February 24, 2025 • 53 mins
Sales isn’t just about closing deals—it’s about cultivating the right mindset, building resilience, and embracing continuous growth.
In this episode, we break down the fundamental lessons that transcend experience and age, equipping you with the tools to elevate your game.
✅ Learn from industry experts and their real-world experiences
✅ Discover how a strong mindset turns obstacles into opportunities
✅ Uncover the powerful connection between personal health and sales success
✅ Build an organized, proactive morning routine to set the tone for the day
✅ Shift from an employee mindset to an ownership mentality for greater impact
✅ Get inspired by personal stories of accountability, discipline, and achievement
Sales is a journey of persistence and self-improvement—so why settle for average?
Tune in, level up, and let’s make today a great one!
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:03):
This is the Sales Playbook Podcast.
I'm Dave Panazzo.
We're going to talk about sales.
Sales is something that is verynear and dear to me.
I got into sales in 1993.
And since then I have learnedso much over the years, and
sales is something that is aunique, unique trade that a lot
(00:24):
of people don't know about.
Sales is all ages.
As long as you can walk andtalk, you can always do sales.
Whether you're young, whetheryou're old, it doesn't matter.
Even if you're just startingout, sales is something that
makes the world go around.
There is no ceiling on how muchmoney you can make in sales,
(00:44):
and I want to unlock that onthis podcast.
Welcome to another SalesPlaybook Podcast.
I'm super excited today,especially because I have Dan
White.
Dan White is in the house, yay.
Speaker 2 (01:03):
I feel like I've got to get pumped up for your
podcast, Dan.
Speaker 1 (01:06):
Well, you can do some push-ups if you want.
I might do that later.
Maybe we'll get the camera onyou and see how many push-ups
you can do.
Speaker 2 (01:12):
I'm a little tired.
We were just talking.
Speaker 1 (01:15):
I had a good workout.
Now I know when I asked you, hey, do you want to be on my
podcast?
You're like, yeah, I want to beon your podcast.
And then we were like, well,what are we going to talk about?
I go, I don't know.
We could talk about some oldguy stuff, you know.
So let's have some fun withthis, because I feel, audience
(01:35):
wise, there's all walks of lifeout there, all different age
groups, young, old, in between.
They don't know how old or howyoung they are.
So let's have fun with it,let's share some stuff that
we've been through, because Ifeel you know one thing that
I've always learned in life I'lltake other people's experiences
and use them as my own.
(01:56):
We don't have to go figure itout on our own like we did at
the beginning, right?
Speaker 2 (02:02):
Yeah, you know, that's a really good point.
You know what's the saying I'mgoing to butcher this, but I'm
pretty sure it's a wise manlearns from others' mistakes, a
fool learns from his own, and sothat's kind of why we're here
today, right?
So we want to talk about thingswe've been through and things
we see right now and what kindof the younger generation or
(02:26):
people you know, even our age,who are doing this business
because it's hard, you know, todo this business.
It's not easy to be successfulin real estate, whatever if
you're in title, if you're inmortgage, if you're in real
estate especially real estateright now, I think, is having
its challenges, and I think, ifyou can just take from others
experience, I turned 30 in themortgage business next week, or
(02:48):
in two weeks rather, and so youknow, I think I've seen a few
things right, and so have you.
I know you build a verysuccessful business as well, and
so what have you learned?
What have I learned?
Speaker 1 (02:59):
I think it's a good topic, Good good, because again
it all comes down to sales,right, sales, it is the
lifeblood.
Speaker 2 (03:07):
What is it?
One through five.
I met Dave sales meeting theother day and and he's like,
okay, I'm going to give you thefive things you need to focus on
to his group.
Number one was sales.
Number two was sales.
Number three, four, five wassales, and and they kept you
know, everyone kept wanting togive another answer.
Yeah, and so the point is youalways need to be prospecting
(03:30):
and finding new prospects, right, and you need to know your
operations and all those thingstoo, but you need to be focused,
right now especially it againlike this.
Speaker 1 (03:41):
You know, the last couple of years obviously have
been challenging, right Forthose that got into the business
, say in the last three to fiveyears.
They're like oh my.
God, this is an impossiblemarket.
This is, you know, where arethe good leads and when's the
rates going to drop back down.
And all this Because that'swhen they started.
(04:02):
They started in a market thatwas 3%.
You showed a bunch of houses,you lost a couple houses because
you got outbid, and then youfinally ended up getting a house
, and so that's what theythought sales was Right.
Speaker 2 (04:18):
So, dave, let's keep this in perspective.
The first time rates got to 3%was when we had a massive
housing crash 60,000 homes onthe market, 10% unemployment in
Arizona.
Do we want that?
No, that's the first time itgot to 3%.
The second time it got to 3%was a I don't know global
(04:40):
pandemic and no one could gooutside.
You know I mean.
So those low rates are notnormal and we got this
psychology after a while withrealtors, customers, mortgage
people that, oh my gosh, six anda half percent is so high.
It's actually the historicalaverage for 30 years if you take
(05:02):
those two periods of time outof it.
So you know, it's about mindsetand preparation and scripting
and things that are reallyimportant to get that message
out and communicate effectively.
Speaker 1 (05:15):
And again, you know, with us being more seasoned
that's a nice way to put it.
Okay, with us being moreseasoned, we've seen some things
over the years, so let's goback and set the scene.
So we're Midwestern guys, yep.
So Dayton, ohio.
Give a little background on it,because you shared that when we
(05:36):
went out to dinner I was like Ididn't know that about Dad.
Yeah, yeah, yeah, go ahead.
Speaker 2 (05:39):
So I grew up.
I was the youngest of seven G.
I grew up.
I was the youngest of seven,grew up in Dayton, ohio.
My dad was the assistant deanof the education school at the
University of Dayton.
My mom was a music teacher at aprivate school.
I was raised Catholic and mysix brothers and sisters my
parents have both passed awaynow and my six brothers and
sister I am the youngest and wedon't have a bad one in the
(06:00):
group and we're a very, veryclose family and we all love
each other and they're all great.
The group and we're a very,very close family and we all
love each other and they're allgreat.
And so I ended up moving out toPhoenix.
I want to say, well, I moved toLouisville and then to Phoenix
and got started in the mortgagebusiness in Cincinnati, ohio,
and the morning my wife at thetime told me she did not want to
(06:22):
work if we were going to havekids.
And guess what?
The morning we started in themortgage business, she tested
positive for being pregnant.
She was pregnant, and so I wason straight commission and so it
was a really interesting time.
(06:42):
In my life I've never worked sohard or so passionately, and
you know this.
When the baby's born and theyhand you that baby, if you're a
guy, most of the time thatmotivation ramps up to here.
It's funny because our kids nowhave there's babies coming and
I watch the men now and they arelike working twice as hard as
(07:05):
they were twice, as hard as theywere because you want to
provide.
So moved out here to Phoenix in1998.
Speaker 1 (07:14):
So, before you get into that, I want to know
Cincinnati, skyline, chili orGold Star?
Speaker 2 (07:20):
Well, I don't like either, but Skyline if you had
to choose.
White Castles are all right,but that's the thing is.
Skyline Chili is kind of thedeal.
It's a take it or leave ittaste.
Speaker 1 (07:30):
Yeah, it is All right .
So 1998, you come out here.
Speaker 2 (07:34):
Come out here and came with the company that I was
working for and within sixmonths I just didn't get along
with the boss and I met a titlerep for Fidelity.
Within six months, I justdidn't get along with the boss
and I met a title rep forFidelity and he introduced me to
a guy by the name of JerryCraig and Jerry was building a
company and Jerry hired me torun a new office he was opening
(07:55):
up and we took that company from30 loan officers to 133 loan
officers, 22 processors, and Iwas in charge of four offices
and I was in charge of the wholething.
We were closing about 650 filesa month, oh my God, and we were
the second largest lender aheadof Countrywide Bank of America,
and it was a massive, massiveoperation, wow.
(08:20):
And we had some of the topproducing loan officers and many
of them own their own companynow in town.
And then, unfortunately, therewere some things happening at
the company and I had to leave.
So I've been at variouscompanies since and I realized
the thing I love to do most iswork with clients, and so I kind
of got out of the managementend of it and I work with
(08:43):
clients and it's what I love todo Keeping it simple, right,
yeah, keep it simple.
I love working with realtors.
I appreciate the strugglerealtors go through.
I appreciate the fact thatthey're out working hard on the
weekends, and that's why I workweekends, because I think if
they're going to do it, I've gotto do it.
Speaker 1 (09:00):
Yeah, there's nothing worse than when someone says
I'll get back to you on Monday.
Yeah, I'm busy, especially whenit's after 5 o'clock on a
Friday and you're like you'retrying to get a hold of someone
and they give you the old yeah,how's that like from the realtor
end of it?
Speaker 2 (09:15):
Horrible yeah.
Speaker 1 (09:17):
Horrible.
That's like being, you know,having an open-heart surgery and
they're like well, we'll giveyou we'll pass you the gauze on
Monday.
Speaker 2 (09:28):
Yeah, you need it now , okay, so, yeah.
So, so, like you've got a dealthat you're trying to negotiate
and it isn't quite the way, youdrew it up on paper, right, and
so there might be someadaptations financially, and
that means mortgage that youneed to do right.
Speaker 1 (09:41):
You got to fine tune some stuff.
Yeah, when you're in thefoxhole, when you're in the
trenches in the foxhole and likethe, the rounds are coming in
the bombs are going off thegermans are firing yeah you need
.
you need some help, you know,and and typically it happens
either late at night or on theweekends yeah, and to us that
that's, that's the lifeblood ofbeing able to have a partnership
(10:05):
with someone that you know cancommunicate at all times.
Not that we want to make it abest practices at 10 pm at night
, for God's sake, because I'msleeping and you're probably
sleeping, but nonetheless we getup early.
These things happen, right,these things happen.
Speaker 2 (10:21):
So, yeah, let's talk about yeah, what time do you get
up?
I get up one minute after youget up.
My alarm is set and I'm gonnaleave it that way because I
think it's early enough.
I get up at 4 30 am nice and uh.
And yeah, my wife and I go tothe gym, uh, we go to lifetime
and fashion square in scottsdaleand uh, so we go there work out
(10:42):
out and yeah, it's fun.
Speaker 1 (10:45):
What have you found?
Like now again, we learn as we,as we get older.
Yeah, okay, had you always beenin a workout state of?
Speaker 2 (10:56):
mind.
Speaker 1 (10:57):
Or like what's, what's the fitness piece?
Speaker 2 (11:00):
I have to tell you.
So my whole life I and this isreally kind of important and I
think it's hugely importantbecause the fitness piece
transforms your mind theendorphins and all of the health
stuff that I'm not an expert at, but I know a thing or two and
I've experienced a thing or two.
So for me, what happened wasabout a year and a half ago.
(11:22):
I was reintroduced to an oldfriend that I used to be in
networking with and she was aketo coach.
Her name's Carrie Camp and shefriends had gone through her
coaching program and it'sketo-based, carnivore-based, and
they just felt great and theylooked great and I'm like, well,
(11:44):
what do you do?
I'm like I'll call Carrie.
I haven't talked to her in ages.
So I did, and I got on keto,lost 30 pounds immediately and I
was having a hard time losingweight.
Speaker 1 (11:52):
You lost 30 pounds.
Speaker 2 (11:53):
Yeah, yeah, I did, yeah, and, and I got to where,
like I could not in my wholelife, I could not work out
without feeling debilitatinglysore.
It just affected me.
So I have to try to alwaysovercome, and I did.
I was always consistent withworkouts but I never really made
progress.
And then I got on keto and itchanged my life and I'm not oh,
(12:16):
it changed my life kind of guy.
It fricking changed my life.
And, um, all of a sudden now Ican work out six, seven days a
week and I take a day offbecause I just get tired, but I
get intense workouts and I haveso much energy and I don't get
sore and it's because all thatinflammation went away.
And so I know you are like thattoo.
(12:37):
Right, you did a presentationonce where you showed your
refrigerator with all yourprepped meals in it, right?
Speaker 1 (12:45):
Yeah, that's how you have to roll nowadays.
And again, for those that areout there that you're in your
mid-40s or creeping up on 50 oreven 60, listen, I'm telling you
you want that boost in yourbusiness, you're going to have
to do some self-reflection, okay, because, again, I'm 57, you're
57, right, 58, 58.
(13:06):
So, listen, this shit ain'teasy.
When you get older, okay, andI'm going to tell you you want
that lifeblood to be able to getto that next level.
It takes the sleep, the noboozing, the eating clean,
watching what you put in yourbody, like these are all these
things.
Now that I'm, I'm realizing thatthis is giving me that extra
(13:29):
edge yeah this is giving me theedge against the 30 some year
olds or the 25 year olds well,you just don't have the energy
to keep up.
Speaker 2 (13:37):
So you've got to do some things, like you got to cut
the drinking down.
You've got to, and we're in aculture that just promotes
drinking all the time, butyou've got to cut, and we're in
a culture that just promotesdrinking all the time, but
you've got to cut that down,almost cut.
You know I still have somecocktails on Friday nights and
once in a while on Sunday, butthat's about it.
And so you know you've got toput it in its place, you've got
to control it and, my gosh,you've got to get your diet
(14:00):
right.
There is so much hidden sugarin everything.
You've got to eat simple andclean and if you do that, like I
love barbecue, I make ketobarbecue right and it's it
tastes great.
Like my family doesn't evenknow that I'm serving keto.
That's funny and that'sbarbecue sauce and everything.
So, um, so you know, for meit's just the health part of it
(14:20):
is super, super important.
Yeah, and you know we work outso much now and I feel great.
I don't feel sore and I don'tfeel like I have to limp into
the office.
But you know I was telling youI've got 11 pieces of metal in
my body.
I've got to replace knee orreplace hip.
I've got a rebuilt ankle andthen the hip had three pins in
it after I fell off a bike andbroke my femur and then they had
(14:51):
to replace it with a real hipreplacement about 10 years later
.
So I know a thing or two aboutsurgeries, right, and they suck.
Yeah, you don't want to do them, I hate them.
So yeah, I mean more old guystuff, take care of your body.
That puts your mind inperspective and then you can go
do business.
And then guess what happensyour attitude improves and you
get your attitude in a placewhere you are just, you feel
better and you're more positivetowards and guess who can tell
(15:12):
it?
Speaker 1 (15:12):
Your clients can tell it Well, and and again, and and
I always say this whetheryou're male or female does not
matter, but when someone looksat you and says Dan God, I
haven't seen you in a while, youlook great, what price can you
put on that?
Because it gives you you'relike yeah, I have been working
(15:33):
out really hard, yes, I havebeen taking care of myself and
yes, it is work and energy andthought planning and so much
more.
Speaker 2 (15:43):
Yes, it's preparation .
You know, you showed and it wasjust a really interesting
presentation.
You gave one at Fidelity SalesAcademy and you showed where you
were right and you showed apicture of yourself and I've got
those pictures too.
And then, where you are now andyou're fit and you inspire
(16:04):
people and you know that to meis is really worth something to
your team, right?
Because because they, you, youcan communicate that and say hey
, I was there and you can gethere.
You just have to commit and beprepared.
And that's the thing you haveto commit and be prepared well
and again.
Speaker 1 (16:24):
I mean, I always tell them I'm never going to ask you
to do something I wouldn't domyself right.
So if I was overweight, we haddonuts at the meeting pizza
parties every day in the office.
But I'm asking them to step itup to a different level, that
I'm not being a true leader, andso I'm like, well, all right,
(16:46):
if I'm going to do this thing, Igot to go all in and be true to
myself, be true to the team andtrue to the people around me,
because I want them, I want togive them hope, like, if I can
do it right and you're 30something years old, listen, you
have more time on your hands.
You, you're younger.
You have more time on yourhands, you're younger, you have
more energy.
(17:06):
Unlock that piece and utilizeit.
Speaker 2 (17:10):
It starts with you, right?
You have a bunch of aspiringrock stars on your team and
you've got some unbelievablygreat people there.
And it starts with your mindand your mind and you get your
body right.
You get those things right, youcommit to that, your business
(17:31):
will follow.
It will follow and you knowyour team is highly successful,
by the way and I'm not sayingthis because I'm here, but
they're just the funnest, best,thank you Greatest team to work
with, and their attitude isalways fantastic.
But they're just the funnest,best, greatest team to work with
and their attitude is alwaysfantastic.
And it's because you spend somuch time on it Really, you
(17:51):
spend a lot of time on it, morethan most teams because you know
it's hard.
Yeah, that's the hard stuff andyou pull their head up and get
the chin up and you pump them upa little bit.
That's what you need.
So I applaud you for it.
That's what you need, yeah, soI applaud you for it.
Speaker 1 (18:07):
You and Kim as well.
That was not paid.
That was not paid advertising,okay, yeah, again, it's such a
major piece in sales, yeah,feeling right, being fit,
connection to God, all thesethings that people are like no,
(18:30):
it can't be that.
No, that's too easy, but yetit's so hard to do.
And be consistent.
See the consistency thingthat's, can I say.
Speaker 2 (18:41):
When you phrase it that way, you know what it makes
me think.
Then, when you're talking to aclient, and maybe that client
has challenges, what are youdoing?
You're looking for the good inthe deal, and that's where those
marginal scenarios become deals.
And it's just such a and thebest salespeople I know and I'm
(19:03):
honored to work with a bunch ofthem at Fairway and that's where
I watch these these men andwomen just find that crystal in
there and they're able toaccomplish that client's goal
because they're seeing thepositive in the deal and they're
not looking for ways to turn itdown or or give up on it.
Um, and it's not a hundredpercent, but it's, you know
(19:23):
that's.
I think it's not 100%, but it's, you know that's.
I think it's so important.
And it just starts with yourperson, you know, with your
habits and with your preparation.
Speaker 1 (19:33):
Well and again being being a true professional.
What happens is is that youknow when you first start out,
you're like you're looking forthe objection so that you can
overcome it.
Right, yeah, like okay, theysaid this.
So now I know I need toovercome that by serving this
word track up, or what I'velearned, yeah.
Your script, yeah From from thescript or what my boss was
(19:55):
telling me, or whatever the casemay be, and see when you know
you've gotten to that.
Next level is when there are noobjections, because you already
can see where theconversation's going and you
basically disarm them becauseyou're able to talk it through.
You kind of know where thatconversation's going to go, so
(20:16):
you take the bullet out of thegun.
They can't fire it and now allof a sudden they walk away going
wow, that guy Dan is, wow, he,you know what, honey?
He really made me feel goodabout what we're doing here.
As far as this next level ofbuying a house or whatever the
case may, be.
Speaker 2 (20:32):
You know, I I think it's about that conversation
aspect that you just mentionedand it's having a conversation
like it's your family member,whoever it is, and that's not
always easy to do it.
Really, for me it was a learnedskill.
It took me a long time becauseI always kind of had in mind,
you know, I have sales goals andI have, I want to do these
(20:53):
things, and so I kind of wasalways on in the back of my mind
.
But as soon as you kind of letthat go and you don't focus on
your goals and you focus on whatthe client's goals are and you
listen and you have thatconversation and you draw it out
of them and it becomesconversational.
You have so much, so many betterexperiences with people.
You're really finding what theywant.
(21:15):
And it's not easy, especiallywhen you're new and you're just
trying to make it.
I mean, let's face it, some ofthese, these folks, are just
trying so hard to make it andyou just see it on their face
and they're they're just tryingso hard to make it and you just
see it on their face and they're, they're just trying so hard.
But sometimes the clients cantell you're trying so hard okay,
so.
Speaker 1 (21:32):
So let's go back a step because, because, again, my
my thing is when someone is istelling a story like, oh yeah, I
went through this phase, butthen I, you know I got it.
Let's go back to right before Igot it phase, I know that
that's.
That's usually like that darkmoment or that, or that time
(21:53):
when, when you were kind of likeon the fence, where did you
find Cause?
Again, listen, communication isthe key to anything you do.
I don't care what industryyou're in, it doesn't matter.
Communication and I think today, ai, texting, all the ways of
(22:13):
communicating, it's, yes, superinnovative.
Okay, I'm not saying I'm asuper dinosaur, like I can only
talk to people, but how and when, I think, going back, when did
you finally realize, oh, I canpretty much have a conversation
and be able to help guidesomeone through the art of the
(22:34):
sale, like, where did that lightbulb, what was it?
I mean this is you know.
I think I know the moment wherethings came on for me and I'll
show that after you?
Speaker 2 (22:43):
Yeah, I want to hear that.
Speaker 1 (22:44):
But where?
What was it?
What was that breaking point?
Or was it a seminar you went toor a book you read?
Where, what was it?
What was that breaking point?
Or was it a seminar you went toor a book you?
Read or did you just have adivine intervention and it you
know.
Speaker 2 (22:54):
I got, I started looking around at my peers and I
realized they passed me up andI kind of realized that they
were doing better things than meand it kind of ticked me off.
And you know, there's some Godmoments in our business there's
no, without a doubt.
And so I got a call from awoman who is promoting her, her
(23:18):
coaching company, and she is arock star in the business.
She's very well known.
Her name's Cindy Ertman, andshe called me and spent normally
she would.
She told me later she'dnormally spend about 15 minutes
with someone.
We spent 45 minutes talkingabout it and I'm like no, no,
I'm going to do this leadgeneration stuff and and.
But the conversation just stuckwith me Because what she was
(23:39):
talking about was connection,connection to your clients,
connection to conversion.
Is her her whole program or wasshe's branched off and done
many other things as well?
But at the time I was like huh,that really resonates with me
because I think that's the areaI need to improve in.
(24:00):
And so I ended up.
The lead gen didn't work.
I ended up going and enrollingwith her in her coaching program
, which was not cheap at thetime.
I made the investment and myvolume doubled because I was
understanding that I was sellingall the time instead of
listening.
And so once I kind of changedthat I could be more myself, I
(24:24):
could be more of my own person,my personality was able to come
out, I was able to laugh withclients.
And as soon as you get someonelaughing and you know kind of,
especially in a stressful thinglike real estate, when you can
get someone to lighten up, it'shuge, you know.
And so we look for thosemoments and then I'm like, okay,
so I started gradually and thatwas in 2018.
(24:47):
And so then I mean, late in mycareer really, yeah, and I just
I mean, I was always successful,always had good numbers, was
always on the leaderboard, but Inever could get to some of the
higher levels and so and youkind of peak and valley in this
business.
You know it's hard to do itconstantly for that period of
time.
And so I found that you knowthat really helped me and I know
(25:10):
you know for you I want to hearthat as well.
But that was the moment.
Well, as soon as I got intothat room with 12 other high
producing mortgage professionalsand we were all kind of
networking and telling our ownstories.
Then I was like okay, this is,this is a process that I can our
own stories.
Then I was like okay, this is aprocess that I can thrive with.
Speaker 1 (25:30):
So that was it for me .
Well, and again, a couple ofkey takeaways.
And for those that arelistening and watching
surrounding yourself with otherpeople that are at this higher
level at first you'reintimidated.
I was.
I was the lowest produceryou're scared.
Yeah, you're like I don't likethis because I'm super
(25:53):
uncomfortable, I you know.
And then you second guessyourself and all this stuff.
But see, you have to look at itin a way that those people were
also in your shoes at somepoint in time.
Too, right, okay, no one getslucky Overnight.
Success is usually 10 to 15, 20plus years, okay, and so
(26:13):
surrounding yourself and beingin the rooms with people that
are just high, producing or justyou know, big, bad, uh, bad-ass
, like entrepreneurs, okay, thatstuff will rub off on you.
Sure, it will rub off on you.
Get in that room, and I'mtelling you that is the key to
this.
So, for those younger peopleout there, you have to get in
(26:37):
those rooms with people that aredoing bigger and better things
than you.
If you're the big man on campusin your little group of friends
, it's time to kill that groupand go find another one.
Speaker 2 (26:48):
And Dave, you know, the other thing that you can't
do when you're in that room,when they're giving you their
playbook, is try to invent yourown playbook, Correct, and try
to go off in your own direction.
They're giving you.
I've seen and in real estateit's such a misperception
Realtors are some of the mostgiving people I've ever met Like
they'll give their commission,They'll give their time, they
(27:11):
give to charity, they supporttheir local neighborhoods.
I bet I could.
You could go on and on about allthe things you've done over
your career, and we could toobut you know, when they give you
their playbook or their recipe,oh my gosh, take the advice.
Yeah, you know, do that.
Don't adapt it and don't thinkthat you have a better idea
because they've built this hugecareer.
(27:32):
I'm lucky enough to be in thatroom a fair amount and due to
some of my connections and Ijust listen to these folks I
love listening to, like yourstory and you know other other
teams that we work with are justfantastic.
So I want to know from you whatwas the moment you kind of had
the aha moment.
Speaker 1 (27:52):
I think 2014.
For me, this was pre-realestate 2014,.
I was at a point where I wasyou know another reinvention of
Dave, you know 5.0 type thingand that's when I finally
realized, oh my God, it's me,it's me.
(28:13):
It wasn't that circumstance, itwasn't that person, it wasn't
that business, it wasn't thatsales job, it wasn't my wife, it
wasn't my kid, it was me, yeah.
And so I went through thiswhole thing where I got so
psycho that I I went to Staplesand bought a plain little
journal, right, and it wasOctober 1st 2014.
(28:35):
I started journaling on howscrewed up I was, okay, like I
went psycho, okay, my wife waslike what are you doing?
I go, don't worry about it, I'mgoing to get this figured out.
And so, like my first couplemonths, like I can go back now
it almost makes me cry.
It's like I look at him likewho was that?
Speaker 2 (28:57):
Earth shattering moments when you realize you're
responsible for where you're at.
Speaker 1 (29:01):
And so that was my biggest like moment other than
getting sober okay, that I'veever had and take in mind 2014,.
I'd been sober for what?
Eight years.
So it's not like you know.
I just got sober the other dayand then started doing this
stuff.
Like you know, I had somesobriety under my belt and so I
(29:24):
was starting to understand howto live life, and so on and so
forth, but I still kept likepointing the finger and it was
like shit.
I got to look in the mirror.
It was me the whole time, butyou had the desire to do it
Correct.
Speaker 2 (29:37):
Correct, but don't you feel like that's the number
one thing?
Desire, and then blocking outthe noise and letting that
desire drive you.
Speaker 1 (29:45):
Yeah, but.
But again, as I have found,it's very difficult for people
to literally strip down tonothing and be vulnerable in the
sense of like, okay, I'mscrewed up, I'm having trouble,
hey, can you help me with X?
And see, that's the biggestthing that people I think they
(30:07):
don't realize that it holds themback.
They don't ask questions.
Yeah, like I'm going to tellyou right now, I wear people out
, like I will question people todeath.
Okay, because I don'tunderstand and I will let them
know.
Listen, I'm a little slow andI'm a little old.
Okay, I like to ask questions.
(30:27):
So please don't don't take thisthe wrong way, because once I
understand it, now I got it.
Because, again, like anythingin life, if you don't understand
something and you go to theother person and go, oh yeah,
okay, now I got it.
Because, again, like anythingin life, if you don't understand
something and you go to theother person and go, oh yeah,
okay, I'm good, and then you goover and you try something and
it doesn't work, that is timewasted in my book.
Why not ask someone?
(30:48):
Hey, listen, I'm really hung up.
I don't know how to talk tosomeone in this scenario.
Tell me how you would approachthis Okay, boom, boom, boom.
Oh, okay, so now let me go trythat.
(31:09):
So now you got to go try it.
It's not going to work thefirst time.
Okay, you're going to screw itup.
You might kind of do it.
And then all of a sudden you'relike oh, I did get a different
reaction this time.
Yeah, okay, let me do it again.
Hey, dave, so is there a betterway to say it?
Oh, we'll try this instead ofthat, and then you go back and
you experiment and really thatself-reflection.
Speaker 2 (31:37):
And then you discovered what about yourself,
like what did you need to fix,or what was it that you, you
wanted, you needed to improve on, I guess is maybe a better way
to say it.
Speaker 1 (31:49):
I think it was.
For me, it was the ultimateaccountability to all of it,
Taking ownership in every singlething that I was doing.
That's unbelievable Husband,father.
Being accountable to myself iswhat I'm really doing.
(32:10):
Am I being true to myself?
Is what I'm doing really doingthe right thing?
And so that's when my fitnessreally kicked up.
I've always worked out and thisand that I've gone through all
that.
Speaker 2 (32:20):
You know I was in the military.
Speaker 1 (32:25):
I was, you know, hard charging, all that stuff.
But then you know the drinking,and then the getting sober, and
then the reinventing, and thenI was super overweight and it
just got to a point where I waslike enough is enough it was
just like ah it's like I, youknow, had to like run away from
that old version and create thenew version.
Speaker 2 (32:42):
Yeah, do I want this?
Do I want to be this way forthe rest of my life or do I want
to change?
Did you try to changeeverything all at once or was it
piece by piece?
It's interesting because Ilistened to some people and they
they say, don't try to tackleeverything all at once.
But you know, for me I liketrying to tackle everything all
(33:04):
at once.
To me it's like, okay, I'mgoing to change everything and I
almost become a little bit morelaser focused on all areas of
my life.
Now I'll allow myself to havecertain areas that I just kind
of screw around with.
But you know, there's when yousay, okay, I'm going to get
better as far as being mindfulabout things and being like
(33:26):
focused on things and beingfocused on nutrition and fitness
, and we're talking a lot aboutthat.
But yeah, but you know alsoyour job, your sales goals, your
you know how do you achievethose, how do you get in the
room and how do you create thatnetworking opportunity and meet
people.
And you know we met through amutual acquaintance, right?
(33:47):
So I mean, that's how importantthose mutual acquaintances of
yours are and you've got to goout and develop that.
Speaker 1 (33:54):
Yeah, yeah.
And for me, obviously I haveaddictive personality.
So guess what?
Yeah, I, I probably went alittle extreme, but that's me,
you know, I, I would rather uh,jump out of the helicopter and
like, let's kill them all.
No prisoners and and go all in,knowing that I went all in
(34:15):
Because I think that's important.
Yeah, you want to leave it?
Speaker 2 (34:18):
on the field.
Speaker 1 (34:18):
Well and again, life is life, right, right, and I'll
butcher this up, but what dothey say when you get to the
pearly gates?
You know, at that time you'llget to meet the real version of
what you could have become.
Okay, like I want to know that.
I went all in.
Yeah, like, all in, like you,you were true to you.
Speaker 2 (34:42):
Yeah, so when, when I went and did my coaching thing,
I wasn't all in and that was mything, I'm like I'm kind of
underachieving, I know I coulddo better, and that's when I go
through you peak in valley.
When I get to the valleys I'mlike you're not doing your best.
But now those time periods areshorter, right, because like I
hit a rough spot in 23.
(35:02):
And I just my mind wasn't right, you know, and so you go.
And then one day I fixed it andit was literally like that.
I just said it's you, it wasthe same thing, it's you, it was
the same thing, it's you.
You're the problem.
It is not the market, it is notanything else.
There's plenty of opportunityout there.
Go get it.
(35:23):
And so since then you knowwe're up, we're up, we're up 50%
year over year and we'll be uphopefully another 25% to 30% in
25.
So that's, you know, that's andI know what it was.
But I do have that tendency toallow myself to kind of wane
from time to time or let theattitude get bad.
And you have to, you have tocorrect yourself.
(35:45):
It's a constant thing.
Speaker 1 (35:47):
Yeah, and and.
Again it's kind of like theangel and the devil sitting on
your shoulder.
Okay, and what happens is youstart to buy into the BS lies.
You're telling yourself, yeah,and then all of a sudden you get
the spiral and it's like it canhappen out of nowhere.
Yeah, okay, and so okay, so hesaid something pretty key.
(36:07):
There he goes yeah, I had ashorter, the timeframe gets
shorter.
Right, okay, I'm able to pickmyself out of that quicker, gets
shorter.
Right, okay, I'm able to pickmyself out of that.
Right and and.
And here's the thing like whenyou're younger and newer at this
type of approach, those gapsare going to be much longer.
Right Okay, and more difficult,oh my God, because.
(36:29):
Because then what happens isyou really stew about it, and
then it's like you almost gounderneath this rock.
Speaker 2 (36:34):
You start beating yourself up.
There's no grace that you giveyourself.
You know, I mean you're gonnalose in in this game once in a
while.
It's, it's very similar tosports.
I mean you're gonna, you'regonna lose some games and you,
you know, when you lose youcan't act like oh my gosh.
Speaker 1 (36:50):
You know the whole system sucks, it's just I lost
and go play again and we have asaying on the team, like when
something goes wrong.
I'm like did anyone die?
Speaker 2 (37:01):
Yeah, no one died in mortgage today.
Speaker 1 (37:03):
That's what we used to say they're like what are you
talking about?
No one died because of thismistake, right, right?
Well, no, you got nothing toworry about.
And they're like God, I'm goingto kill Dave.
Here's the thing.
No one wants to hear that beingin that grateful state of mind
(37:26):
okay, will take you so far.
And people don't realize that,like there are people this
morning that did not wake up,that their families are sad,
there's regret, there's all thisstuff because someone didn't
wake up.
Today we have a choice.
We woke up.
Today we can go all in andchange someone's life.
Speaker 2 (37:39):
So you have an interesting, and you know
there's all sorts of podcasts.
Mel Robbins does a great one onthis too.
But tell me your morningroutine, because this is you've
told me before, but share withus on that because I think it's.
And then I'll tell you mine,because it's similar actually.
Speaker 1 (38:03):
So the alarm goes off at 429 and the phone is in the
bathroom.
Because what I have found?
If that cell phone is on thenightstand, there's a 99.9%
chance that I'm going to hit thesnooze button.
So I eliminate the snoozebutton by putting the phone in
the bathroom.
Now, next to the phone is a big, tall, like a 30-ounce glass of
(38:24):
water.
So I hit the alarm off becauseKim doesn't get up for another.
Usually she gets up around 5.15or so.
So I drink the water and thenmy gym clothes are laid out
right there.
So then I have to put the gymclothes on.
Okay, so now it's been what?
Three to five, six minutes,like I'm up, like there's no.
(38:45):
Oh, I'm going to go sneak backinto my warm bed and get a
couple extra.
And then what I do is I go inthe kitchen, I pray, I do my
affirmations, I have afive-minute journal.
Sometimes I'll journal, I'll dosome freelance journal type
stuff, not every day, justdepending upon usually at least
once, twice a week, and thenI'll maybe read like five to 10
(39:09):
pages Boom, now I can start myday, and then what I'll do what
time is it after you?
So if that's 430, so by 530, by530, between 530 and 6,.
You know, I'm pretty muchwrapped up and what's
interesting is sometimes likeI'll get like a boom, like, oh,
(39:33):
I think I've solved it.
You know, yeah, and I'll dolike a little.
I think I've solved it.
You know, yeah, and I'll dolike a little whiteboard sketch,
because I listen if you don'thave a whiteboard at your
fingertips at all times you'remissing out, okay, so I have
this whiteboard that sometimesI'll bring it in the kitchen.
So I'm sitting at the kitchencounter and I got the whiteboard
(39:55):
.
I'm doing my thing.
Cam will come around the corner.
I'll be like babe oh, my God,just I know you haven't had your
coffee or anything and she'lllook at me and she'll be like
hold on Kim.
Speaker 2 (40:10):
his wife is the same.
Speaker 1 (40:12):
Okay, it's like hold on a second, you're coming in
really hot.
I missed about every other wordthat you've said.
Let me drink a little coffee.
And then I'm like a little kid.
I'm like you know that.
Remember the cartoon?
It was the big bulldog, andthen there's a little dog that
would jump around.
Hey, hey, hey, you want to go?
(40:32):
That's me.
I'm like, oh my god, when isshe gonna going to wake up?
Speaker 2 (40:35):
Are you done over there, are you?
Speaker 1 (40:36):
done over there and I'm like I've got to show you
this.
Oh, that's funny.
And so that's my morningroutine and then typically I'll
take off, I'll go to the gym,say around.
I'll leave the house betweenlike 6 and 6.30.
Go to the office about 8,'mplugging in at my desk.
(40:59):
I've already been responding toemails or text messages and
stuff like that, and then it'sjust.
That's really the kickoff to myday.
But I'm already.
The juices are flowing, Ialready have the momentum Right
and I've already stacked allthese wins before I even step on
the playing field.
Speaker 2 (41:17):
And you've gone so far because this is all about
preparation to me You've gone sofar as to lay your clothes out.
You've prepared lunch, you'vegot lunch ready to rock and roll
, so you know you're going toeat healthy, you know?
I mean, it goes that far.
It goes like Sunday for you isprobably a day where you do all
that prep work and basically youset yourself up for your week,
(41:40):
and so I'm similar.
I get up at 4.30.
You always beat me by a minute.
I'm going to start texting you.
I told you that, but I'm goingto start texting you.
Speaker 1 (41:47):
Do 4.29.
Speaker 2 (41:48):
4.29.
Speaker 1 (41:49):
It's a game changer.
I might go 4.28.
Speaker 2 (41:52):
One extra minute, I might go 4 28 and just all shit,
fish you off.
I might have to up you though.
So anyway, I uh, I'm up, we, Igo, and I'm kind of a financial
nerd, I know, um.
And so I go watch cmbc everymorning because I love the show,
and so we'll go get coffee and,uh, we leave at about 10 after
five to go to the gym, and sowe'll go on tuesday, wednesday,
(42:15):
thursday, mondays I take it easyon myself, it's normally my
rest day, but and then we'll gowork out Tuesday through Sunday,
and I try to get there on theweekdays at five by 530 and work
out, come home, eat breakfast,shower, get to the office at
around eight, but it's the samething.
I've got about a half hour tosort of chill and get my mind
right and start thinking aboutstuff, and yeah for sure.
(42:38):
But I love the journaling, Ilove the whiteboard.
You need time during your dayto do that.
Sometimes, when I come homefrom the gym, I'll do that for a
half hour.
And so because for me, I like,I like to kind of go to the gym
in a semi coma and wake upduring the workout because it's
like, okay, yeah, now yourblood's flowing for me, then
(42:58):
it's easier to think but um,that's the deal.
Yeah, so it's preparation forme, for you and for me.
Yeah, I mean, you've got tohave that laid out, and I think
you need to have that laid outon sunday.
Speaker 1 (43:11):
It's, that's the rest of people, people don't you do
what Right I go.
Let me tell you, okay, I wouldmuch rather take that hard Okay
Than to choose another hard ofwinging it.
Last minute choices, you know,eating the fast food stuff,
(43:35):
burgers and fries, because it'seasy.
Always frantic, not knowingwhat's next, like I used to
operate in that mode, so I knowwhat that feels like.
It's almost like the feeling ofbeing 15 minutes late to a
really important appointment.
That's how your day is all day,and so for me, the preparation
(43:56):
piece that's part of thelifestyle, dave.
That's how your day is all day,and so for me, the preparation
piece that's part of thelifestyle, dave.
That's really psycho.
That's like you know what Guesswhat it's working for me.
Speaker 2 (44:06):
Yeah.
Speaker 1 (44:07):
You know, and I will tell you you know, you start
comparing dollars and cents ofhigh earners compared to low
earners.
They get up early.
There's a big difference there.
They're prepped.
If you're checking in okay.
If you're checking into a jobokay and checking out of a job,
(44:27):
you have a different mindset.
You're just checking in,checking out, checking in,
checking out, checking in,checking out, like I'm checked
in.
Speaker 2 (44:37):
Okay.
So you talk about this once ina while and I love this topic
you talk about okay, what kindof mindset do you have?
Do you have the job mindset ordo you have the entrepreneur
mindset?
And we're here with Tyler andTyler oh my gosh, I got to talk
to him for 15 minutes before youwere here and this guy is an
entrepreneur I think died in thewool.
(44:57):
But talk about that because youmade some great points about a
week ago to where you weresaying hey look, when we look to
hire people we really want todelve into, do you have the
entrepreneur mindset or job?
Speaker 1 (45:13):
mentality, yeah.
So here's the thing you knowuntil you can be the most
unbelievable employee, you'renever going to make it as an
entrepreneur or a business owneror whatever it may be okay.
And so let me go back.
(45:34):
So as simple as you go in thebathroom and there's a piece of
paper towel on the floor, nowjob mentality typically it's
like, eh, that's someone else'sjob, the janitor will get that,
or I'm not picking that up, Ididn't drop it.
Ownership mentality is oh,there's a piece of paper on the
(45:54):
floor, let me pick that up.
And so when people change theirmindset and they go all in
ownership, they got to go all inbecause you have to have that
ownership mentality.
Now you can still haveownership mentality and have a
(46:15):
job.
Is your car perfect on theinside or is there a bunch of
wrappers and it's dirty and youhaven't washed it in months?
If I walk into your home, isyour home nice and tidy and
organized?
There's no dirty dishes in thesink.
Your bed is made.
The carpet's been, you know,cleaned.
There's no weird dishes in thesink.
(46:35):
Your bed is made.
The carpet's been, you know,cleaned.
There's no weird stuff layingaround Like it's a showroom
right Now.
This is where people get reallyhung up on this, though.
Well, it's my home, I mean, youknow, I get up in the morning.
Speaker 2 (46:50):
I have my own freedom .
I can do what I want, I'm goingto mess up my bed.
Speaker 1 (46:55):
Yeah, Okay, I'm going to mess up my bed.
Yeah, Okay, Well, if you can'tbe accountable to yourself and
your surroundings, how are youthen going to be accountable and
run a successful business?
Those two don't go hand in hand.
Now again, there may be somehaters out there.
Oh well, Dave, I'm amultimillionaire and you know I
make a ton of money and I don'tdo any of that stuff.
Okay, Well, what if you did,could you make more money?
(47:19):
Or or be more focused, orwhatever the case may be?
Speaker 2 (47:23):
I, when I started, we were in Phoenix.
I was in an office on the Westside of town and I was running
the branch and um and I had aprocessor and she had papers all
over her desk and I was stuckwith this processor and my loans
closed late and there wasalways something missing and I
always had clients complaining.
You know, there was a lot ofpaper in those days and so I
(47:47):
always had clients complainingthat they had to resend stuff.
Speaker 1 (47:50):
And it was organization.
Isn't that amazing.
Speaker 2 (47:53):
I changed processors.
I changed processors.
Who was someone?
You go to her desk and youcould have eaten off her desk,
you know, and, and absolutelyeverything changed in my career.
And so it's organization andthose types of things.
While you do have the freedomto operate the way you want, it
(48:13):
is just incredibly important ifyou're, if you're trying to be
successful, it's the habits ofit.
Again, it's not trying toalways do things your own way.
Sometimes it's taking therecipe that other people can
give to you and trying it on.
Try it.
What do you have to lose, right?
I mean, there's nothing thatyou can lose by establishing
(48:36):
habits like that, and I thinkthe more people do that, the
more like.
I own my own business withinfairway and fairways, the fourth
largest lender.
I'm a w, two employees.
I am an employee because that'sthe way we have to do it on our
end of things, but I only getpaid what, what we close, and so
I look at deals as if I'm thatborrower and the way I would
(49:02):
perceive me.
I try to always think of if Iwere in the borrower's shoes.
How do I, how do I perceive me?
And I would want, if it's me,the person who is doing my loan
to be very organized.
If it's me the person who isdoing my loan to be very
organized, I want that person togive me very clear information
(49:23):
and I'd want to be comfortablewith the process and the numbers
, right, right.
So decide what you would wantif you were your own client and
then try that on and say, okay,you know, if things are
disorganized, is that the wayyou want to present yourself?
And if you know you're beingdisorganized or you don't have
(49:43):
all the information for somebody, stop, get the information,
make sure it's accurate, andthen so it really is important.
Preparation.
I mean preparation for life,preparation for your finances,
preparation for your health.
Speaker 1 (49:58):
Spiritually, physically.
Speaker 2 (49:59):
Exactly, especially when it comes to your business,
is incredibly important 100%.
Speaker 1 (50:08):
We've talked about a lot of good stuff today.
Speaker 2 (50:10):
We have.
Speaker 1 (50:10):
I think?
I think we just burned throughabout an hour or so, did we?
Yes, well, all done.
That's what happens.
Speaker 2 (50:15):
All right, so real quick.
I want to ask you what?
What are your businesspredictions for real estate this
next year?
What you see is what you get.
Speaker 1 (50:25):
Tell me what you see is what you got.
I think we're going to flutterup and down and all around that.
7%, maybe, maybe down in thesixes Rates are more important
than they've ever been.
I mean, I don't see any majorchanges.
And so you know, you take thelast six months, just forward
that for the next six months andthere's your game plan.
(50:46):
I don't think, I think there'sa lot of hope right now.
I hope things get better.
Hey, I hope the rates stop.
Speaker 2 (50:54):
You know an interesting thing that I see
we're up year over year andactual units are down.
You're up year over year wetalked about that and overall,
units being sold is down.
Why is that?
There's a lot of people leavingthe business and the organized
teams with structures andorganized individual realtors
(51:15):
with structures and ways to getbusiness.
They're prepared.
They basically are in aposition to succeed and get more
business, not less.
You know this is not going tomatch our best years, but you do
have potential to grow fromwhere we've been over the last
(51:36):
couple of years and I think it'sjust really important.
What we were talking today, Ithink, is just crucial mindset,
preparation, being organized,being you know, getting your
life in order and getting up at429.
Yeah, 429.
429.
Speaker 1 (51:52):
428.
Now, all right, we're gonnahave to have you come back again
.
Speaker 2 (51:56):
Yeah, man.
Speaker 1 (51:57):
Maybe what we can do is, within the next six months,
we'll come back and do a littlerecap on what we thought the
prediction was Right on, forsure, for sure.
Yeah, listen, if you enjoyedwhat you saw, please hit the
like button, subscribe and, asalways, let's make it a great
(52:17):
day.
Subscribe and, as always, let'smake it a great day.
This is the Sales PlaybookPodcast.
I'm Dave Panazzo.
We're going to talk about sales.
Sales is something that is verynear and dear to me.
I got into sales in 1993.
And since then I have learnedso much over the years, and
sales is something that is aunique, unique trade that a lot
(52:41):
of people don't know about.
Sales is all ages.
As long as you can walk andtalk, you can always do sales.
Whether you're young, whetheryou're old, it doesn't matter,
even if you're just starting out, sales is something that makes
the world go around.
There is no ceiling on how muchmoney you can make in sales,
(53:01):
and I want to unlock that onthis podcast.
So stay tuned.
This is the Sales Playbook Podcast.
I'm Dave Panazzo.
We're going to talk about sales.
Sales is something that is verynear and dear to me.
I got into sales in 1993.
And since then I have learnedso much over the years, and
sales is something that is aunique, unique trade that a lot
(00:24):
of people don't know about.
Sales is all ages.
As long as you can walk andtalk, you can always do sales.
Whether you're young, whetheryou're old, it doesn't matter.
Even if you're just startingout, sales is something that
makes the world go around.
There is no ceiling on how muchmoney you can make in sales,
(00:44):
and I want to unlock that onthis podcast.
Welcome to another SalesPlaybook Podcast.
I'm super excited today,especially because I have Dan
White.
Dan White is in the house, yay.
Speaker 2 (01:03):
I feel like I've got to get pumped up for your
podcast, Dan.
Speaker 1 (01:06):
Well, you can do some push-ups if you want.
I might do that later.
Maybe we'll get the camera onyou and see how many push-ups
you can do.
Speaker 2 (01:12):
I'm a little tired.
We were just talking.
Speaker 1 (01:15):
I had a good workout.
Now I know when I asked you, hey, do you want to be on my
podcast?
You're like, yeah, I want to beon your podcast.
And then we were like, well,what are we going to talk about?
I go, I don't know.
We could talk about some oldguy stuff, you know.
So let's have some fun withthis, because I feel, audience
(01:35):
wise, there's all walks of lifeout there, all different age
groups, young, old, in between.
They don't know how old or howyoung they are.
So let's have fun with it,let's share some stuff that
we've been through, because Ifeel you know one thing that
I've always learned in life I'lltake other people's experiences
and use them as my own.
(01:56):
We don't have to go figure itout on our own like we did at
the beginning, right?
Speaker 2 (02:02):
Yeah, you know, that's a really good point.
You know what's the saying I'mgoing to butcher this, but I'm
pretty sure it's a wise manlearns from others' mistakes, a
fool learns from his own, and sothat's kind of why we're here
today, right?
So we want to talk about thingswe've been through and things
we see right now and what kindof the younger generation or
(02:26):
people you know, even our age,who are doing this business
because it's hard, you know, todo this business.
It's not easy to be successfulin real estate, whatever if
you're in title, if you're inmortgage, if you're in real
estate especially real estateright now, I think, is having
its challenges, and I think, ifyou can just take from others
experience, I turned 30 in themortgage business next week, or
(02:48):
in two weeks rather, and so youknow, I think I've seen a few
things right, and so have you.
I know you build a verysuccessful business as well, and
so what have you learned?
What have I learned?
Speaker 1 (02:59):
I think it's a good topic, Good good, because again
it all comes down to sales,right, sales, it is the
lifeblood.
Speaker 2 (03:07):
What is it?
One through five.
I met Dave sales meeting theother day and and he's like,
okay, I'm going to give you thefive things you need to focus on
to his group.
Number one was sales.
Number two was sales.
Number three, four, five wassales, and and they kept you
know, everyone kept wanting togive another answer.
Yeah, and so the point is youalways need to be prospecting
(03:30):
and finding new prospects, right, and you need to know your
operations and all those thingstoo, but you need to be focused,
right now especially it againlike this.
Speaker 1 (03:41):
You know, the last couple of years obviously have
been challenging, right Forthose that got into the business
, say in the last three to fiveyears.
They're like oh my.
God, this is an impossiblemarket.
This is, you know, where arethe good leads and when's the
rates going to drop back down.
And all this Because that'swhen they started.
(04:02):
They started in a market thatwas 3%.
You showed a bunch of houses,you lost a couple houses because
you got outbid, and then youfinally ended up getting a house
, and so that's what theythought sales was Right.
Speaker 2 (04:18):
So, dave, let's keep this in perspective.
The first time rates got to 3%was when we had a massive
housing crash 60,000 homes onthe market, 10% unemployment in
Arizona.
Do we want that?
No, that's the first time itgot to 3%.
The second time it got to 3%was a I don't know global
(04:40):
pandemic and no one could gooutside.
You know I mean.
So those low rates are notnormal and we got this
psychology after a while withrealtors, customers, mortgage
people that, oh my gosh, six anda half percent is so high.
It's actually the historicalaverage for 30 years if you take
(05:02):
those two periods of time outof it.
So you know, it's about mindsetand preparation and scripting
and things that are reallyimportant to get that message
out and communicate effectively.
Speaker 1 (05:15):
And again, you know, with us being more seasoned
that's a nice way to put it.
Okay, with us being moreseasoned, we've seen some things
over the years, so let's goback and set the scene.
So we're Midwestern guys, yep.
So Dayton, ohio.
Give a little background on it,because you shared that when we
(05:36):
went out to dinner I was like Ididn't know that about Dad.
Yeah, yeah, yeah, go ahead.
Speaker 2 (05:39):
So I grew up.
I was the youngest of seven G.
I grew up.
I was the youngest of seven,grew up in Dayton, ohio.
My dad was the assistant deanof the education school at the
University of Dayton.
My mom was a music teacher at aprivate school.
I was raised Catholic and mysix brothers and sisters my
parents have both passed awaynow and my six brothers and
sister I am the youngest and wedon't have a bad one in the
(06:00):
group and we're a very, veryclose family and we all love
each other and they're all great.
The group and we're a very,very close family and we all
love each other and they're allgreat.
And so I ended up moving out toPhoenix.
I want to say, well, I moved toLouisville and then to Phoenix
and got started in the mortgagebusiness in Cincinnati, ohio,
and the morning my wife at thetime told me she did not want to
(06:22):
work if we were going to havekids.
And guess what?
The morning we started in themortgage business, she tested
positive for being pregnant.
She was pregnant, and so I wason straight commission and so it
was a really interesting time.
(06:42):
In my life I've never worked sohard or so passionately, and
you know this.
When the baby's born and theyhand you that baby, if you're a
guy, most of the time thatmotivation ramps up to here.
It's funny because our kids nowhave there's babies coming and
I watch the men now and they arelike working twice as hard as
(07:05):
they were twice, as hard as theywere because you want to
provide.
So moved out here to Phoenix in1998.
Speaker 1 (07:14):
So, before you get into that, I want to know
Cincinnati, skyline, chili orGold Star?
Speaker 2 (07:20):
Well, I don't like either, but Skyline if you had
to choose.
White Castles are all right,but that's the thing is.
Skyline Chili is kind of thedeal.
It's a take it or leave ittaste.
Speaker 1 (07:30):
Yeah, it is All right .
So 1998, you come out here.
Speaker 2 (07:34):
Come out here and came with the company that I was
working for and within sixmonths I just didn't get along
with the boss and I met a titlerep for Fidelity.
Within six months, I justdidn't get along with the boss
and I met a title rep forFidelity and he introduced me to
a guy by the name of JerryCraig and Jerry was building a
company and Jerry hired me torun a new office he was opening
(07:55):
up and we took that company from30 loan officers to 133 loan
officers, 22 processors, and Iwas in charge of four offices
and I was in charge of the wholething.
We were closing about 650 filesa month, oh my God, and we were
the second largest lender aheadof Countrywide Bank of America,
and it was a massive, massiveoperation, wow.
(08:20):
And we had some of the topproducing loan officers and many
of them own their own companynow in town.
And then, unfortunately, therewere some things happening at
the company and I had to leave.
So I've been at variouscompanies since and I realized
the thing I love to do most iswork with clients, and so I kind
of got out of the managementend of it and I work with
(08:43):
clients and it's what I love todo Keeping it simple, right,
yeah, keep it simple.
I love working with realtors.
I appreciate the strugglerealtors go through.
I appreciate the fact thatthey're out working hard on the
weekends, and that's why I workweekends, because I think if
they're going to do it, I've gotto do it.
Speaker 1 (09:00):
Yeah, there's nothing worse than when someone says
I'll get back to you on Monday.
Yeah, I'm busy, especially whenit's after 5 o'clock on a
Friday and you're like you'retrying to get a hold of someone
and they give you the old yeah,how's that like from the realtor
end of it?
Speaker 2 (09:15):
Horrible yeah.
Speaker 1 (09:17):
Horrible.
That's like being, you know,having an open-heart surgery and
they're like well, we'll giveyou we'll pass you the gauze on
Monday.
Speaker 2 (09:28):
Yeah, you need it now , okay, so, yeah.
So, so, like you've got a dealthat you're trying to negotiate
and it isn't quite the way, youdrew it up on paper, right, and
so there might be someadaptations financially, and
that means mortgage that youneed to do right.
Speaker 1 (09:41):
You got to fine tune some stuff.
Yeah, when you're in thefoxhole, when you're in the
trenches in the foxhole and likethe, the rounds are coming in
the bombs are going off thegermans are firing yeah you need
.
you need some help, you know,and and typically it happens
either late at night or on theweekends yeah, and to us that
that's, that's the lifeblood ofbeing able to have a partnership
(10:05):
with someone that you know cancommunicate at all times.
Not that we want to make it abest practices at 10 pm at night
, for God's sake, because I'msleeping and you're probably
sleeping, but nonetheless we getup early.
These things happen, right,these things happen.
Speaker 2 (10:21):
So, yeah, let's talk about yeah, what time do you get
up?
I get up one minute after youget up.
My alarm is set and I'm gonnaleave it that way because I
think it's early enough.
I get up at 4 30 am nice and uh.
And yeah, my wife and I go tothe gym, uh, we go to lifetime
and fashion square in scottsdaleand uh, so we go there work out
(10:42):
out and yeah, it's fun.
Speaker 1 (10:45):
What have you found?
Like now again, we learn as we,as we get older.
Yeah, okay, had you always beenin a workout state of?
Speaker 2 (10:56):
mind.
Speaker 1 (10:57):
Or like what's, what's the fitness piece?
Speaker 2 (11:00):
I have to tell you.
So my whole life I and this isreally kind of important and I
think it's hugely importantbecause the fitness piece
transforms your mind theendorphins and all of the health
stuff that I'm not an expert at, but I know a thing or two and
I've experienced a thing or two.
So for me, what happened wasabout a year and a half ago.
(11:22):
I was reintroduced to an oldfriend that I used to be in
networking with and she was aketo coach.
Her name's Carrie Camp and shefriends had gone through her
coaching program and it'sketo-based, carnivore-based, and
they just felt great and theylooked great and I'm like, well,
(11:44):
what do you do?
I'm like I'll call Carrie.
I haven't talked to her in ages.
So I did, and I got on keto,lost 30 pounds immediately and I
was having a hard time losingweight.
Speaker 1 (11:52):
You lost 30 pounds.
Speaker 2 (11:53):
Yeah, yeah, I did, yeah, and, and I got to where,
like I could not in my wholelife, I could not work out
without feeling debilitatinglysore.
It just affected me.
So I have to try to alwaysovercome, and I did.
I was always consistent withworkouts but I never really made
progress.
And then I got on keto and itchanged my life and I'm not oh,
(12:16):
it changed my life kind of guy.
It fricking changed my life.
And, um, all of a sudden now Ican work out six, seven days a
week and I take a day offbecause I just get tired, but I
get intense workouts and I haveso much energy and I don't get
sore and it's because all thatinflammation went away.
And so I know you are like thattoo.
(12:37):
Right, you did a presentationonce where you showed your
refrigerator with all yourprepped meals in it, right?
Speaker 1 (12:45):
Yeah, that's how you have to roll nowadays.
And again, for those that areout there that you're in your
mid-40s or creeping up on 50 oreven 60, listen, I'm telling you
you want that boost in yourbusiness, you're going to have
to do some self-reflection, okay, because, again, I'm 57, you're
57, right, 58, 58.
(13:06):
So, listen, this shit ain'teasy.
When you get older, okay, andI'm going to tell you you want
that lifeblood to be able to getto that next level.
It takes the sleep, the noboozing, the eating clean,
watching what you put in yourbody, like these are all these
things.
Now that I'm, I'm realizing thatthis is giving me that extra
(13:29):
edge yeah this is giving me theedge against the 30 some year
olds or the 25 year olds well,you just don't have the energy
to keep up.
Speaker 2 (13:37):
So you've got to do some things, like you got to cut
the drinking down.
You've got to, and we're in aculture that just promotes
drinking all the time, butyou've got to cut, and we're in
a culture that just promotesdrinking all the time, but
you've got to cut that down,almost cut.
You know I still have somecocktails on Friday nights and
once in a while on Sunday, butthat's about it.
And so you know you've got toput it in its place, you've got
to control it and, my gosh,you've got to get your diet
(14:00):
right.
There is so much hidden sugarin everything.
You've got to eat simple andclean and if you do that, like I
love barbecue, I make ketobarbecue right and it's it
tastes great.
Like my family doesn't evenknow that I'm serving keto.
That's funny and that'sbarbecue sauce and everything.
So, um, so you know, for meit's just the health part of it
(14:20):
is super, super important.
Yeah, and you know we work outso much now and I feel great.
I don't feel sore and I don'tfeel like I have to limp into
the office.
But you know I was telling youI've got 11 pieces of metal in
my body.
I've got to replace knee orreplace hip.
I've got a rebuilt ankle andthen the hip had three pins in
it after I fell off a bike andbroke my femur and then they had
(14:51):
to replace it with a real hipreplacement about 10 years later
.
So I know a thing or two aboutsurgeries, right, and they suck.
Yeah, you don't want to do them, I hate them.
So yeah, I mean more old guystuff, take care of your body.
That puts your mind inperspective and then you can go
do business.
And then guess what happensyour attitude improves and you
get your attitude in a placewhere you are just, you feel
better and you're more positivetowards and guess who can tell
(15:12):
it?
Speaker 1 (15:12):
Your clients can tell it Well, and and again, and and
I always say this whetheryou're male or female does not
matter, but when someone looksat you and says Dan God, I
haven't seen you in a while, youlook great, what price can you
put on that?
Because it gives you you'relike yeah, I have been working
(15:33):
out really hard, yes, I havebeen taking care of myself and
yes, it is work and energy andthought planning and so much
more.
Speaker 2 (15:43):
Yes, it's preparation .
You know, you showed and it wasjust a really interesting
presentation.
You gave one at Fidelity SalesAcademy and you showed where you
were right and you showed apicture of yourself and I've got
those pictures too.
And then, where you are now andyou're fit and you inspire
(16:04):
people and you know that to meis is really worth something to
your team, right?
Because because they, you, youcan communicate that and say hey
, I was there and you can gethere.
You just have to commit and beprepared.
And that's the thing you haveto commit and be prepared well
and again.
Speaker 1 (16:24):
I mean, I always tell them I'm never going to ask you
to do something I wouldn't domyself right.
So if I was overweight, we haddonuts at the meeting pizza
parties every day in the office.
But I'm asking them to step itup to a different level, that
I'm not being a true leader, andso I'm like, well, all right,
(16:46):
if I'm going to do this thing, Igot to go all in and be true to
myself, be true to the team andtrue to the people around me,
because I want them, I want togive them hope, like, if I can
do it right and you're 30something years old, listen, you
have more time on your hands.
You, you're younger.
You have more time on yourhands, you're younger, you have
more energy.
(17:06):
Unlock that piece and utilizeit.
Speaker 2 (17:10):
It starts with you, right?
You have a bunch of aspiringrock stars on your team and
you've got some unbelievablygreat people there.
And it starts with your mindand your mind and you get your
body right.
You get those things right, youcommit to that, your business
(17:31):
will follow.
It will follow and you knowyour team is highly successful,
by the way and I'm not sayingthis because I'm here, but
they're just the funnest, best,thank you Greatest team to work
with, and their attitude isalways fantastic.
But they're just the funnest,best, greatest team to work with
and their attitude is alwaysfantastic.
And it's because you spend somuch time on it Really, you
(17:51):
spend a lot of time on it, morethan most teams because you know
it's hard.
Yeah, that's the hard stuff andyou pull their head up and get
the chin up and you pump them upa little bit.
That's what you need.
So I applaud you for it.
That's what you need, yeah, soI applaud you for it.
Speaker 1 (18:07):
You and Kim as well.
That was not paid.
That was not paid advertising,okay, yeah, again, it's such a
major piece in sales, yeah,feeling right, being fit,
connection to God, all thesethings that people are like no,
(18:30):
it can't be that.
No, that's too easy, but yetit's so hard to do.
And be consistent.
See the consistency thingthat's, can I say.
Speaker 2 (18:41):
When you phrase it that way, you know what it makes
me think.
Then, when you're talking to aclient, and maybe that client
has challenges, what are youdoing?
You're looking for the good inthe deal, and that's where those
marginal scenarios become deals.
And it's just such a and thebest salespeople I know and I'm
(19:03):
honored to work with a bunch ofthem at Fairway and that's where
I watch these these men andwomen just find that crystal in
there and they're able toaccomplish that client's goal
because they're seeing thepositive in the deal and they're
not looking for ways to turn itdown or or give up on it.
Um, and it's not a hundredpercent, but it's, you know
(19:23):
that's.
I think it's not 100%, but it's, you know that's.
I think it's so important.
And it just starts with yourperson, you know, with your
habits and with your preparation.
Speaker 1 (19:33):
Well and again being being a true professional.
What happens is is that youknow when you first start out,
you're like you're looking forthe objection so that you can
overcome it.
Right, yeah, like okay, theysaid this.
So now I know I need toovercome that by serving this
word track up, or what I'velearned, yeah.
Your script, yeah From from thescript or what my boss was
(19:55):
telling me, or whatever the casemay be, and see when you know
you've gotten to that.
Next level is when there are noobjections, because you already
can see where theconversation's going and you
basically disarm them becauseyou're able to talk it through.
You kind of know where thatconversation's going to go, so
(20:16):
you take the bullet out of thegun.
They can't fire it and now allof a sudden they walk away going
wow, that guy Dan is, wow, he,you know what, honey?
He really made me feel goodabout what we're doing here.
As far as this next level ofbuying a house or whatever the
case may, be.
Speaker 2 (20:32):
You know, I I think it's about that conversation
aspect that you just mentionedand it's having a conversation
like it's your family member,whoever it is, and that's not
always easy to do it.
Really, for me it was a learnedskill.
It took me a long time becauseI always kind of had in mind,
you know, I have sales goals andI have, I want to do these
(20:53):
things, and so I kind of wasalways on in the back of my mind
.
But as soon as you kind of letthat go and you don't focus on
your goals and you focus on whatthe client's goals are and you
listen and you have thatconversation and you draw it out
of them and it becomesconversational.
You have so much, so many betterexperiences with people.
You're really finding what theywant.
(21:15):
And it's not easy, especiallywhen you're new and you're just
trying to make it.
I mean, let's face it, some ofthese, these folks, are just
trying so hard to make it andyou just see it on their face
and they're they're just tryingso hard to make it and you just
see it on their face and they're, they're just trying so hard.
But sometimes the clients cantell you're trying so hard okay,
so.
Speaker 1 (21:32):
So let's go back a step because, because, again, my
my thing is when someone is istelling a story like, oh yeah, I
went through this phase, butthen I, you know I got it.
Let's go back to right before Igot it phase, I know that
that's.
That's usually like that darkmoment or that, or that time
(21:53):
when, when you were kind of likeon the fence, where did you
find Cause?
Again, listen, communication isthe key to anything you do.
I don't care what industryyou're in, it doesn't matter.
Communication and I think today, ai, texting, all the ways of
(22:13):
communicating, it's, yes, superinnovative.
Okay, I'm not saying I'm asuper dinosaur, like I can only
talk to people, but how and when, I think, going back, when did
you finally realize, oh, I canpretty much have a conversation
and be able to help guidesomeone through the art of the
(22:34):
sale, like, where did that lightbulb, what was it?
I mean this is you know.
I think I know the moment wherethings came on for me and I'll
show that after you?
Speaker 2 (22:43):
Yeah, I want to hear that.
Speaker 1 (22:44):
But where?
What was it?
What was that breaking point?
Or was it a seminar you went toor a book you read?
Where, what was it?
What was that breaking point?
Or was it a seminar you went toor a book you?
Read or did you just have adivine intervention and it you
know.
Speaker 2 (22:54):
I got, I started looking around at my peers and I
realized they passed me up andI kind of realized that they
were doing better things than meand it kind of ticked me off.
And you know, there's some Godmoments in our business there's
no, without a doubt.
And so I got a call from awoman who is promoting her, her
(23:18):
coaching company, and she is arock star in the business.
She's very well known.
Her name's Cindy Ertman, andshe called me and spent normally
she would.
She told me later she'dnormally spend about 15 minutes
with someone.
We spent 45 minutes talkingabout it and I'm like no, no,
I'm going to do this leadgeneration stuff and and.
But the conversation just stuckwith me Because what she was
(23:39):
talking about was connection,connection to your clients,
connection to conversion.
Is her her whole program or wasshe's branched off and done
many other things as well?
But at the time I was like huh,that really resonates with me
because I think that's the areaI need to improve in.
(24:00):
And so I ended up.
The lead gen didn't work.
I ended up going and enrollingwith her in her coaching program
, which was not cheap at thetime.
I made the investment and myvolume doubled because I was
understanding that I was sellingall the time instead of
listening.
And so once I kind of changedthat I could be more myself, I
(24:24):
could be more of my own person,my personality was able to come
out, I was able to laugh withclients.
And as soon as you get someonelaughing and you know kind of,
especially in a stressful thinglike real estate, when you can
get someone to lighten up, it'shuge, you know.
And so we look for thosemoments and then I'm like, okay,
so I started gradually and thatwas in 2018.
(24:47):
And so then I mean, late in mycareer really, yeah, and I just
I mean, I was always successful,always had good numbers, was
always on the leaderboard, but Inever could get to some of the
higher levels and so and youkind of peak and valley in this
business.
You know it's hard to do itconstantly for that period of
time.
And so I found that you knowthat really helped me and I know
(25:10):
you know for you I want to hearthat as well.
But that was the moment.
Well, as soon as I got intothat room with 12 other high
producing mortgage professionalsand we were all kind of
networking and telling our ownstories.
Then I was like okay, this is,this is a process that I can our
own stories.
Then I was like okay, this is aprocess that I can thrive with.
Speaker 1 (25:30):
So that was it for me .
Well, and again, a couple ofkey takeaways.
And for those that arelistening and watching
surrounding yourself with otherpeople that are at this higher
level at first you'reintimidated.
I was.
I was the lowest produceryou're scared.
Yeah, you're like I don't likethis because I'm super
(25:53):
uncomfortable, I you know.
And then you second guessyourself and all this stuff.
But see, you have to look at itin a way that those people were
also in your shoes at somepoint in time.
Too, right, okay, no one getslucky Overnight.
Success is usually 10 to 15, 20plus years, okay, and so
(26:13):
surrounding yourself and beingin the rooms with people that
are just high, producing or justyou know, big, bad, uh, bad-ass
, like entrepreneurs, okay, thatstuff will rub off on you.
Sure, it will rub off on you.
Get in that room, and I'mtelling you that is the key to
this.
So, for those younger peopleout there, you have to get in
(26:37):
those rooms with people that aredoing bigger and better things
than you.
If you're the big man on campusin your little group of friends
, it's time to kill that groupand go find another one.
Speaker 2 (26:48):
And Dave, you know, the other thing that you can't
do when you're in that room,when they're giving you their
playbook, is try to invent yourown playbook, Correct, and try
to go off in your own direction.
They're giving you.
I've seen and in real estateit's such a misperception
Realtors are some of the mostgiving people I've ever met Like
they'll give their commission,They'll give their time, they
(27:11):
give to charity, they supporttheir local neighborhoods.
I bet I could.
You could go on and on about allthe things you've done over
your career, and we could toobut you know, when they give you
their playbook or their recipe,oh my gosh, take the advice.
Yeah, you know, do that.
Don't adapt it and don't thinkthat you have a better idea
because they've built this hugecareer.
(27:32):
I'm lucky enough to be in thatroom a fair amount and due to
some of my connections and Ijust listen to these folks I
love listening to, like yourstory and you know other other
teams that we work with are justfantastic.
So I want to know from you whatwas the moment you kind of had
the aha moment.
Speaker 1 (27:52):
I think 2014.
For me, this was pre-realestate 2014,.
I was at a point where I wasyou know another reinvention of
Dave, you know 5.0 type thingand that's when I finally
realized, oh my God, it's me,it's me.
(28:13):
It wasn't that circumstance, itwasn't that person, it wasn't
that business, it wasn't thatsales job, it wasn't my wife, it
wasn't my kid, it was me, yeah.
And so I went through thiswhole thing where I got so
psycho that I I went to Staplesand bought a plain little
journal, right, and it wasOctober 1st 2014.
(28:35):
I started journaling on howscrewed up I was, okay, like I
went psycho, okay, my wife waslike what are you doing?
I go, don't worry about it, I'mgoing to get this figured out.
And so, like my first couplemonths, like I can go back now
it almost makes me cry.
It's like I look at him likewho was that?
Speaker 2 (28:57):
Earth shattering moments when you realize you're
responsible for where you're at.
Speaker 1 (29:01):
And so that was my biggest like moment other than
getting sober okay, that I'veever had and take in mind 2014,.
I'd been sober for what?
Eight years.
So it's not like you know.
I just got sober the other dayand then started doing this
stuff.
Like you know, I had somesobriety under my belt and so I
(29:24):
was starting to understand howto live life, and so on and so
forth, but I still kept likepointing the finger and it was
like shit.
I got to look in the mirror.
It was me the whole time, butyou had the desire to do it
Correct.
Speaker 2 (29:37):
Correct, but don't you feel like that's the number
one thing?
Desire, and then blocking outthe noise and letting that
desire drive you.
Speaker 1 (29:45):
Yeah, but.
But again, as I have found,it's very difficult for people
to literally strip down tonothing and be vulnerable in the
sense of like, okay, I'mscrewed up, I'm having trouble,
hey, can you help me with X?
And see, that's the biggestthing that people I think they
(30:07):
don't realize that it holds themback.
They don't ask questions.
Yeah, like I'm going to tellyou right now, I wear people out
, like I will question people todeath.
Okay, because I don'tunderstand and I will let them
know.
Listen, I'm a little slow andI'm a little old.
Okay, I like to ask questions.
(30:27):
So please don't don't take thisthe wrong way, because once I
understand it, now I got it.
Because, again, like anythingin life, if you don't understand
something and you go to theother person and go, oh yeah,
okay, now I got it.
Because, again, like anythingin life, if you don't understand
something and you go to theother person and go, oh yeah,
okay, I'm good, and then you goover and you try something and
it doesn't work, that is timewasted in my book.
Why not ask someone?
(30:48):
Hey, listen, I'm really hung up.
I don't know how to talk tosomeone in this scenario.
Tell me how you would approachthis Okay, boom, boom, boom.
Oh, okay, so now let me go trythat.
(31:09):
So now you got to go try it.
It's not going to work thefirst time.
Okay, you're going to screw itup.
You might kind of do it.
And then all of a sudden you'relike oh, I did get a different
reaction this time.
Yeah, okay, let me do it again.
Hey, dave, so is there a betterway to say it?
Oh, we'll try this instead ofthat, and then you go back and
you experiment and really thatself-reflection.
Speaker 2 (31:37):
And then you discovered what about yourself,
like what did you need to fix,or what was it that you, you
wanted, you needed to improve on, I guess is maybe a better way
to say it.
Speaker 1 (31:49):
I think it was.
For me, it was the ultimateaccountability to all of it,
Taking ownership in every singlething that I was doing.
That's unbelievable Husband,father.
Being accountable to myself iswhat I'm really doing.
(32:10):
Am I being true to myself?
Is what I'm doing really doingthe right thing?
And so that's when my fitnessreally kicked up.
I've always worked out and thisand that I've gone through all
that.
Speaker 2 (32:20):
You know I was in the military.
Speaker 1 (32:25):
I was, you know, hard charging, all that stuff.
But then you know the drinking,and then the getting sober, and
then the reinventing, and thenI was super overweight and it
just got to a point where I waslike enough is enough it was
just like ah it's like I, youknow, had to like run away from
that old version and create thenew version.
Speaker 2 (32:42):
Yeah, do I want this?
Do I want to be this way forthe rest of my life or do I want
to change?
Did you try to changeeverything all at once or was it
piece by piece?
It's interesting because Ilistened to some people and they
they say, don't try to tackleeverything all at once.
But you know, for me I liketrying to tackle everything all
(33:04):
at once.
To me it's like, okay, I'mgoing to change everything and I
almost become a little bit morelaser focused on all areas of
my life.
Now I'll allow myself to havecertain areas that I just kind
of screw around with.
But you know, there's when yousay, okay, I'm going to get
better as far as being mindfulabout things and being like
(33:26):
focused on things and beingfocused on nutrition and fitness
, and we're talking a lot aboutthat.
But yeah, but you know alsoyour job, your sales goals, your
you know how do you achievethose, how do you get in the
room and how do you create thatnetworking opportunity and meet
people.
And you know we met through amutual acquaintance, right?
(33:47):
So I mean, that's how importantthose mutual acquaintances of
yours are and you've got to goout and develop that.
Speaker 1 (33:54):
Yeah, yeah.
And for me, obviously I haveaddictive personality.
So guess what?
Yeah, I, I probably went alittle extreme, but that's me,
you know, I, I would rather uh,jump out of the helicopter and
like, let's kill them all.
No prisoners and and go all in,knowing that I went all in
(34:15):
Because I think that's important.
Yeah, you want to leave it?
Speaker 2 (34:18):
on the field.
Speaker 1 (34:18):
Well and again, life is life, right, right, and I'll
butcher this up, but what dothey say when you get to the
pearly gates?
You know, at that time you'llget to meet the real version of
what you could have become.
Okay, like I want to know that.
I went all in.
Yeah, like, all in, like you,you were true to you.
Speaker 2 (34:42):
Yeah, so when, when I went and did my coaching thing,
I wasn't all in and that was mything, I'm like I'm kind of
underachieving, I know I coulddo better, and that's when I go
through you peak in valley.
When I get to the valleys I'mlike you're not doing your best.
But now those time periods areshorter, right, because like I
hit a rough spot in 23.
(35:02):
And I just my mind wasn't right, you know, and so you go.
And then one day I fixed it andit was literally like that.
I just said it's you, it wasthe same thing, it's you, it was
the same thing, it's you.
You're the problem.
It is not the market, it is notanything else.
There's plenty of opportunityout there.
Go get it.
(35:23):
And so since then you knowwe're up, we're up, we're up 50%
year over year and we'll be uphopefully another 25% to 30% in
25.
So that's, you know, that's andI know what it was.
But I do have that tendency toallow myself to kind of wane
from time to time or let theattitude get bad.
And you have to, you have tocorrect yourself.
(35:45):
It's a constant thing.
Speaker 1 (35:47):
Yeah, and and.
Again it's kind of like theangel and the devil sitting on
your shoulder.
Okay, and what happens is youstart to buy into the BS lies.
You're telling yourself, yeah,and then all of a sudden you get
the spiral and it's like it canhappen out of nowhere.
Yeah, okay, and so okay, so hesaid something pretty key.
(36:07):
There he goes yeah, I had ashorter, the timeframe gets
shorter.
Right, okay, I'm able to pickmyself out of that quicker, gets
shorter.
Right, okay, I'm able to pickmyself out of that.
Right and and.
And here's the thing like whenyou're younger and newer at this
type of approach, those gapsare going to be much longer.
Right Okay, and more difficult,oh my God, because.
(36:29):
Because then what happens isyou really stew about it, and
then it's like you almost gounderneath this rock.
Speaker 2 (36:34):
You start beating yourself up.
There's no grace that you giveyourself.
You know, I mean you're gonnalose in in this game once in a
while.
It's, it's very similar tosports.
I mean you're gonna, you'regonna lose some games and you,
you know, when you lose youcan't act like oh my gosh.
Speaker 1 (36:50):
You know the whole system sucks, it's just I lost
and go play again and we have asaying on the team, like when
something goes wrong.
I'm like did anyone die?
Speaker 2 (37:01):
Yeah, no one died in mortgage today.
Speaker 1 (37:03):
That's what we used to say they're like what are you
talking about?
No one died because of thismistake, right, right?
Well, no, you got nothing toworry about.
And they're like God, I'm goingto kill Dave.
Here's the thing.
No one wants to hear that beingin that grateful state of mind
(37:26):
okay, will take you so far.
And people don't realize that,like there are people this
morning that did not wake up,that their families are sad,
there's regret, there's all thisstuff because someone didn't
wake up.
Today we have a choice.
We woke up.
Today we can go all in andchange someone's life.
Speaker 2 (37:39):
So you have an interesting, and you know
there's all sorts of podcasts.
Mel Robbins does a great one onthis too.
But tell me your morningroutine, because this is you've
told me before, but share withus on that because I think it's.
And then I'll tell you mine,because it's similar actually.
Speaker 1 (38:03):
So the alarm goes off at 429 and the phone is in the
bathroom.
Because what I have found?
If that cell phone is on thenightstand, there's a 99.9%
chance that I'm going to hit thesnooze button.
So I eliminate the snoozebutton by putting the phone in
the bathroom.
Now, next to the phone is a big, tall, like a 30-ounce glass of
(38:24):
water.
So I hit the alarm off becauseKim doesn't get up for another.
Usually she gets up around 5.15or so.
So I drink the water and thenmy gym clothes are laid out
right there.
So then I have to put the gymclothes on.
Okay, so now it's been what?
Three to five, six minutes,like I'm up, like there's no.
(38:45):
Oh, I'm going to go sneak backinto my warm bed and get a
couple extra.
And then what I do is I go inthe kitchen, I pray, I do my
affirmations, I have afive-minute journal.
Sometimes I'll journal, I'll dosome freelance journal type
stuff, not every day, justdepending upon usually at least
once, twice a week, and thenI'll maybe read like five to 10
(39:09):
pages Boom, now I can start myday, and then what I'll do what
time is it after you?
So if that's 430, so by 530, by530, between 530 and 6,.
You know, I'm pretty muchwrapped up and what's
interesting is sometimes likeI'll get like a boom, like, oh,
(39:33):
I think I've solved it.
You know, yeah, and I'll dolike a little.
I think I've solved it.
You know, yeah, and I'll dolike a little whiteboard sketch,
because I listen if you don'thave a whiteboard at your
fingertips at all times you'remissing out, okay, so I have
this whiteboard that sometimesI'll bring it in the kitchen.
So I'm sitting at the kitchencounter and I got the whiteboard
(39:55):
.
I'm doing my thing.
Cam will come around the corner.
I'll be like babe oh, my God,just I know you haven't had your
coffee or anything and she'lllook at me and she'll be like
hold on Kim.
Speaker 2 (40:10):
his wife is the same.
Speaker 1 (40:12):
Okay, it's like hold on a second, you're coming in
really hot.
I missed about every other wordthat you've said.
Let me drink a little coffee.
And then I'm like a little kid.
I'm like you know that.
Remember the cartoon?
It was the big bulldog, andthen there's a little dog that
would jump around.
Hey, hey, hey, you want to go?
(40:32):
That's me.
I'm like, oh my god, when isshe gonna going to wake up?
Speaker 2 (40:35):
Are you done over there, are you?
Speaker 1 (40:36):
done over there and I'm like I've got to show you
this.
Oh, that's funny.
And so that's my morningroutine and then typically I'll
take off, I'll go to the gym,say around.
I'll leave the house betweenlike 6 and 6.30.
Go to the office about 8,'mplugging in at my desk.
(40:59):
I've already been responding toemails or text messages and
stuff like that, and then it'sjust.
That's really the kickoff to myday.
But I'm already.
The juices are flowing, Ialready have the momentum Right
and I've already stacked allthese wins before I even step on
the playing field.
Speaker 2 (41:17):
And you've gone so far because this is all about
preparation to me You've gone sofar as to lay your clothes out.
You've prepared lunch, you'vegot lunch ready to rock and roll
, so you know you're going toeat healthy, you know?
I mean, it goes that far.
It goes like Sunday for you isprobably a day where you do all
that prep work and basically youset yourself up for your week,
(41:40):
and so I'm similar.
I get up at 4.30.
You always beat me by a minute.
I'm going to start texting you.
I told you that, but I'm goingto start texting you.
Speaker 1 (41:47):
Do 4.29.
Speaker 2 (41:48):
4.29.
Speaker 1 (41:49):
It's a game changer.
I might go 4.28.
Speaker 2 (41:52):
One extra minute, I might go 4 28 and just all shit,
fish you off.
I might have to up you though.
So anyway, I uh, I'm up, we, Igo, and I'm kind of a financial
nerd, I know, um.
And so I go watch cmbc everymorning because I love the show,
and so we'll go get coffee and,uh, we leave at about 10 after
five to go to the gym, and sowe'll go on tuesday, wednesday,
(42:15):
thursday, mondays I take it easyon myself, it's normally my
rest day, but and then we'll gowork out Tuesday through Sunday,
and I try to get there on theweekdays at five by 530 and work
out, come home, eat breakfast,shower, get to the office at
around eight, but it's the samething.
I've got about a half hour tosort of chill and get my mind
right and start thinking aboutstuff, and yeah for sure.
(42:38):
But I love the journaling, Ilove the whiteboard.
You need time during your dayto do that.
Sometimes, when I come homefrom the gym, I'll do that for a
half hour.
And so because for me, I like,I like to kind of go to the gym
in a semi coma and wake upduring the workout because it's
like, okay, yeah, now yourblood's flowing for me, then
(42:58):
it's easier to think but um,that's the deal.
Yeah, so it's preparation forme, for you and for me.
Yeah, I mean, you've got tohave that laid out, and I think
you need to have that laid outon sunday.
Speaker 1 (43:11):
It's, that's the rest of people, people don't you do
what Right I go.
Let me tell you, okay, I wouldmuch rather take that hard Okay
Than to choose another hard ofwinging it.
Last minute choices, you know,eating the fast food stuff,
(43:35):
burgers and fries, because it'seasy.
Always frantic, not knowingwhat's next, like I used to
operate in that mode, so I knowwhat that feels like.
It's almost like the feeling ofbeing 15 minutes late to a
really important appointment.
That's how your day is all day,and so for me, the preparation
(43:56):
piece that's part of thelifestyle, dave.
That's how your day is all day,and so for me, the preparation
piece that's part of thelifestyle, dave.
That's really psycho.
That's like you know what Guesswhat it's working for me.
Speaker 2 (44:06):
Yeah.
Speaker 1 (44:07):
You know, and I will tell you you know, you start
comparing dollars and cents ofhigh earners compared to low
earners.
They get up early.
There's a big difference there.
They're prepped.
If you're checking in okay.
If you're checking into a jobokay and checking out of a job,
(44:27):
you have a different mindset.
You're just checking in,checking out, checking in,
checking out, checking in,checking out, like I'm checked
in.
Speaker 2 (44:37):
Okay.
So you talk about this once ina while and I love this topic
you talk about okay, what kindof mindset do you have?
Do you have the job mindset ordo you have the entrepreneur
mindset?
And we're here with Tyler andTyler oh my gosh, I got to talk
to him for 15 minutes before youwere here and this guy is an
entrepreneur I think died in thewool.
(44:57):
But talk about that because youmade some great points about a
week ago to where you weresaying hey look, when we look to
hire people we really want todelve into, do you have the
entrepreneur mindset or job?
Speaker 1 (45:13):
mentality, yeah.
So here's the thing you knowuntil you can be the most
unbelievable employee, you'renever going to make it as an
entrepreneur or a business owneror whatever it may be okay.
And so let me go back.
(45:34):
So as simple as you go in thebathroom and there's a piece of
paper towel on the floor, nowjob mentality typically it's
like, eh, that's someone else'sjob, the janitor will get that,
or I'm not picking that up, Ididn't drop it.
Ownership mentality is oh,there's a piece of paper on the
(45:54):
floor, let me pick that up.
And so when people change theirmindset and they go all in
ownership, they got to go all inbecause you have to have that
ownership mentality.
Now you can still haveownership mentality and have a
(46:15):
job.
Is your car perfect on theinside or is there a bunch of
wrappers and it's dirty and youhaven't washed it in months?
If I walk into your home, isyour home nice and tidy and
organized?
There's no dirty dishes in thesink.
Your bed is made.
The carpet's been, you know,cleaned.
There's no weird dishes in thesink.
(46:35):
Your bed is made.
The carpet's been, you know,cleaned.
There's no weird stuff layingaround Like it's a showroom
right Now.
This is where people get reallyhung up on this, though.
Well, it's my home, I mean, youknow, I get up in the morning.
Speaker 2 (46:50):
I have my own freedom .
I can do what I want, I'm goingto mess up my bed.
Speaker 1 (46:55):
Yeah, Okay, I'm going to mess up my bed.
Yeah, Okay, Well, if you can'tbe accountable to yourself and
your surroundings, how are youthen going to be accountable and
run a successful business?
Those two don't go hand in hand.
Now again, there may be somehaters out there.
Oh well, Dave, I'm amultimillionaire and you know I
make a ton of money and I don'tdo any of that stuff.
Okay, Well, what if you did,could you make more money?
(47:19):
Or or be more focused, orwhatever the case may be?
Speaker 2 (47:23):
I, when I started, we were in Phoenix.
I was in an office on the Westside of town and I was running
the branch and um and I had aprocessor and she had papers all
over her desk and I was stuckwith this processor and my loans
closed late and there wasalways something missing and I
always had clients complaining.
You know, there was a lot ofpaper in those days and so I
(47:47):
always had clients complainingthat they had to resend stuff.
Speaker 1 (47:50):
And it was organization.
Isn't that amazing.
Speaker 2 (47:53):
I changed processors.
I changed processors.
Who was someone?
You go to her desk and youcould have eaten off her desk,
you know, and, and absolutelyeverything changed in my career.
And so it's organization andthose types of things.
While you do have the freedomto operate the way you want, it
(48:13):
is just incredibly important ifyou're, if you're trying to be
successful, it's the habits ofit.
Again, it's not trying toalways do things your own way.
Sometimes it's taking therecipe that other people can
give to you and trying it on.
Try it.
What do you have to lose, right?
I mean, there's nothing thatyou can lose by establishing
(48:36):
habits like that, and I thinkthe more people do that, the
more like.
I own my own business withinfairway and fairways, the fourth
largest lender.
I'm a w, two employees.
I am an employee because that'sthe way we have to do it on our
end of things, but I only getpaid what, what we close, and so
I look at deals as if I'm thatborrower and the way I would
(49:02):
perceive me.
I try to always think of if Iwere in the borrower's shoes.
How do I, how do I perceive me?
And I would want, if it's me,the person who is doing my loan
to be very organized.
If it's me the person who isdoing my loan to be very
organized, I want that person togive me very clear information
(49:23):
and I'd want to be comfortablewith the process and the numbers
, right, right.
So decide what you would wantif you were your own client and
then try that on and say, okay,you know, if things are
disorganized, is that the wayyou want to present yourself?
And if you know you're beingdisorganized or you don't have
(49:43):
all the information for somebody, stop, get the information,
make sure it's accurate, andthen so it really is important.
Preparation.
I mean preparation for life,preparation for your finances,
preparation for your health.
Speaker 1 (49:58):
Spiritually, physically.
Speaker 2 (49:59):
Exactly, especially when it comes to your business,
is incredibly important 100%.
Speaker 1 (50:08):
We've talked about a lot of good stuff today.
Speaker 2 (50:10):
We have.
Speaker 1 (50:10):
I think?
I think we just burned throughabout an hour or so, did we?
Yes, well, all done.
That's what happens.
Speaker 2 (50:15):
All right, so real quick.
I want to ask you what?
What are your businesspredictions for real estate this
next year?
What you see is what you get.
Speaker 1 (50:25):
Tell me what you see is what you got.
I think we're going to flutterup and down and all around that.
7%, maybe, maybe down in thesixes Rates are more important
than they've ever been.
I mean, I don't see any majorchanges.
And so you know, you take thelast six months, just forward
that for the next six months andthere's your game plan.
(50:46):
I don't think, I think there'sa lot of hope right now.
I hope things get better.
Hey, I hope the rates stop.
Speaker 2 (50:54):
You know an interesting thing that I see
we're up year over year andactual units are down.
You're up year over year wetalked about that and overall,
units being sold is down.
Why is that?
There's a lot of people leavingthe business and the organized
teams with structures andorganized individual realtors
(51:15):
with structures and ways to getbusiness.
They're prepared.
They basically are in aposition to succeed and get more
business, not less.
You know this is not going tomatch our best years, but you do
have potential to grow fromwhere we've been over the last
(51:36):
couple of years and I think it'sjust really important.
What we were talking today, Ithink, is just crucial mindset,
preparation, being organized,being you know, getting your
life in order and getting up at429.
Yeah, 429.
429.
Speaker 1 (51:52):
428.
Now, all right, we're gonnahave to have you come back again
.
Speaker 2 (51:56):
Yeah, man.
Speaker 1 (51:57):
Maybe what we can do is, within the next six months,
we'll come back and do a littlerecap on what we thought the
prediction was Right on, forsure, for sure.
Yeah, listen, if you enjoyedwhat you saw, please hit the
like button, subscribe and, asalways, let's make it a great
(52:17):
day.
Subscribe and, as always, let'smake it a great day.
This is the Sales PlaybookPodcast.
I'm Dave Panazzo.
We're going to talk about sales.
Sales is something that is verynear and dear to me.
I got into sales in 1993.
And since then I have learnedso much over the years, and
sales is something that is aunique, unique trade that a lot
(52:41):
of people don't know about.
Sales is all ages.
As long as you can walk andtalk, you can always do sales.
Whether you're young, whetheryou're old, it doesn't matter,
even if you're just starting out, sales is something that makes
the world go around.
There is no ceiling on how muchmoney you can make in sales,
(53:01):
and I want to unlock that onthis podcast.
So stay tuned.
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