September 30, 2025 • 33 mins
Today, we dive into the world of real estate and uncover the secrets to thriving even in a slow market. Our guest, Josh Cadillac, an award-winning international speaker and real estate coach, shares his insights on flipping the switch from uncertainty to opportunity. With a fascinating perspective on consumer confidence and the current housing shortage, Josh emphasizes that buyers now hold the power to negotiate better deals than they have in years. He also discusses the importance of building lasting relationships and trust with clients instead of just focusing on the sale. Join us as we explore how to not only survive but thrive in the real estate industry, armed with knowledge and a customer-first mindset.
Josh Cadillac joins us on this episode, bringing a wealth of knowledge from his extensive career in real estate. He shares his unique approach to building success in a market often perceived as stagnant. With a focus on flipping the script during slow times, Josh emphasizes the importance of understanding the current dynamics of the real estate landscape. He talks about the crisis of consumer confidence and how buyers now hold more leverage than in previous years, presenting a golden opportunity for those willing to act. The conversation dives deep into the necessity of fostering genuine relationships in sales, illustrating how creating trust and reliability can lead to lifelong clients. Josh's philosophy revolves around the idea that selling is not just about closing a deal but about building rapport and maintaining a credibility that keeps customers coming back. His insights are not limited to real estate but are applicable to anyone in sales, encouraging listeners to enhance their knowledge and approach to foster success.
Takeaways:
- Understanding consumer confidence is key; it's a time of opportunity, not stagnation.
- Real estate agents must prioritize knowledge and integrity over mere sales techniques.
- Building long-term relationships is essential; focus on genuine connections rather than quick wins.
- In a changing market, the right mindset can turn challenges into opportunities for growth.
- Success isn't just about reaching goals; it's also about enjoying the journey along the way.
- Always be learning and adapting; every small step forward contributes to long-term success.
Links referenced in this episode:
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:41):
Well, hello everybody andwelcome to another amazing episode
of the Unstoppable Successpodcast. I'm your host, Jaclyn Strominger,
and today I have an amazingguest that I cannot wait for you
to meet, and that is JoshCadillac. Let me tell you a little
bit about Josh because it'svery appropriate right now. He is
an award winning internationalspeaker, he's a real estate coach
(01:01):
and he's the author of authorwho trains real estate professionals
how to close for life by bybuilding lasting success through
extensive knowledge. Hisunique method combines education
real estate professionals needto survive in this industry with
tools to convert thatknowledge into a rapport, credibility
and trust, which is reallyimportant in the industry. And Josh
(01:25):
has been a top producer sincegoing full time in 2008, quickly
earning many of the mostprestigious certifications and designations
in the industry. He is theauthor of the Roadmap of the American
Dream. It's a simple guidethat explains how investing works
and Close for Life, the storyof how he learned that top spot just
(01:45):
earning commissions andstarted winning customers for life.
And he also has a new bookcoming out called Success for Life.
There's a lot of success, alot of life in here. So welcome Josh.
Thanks, Jaclyn, so much forhaving me here. It's great to be
here with you.
Yeah, so it's so great. So,okay, so don't normally start off
(02:08):
asking this question, but itis like totally top of mind right
now because you are in thereal estate profession and you are
somebody who obviously knowshow to close, know how, knows how
to go after business. So forpeople who are in a position in,
(02:28):
and I'm going to takeobviously real estate, or maybe it's
in another industry wherethere is lots of talk of, oh, it's
a slow market or this is aslow time. How do you actually tell
people to flip the switch?
The switch flip is this. Weare coming through a stretch here
(02:54):
and not all markets have kindof moved to being more of a buyer's
market, but we're seeing moreand more of that throughout the US
and it's been more of a crisisof consumer confidence because of
all the things that are goingon. With this uncertainty, consumers
tend to kind of, I don't knowwhat to do. We're still fundamentally
in real estate, have an undersupply of real estate. We've been
building far fewer homes thatwe need every year. So we're between
(03:16):
four and a half and sixmillion homes behind. So there is
an undersupply that exists.But right now we have a little bit
of a crisis of consumerconfidence. It's causing a pullback.
I say to everybody, what areyou talking about? This is the greatest
opportunity that you've had in25 freaking years. I mean, buyers
have had no leverage in thereal estate market for a really long
(03:38):
time in most markets. I mean,even if you go back to 2008, nobody
could really buy because thebanks really weren't lending. And
everybody that could havebought, bought and got screwed in
the market. So everybody wasout. Now you have all kinds of lending
product out there. People do.I mean, while home affordability
is an issue, people have themoney. You can. You ready for this,
(03:59):
Jaclyn? It's crazy. You can goto a seller and rather than deal
with 50 other offers, you canoffer them 10% below asking price
and ask them to give youpoints back to pay down your mortgage,
to lower your mortgagepayment, and they're taking the deal.
You have leverage. The holygrail is having the buyer today.
(04:19):
And it's just real estate isso slow, kind of for the people in
the industry to recognize whatthe change is and where the opportunity
is. For me, go where theopportunity is. The opportunity.
Have the buyer show people,here's the opportunity. You could
stay in cash. CPI just came inat 2.7%. Your cash is getting killed.
Or you could get long in realestate, where there's very little
(04:40):
competition to take and get adeal. You can get good terms, you
can get a good price, and wheninterest rates soften and whenever
they do soften, you refinanceand take advantage of that. But you
locked in your price. Great,great place to be.
You know, it is. But sothere's so. So listeners, this is
actually something that. That,That I think is really, really important.
(05:02):
It's. It's having the mindsetand also looking. Looking at where
opportunities happen to be.
Absolutely. I mean, it's afascinating time. I was literally
just writing a class on this,like, identifying where this is.
Every market seeksequilibrium. Right. And when anything
changes, it throws it out ofequilibrium and it creates opportunities.
(05:25):
And also things that getdiscouraged, they're not as good
to take and invest in. What wehave the benefit of right now is
there's lots of things thatare being changed all at once, which
that equilibrium is beingthrown more out of whack than normal,
which there's. There's moreplaces for opportunity. So I think
it's actually a really good thing.
Yeah, no, and I totally agree,but. And the key thing is actually
(05:47):
is to, you know, you can. Youcan do what the Industry standard
is. Or. And in general, like,and say, oh, the market's slow. I'm
going to take the time. Timeoff over the summer. And it's the
da, da. Or you could be theperson who actually keeps working
and does things consistentlyand changes the mindset of. Of, oh,
(06:09):
my God, this is a great time.And. And looked for the opportunity,
you know, because we're not.
I don't want to just take andlimit this to real estate because
it's not just a real estatething. So I want to take him and,
and broaden the appeal. Stepone, know what the hell you're talking
about. Like, actually, mostpeople in sales focus on sales techniques
(06:32):
and never figure out why thehell the product is actually good
for. Like, why would or wouldsomebody want this? And how do I
show them what the benefit isreally? Well, and more than that,
Jaclyn, how do I show them inselling this to them that I'm looking
out for them and would neversell them anything more than what
is the right thing for them?Because most people, most people
(06:54):
in sales have been trained todo what I'm going to call Tinder
Sales. Tinder sales is hook upwith the customer, get what you want,
and never call them the nextday. Right. I don't buy that. I don't
want that. I want to do everydeal they ever do. I want to be.
My father's originally fromthe. I'm from New York. In New York,
(07:15):
I got a guy. How do I get themto say that about me? How do I handle
myself in sales? Because if Ido that, I haven't closed the deal.
I've closed the customer. Andthat pays dividends over and over.
Maybe it means I take a littleless because I don't sell them the
upgrade that they neverneeded. Right? Maybe. No, no. Look,
guys, I could sell that toyou. I know you want it, but I'm
(07:36):
telling you, like, never goingto use it. We can always upgrade
you later. It's not going tocost. Try it without it. Let me be
that guy because that guy'sdifferent nobody else. And that guys,
when you, when you do thatnow, you're a scarce resource. That's
the place to be. So be payingattention. Help them do the work.
Right. I think the biggestthing when I say that is people haven't
(08:00):
quite picked up on the factthat we have too much information
now. And what I mean is, let'ssay you and I, Jaclyn, we were going
to go to Rome and let's say wehad never been right or we're going
to go someplace we've neverbeen. And because I'm a closet fat
kid, I always want to knowwherever we're going to go, where's
the place we're going to eat?Like, where. Where are we going for
(08:22):
food? All right, the thing is,if I go Google search, where is the
place I gotta eat? If I go toRome, there's gonna be 5 million
things. It's gonna take hoursof research, and I'm still not gonna
be clear on where I want to gowhen it's all done. That's what people
have access to right now. WhatI really would like as a consumer,
(08:46):
as a person going to Rome, I'dlove to have a friend I could call
up who goes to Rome five timesa year and has lived there for and
say, hey, I'm. Where should Ieat? Because you know what that friend's
gonna say. All right, Josh,here's what you do. You go to this
street, look to your right,there's a little alley. Halfway down
the alley, there's a littlecanvas. Knock three times, ask for
(09:08):
Antonio. Tell him I sent you.He'll give you a meal that'll change
your life. People don't wantmore information. They want insight.
They want somebody who alreadyknows it well enough to cut through
the crap and give them theactual answer they need. And so knowing
your product well, sittinghere, oh, look, that's what you need.
All right, here's what youreally need to know. That conversation
is so valuable, but mostpeople in sales can't have it because
(09:31):
they're too focused on salestechniques rather than actually being
good at what they do.
You know, it is so true andall of what you're also saying, too,
and I think it's veryimportant, and I feel like a lot
of people have lost it, isknow the people and know and create
relationships. You know, the.It's. It's really unique when you
(09:56):
find people who aren't thereto actually pitch you, but are there
to actually get to know you.And maybe my product is going to
be good for you, but maybenot. At the end of the day, what
matters to me, what. Whatshould matter most is did I listen
(10:18):
to what you need? Did I listento what? Maybe, you know, maybe it's
a pain point, but maybe youdon't even know. But what are you
looking for? What you know?And is there somebody or something
that I could be that connectorfor? Because it's going to come back.
But you do want to be the guy.You want to be that guy or that girl,
that someone's going to say,hey, you know what? Josh might know
(10:41):
somebody. And then, like, letthem keep coming back to you. Oh,
you know, I want to pick upthe phone. I got somebody for you.
Be that person.
It's interesting, Jaclyn,because what you're talking about,
you know, figuring out theirpain point, it's an important part.
But I think the sequence,because of how cynical people have
become to sales, we actuallyhave to kind of flip it on its head
(11:03):
rather than finding out aboutyou. I think the better way, actually
to approach things is toanticipate you well, because that's
what people are not doing. SoI'm sure you've had the experience.
I've had the experience ofwhere you go someplace and they send
a car to the airport to pickyou up. They send a professional
driver. You know, they got thelittle sign and everything. And if
the driver's any good, whatthey do, if it's a good company,
(11:26):
they'll call you the daybefore. They're obviously confirmed
your flight information, andthey'll ask you a question. Do you
have any bags? And if you tellthem yes, a good driver will always
be there and have a luggagecart waiting. And the reason why
is, while they didn't ask youwhether you wanted them to get your
luggage card, they justassumed a person coming in would
(11:47):
appreciate having a luggagecard. The cynicism that exists for
sales puts me in a position,Jaclyn, where I have a dearth of
integrity in the customer'smind. On the way in, before I really
start asking you questions, Ihave to take and build up enough
respect and trust to get thosehonest answers. Because if I was
(12:08):
to sit here and say to you,all right, Jaclyn, what's your budget?
Well, you're not going to.Usually somebody that's being asked
that by a salesperson is notgoing to tell the truth up front.
You don't want to buy a usedcar, they say, hey, how much you
got to spend on a used cartoday? If you got 10 grand in your
pocket, you're saying 6,500,right? And I know that this is me
not anticipating the country.So if you were my customer coming
(12:30):
to me, Jaclyn, I'd say, allright, Jack, look, here's what's
going on out there. Here'swhat you got to look out for. Here's
what you were. Whether youwork with me or anybody else, Jaclyn,
I want to make sure that youunderstand what's going on so that
nobody can pull the wool overyour eyes. After I'm done talking.
If you want to work with me,cool. If not. I'm not everybody's
cup of tea. I get that. But atleast I'll know that I've given you
the lay of the land and youprobably won't make any mistakes
(12:51):
along the way. And so thatopens up a conversation where I'm
able to show that I understandthat I bring value to the table.
And when I circle back to nowJack. So what is it exactly you're
looking to do? Where did youwant to be? That conversation now
is more likely to yield me thekind of answers from you that are
going to help me really serveyou as well as I can to identify
(13:12):
the real pain points and getpast what I'm going to call the.
What I'm going to call the.The girl at the bar. No, and what
does that mean? You walk up,you go talk to the girl at the bar.
You don't realize 49 otherpeople just got done bothering this
poor galaxy trying to takeher. She's got a. No dusted off,
polished up, ready for me.That's got nothing to do with me.
(13:33):
It's got everything to do withthe 49 other people that try to sell
her stuff or try to take andask her out earlier. Right. I've
got to get past that initialdefense mechanism.
Right.
Because it's just people havebeen sold to so much. It's. It's
part of what we have to kindof. I think it's the, the adjustment
that sales has to make to justhow much getting smacked in the face
(13:54):
with sales people have now.
Right. It's like, how can youbring. Bring in almost like the.
Create the calmness about itand sort of like just not be. You
know, don't come at it fromthe standpoint of sales, but just
come at it with being with anauthentic self of actual curiosity
to, to know about you're, youknow, that you're in front of. Yeah.
(14:17):
Yeah. Well, I mean, it's justlike anything else. If you've been
to the. If you've been to therestaurant, if you've been to the
place, you've been to thething and somebody's coming who's
never been for the first time.All right, you go to Disney. All
right, here's the. Here's therides to avoid. These were dogs.
These are the ones you want togo on. This is the way, like, everybody
wants to get that insidetrack. And most people aren't talking
(14:39):
about that. Oh, where do youwant to be? Oh, what A lovely family
you have. Oh.
Oh, what?
Nice. I love your blouse. Tome, that is the dating equivalent
of, you know, hey, baby,what's your sign? You know what I
mean? It's like, it's so usedup. It's so far gone that the customer
has just this knee jerkreaction. What usually happens, Jaclyn,
(15:04):
is the person they wind upgoing with, they just reach a level
of, like, desperation or it'sjust, all right, we need to find
somebody to work with. Andthis is not the right person. It's
Mr. Or Ms. Right now, the onethat just happens in the right spot.
And trying to get past that.If you sound like everybody else
in sales, they will treat youlike everybody else in sales. So
(15:26):
how do I sound different whilemaking them respect what I've. What
I've done to be worthy oftheir business?
Yeah, no, that's. So that's.That, you know, the. What. What will
you do to help differentiateyourself from other people? Sure.
So, Josh, you know, your newbook, Success for Life, is coming
(15:50):
out. So talk to us a littlebit about, you know, because, you
know, a lot of people think,you know, well, what is success?
And how are you defining it?
Yeah, there's actually areally good chapter in that book.
There's. The book is ananthology, and I wanted to do an
anthology because there's somany things that people put out to
(16:12):
just make money that botherme, like, oh, follow this 27 step
program and you too could besuccessful. You know, not every form
recipe is delicious toeverybody. Right. There's different
paths for different people. SoI got a bunch of people together
that were successful indifferent venues, different industries,
(16:34):
and I had them right a chapterin the book. And actually, after
I had cobbled togethereverybody and I had all that I wanted,
I actually added one moreperson in for a different perspective,
which was my brother, who's aphilosophy professor. So he's got
a couple of master's degrees.He's a sharp guy, he's got a big
job, and, you know, whatever.He's very successful guy. And his
(16:57):
chapter was very much on that.Like, what is success? And can you
enjoy the journey along theway to success, or does it require,
like, preparation, perpetualmisery and grinding? Every. You know,
the person that comes to mindis. Is Derek Jeter right there. Always
talked about the problem hehad. His father would always be,
(17:19):
look, Derek, you got to enjoy,you know, what's happening right
now. I mean, I know you wantto win. You want to win the World
Series. You want to go back toback, like I know you want the next
thing, but you're theshortstop for the New York Yankees,
you know, like, like savorthat just a little bit. And so I
(17:43):
think that I was happy withthe project, with the idea that I
cobbled together thisdifferent group. And they all. I
just told them the generalidea. Like, what do you think is
the thing? If you had a pick,you had a kid, you know, your own,
like, you're telling your kid,hey, look, this is the thing for
me that really made thedifference. So every kind of has
their story or how they tookthat. And when I was reading the
(18:05):
Maze, like, wow, this is waydifferent, like, way further out
than I thought it was going togo, because they really all came
at it. It's amazing, thecreativity that people have and just
kind of where they take ideas.But yeah, it, for me, like, when
I was writing mine, mine wasvery much about things my father
said to me. Since I was alittle kid, my father started as
(18:27):
soon as I could talk. He wasdropping these pearls on me all the
time. And, you know, I'd ask,and he'd keep giving me the answer.
He'd explain. And. But as Ilook back at my life and I look at
this, this career that Istarted in real estate as a result
of basically losing everythingin 2008, when the market tanked,
I had restaurants, I hadcommercial real estate. I was doing
(18:50):
well. But what should havebeen a fairly insulated position
got wiped out because of ablack swan event that made all the
safety margins no longersufficient. So I want to overextend
it. I, you know, even thoughI, I was what normally would be just
fine, and I had to start fromscratch. And so I went. When I, When
(19:13):
I went to real estate, I, Iwas like, I, I don't know this as
well as I need to, to reallybe worthy of people's business in
my mind, like, I know what,what people should expect me to know.
So I immediately tookeverything I could. Like, every class,
if it wasn't nailed down, Itook it all, got designations and
certificate, whatever, fordays, just because I was afraid to
(19:34):
make a mistake. Like, I'mgoing to ask you, Jaclyn, to make
the largest decision offinancial decision of your life,
possibly. I don't know whatthe hell I'm doing. Like, maybe I
could get you to do it, but Ishouldn't feel good about that, right?
And so even though that's whatour industry actually encourages
people to do, like, oh, youcan get them to work with you, then
do it. You'll Figure it out asyou go. Like, how was that? Okay.
(19:55):
Anyway, yeah, so I realizedthat all these things I was being
told in these class of how tobe successful, when I started to
actually be successful, itwasn't those things that was getting
me there. It was all theselessons from this old man who had
been successful in business.You know, my father was old when
I came along. All these oldlessons that he told me of. You know,
(20:18):
this is the way you do things,and this is how you think, and this
is how you build a business.That's what actually made the difference.
And so it was a much moreclassical view of business. My father
was. His business was basedbasically on the docks of New York,
Manhattan. He was an exporter.And all these interactions with the
(20:41):
lawnshoremen, the mob guys,the police had to get an envelope.
I mean, there was the. When hetold me what the biggest success.
What. What the biggest key tosuccess is, he said to me, not, hey,
look, you do this. It wasn'tsomething he says, you got your word.
(21:01):
You compromise that fornobody. And it was those kind of
lessons, you know, these ideathat you have standards that you
hold yourself to, regardlessof what you can get away with, that
was what actually helpedseparate me and allow me to build
what I did. I built backeverything I lost and then some,
(21:21):
and built all these greatoperations and all these cool things
that we've been able to do,all the funds that I've run and all
the successful transactionsthat we've been able to be part of
as both principals and alsobringing investors to. And so I think
the easiest thing I could sayis it works. It just works. And I
(21:42):
want people to know that doingit the right way works if you really
commit to do it the right way. Yeah.
So if someone said to you, allright, so, Josh, what's the right
way?
What's the right way? So I'llgive you what I wrote in my first
in my book, Close for Life. Ithink that in real estate, there's
(22:05):
two jobs that an agent has.Just two. Know what the hell you're
doing, then market yourself assomebody who knows what the hell
they're doing. Most agentsskip job one to go to job two and
never get it back around todoing job one. Most agents don't
know. I mean, people have beenthe business 20, 30 years. I literally
did an event for somebodytoday. The broker had been in the
business for 27 years, had noidea how to transact business in
(22:29):
the world that we live intoday as far as how to take and fill
what. What forms we need,securing, compensate. Look just for
the changes from the NARsettlement that occurred. No. No
idea. Now that's a couple ofyears old and still doesn't know
how to take and transact.Right. How can that go on on your
watch? You know what I mean?That's just not okay. And then other
(22:51):
agents are depending upon you,yet it's so ubiquitous. So what I
would say is, you know, reallycommit to understand your product
well and then commit to do theright thing for your customer. I
think a great relationship insales is built on rapport, credibility,
and trust. Overwhelmingly,rapport is what everything. Agents,
(23:14):
salespeople are pushed tobuild that relationship, all that
kind of stuff. But I want arelation. Would you. I'm sure you
would agree, Jaclyn. There arerelationships and there are relationships.
There's some that I should bein and some that I shouldn't. One
of the indicators of arelationship that I should be in
is one where there's mutualrespect. And so what I would say
(23:35):
to people is never expectrespect when you walk in the door.
Expect the opportunity to earnthe respect by what you do once you
do walk in the door. Right.I'm going to sit down and I'm going
to negotiate that first byhaving something to say of value
to the people that I'm goingto. By anticipating what their needs
are going to be. How am Igoing to know how to handle that?
(23:56):
I have empathy. If I was themin the situation they're in, what
would I want? And then I'mgoing to pre negotiate that respect
in by having a meaningfulvalue. Valuable conversation when
you're prepared to do that. Idon't care if you sell widgets. I
don't care what it is. Ifyou're prepared to do that and to
show them throughout that,that you're going to take and deal
straight with them, thatyou're going to take and not try
(24:17):
to push them to do somethingthat's more than what they need.
They'll come back over andover and over again.
Yes. You know, I totallyagree. I mean, it's. It's one of
those things, relationships,you know, you. You've got good ones
and bad ones. There's rightones and wrong ones. But it's also
the ones where you feel thatit's a. It is the mutual respect
(24:39):
and it's. And it's enjoyable.You're not, you know, it's. And going
back to like the dating thing.It's like, you know, if. If it's
so painful, like if the persondoesn't call. Right. If, you know,
they sit. Right. They saidthey're going to call, but they don't
call. Yeah. Guess what?They're not the right one. Right.
It's like, you know, and ifyou have to, if you're sitting there
(25:00):
waiting by the phone and likesay was going to call what, you know.
No, absolutely, I would,there's, there's, there's, there's,
there's a nuance to it, whichis this. There's a lot of people
in sales that kind of putthemselves in the victim role. Oh,
I guess they weren't verymotivated. Oh, I guess, I guess the
question always on the postgame has to be what could I have
(25:21):
done to have anticipated thembetter and to have pre negotiated
out whatever stopped them fromperforming? So, like, maybe the best
example I could give is if Iwas going to try to get somebody's
property to give them, to havethem give me the right to sell their
property, to list theirproperty for sale. I'm going to go
(25:43):
out on a limb, Jaclyn, andanticipate they're probably going
to want to sell it for morethan they probably should. They're
going to try to put, becauseyou don't want to know something,
I don't know how manythousands of these that I've gone
on. I could count on onefinger the number of times people
have actually been like, no,no, let's price it at the price where
the market shows it shouldsell at. Everybody wants to try a
(26:04):
little bit more. We'll try.Well, right. So if I want to do what's
best for you, I know if it'soverpriced, it winds up actually
getting less money at the endof the day. So I have to walk in
and tell you this message thatyou're not going to want to hear.
I have the ability, though, toframe that any way that I want to.
(26:25):
Should I not have used everysingle one of these thousands of
presentations I've been on totweak and tweak and tweak the snot
out of it, to help help youmake the best possible choice for
you while still not gettingthe blowback on me? Like I'm the
bad guy telling you, hey,look, you can't get 8 million for
your property when the highestclose sale in the neighborhood was
(26:46):
two.
Right, right. Oh, my God. I,I, I'm, I'm hearing conversations
in my head about some of myfriends about when they've wanted
to put their house on themarket sometimes. And I'm Just like
out of your mind, butwhatever. But yeah, but I get it.
So, you know, Josh, success,you know, it's, you know, we're talking
(27:08):
about relationships. We'retalking about, you know, doing the
right thing for the people,you know, and not. And a lot of this,
obviously, I'm going to sayprobably came from your. Came from
your, your dad and some of thethings that you said, you know, but
to somebody who's new, whomaybe didn't have that, you know,
(27:31):
looks like that one thing thatyou could say to them that might
be like.
So I'll take.
I'll take it this way.
I'll take a couple of thingsbecause I mean, the, the life lessons
that are. That are in thechapter, the one that comes to my
mind. I mean, the stuff, thekind of stuff my father would say
is, by the inch, it's a cinch.By the yard, it's hard. Well, if
(27:53):
that's the case, it doesn'tmean you don't have to go the yard.
It just means that right now,let's just take and move the ball
forward. If you're startingout, you're not how you want to end
up. But you need to dosomething today to be more like that
salesperson that you want tobe, Right? What am I doing to move
the ball forward? It isunacceptable to look at the distance
(28:16):
and sit there and be paralyzedbecause you'll never get there. The
reality of it is there is abetter version of us within us that
we all have not seen. If wechoose not to pursue that, we all
run the risk of dying with ourbest work. Never seen our magnum
opus left unperformed. Andwhat's the worst part of that? Not
(28:39):
only that the world is deniedthat you never get to see what you
could be. Right? So what I'mtrying to be, I'm going to identify
who I want to be like. I wantto. I want to know what it's like.
So, like, what are the secretfears of real estate agents? Let
me let you into the back room.Most people don't necessarily know
that. Most agents areterrified of walking into that room
(29:02):
where the seller or thecustomer knows more than they do.
Because when that happens,you're irrelevant. You are an order
taker. Just take a notepad andjust ask what they want to side of
fries with it. Because you'rea waiter or waitress at the. You're
a server at the restaurant.When you start in this business,
(29:23):
it is very likely you couldwalk to a room where somebody knows
more than you do about thisthing? Are you doing everything you
can to take the subset ofpeople that could eat your lunch
and shrink that by becomingbetter and better and better? So
I can't get there in a week,but within a year, I would say in
(29:44):
my business, I was the placewhere there was maybe 2% of the population
that could hang with me in aconversation about real estate. Now,
Jaclyn, frankly, I'm in theplace you stick. George Perez, any
of the biggest developers inthe world, I will be able to have
a conversation that'sinteresting with them, that they're
going to enjoy, and I'll bringvalue and stuff they haven't heard
(30:04):
to the table. Why? Becausethis is my craft. My integrity is
such that I need to be betterthan this at this, than the hobbyists
that come in. Anybody thatcomes in as a hobbyist, if they can
eat my lunch at what I do,shame on me. Now, that's not a standard
for anybody else. That's mystandard for me. Nobody else is enforcing
(30:27):
that but me on me. And so thattakes and has me always pushed to
be better at what I do so thatthe end result, 15, 17, actually,
17 years in the business. Theguy I am, I never could even imagine
getting to when I started. Howdid you get. It's like how I say
to people all the time, howdid I want to be in the business
(30:47):
for 17 years? As it turns out,just not leaving is what got me here.
You know, I started.
It was like two years in, andpeople like, I've been in the business
15 years. I'm like, man, how'dyou be. Want to be? It turns out,
you know, you stick. So, yeah,guys, that time. And just continuous
inch at a time makingprogress. That would be the thing
that I would say.
(31:10):
I love that. And it's, it's.And, you know, keep moving the ball
forward and always belearning. I mean, it's always, you
know, it's like that, thatcliche, but it is true. Always be
learning. Always be learning.You know, Josh, you have a wealth
of information. I love thefact that you, you know, you're,
you know, closing for life. Imean, that's like, that's people.
Everybody needs to know that.Success for life. These are all,
(31:31):
I mean, these are all greatthings. So how can our listeners
get more of you? Learn moreabout you, get your books?
Sure. So close for life dotcom. Spell it any way you want to
close with the number four orthe word F O, R, however you want.
It all takes you the sameplace. That's we have our mastermind.
That's where we have a lot ofthe books and all that other stuff.
(31:52):
You can find me on socialmedia pretty much everywhere. I think
on Instagram, it's Josh D.Cadillac. Otherwise, it's Josh Cadillac
pretty much every place else.And, yeah, you know, feel free to
reach out. I'm always happy totalk to people and see if. If I.
If I can make a difference. I.I love being able to help people
actually get this thing betterand kind of improve their life, their
(32:14):
family's life. Like, there'sjust so many benefits when you can
help people.
Yeah, that's so great. Well,listeners, please do me the favor
of reaching out to Josh andconnect with him, and do me another
favor of hitting subscribe andalso sharing this with your friends
and colleagues, because theseare key lessons that everybody in
life needs to know, and theywill all help you have unstoppable
(32:37):
success. I'm Jaclyn Schminger,your host, and thank you for listening.
And thank you, Josh, for beingan amazing guest.
My pleasure, Jaclyn. Thank you again.
Thanks.
Well, hello everybody andwelcome to another amazing episode
of the Unstoppable Successpodcast. I'm your host, Jaclyn Strominger,
and today I have an amazingguest that I cannot wait for you
to meet, and that is JoshCadillac. Let me tell you a little
bit about Josh because it'svery appropriate right now. He is
an award winning internationalspeaker, he's a real estate coach
(01:01):
and he's the author of authorwho trains real estate professionals
how to close for life by bybuilding lasting success through
extensive knowledge. Hisunique method combines education
real estate professionals needto survive in this industry with
tools to convert thatknowledge into a rapport, credibility
and trust, which is reallyimportant in the industry. And Josh
(01:25):
has been a top producer sincegoing full time in 2008, quickly
earning many of the mostprestigious certifications and designations
in the industry. He is theauthor of the Roadmap of the American
Dream. It's a simple guidethat explains how investing works
and Close for Life, the storyof how he learned that top spot just
(01:45):
earning commissions andstarted winning customers for life.
And he also has a new bookcoming out called Success for Life.
There's a lot of success, alot of life in here. So welcome Josh.
Thanks, Jaclyn, so much forhaving me here. It's great to be
here with you.
Yeah, so it's so great. So,okay, so don't normally start off
(02:08):
asking this question, but itis like totally top of mind right
now because you are in thereal estate profession and you are
somebody who obviously knowshow to close, know how, knows how
to go after business. So forpeople who are in a position in,
(02:28):
and I'm going to takeobviously real estate, or maybe it's
in another industry wherethere is lots of talk of, oh, it's
a slow market or this is aslow time. How do you actually tell
people to flip the switch?
The switch flip is this. Weare coming through a stretch here
(02:54):
and not all markets have kindof moved to being more of a buyer's
market, but we're seeing moreand more of that throughout the US
and it's been more of a crisisof consumer confidence because of
all the things that are goingon. With this uncertainty, consumers
tend to kind of, I don't knowwhat to do. We're still fundamentally
in real estate, have an undersupply of real estate. We've been
building far fewer homes thatwe need every year. So we're between
(03:16):
four and a half and sixmillion homes behind. So there is
an undersupply that exists.But right now we have a little bit
of a crisis of consumerconfidence. It's causing a pullback.
I say to everybody, what areyou talking about? This is the greatest
opportunity that you've had in25 freaking years. I mean, buyers
have had no leverage in thereal estate market for a really long
(03:38):
time in most markets. I mean,even if you go back to 2008, nobody
could really buy because thebanks really weren't lending. And
everybody that could havebought, bought and got screwed in
the market. So everybody wasout. Now you have all kinds of lending
product out there. People do.I mean, while home affordability
is an issue, people have themoney. You can. You ready for this,
(03:59):
Jaclyn? It's crazy. You can goto a seller and rather than deal
with 50 other offers, you canoffer them 10% below asking price
and ask them to give youpoints back to pay down your mortgage,
to lower your mortgagepayment, and they're taking the deal.
You have leverage. The holygrail is having the buyer today.
(04:19):
And it's just real estate isso slow, kind of for the people in
the industry to recognize whatthe change is and where the opportunity
is. For me, go where theopportunity is. The opportunity.
Have the buyer show people,here's the opportunity. You could
stay in cash. CPI just came inat 2.7%. Your cash is getting killed.
Or you could get long in realestate, where there's very little
(04:40):
competition to take and get adeal. You can get good terms, you
can get a good price, and wheninterest rates soften and whenever
they do soften, you refinanceand take advantage of that. But you
locked in your price. Great,great place to be.
You know, it is. But sothere's so. So listeners, this is
actually something that. That,That I think is really, really important.
(05:02):
It's. It's having the mindsetand also looking. Looking at where
opportunities happen to be.
Absolutely. I mean, it's afascinating time. I was literally
just writing a class on this,like, identifying where this is.
Every market seeksequilibrium. Right. And when anything
changes, it throws it out ofequilibrium and it creates opportunities.
(05:25):
And also things that getdiscouraged, they're not as good
to take and invest in. What wehave the benefit of right now is
there's lots of things thatare being changed all at once, which
that equilibrium is beingthrown more out of whack than normal,
which there's. There's moreplaces for opportunity. So I think
it's actually a really good thing.
Yeah, no, and I totally agree,but. And the key thing is actually
(05:47):
is to, you know, you can. Youcan do what the Industry standard
is. Or. And in general, like,and say, oh, the market's slow. I'm
going to take the time. Timeoff over the summer. And it's the
da, da. Or you could be theperson who actually keeps working
and does things consistentlyand changes the mindset of. Of, oh,
(06:09):
my God, this is a great time.And. And looked for the opportunity,
you know, because we're not.
I don't want to just take andlimit this to real estate because
it's not just a real estatething. So I want to take him and,
and broaden the appeal. Stepone, know what the hell you're talking
about. Like, actually, mostpeople in sales focus on sales techniques
(06:32):
and never figure out why thehell the product is actually good
for. Like, why would or wouldsomebody want this? And how do I
show them what the benefit isreally? Well, and more than that,
Jaclyn, how do I show them inselling this to them that I'm looking
out for them and would neversell them anything more than what
is the right thing for them?Because most people, most people
(06:54):
in sales have been trained todo what I'm going to call Tinder
Sales. Tinder sales is hook upwith the customer, get what you want,
and never call them the nextday. Right. I don't buy that. I don't
want that. I want to do everydeal they ever do. I want to be.
My father's originally fromthe. I'm from New York. In New York,
(07:15):
I got a guy. How do I get themto say that about me? How do I handle
myself in sales? Because if Ido that, I haven't closed the deal.
I've closed the customer. Andthat pays dividends over and over.
Maybe it means I take a littleless because I don't sell them the
upgrade that they neverneeded. Right? Maybe. No, no. Look,
guys, I could sell that toyou. I know you want it, but I'm
(07:36):
telling you, like, never goingto use it. We can always upgrade
you later. It's not going tocost. Try it without it. Let me be
that guy because that guy'sdifferent nobody else. And that guys,
when you, when you do thatnow, you're a scarce resource. That's
the place to be. So be payingattention. Help them do the work.
Right. I think the biggestthing when I say that is people haven't
(08:00):
quite picked up on the factthat we have too much information
now. And what I mean is, let'ssay you and I, Jaclyn, we were going
to go to Rome and let's say wehad never been right or we're going
to go someplace we've neverbeen. And because I'm a closet fat
kid, I always want to knowwherever we're going to go, where's
the place we're going to eat?Like, where. Where are we going for
(08:22):
food? All right, the thing is,if I go Google search, where is the
place I gotta eat? If I go toRome, there's gonna be 5 million
things. It's gonna take hoursof research, and I'm still not gonna
be clear on where I want to gowhen it's all done. That's what people
have access to right now. WhatI really would like as a consumer,
(08:46):
as a person going to Rome, I'dlove to have a friend I could call
up who goes to Rome five timesa year and has lived there for and
say, hey, I'm. Where should Ieat? Because you know what that friend's
gonna say. All right, Josh,here's what you do. You go to this
street, look to your right,there's a little alley. Halfway down
the alley, there's a littlecanvas. Knock three times, ask for
(09:08):
Antonio. Tell him I sent you.He'll give you a meal that'll change
your life. People don't wantmore information. They want insight.
They want somebody who alreadyknows it well enough to cut through
the crap and give them theactual answer they need. And so knowing
your product well, sittinghere, oh, look, that's what you need.
All right, here's what youreally need to know. That conversation
is so valuable, but mostpeople in sales can't have it because
(09:31):
they're too focused on salestechniques rather than actually being
good at what they do.
You know, it is so true andall of what you're also saying, too,
and I think it's veryimportant, and I feel like a lot
of people have lost it, isknow the people and know and create
relationships. You know, the.It's. It's really unique when you
(09:56):
find people who aren't thereto actually pitch you, but are there
to actually get to know you.And maybe my product is going to
be good for you, but maybenot. At the end of the day, what
matters to me, what. Whatshould matter most is did I listen
(10:18):
to what you need? Did I listento what? Maybe, you know, maybe it's
a pain point, but maybe youdon't even know. But what are you
looking for? What you know?And is there somebody or something
that I could be that connectorfor? Because it's going to come back.
But you do want to be the guy.You want to be that guy or that girl,
that someone's going to say,hey, you know what? Josh might know
(10:41):
somebody. And then, like, letthem keep coming back to you. Oh,
you know, I want to pick upthe phone. I got somebody for you.
Be that person.
It's interesting, Jaclyn,because what you're talking about,
you know, figuring out theirpain point, it's an important part.
But I think the sequence,because of how cynical people have
become to sales, we actuallyhave to kind of flip it on its head
(11:03):
rather than finding out aboutyou. I think the better way, actually
to approach things is toanticipate you well, because that's
what people are not doing. SoI'm sure you've had the experience.
I've had the experience ofwhere you go someplace and they send
a car to the airport to pickyou up. They send a professional
driver. You know, they got thelittle sign and everything. And if
the driver's any good, whatthey do, if it's a good company,
(11:26):
they'll call you the daybefore. They're obviously confirmed
your flight information, andthey'll ask you a question. Do you
have any bags? And if you tellthem yes, a good driver will always
be there and have a luggagecart waiting. And the reason why
is, while they didn't ask youwhether you wanted them to get your
luggage card, they justassumed a person coming in would
(11:47):
appreciate having a luggagecard. The cynicism that exists for
sales puts me in a position,Jaclyn, where I have a dearth of
integrity in the customer'smind. On the way in, before I really
start asking you questions, Ihave to take and build up enough
respect and trust to get thosehonest answers. Because if I was
(12:08):
to sit here and say to you,all right, Jaclyn, what's your budget?
Well, you're not going to.Usually somebody that's being asked
that by a salesperson is notgoing to tell the truth up front.
You don't want to buy a usedcar, they say, hey, how much you
got to spend on a used cartoday? If you got 10 grand in your
pocket, you're saying 6,500,right? And I know that this is me
not anticipating the country.So if you were my customer coming
(12:30):
to me, Jaclyn, I'd say, allright, Jack, look, here's what's
going on out there. Here'swhat you got to look out for. Here's
what you were. Whether youwork with me or anybody else, Jaclyn,
I want to make sure that youunderstand what's going on so that
nobody can pull the wool overyour eyes. After I'm done talking.
If you want to work with me,cool. If not. I'm not everybody's
cup of tea. I get that. But atleast I'll know that I've given you
the lay of the land and youprobably won't make any mistakes
(12:51):
along the way. And so thatopens up a conversation where I'm
able to show that I understandthat I bring value to the table.
And when I circle back to nowJack. So what is it exactly you're
looking to do? Where did youwant to be? That conversation now
is more likely to yield me thekind of answers from you that are
going to help me really serveyou as well as I can to identify
(13:12):
the real pain points and getpast what I'm going to call the.
What I'm going to call the.The girl at the bar. No, and what
does that mean? You walk up,you go talk to the girl at the bar.
You don't realize 49 otherpeople just got done bothering this
poor galaxy trying to takeher. She's got a. No dusted off,
polished up, ready for me.That's got nothing to do with me.
(13:33):
It's got everything to do withthe 49 other people that try to sell
her stuff or try to take andask her out earlier. Right. I've
got to get past that initialdefense mechanism.
Right.
Because it's just people havebeen sold to so much. It's. It's
part of what we have to kindof. I think it's the, the adjustment
that sales has to make to justhow much getting smacked in the face
(13:54):
with sales people have now.
Right. It's like, how can youbring. Bring in almost like the.
Create the calmness about itand sort of like just not be. You
know, don't come at it fromthe standpoint of sales, but just
come at it with being with anauthentic self of actual curiosity
to, to know about you're, youknow, that you're in front of. Yeah.
(14:17):
Yeah. Well, I mean, it's justlike anything else. If you've been
to the. If you've been to therestaurant, if you've been to the
place, you've been to thething and somebody's coming who's
never been for the first time.All right, you go to Disney. All
right, here's the. Here's therides to avoid. These were dogs.
These are the ones you want togo on. This is the way, like, everybody
wants to get that insidetrack. And most people aren't talking
(14:39):
about that. Oh, where do youwant to be? Oh, what A lovely family
you have. Oh.
Oh, what?
Nice. I love your blouse. Tome, that is the dating equivalent
of, you know, hey, baby,what's your sign? You know what I
mean? It's like, it's so usedup. It's so far gone that the customer
has just this knee jerkreaction. What usually happens, Jaclyn,
(15:04):
is the person they wind upgoing with, they just reach a level
of, like, desperation or it'sjust, all right, we need to find
somebody to work with. Andthis is not the right person. It's
Mr. Or Ms. Right now, the onethat just happens in the right spot.
And trying to get past that.If you sound like everybody else
in sales, they will treat youlike everybody else in sales. So
(15:26):
how do I sound different whilemaking them respect what I've. What
I've done to be worthy oftheir business?
Yeah, no, that's. So that's.That, you know, the. What. What will
you do to help differentiateyourself from other people? Sure.
So, Josh, you know, your newbook, Success for Life, is coming
(15:50):
out. So talk to us a littlebit about, you know, because, you
know, a lot of people think,you know, well, what is success?
And how are you defining it?
Yeah, there's actually areally good chapter in that book.
There's. The book is ananthology, and I wanted to do an
anthology because there's somany things that people put out to
(16:12):
just make money that botherme, like, oh, follow this 27 step
program and you too could besuccessful. You know, not every form
recipe is delicious toeverybody. Right. There's different
paths for different people. SoI got a bunch of people together
that were successful indifferent venues, different industries,
(16:34):
and I had them right a chapterin the book. And actually, after
I had cobbled togethereverybody and I had all that I wanted,
I actually added one moreperson in for a different perspective,
which was my brother, who's aphilosophy professor. So he's got
a couple of master's degrees.He's a sharp guy, he's got a big
job, and, you know, whatever.He's very successful guy. And his
(16:57):
chapter was very much on that.Like, what is success? And can you
enjoy the journey along theway to success, or does it require,
like, preparation, perpetualmisery and grinding? Every. You know,
the person that comes to mindis. Is Derek Jeter right there. Always
talked about the problem hehad. His father would always be,
(17:19):
look, Derek, you got to enjoy,you know, what's happening right
now. I mean, I know you wantto win. You want to win the World
Series. You want to go back toback, like I know you want the next
thing, but you're theshortstop for the New York Yankees,
you know, like, like savorthat just a little bit. And so I
(17:43):
think that I was happy withthe project, with the idea that I
cobbled together thisdifferent group. And they all. I
just told them the generalidea. Like, what do you think is
the thing? If you had a pick,you had a kid, you know, your own,
like, you're telling your kid,hey, look, this is the thing for
me that really made thedifference. So every kind of has
their story or how they tookthat. And when I was reading the
(18:05):
Maze, like, wow, this is waydifferent, like, way further out
than I thought it was going togo, because they really all came
at it. It's amazing, thecreativity that people have and just
kind of where they take ideas.But yeah, it, for me, like, when
I was writing mine, mine wasvery much about things my father
said to me. Since I was alittle kid, my father started as
(18:27):
soon as I could talk. He wasdropping these pearls on me all the
time. And, you know, I'd ask,and he'd keep giving me the answer.
He'd explain. And. But as Ilook back at my life and I look at
this, this career that Istarted in real estate as a result
of basically losing everythingin 2008, when the market tanked,
I had restaurants, I hadcommercial real estate. I was doing
(18:50):
well. But what should havebeen a fairly insulated position
got wiped out because of ablack swan event that made all the
safety margins no longersufficient. So I want to overextend
it. I, you know, even thoughI, I was what normally would be just
fine, and I had to start fromscratch. And so I went. When I, When
(19:13):
I went to real estate, I, Iwas like, I, I don't know this as
well as I need to, to reallybe worthy of people's business in
my mind, like, I know what,what people should expect me to know.
So I immediately tookeverything I could. Like, every class,
if it wasn't nailed down, Itook it all, got designations and
certificate, whatever, fordays, just because I was afraid to
(19:34):
make a mistake. Like, I'mgoing to ask you, Jaclyn, to make
the largest decision offinancial decision of your life,
possibly. I don't know whatthe hell I'm doing. Like, maybe I
could get you to do it, but Ishouldn't feel good about that, right?
And so even though that's whatour industry actually encourages
people to do, like, oh, youcan get them to work with you, then
do it. You'll Figure it out asyou go. Like, how was that? Okay.
(19:55):
Anyway, yeah, so I realizedthat all these things I was being
told in these class of how tobe successful, when I started to
actually be successful, itwasn't those things that was getting
me there. It was all theselessons from this old man who had
been successful in business.You know, my father was old when
I came along. All these oldlessons that he told me of. You know,
(20:18):
this is the way you do things,and this is how you think, and this
is how you build a business.That's what actually made the difference.
And so it was a much moreclassical view of business. My father
was. His business was basedbasically on the docks of New York,
Manhattan. He was an exporter.And all these interactions with the
(20:41):
lawnshoremen, the mob guys,the police had to get an envelope.
I mean, there was the. When hetold me what the biggest success.
What. What the biggest key tosuccess is, he said to me, not, hey,
look, you do this. It wasn'tsomething he says, you got your word.
(21:01):
You compromise that fornobody. And it was those kind of
lessons, you know, these ideathat you have standards that you
hold yourself to, regardlessof what you can get away with, that
was what actually helpedseparate me and allow me to build
what I did. I built backeverything I lost and then some,
(21:21):
and built all these greatoperations and all these cool things
that we've been able to do,all the funds that I've run and all
the successful transactionsthat we've been able to be part of
as both principals and alsobringing investors to. And so I think
the easiest thing I could sayis it works. It just works. And I
(21:42):
want people to know that doingit the right way works if you really
commit to do it the right way. Yeah.
So if someone said to you, allright, so, Josh, what's the right
way?
What's the right way? So I'llgive you what I wrote in my first
in my book, Close for Life. Ithink that in real estate, there's
(22:05):
two jobs that an agent has.Just two. Know what the hell you're
doing, then market yourself assomebody who knows what the hell
they're doing. Most agentsskip job one to go to job two and
never get it back around todoing job one. Most agents don't
know. I mean, people have beenthe business 20, 30 years. I literally
did an event for somebodytoday. The broker had been in the
business for 27 years, had noidea how to transact business in
(22:29):
the world that we live intoday as far as how to take and fill
what. What forms we need,securing, compensate. Look just for
the changes from the NARsettlement that occurred. No. No
idea. Now that's a couple ofyears old and still doesn't know
how to take and transact.Right. How can that go on on your
watch? You know what I mean?That's just not okay. And then other
(22:51):
agents are depending upon you,yet it's so ubiquitous. So what I
would say is, you know, reallycommit to understand your product
well and then commit to do theright thing for your customer. I
think a great relationship insales is built on rapport, credibility,
and trust. Overwhelmingly,rapport is what everything. Agents,
(23:14):
salespeople are pushed tobuild that relationship, all that
kind of stuff. But I want arelation. Would you. I'm sure you
would agree, Jaclyn. There arerelationships and there are relationships.
There's some that I should bein and some that I shouldn't. One
of the indicators of arelationship that I should be in
is one where there's mutualrespect. And so what I would say
(23:35):
to people is never expectrespect when you walk in the door.
Expect the opportunity to earnthe respect by what you do once you
do walk in the door. Right.I'm going to sit down and I'm going
to negotiate that first byhaving something to say of value
to the people that I'm goingto. By anticipating what their needs
are going to be. How am Igoing to know how to handle that?
(23:56):
I have empathy. If I was themin the situation they're in, what
would I want? And then I'mgoing to pre negotiate that respect
in by having a meaningfulvalue. Valuable conversation when
you're prepared to do that. Idon't care if you sell widgets. I
don't care what it is. Ifyou're prepared to do that and to
show them throughout that,that you're going to take and deal
straight with them, thatyou're going to take and not try
(24:17):
to push them to do somethingthat's more than what they need.
They'll come back over andover and over again.
Yes. You know, I totallyagree. I mean, it's. It's one of
those things, relationships,you know, you. You've got good ones
and bad ones. There's rightones and wrong ones. But it's also
the ones where you feel thatit's a. It is the mutual respect
(24:39):
and it's. And it's enjoyable.You're not, you know, it's. And going
back to like the dating thing.It's like, you know, if. If it's
so painful, like if the persondoesn't call. Right. If, you know,
they sit. Right. They saidthey're going to call, but they don't
call. Yeah. Guess what?They're not the right one. Right.
It's like, you know, and ifyou have to, if you're sitting there
(25:00):
waiting by the phone and likesay was going to call what, you know.
No, absolutely, I would,there's, there's, there's, there's,
there's a nuance to it, whichis this. There's a lot of people
in sales that kind of putthemselves in the victim role. Oh,
I guess they weren't verymotivated. Oh, I guess, I guess the
question always on the postgame has to be what could I have
(25:21):
done to have anticipated thembetter and to have pre negotiated
out whatever stopped them fromperforming? So, like, maybe the best
example I could give is if Iwas going to try to get somebody's
property to give them, to havethem give me the right to sell their
property, to list theirproperty for sale. I'm going to go
(25:43):
out on a limb, Jaclyn, andanticipate they're probably going
to want to sell it for morethan they probably should. They're
going to try to put, becauseyou don't want to know something,
I don't know how manythousands of these that I've gone
on. I could count on onefinger the number of times people
have actually been like, no,no, let's price it at the price where
the market shows it shouldsell at. Everybody wants to try a
(26:04):
little bit more. We'll try.Well, right. So if I want to do what's
best for you, I know if it'soverpriced, it winds up actually
getting less money at the endof the day. So I have to walk in
and tell you this message thatyou're not going to want to hear.
I have the ability, though, toframe that any way that I want to.
(26:25):
Should I not have used everysingle one of these thousands of
presentations I've been on totweak and tweak and tweak the snot
out of it, to help help youmake the best possible choice for
you while still not gettingthe blowback on me? Like I'm the
bad guy telling you, hey,look, you can't get 8 million for
your property when the highestclose sale in the neighborhood was
(26:46):
two.
Right, right. Oh, my God. I,I, I'm, I'm hearing conversations
in my head about some of myfriends about when they've wanted
to put their house on themarket sometimes. And I'm Just like
out of your mind, butwhatever. But yeah, but I get it.
So, you know, Josh, success,you know, it's, you know, we're talking
(27:08):
about relationships. We'retalking about, you know, doing the
right thing for the people,you know, and not. And a lot of this,
obviously, I'm going to sayprobably came from your. Came from
your, your dad and some of thethings that you said, you know, but
to somebody who's new, whomaybe didn't have that, you know,
(27:31):
looks like that one thing thatyou could say to them that might
be like.
So I'll take.
I'll take it this way.
I'll take a couple of thingsbecause I mean, the, the life lessons
that are. That are in thechapter, the one that comes to my
mind. I mean, the stuff, thekind of stuff my father would say
is, by the inch, it's a cinch.By the yard, it's hard. Well, if
(27:53):
that's the case, it doesn'tmean you don't have to go the yard.
It just means that right now,let's just take and move the ball
forward. If you're startingout, you're not how you want to end
up. But you need to dosomething today to be more like that
salesperson that you want tobe, Right? What am I doing to move
the ball forward? It isunacceptable to look at the distance
(28:16):
and sit there and be paralyzedbecause you'll never get there. The
reality of it is there is abetter version of us within us that
we all have not seen. If wechoose not to pursue that, we all
run the risk of dying with ourbest work. Never seen our magnum
opus left unperformed. Andwhat's the worst part of that? Not
(28:39):
only that the world is deniedthat you never get to see what you
could be. Right? So what I'mtrying to be, I'm going to identify
who I want to be like. I wantto. I want to know what it's like.
So, like, what are the secretfears of real estate agents? Let
me let you into the back room.Most people don't necessarily know
that. Most agents areterrified of walking into that room
(29:02):
where the seller or thecustomer knows more than they do.
Because when that happens,you're irrelevant. You are an order
taker. Just take a notepad andjust ask what they want to side of
fries with it. Because you'rea waiter or waitress at the. You're
a server at the restaurant.When you start in this business,
(29:23):
it is very likely you couldwalk to a room where somebody knows
more than you do about thisthing? Are you doing everything you
can to take the subset ofpeople that could eat your lunch
and shrink that by becomingbetter and better and better? So
I can't get there in a week,but within a year, I would say in
(29:44):
my business, I was the placewhere there was maybe 2% of the population
that could hang with me in aconversation about real estate. Now,
Jaclyn, frankly, I'm in theplace you stick. George Perez, any
of the biggest developers inthe world, I will be able to have
a conversation that'sinteresting with them, that they're
going to enjoy, and I'll bringvalue and stuff they haven't heard
(30:04):
to the table. Why? Becausethis is my craft. My integrity is
such that I need to be betterthan this at this, than the hobbyists
that come in. Anybody thatcomes in as a hobbyist, if they can
eat my lunch at what I do,shame on me. Now, that's not a standard
for anybody else. That's mystandard for me. Nobody else is enforcing
(30:27):
that but me on me. And so thattakes and has me always pushed to
be better at what I do so thatthe end result, 15, 17, actually,
17 years in the business. Theguy I am, I never could even imagine
getting to when I started. Howdid you get. It's like how I say
to people all the time, howdid I want to be in the business
(30:47):
for 17 years? As it turns out,just not leaving is what got me here.
You know, I started.
It was like two years in, andpeople like, I've been in the business
15 years. I'm like, man, how'dyou be. Want to be? It turns out,
you know, you stick. So, yeah,guys, that time. And just continuous
inch at a time makingprogress. That would be the thing
that I would say.
(31:10):
I love that. And it's, it's.And, you know, keep moving the ball
forward and always belearning. I mean, it's always, you
know, it's like that, thatcliche, but it is true. Always be
learning. Always be learning.You know, Josh, you have a wealth
of information. I love thefact that you, you know, you're,
you know, closing for life. Imean, that's like, that's people.
Everybody needs to know that.Success for life. These are all,
(31:31):
I mean, these are all greatthings. So how can our listeners
get more of you? Learn moreabout you, get your books?
Sure. So close for life dotcom. Spell it any way you want to
close with the number four orthe word F O, R, however you want.
It all takes you the sameplace. That's we have our mastermind.
That's where we have a lot ofthe books and all that other stuff.
(31:52):
You can find me on socialmedia pretty much everywhere. I think
on Instagram, it's Josh D.Cadillac. Otherwise, it's Josh Cadillac
pretty much every place else.And, yeah, you know, feel free to
reach out. I'm always happy totalk to people and see if. If I.
If I can make a difference. I.I love being able to help people
actually get this thing betterand kind of improve their life, their
(32:14):
family's life. Like, there'sjust so many benefits when you can
help people.
Yeah, that's so great. Well,listeners, please do me the favor
of reaching out to Josh andconnect with him, and do me another
favor of hitting subscribe andalso sharing this with your friends
and colleagues, because theseare key lessons that everybody in
life needs to know, and theywill all help you have unstoppable
(32:37):
success. I'm Jaclyn Schminger,your host, and thank you for listening.
And thank you, Josh, for beingan amazing guest.
My pleasure, Jaclyn. Thank you again.
Thanks.
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