...
Женел нравится видеть телевизор.
И так же, есть час, час и половина каждый день,
(32:37):
где она смотрит что-то, что я...
Это так.
Я не в этом шоу.
Я хопаю телефон в нотах, и я просто начинаю читать.
И потом, 1 месяц позже, я перешел в плато.
И сейчас я работаю на...
Как-то на работе.
(32:59):
На работе.
И это будет сделано, наверное, довольно скоро.
Я не снимаю, но это странное.
Мне кажется, что это было от Стива, что не читай лазий,
но это очень весело, что я делаю за хобби.
И люди могут на Amazon, но это неприятное.
(33:23):
Я бы сказал, что это было очень хорошая, очень хорошая, очень хорошая,
очень стр assured.
Так using Sony во Falls is pretty standard.
И,ular physically is much much more important that has
was занимается этот dynamically,
(33:47):
который не может Gent!
И я microbiologically,
Рли rus Commission.
И мне нужно было просто видеть,지는 кто этот
будет ребята и генер floss и некоторые
выboys possessed
같은 أي изNote, они hearts этого
(34:11):
mainlandhey, но ResidentHealth Gaming
eggplant
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Г tacos
pro
Ты как-то так, как-то так, как-то так, как-то так.
Ты как-то так, как-то так.
Я знаю этот парень на Facebook.
Я видел его в городе, когда мы были в grocery shop,
(34:32):
и мы с ним с ним поговорили.
Потому что он просто хотел сказать «хай»,
потому что кто это делает?
Ты знаешь, я просто...
Он просто идет на кого-то,
и в Винко, и говорит,
«Эй, Мэр, я вижу все твои...»
Ты знаешь,
что ты делаешь в посте,
и как ты делаешь?
Никто не делает это.
Дида Макарти даст.
(34:54):
Я делаю это сейчас.
Но я был, как-то,
встану на все, что этот парень делает.
Я mean,
надо было его контактировать.
Надо было бы фиксировать что-то.
И потом мы перешли к EXP и мы нашли,
«О, мой, господи,
этот парень, это просто...
ОССМ!
Но я очень нервный, Джей.
(35:15):
Так,
в мире?
Иногда я вон там,
и я просто так, как кипят с сакрболом и так далее.
Да, это просто...
Это больше мне, тоже.
Я тоже.
Да, я пойду на корабль,
и я пойду на него.
Ты знаешь,
сейчас есть как-то
пляж, который ты можешь пойти.
(35:37):
Это очень-очень весело,
если ты просто, как-то,
в середине дня,
и ты чувствуешься, что ты преследуешь
этот парень, и ты думаешь,
«Хорошо, я в пляж.
Я вон в пляж.
Я вон в пляж.
Но...
Да, EXP,
это меня не изменило,
полностью.
Да.
Он мне дал мне свободу,
(35:58):
чтобы делать
буквально что-то, что-то, что-то, что-то.
Я думаю, это очень весело.
Мы сняли детей в доме
и преследовали в Тексе,
в Вегасе,
и делали все такие
странные вещи,
кажется,
я бы даже не был на корабле.
Да?
Прекратить.
И сейчас я,
как-то,
(36:19):
я вон в пляж,
и делаю что-то крутое.
Да, я люблю это.
Да, это круто.
Это круто.
Так.
Мам, я очень приятно,
что ты сегодня.
Мам, это все, что я хочу сказать?
Я рад, что ты делаешь это с собой.
Это очень круто.
Да.
Что-то еще, что-то ты хочешь сказать?
Да, мам, все, что я хочу сказать,
(36:41):
если ты в этом смотришь,
и ты чувствуешь, что ты был,
где мы были,
и ты в этом месте,
и ты не...
Ты не уверен, что следующий муф
будет, я бы просто
пил на телефон и называл Мат.
И там может быть
в лучшем способности.
Там может быть в лучшем способности.
Может быть.
Да.
Мы нашли это.
Да.
Эй, подожди на минуту,
если ты не обоимешься.
До свидания.
что
(00:50):
всем привет folks
Я с于 до сей.......
savior
Да.
Это круто.
Я cocon офисуنت жил в ЛПВ believe contemplators.
поединков осresting.
(01:22):
Я看到 н traded new startups —
Я sic...
А это дает то да!
(01:47):
voices
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(02:07):
prepare
Это невероятная энергия.
Когда ты будешь, ты будешь...
Это сложно, да?
Ты должен быть, ты должен быть,
ты должен быть с семьей, с семьей,
с семьей, с семьей, и так далее.
И ты будешь путешествовать в стране.
Это не очень inexpensive,
(02:27):
чтобы быть в агенте.
Но когда ты будешь там,
и ты будешь в этом диле,
делая, делая, делая,
ты сможешь реально думать о будущем
и что ты делаешь, и действительно trying to get clear on the problem.
И я всегда был,
мы были частью...
Этим событиями были очень большая часть моей
всей жизни, потому что я
уехал до так many, и я всегда
(02:49):
взял что-то, вернулся,
был немного успехом с этим, и так
всегда меня было в агенте.
И это реально relationships
и люди, которые ты видишь,
и в общем, люди,
которые могут менять жизнь,
мы обычно в эти агенты.
И так, ты получаешь возможность,
possibility,
более успешно glauben,
(03:10):
inclusive.
у Chemo чемпионата
participation в даinos
И в dusty фор bere.
Потому что мы biography,
мы umm...
(03:31):
что в Bulgaria.
и Тележья, и Тележья, и Макарти, наверное, надо story into that, I'm sure.
If you had a problem.
You know, I've said it before, like Steve had his work cut out for him when he met me, you know, so from my background I came from security management.
Right.
So I was like director of security for a mall, and I was like regional director over like trainings and stuff.
(03:56):
So like real stringent, right?
I have a degree in law enforcement, that was like the attitude I came into real estate with.
Right.
Когда я встретил Стив, он был просто ужасный, потому что он такой картинный персонаж.
Он очень непомоген, да?
Да.
И я был в таком opposite mindset, но я не был в нём, и я видел все его живое контент.
(04:26):
И я был в том, что этот человек получил что-то другое.
Да, и такойensity.
Поэтому это был
Он lutит за людей, но не о muito, это мой 책
(04:49):
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(05:19):
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JackiePants.
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(05:43):
как yourself, Alexupas거나…
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(06:08):
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(06:35):
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Всё интhooтация, вернувши, просто люб niin, какppy.
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(06:56):
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(07:22):
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(07:50):
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Tell them from your heart. That's all you do.
That's it.
(08:12):
Once we got over here and we started doing this stuff, because we came over hungry, man.
I had to take a job at this dive bar and grill in the middle of Wendell, California, which, if anybody knows where that is, I wasn't happy to work there.
Right.
That's what I said.
(08:33):
You were trying to move away from that.
Да.
И так, я думаю, это один из причин, почему я был так кучащим.
В первую очередь, да?
Да.
Потому что я пересекал к Стиву, он не пересекал меня.
Правда.
Я сказал, что было 2.30 в день, я думаю, через Facebook Messenger, моя мама и я были, как бы, в шути в сервисной индустрии.
(08:55):
awa Bostonuk.
Да.
Я, во-первых, образов BCD, яunky.
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(09:19):
소개 hunters,
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(09:41):
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(10:01):
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(10:22):
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Если вы, или кто-то, вы знали, что мы собираемся купить рейссельный рейссель в следующие 90 дней, то вы нам дадите информацию.
И все-таки люди были как... Вы знаете, много людей знают, потому что кто-то знает, кто вы.
(10:46):
Они думают, почему бы я рекомендовался вам?
И все-таки, все-таки, бом, вы встали.
Ну, я думаю, что это о том, что я в доме.
Ну, я думаю, что о том, что я в доме.
Так, да, я могу сделать это, как вы знаете, за небольшой количества времени, чтобы увидеть результаты.
И problematic years that I-up...
Так, я думаю, что так às сції.
яகchanging
(11:07):
Ну да, да.
Есть, значит, этоamesemeile.com.
And then, and when I hear tego,
memang, čисто הקорами,
И Path description.
а вот я booted the high...
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(11:30):
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(11:55):
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know, bucks nice stuff and I was like. Oh my gosh, like this is this is amazing all this train and going in the world and there's like at the time it was something like 60 hours a week I think it's more now.
(12:20):
Right? Oh just training just here you go. What do you want to know. Right? Here's the application. There's no shortage of of access to training here. No no I you don't have to pay extra. Yeah, it's just provided. Yeah.
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(13:00):
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(13:47):
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every business goes like this.
Right?
And it's not like this race to the top.
I'm sure that you didn't get to where you're at just overnight.
(14:10):
No. Lots of roadblocks.
Lots of wrong turns.
Yeah. Oh wait.
Oh yeah. Big time.
Right?
Talk a little bit about where you came from, brother.
Yeah, man. So I always tell... I start by telling everybody...
I graduated in the top 25 of my class, but I usually don't tell them there was only 36 of us.
(14:35):
So yeah, small town guy, Oklahoma, from a little town called Walters, Oklahoma.
Nobody in the world knows where that's at. Probably won't even know where a lot in Oklahoma is,
which is where I built my business. It was a town of about 100,000.
And yeah, man, I got out of high school.
My dad had just bought a cool bank franchise.
I grew up around real estate, but he was doing mostly property management.
So I didn't really have any idea what real estate sales or anything really was.
(14:59):
I wasn't really around that part of it.
But then I saw a guy get a check.
I was mowing yards for the rental department.
My dad's rental management company.
And I was coming in to get my $400 check.
And the guy was in there getting the check for like $5,000.
Yeah.
What did he do today?
He didn't look like he did much at all.
(15:20):
And so I'd never seen him do anything.
So like every time I'd ever seen him, he wouldn't do anything.
So I was like, what does this guy do to make $5,000?
And we sold this house over on such-and-such.
Just tell me more about this real estate thing.
So, you know, this, you know, my head scratching, you know, 19 years old, like mowing yards,
do basically nothing and make $5,000.
(15:43):
And so obviously it was way harder than that.
You know, I got that license and like anybody else didn't have a clue what to do next.
Even though my dad, you know, was, you know, owned the franchise, he wasn't really in sales and didn't, you know,
never really sold that much real estate himself.
But, you know, he kind of plugged me into, you know, all the different things that, you know, training,
or if there was somebody coming to town, or if the MLS board was doing something.
(16:05):
And so I started, you know, attending all of those things, trying everything I could find.
And, you know, eventually, you know, it's, every once in a while, something would work and it would give me some hope.
Okay, I just gotta do that again, you know.
So, yeah, after a while, I started having some success.
I think my third year, I ended up, you know, really picking, you know, and I did open houses every Sunday.
(16:26):
I mean, every Sunday, I can't remember how many years.
So I met a lot of people, you know, got a lot of transactions off of that.
Just people like, I see you every Sunday.
I'm like, hey, it's good to see you guys again.
So look, you know, eventually, you know, some people felt sorry for me about something, I guess.
But, yeah, and you just continue that quest of learning, right?
Like, you know, I think that's the recipe for change is, you know, having an awareness, which, you know, you see, they're having your back against the wall.
(16:53):
Like you had, which you had an awareness that it couldn't get any worse, right?
It could only get better. It had to be a better way, right?
Yeah.
And then, you know, then it's, you know, you have to have the desire to want to do it, right?
Like you've got to have that desire, and then seeking, right?
And that's where, that's where most people fall off is, they don't have enough desire to really go seeking the solution.
(17:15):
And you're looking for it, man, you're uncovering it.
And that was your background, like you said, you know, gathering information, right?
And so, you know, a lot of people just stop at that, or if they're seeking and they don't like what they hear, they don't, they're not willing to receive it.
You know, that's another one.
And so, like, you know, there's a recipe for changing anything you want to change in your life.
And, you know, it starts with awareness, desire, seek, asking questions, receive the answer, do the, you know, then take immediate action, right?
(17:44):
Like if you don't take action, nothing, nothing's going to ever happen.
It's going to change.
And then it's persist.
And then ultimately having some accountability to it is the best, best process for changing anything.
But, you know, for me, you know, I had that little, little bit of taste of success, little bit of taste of success.
And so I just continued to seek and seek and seek.
I kept getting into rooms and I'd find people that were doing way better and way better and way better.
(18:07):
And it's just like, blows my mind.
Just like, you know, you said at that event, I had a similar experience where I went to an event.
I was probably 19, 20 years old, and a guy that was sitting next to me, the whole event, right, two people down from me gets up on the mic and he was selling 400 homes a year.
And I was like, the hell is going on over here?
Like, that's not the number I ever even thought was ever possible, right?
(18:29):
And I'm like, well, if he can do it.
I mean, I can probably do it too, I guess, right?
So, you know, you start seeing, you know, that what's possible and you realize, you know, if you do get out of your own way and you just be a really good listener and really try to understand, you know, what the people that are trying to help you are telling you to do, you know, and it's being coachable.
(18:52):
And it's, you know, a lot of people make them a say, early on I had a coach.
And when I got this coach, by the way, this is a funny story, at that same event that was expensive, was in Canada, I've never been to Canada before, it was out of my element to go, I was blown away.
And at the end they were selling coaching and it was $12,000 for the coaching.
And I remember looking at the guy next to me and saying $12,000 out of your mind.
(19:19):
Like, there's no way.
Before they were done with the pitch, I was at the back of the room, you know, and saying, I'm going to sell it.
I gave him two credit cards because I didn't have enough room on either one of them for the down payment.
And I said, if the payment doesn't go through on this one, you're just going to have to tie that one.
So, you know, I guess I'm an easy sell, so to speak.
(19:42):
But that coaching program really helped me.
But one day I was calling my leads and I told the coach, my coach, his name is Frank D. Marinas, I said, man, these leads are no good.
So, he said, you're not using the script.
I said, yes, I am.
He said, record your calls.
And this is so long ago they had this little thing.
(20:03):
You could hook up to your phone and record them.
And it was a tape deck, too, actually, literally a tape deck.
So that's how old I am.
And so I recorded him and we listened to it.
And I was like, see, I told you how I followed the script.
He said, listen to it again.
So we listened to it again.
And I changed it up a little bit.
Just kind of made it my own, you know, and he said, you didn't follow the damn script.
(20:24):
I said, OK, he said, this week, follow the script and see what happens.
And then I said, like, five appointments that week.
And I was blown away.
I was like, dang, man, like, I almost wrote off this whole thing as not working for me because I'm too stupid to follow the directions.
You know what I'm saying?
Which if I'm putting together a piece of Ikea furniture, I do that shit, too.
So it's not.
(20:45):
It's not the only place that I tend to skip reading the directions.
But but it was a lesson for me that, man, it's probably not the thing.
If the thing has gotten results for other people, it's probably not the thing.
It's probably me.
And so just I think I became a better student after that and just realized that, hey, man,
when people are telling you that something works and there's evidence all around you that it's working,
(21:08):
that it probably works.
And so you're doing.
If it's not working for you. And so that was a that was a real big lesson for me early on that that that allowed me to really break through, you know, some really pretty crazy barriers at the time where people weren't selling in 2005 2006 were selling 500 homes a year.
(21:29):
That was pretty unheard of at the time.
But it's not so much anymore.
People are doing bigger, bigger, much bigger than that.
But but it was.
Yeah, you know, I think there was a belief there that I could do it.
I didn't know anything about what I didn't know and all the things I had to learn in order and really who I had to become in order to do that.
That part I didn't understand at the time.
But yeah, and there is, you're right.
(21:52):
It was, you know, it felt like, you know, it was kind of a journey like this, but it really wasn't in plateaued and you would hit a wall and then you there would be something you'd have to learn that you didn't know.
And for me, it happened a few different times and then, you know, a market shift and a whole lot of things I've never seen before.
And those those are the the times that are really what creates your character.
(22:13):
Like, you know, now, you know, like, you can either crawl back into the corner and close your eyes or stick your head in the sand, or you could be like, all right, what do I got to learn?
Who do I need to be listening to?
Who's having success now?
You know, what's changed?
What are they changing about the conversations they're having with people?
You know, what do I need to change about what I talked about in my presentation?
All those types of things can be learned.
(22:35):
And, you know, when you encounter that some some people choose to is head in the sand and people come out swinging.
And if you've had a big experience like you've had, you know, I ain't going backwards.
You know, figuring out is is a is a mindset that, you know, that gets developed, you know, through that period of time.
And the good thing about going through it, I wouldn't trade it for anything.
(22:57):
And it was like, I was seven or eight was absolutely an ass.
It was the worst, worst possible experience for me.
I literally had had nothing but success up to that point and went back to back to zero, basically.
And so it was painful.
But after that, my resilience and what I was willing to endure was completely different.
(23:20):
Like, I was like, this is nothing.
Like whatever the challenge was was nothing compared to that.
Like coming out of it, I would look.
It's like, you look behind you like that whole thing was on fire.
And I just came through that.
Yeah.
Whatever the next problem is, is going to be a lot easier.
And that, you know, that's what, for that reason, I would never trade those, those, those tough times.
(23:42):
Right.
Because, you know, lessons bought or lessons taught.
No, I mean, they're pain experiences that they're like part of your life.
Right.
I always, I always think back to very hard times in life and I'm like, I wouldn't trade those in for the world.
Like, I had to have them to become the way I am today.
Exactly.
(24:03):
I mean, there's so many lessons in those, you know, that serve you for a lifetime.
You know, right.
And good.
I liked when you said the leads suck.
Right.
Like, I remember, and there was a time I was paying Zillow.
I don't pay them anymore.
(24:25):
No need to.
No need to.
But there was a time I'm on the phone with the Zillow rep and I was like, man, these leads suck.
And he was like, they don't, all the leads are the same.
Cross the board, no matter where you get them, you suck it on your delivery.
And I was like, okay, hung up on him.
Right.
You know, not going to pay him another cent.
(24:46):
Right.
But it kind of like hit home and I was like, it was a little Zillow guy, right.
Right.
I was like, what if, what if, what if I could be better?
Like, what if this guy's whole job is just scripting out on people that say that the leads suck.
Right.
I mean, I'm like, maybe that little Zillow man was onto something.
(25:12):
Right.
And yeah, once you figure out how to speak to people on the phone, how to speak to them in person, how to speak to them on these things, you know, like, all of a sudden, yeah, the leads don't suck.
Leads are all the same.
Right.
They're like, why are they not going to want to buy?
People are going to want to sell or they're not going to want to sell.
The name of the game is figuring out who is at what stage of the transaction.
(25:35):
Right.
A simple.
Yep.
And then, you know, listen, I need a little while and build out yourself a funnel.
Yeah.
But by the way, Matt, none of that is on the real estate test either.
No, it's not.
You know, I, uh, nothing has been and I keep hearing that, uh, you know, experiences I have are like a once in a career experience.
(26:01):
I'm like, that's fantastic.
I've heard that like six times this year.
Yeah.
Obviously, I just attract these weird deals.
We had this one.
And this was when I first started it was out in a little town called Robbins here in California.
It's like middle of nowhere.
Right.
Right.
It was a lead.
(26:22):
I had gotten like one of those courtesy leads from realtor.com.
Right.
I was like, okay, cool.
Like some business just came my way.
Right.
This guy wanted to buy this.
Like it was like a small 10 acre property, just bare land.
And he wanted to start a goat business.
You know what I'm talking about?
I've never had the goat business.
It's around the property.
(26:44):
And then you put a bunch of goats on there and they chew up the land.
And then you rent those goats out to property owners to keep your registration down.
Right.
I was like, all right, Teddy, that's a good idea.
Yeah.
This is the property you want.
Let's let's put it in the offer.
And I mean, it was, it was offered at such a low price.
(27:08):
Like suspiciously low.
I was like, why is this 10 acre property only $1,000 an acre?
I don't care.
We put it in the offer and then my buddy from the title company called me and was like,
Matt, I've got some, some bad news for you.
I was like, well, that's never a good way to start the day.
(27:29):
And he's like, so this is a once in a career problem.
But this property falls under the rail.
The, the, the, the, the, the, the, the, the, the, the, the, the, the, the, the, the, the,
the.
The.
The.
The congressional railroad easement act of 1860.
What?
(27:50):
I was like, exactly.
I was like, what are you talking about?
And he's like, yeah.
So when they were building the railroad through here, this, they.
Put an easement on a lot of land.
And everybody forgot about it in the 1800s and nobody talked about it since.
And now the descendants from those.
The original owners of that property can come back and be like, yeah,
(28:14):
my great, great, great granddaddy left me this property and now it's mine.
And then you, you're like in this whole title issue.
And so he's like, no title.
Company will issue the policy.
I was like, awesome.
So, and you know, we were broke at the time.
I needed the whatever commission that would have been.
(28:38):
Right.
But.
It was prudent to like do the right thing.
And so I called that, that client up and I was like, Teddy,
I cannot advise you about this property and I explained to him the whole thing.
He was like, I really appreciate you.
Let me know.
I am going to go ahead and back out and we'll look for something else.
I think we found him something else somewhere else, you know, right?
(28:59):
But.
I mean, it was kind of tough to have to make that call and be like, yeah.
We had a lot of fire in California.
I don't know if you've turned on the news.
10 minutes, but.
We have a lot of it.
And we're in this.
This deal.
And it was a nightmare of an escrow.
(29:21):
I mean, you know, it was supposed to be a 30 day escrow that turned into five months.
And you know, that.
atti
сграл exploring 5
months
and
и
чекен на борт от
clients
входит
(29:42):
от
avor
албас
Just the
начальника
Helty
And then
Like
bonuses
ρω
Она отлечилась в Cuban festival, а теперь род のinker Он о томjourken ходил через academy
(30:17):
Он сказал — года в formingique schwierigелugi!
Делека было много Перп先生, но мы все groaned
По поводуface drei мoke about it is zac lacked the MD
memorize what for a client so forward
That was crazy.
(30:37):
Going through the experiences made me think, man, maybe I should
Write to Buddha and so one day Steve was walking by my office
And he was like.
Я хочу тебя читать диджитальный президент.
Мы не говорили о том, что я не хотел читать, если я не заплатил.
(31:00):
Я думал, что ты, Стив, ты был в работе или мы не виделись?
И он сказал, что ты будешь читать диджитальный президент.
Я думал, что это как и е-бук?
Он сказал, что ты не будешь читать.
Я сказал, что я просто его отправил.
(31:21):
И я думал, что этот диджитальный президент выглядит круто.
Те графики были круты.
Я думал, что это круто.
Я его открыл и я читал.
Я думал, что это не просто диджитальный президент, но это было очень круто.
Я думал, что я хотел в Байкборд, и я выговорил, что это как и е-бук.
(31:48):
И все-таки все это контент начался.
Вот контент.
И 4 месяца позже...
Бум.
Это Amazon.
В Либрации Конгресса с copyright.
Я думал, что я лучше читать.
Я просто хотел писать, что нужно делать в реальном степени.
(32:13):
Ты читаешь диджитальный президент, ты делаешь то, что он говорит.
И то, что будет держать тебя от успеха.
И...
Я читал...
Женел нравится видеть телевизор.
И так же, есть час, час и половина каждый день,
(32:37):
где она смотрит что-то, что я...
Это так.
Я не в этом шоу.
Я хопаю телефон в нотах, и я просто начинаю читать.
И потом, 1 месяц позже, я перешел в плато.
И сейчас я работаю на...
Как-то на работе.
(32:59):
На работе.
И это будет сделано, наверное, довольно скоро.
Я не снимаю, но это странное.
Мне кажется, что это было от Стива, что не читай лазий,
но это очень весело, что я делаю за хобби.
И люди могут на Amazon, но это неприятное.
(33:23):
Я бы сказал, что это было очень хорошая, очень хорошая, очень хорошая,
очень стр assured.
Так using Sony во Falls is pretty standard.
И,ular physically is much much more important that has
was занимается этот dynamically,
(33:47):
который не может Gent!
И я microbiologically,
Рли rus Commission.
И мне нужно было просто видеть,지는 кто этот
будет ребята и генер floss и некоторые
выboys possessed
같은 أي изNote, они hearts этого
(34:11):
mainlandhey, но ResidentHealth Gaming
eggplant
.
Г tacos
pro
Ты как-то так, как-то так, как-то так, как-то так.
Ты как-то так, как-то так.
Я знаю этот парень на Facebook.
Я видел его в городе, когда мы были в grocery shop,
(34:32):
и мы с ним с ним поговорили.
Потому что он просто хотел сказать «хай»,
потому что кто это делает?
Ты знаешь, я просто...
Он просто идет на кого-то,
и в Винко, и говорит,
«Эй, Мэр, я вижу все твои...»
Ты знаешь,
что ты делаешь в посте,
и как ты делаешь?
Никто не делает это.
Дида Макарти даст.
(34:54):
Я делаю это сейчас.
Но я был, как-то,
встану на все, что этот парень делает.
Я mean,
надо было его контактировать.
Надо было бы фиксировать что-то.
И потом мы перешли к EXP и мы нашли,
«О, мой, господи,
этот парень, это просто...
ОССМ!
Но я очень нервный, Джей.
(35:15):
Так,
в мире?
Иногда я вон там,
и я просто так, как кипят с сакрболом и так далее.
Да, это просто...
Это больше мне, тоже.
Я тоже.
Да, я пойду на корабль,
и я пойду на него.
Ты знаешь,
сейчас есть как-то
пляж, который ты можешь пойти.
(35:37):
Это очень-очень весело,
если ты просто, как-то,
в середине дня,
и ты чувствуешься, что ты преследуешь
этот парень, и ты думаешь,
«Хорошо, я в пляж.
Я вон в пляж.
Я вон в пляж.
Но...
Да, EXP,
это меня не изменило,
полностью.
Да.
Он мне дал мне свободу,
(35:58):
чтобы делать
буквально что-то, что-то, что-то, что-то.
Я думаю, это очень весело.
Мы сняли детей в доме
и преследовали в Тексе,
в Вегасе,
и делали все такие
странные вещи,
кажется,
я бы даже не был на корабле.
Да?
Прекратить.
И сейчас я,
как-то,
(36:19):
я вон в пляж,
и делаю что-то крутое.
Да, я люблю это.
Да, это круто.
Это круто.
Так.
Мам, я очень приятно,
что ты сегодня.
Мам, это все, что я хочу сказать?
Я рад, что ты делаешь это с собой.
Это очень круто.
Да.
Что-то еще, что-то ты хочешь сказать?
Да, мам, все, что я хочу сказать,
(36:41):
если ты в этом смотришь,
и ты чувствуешь, что ты был,
где мы были,
и ты в этом месте,
и ты не...
Ты не уверен, что следующий муф
будет, я бы просто
пил на телефон и называл Мат.
И там может быть
в лучшем способности.
Там может быть в лучшем способности.
Может быть.
Да.
Мы нашли это.
Да.
Эй, подожди на минуту,
если ты не обоимешься.
До свидания.
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