December 21, 2023 • 40 mins
In this interview, we talk about how Lisa was able to build and create a coaching program from the ground up with Fidelity National Title Group. And what it is like coaching as a Title Rep in the current market.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:15):
Well, good afternoon everybody. Ihave a treat for you today. I
have a treat sitting in my greenroom. Ready to come on board is
Lisa Crown, the national sales coachfor Fidelity National Title Group. Super excited
to have her. This is goingto be a great podcast. But when
no further ado, let's bring inLisa. Lisa, good day. How
(00:36):
are you doing doing great? Randy, how are you amazing? Thank you
for adding some beauty to this podcast, because you know, when you have
a face for radio, you can'talways be on camera. But thank you
for adding the beauty today. Oh, thank you so much. Honored to
be here. Oh you know,I had such a great time connecting with
you and talking about all things coachingand really what you do. And I'm
(00:59):
really decided to dig into this alittle bit. You know, as a
coach for years, I've got onemental set of coaching and then you're coaching
what top title reps around the nationas a national sales coach? Is that
right? Yea? So say thatagain and new newbies also, I was
going to say, and it's alike herding cats sometimes, right, So
(01:23):
you know, let's dive right intothat. So how long you've been in
the real estate space and in thetitle industry, and what's your background.
I know it, but tell thepeople so they get to know and know
and understand you a little bit.Absolutely. So I've been in the title
insurance business for twenty five years.I was actually a title sales executive myself
for about eighteen and a half yearsin Los Angeles, California. Started with
(01:44):
zero orders, work myself up tothe top five percent in the country,
in the top one percent in thestate of California. So did pretty well
organic growth, which is pretty fabulous. But prior to that, I,
you know, I really, tobe honest, I really did get in
young right after college, but Ireally worked in some restaurant business, did
(02:04):
some acting stuff, college stuff,and from all that I met somebody who
was in title. So I reallygot pulled into this, you know,
right out of college basically and beenin ever since. And have you know,
really enjoyed the ride, so tospeak. But then, as I
was a title sales executive, Iwas doing some nonprofit coaching for a local
(02:28):
nonprofit called Because I Love You,where I was helping troubled teens and their
parents have a healthier happier home.And what was happening is that I was
getting referred on the outside, andbecause I was doing that, I started
to charge because they weren't in thenonprofit and so I had a side coaching
business going on for years and Iwas a title rep. And I would
tell you this straight up, andI mean it wholeheartedly. I loved it
(02:51):
so much. I did it forfree for eight years until I kind of
like, like I said, hadto charge, but man, if someone
would pay my bills, I woulddo it for free. I really do
love it so much. And itjust really occurred to me, even though
my business was flourishing and it wasincredible, I was made for more.
I really did believe it wholeheartedly.I felt like the industry needed a title
sales executive who did these you know, the reps exact job. We didn't
(03:15):
have that, and I wanted tobuild a program from the ground up.
And I was so grateful that FidelityNational Tattle Group said we'll give you the
platform, and so I built it. It's been ten years in this position
and I've loved every minute. No, Okay, I did not know that
you built that really from the groundup, and you know it's changed the
(03:36):
face of the company. I thinkthe coaching does. I think there's a
lot of avenues that you know,we could plug into to get help in
things. But coaching, to me, is often mis understood. You know,
you have mentorship, you have coaching, you have therapy, you have
guidance, you have brokerages for overseeingclients and different things. But to me,
(03:57):
coaching there's always been a kind offunny blend between this therapist, coach,
and mentor, and they're really very, very specifically different. Right,
So in your coaching, do youhave a lot of accountability? Is that
an expectation? Is that something youlay on them? Is that something they
asked for and then you fulfill oris it like they get it whether they
ask for it or not. That'sso cute. I really appreciate that you
(04:20):
brought that up. I do thinkthere's confusion in coaching. I think a
lot of people say coaches are forpeople who aren't doing good. Coaches are
for people, you know, whomaybe are are doing good, but they're
just going to like kind of talkthem through stuff rather than keep them accountable,
(04:40):
push some challenging. I feel thedifference between a therapist and us Randy
is shooting someone straight. The therapistalways says, how does that make you
feel? There will be suggestions there. I've into therapy. There will be
suggestions there, but they don't shootyou straight. A manager also runs the
risk on shooting employees straight. Sowe become this our own little group that
(05:03):
we get to be super real withour clients. And that's my specialty.
I wouldn't want to be curbed,you know. I always tell people when
they sign up with me, youknow there's no filter, there's no curbing.
I do do a lot with accountabilityexercises. If they are not in
motion taking action where they can turnit back to me and I can scale.
(05:26):
We're going to run into a snag. I mean, I could advise,
and I could talk to people andcommunicate. Some people call me with
a quick thing and I give thema quick thing and it helps them for
sure. But I think in thelongevity of coaching, the master plan is
to hear new best practices, hearhow to work them, and take on
these systems, do it and turnit back in I do. I'm big
(05:48):
about what I call money work.Do the work, make the money.
Yeah, I love that. Andyou know, it's when you look at
this industry, they need they needguidance, they need love and appreciation.
But I think too many coaches areyes, ma'am, Yes, sir,
(06:08):
they're just you know, I loveJim Carrey's movie Yes Man. It's it's
kind of like that in the coachingindustry. And now with life coaching taking
off, everybody's a life coach.Right. I'm twenty two years old,
I just graduated college and I'm alife coach, and so I'm not knocking
that. I'm not knocking the industry. There's somebody that will benefit from a
twenty two year old life coach.There will be, But I just think
(06:28):
it's been really kind of overpopulated inthe coaching space over the last five years
or ten years, maybe probably fiveyears in my opinion. When I coached
for Tom Ferry back then, wewere very foundational, right. He came
from Mike Ferry, Tom Ferriy's hisson, and it's very foundational, maybe
even too much for me because it'slike fitness box seventy percent of the time.
(06:49):
Then you can run off on yourown a little bit, and I'm
just I'm like the wild Wild West, you know, when I'm coaching your
I want to get your stake andopinion on this. But when I'm coaching,
I'm really diving into the individual,not following a boilerplate of what the
right steps are. Because some peopleneed do need life coaching. Some people
need relationship coaching before I could freakingbusiness coach them, right, because yeah,
(07:12):
their relationships out of whack and they'rein the spare room on a couch.
We can't talking about taking you fromthirty to eighty transactions. It's not
the conversation right now. We weara lot of those hats, Randy,
Right, we are a therapist.We are like we do where we have
to be chameleons at times and puton those different hats you know, on
this percent. So how do youdo that? What's your personality? First
(07:32):
of all, have you done thedisc profile or I'm sure you know driver
personality? Yeah, I mean everyone'salready told me. I haven't actually done
it, but everyone's like, driver, driver, Driver, Driver, I
said that within sixty seconds. Solet's go there. I think that's you
know, is probably accurate. Soat home with mister husband. What's your
(07:54):
husband's name, by the way,Ryan, Ryan, So you told me.
I could ask you anything and nothingwe want, So I'm going to
do it. So here's the boss. Who's the boss at home? Do
you do you go home? Anddo you come into a place? And
this is I'm talking to myself rightnow, but do you you're in a
boss role, You're in a coachingrole, a seniority role, an authoritive
role, tell you what to dorole? How do you shut that off
(08:16):
when you go home? Yeah?You know, my husband and I have
a very mutually respectful relationship. Ifeel like, if there's a pair of
pants, he's got a leg inand I have a leg in. We
work as this like dynamic duo.So you know, if if he has
something that he needs and it's importantto him, I'm going to take care
(08:37):
of it. I really do feellike there's it's a mutual relationship. I
don't wear the pants fully and hedoesn't fully. We just my husband was
a homicide detective, so he wasone of those guys drilling people and working
with suspects and all that. Hehad that high energy when he came home.
I mean, my pants the whata lot of curiosity? Right?
(09:01):
Yeah? Yeah, you know,it's just I'm really playing out how you
guys interact in this So sorry,he's like an interrogator and I'm a boss,
so to me, that's where Iwas going with that. Yeah,
for sure, And so we bothhave to leave our work at home and
we have a mutual respect and weare on the same page with parenting and
(09:22):
our finances and we just we workas a team. That's rad And you
flying your ring around looks like this, and the camera was beautiful. I
have a I have a beautiful seventypercent, you know, not fifty to
fifty. She's seventy percent. I'mthirty percent Kirsty and my life and my
(09:43):
relationship and my family, and youknow, in bringing her into the business
because she was working for the county, and I'm like, hey, it
makes a lot of sense working thebusiness. I don't want to be your
boss, but I want to findthis dynamic. And she was my director
of growth, which I think iscool. But my acronym was dog,
so I kept going, hey,I'd like an interview with my dog.
Kirsty. She's like, don't dothat again, So we have to change
(10:05):
your name. She's director of expansion. Dough. It's this little cute dough
now right, that's cute. So, but she's amazing and she's a I'm
a visionary and she's an integrator,completely different personalities. Right, I'm coming
from coaching all day. She comesin and I'm like, coach, coach,
coach, coach, and I'm like, I have to stop that.
(10:28):
And it wasn't. I didn't getpermission to coach her. As just a
natural state that I have to likeswitch out of. So we've been working
on boundaries of time. I getfive o'clock at seven o'clock, I'm sorry
what I said? Do you wantme to coach you through this? I
have some feedback person, Yeah,you think you're here for free. I'm
looking for some shit right now.So yes, any areas you see I
(10:50):
could be coached in. I'm verycoachable, by the way, somebody,
but it's so true. You knowthat's such a dynamic. How long have
you? How long you have beenmarried? Red? Almost fifteen years?
Good for you, congratulations? Whatabout you? Then we've been going out.
We got engaged on Valentine's Day?Such ah, you know that is
(11:11):
the best thing ever, don't Yeah, I don't know if you know.
Brent and Kathy govin the e XPfamily. He's on the agents, but
we were with them in Vegas andit was this whole special surprise. I
even surprised Brent. Kathy knew Brentcan't keep a secret. So we had
this whole dinner thing planned and thisthing came out full of smoke, and
(11:31):
she thought it was a Danish ora pastry because we'd had him there before.
And they came out and so shewas like this and Brent's like,
what's going on? And they openedthis thing and there's a ring in it,
and it was really it was reallyspecial. But she's a good woman.
I'll tell you, don't tell anybody. Okay, married soon. We'll
get married soon. Her daughter getsmarried in April, so you know,
(11:54):
we get that passed and not takingit away from that special time. Congratulations
Randy, I love it you.I appreciate it. You know when when
I look at balancing work and homeis way more difficult than I expected.
I coach people to it every day, but it's hard to do it when
(12:18):
you're involved, right, So whatadvice would you say coach Lisa people that
are working together and this is notabout me right now, you mean people
who work in the same industry arethe same with their spouse. No,
so I'm sorry I didn't clarify.That's a great I'd like you to address
(12:39):
that one if you have a goodanswer for that. Well, just two
people coming home from work and creatingthe shifting into their time. Yeah,
I think for me, I havea lot of high powered entrepreneurs. Maybe
they're real estate agents, maybe they'retitled, you know, national, which
is like you. How do youcome in in a coaching capacity coaching you
(13:03):
know, mentality and give that delineationof both respect and duties and expectations.
How do you set those boundaries theymay crossover for people listening. Yeah,
definitely. You know, the truthof the matter is you have to have
an intention. What is it thatyou actually want in your relationship truly and
(13:24):
identify that and be crystal clear.Then you're working from that point. For
example, if you need to walkinto the house and you need thirty minutes
to unwind, you need to communicatethat to the spouse. I need thirty
minutes. I don't want to talkto and ask me a question I'm not.
Don't hand me a kid, don'thand me a chore, don't smack
me for something I did. Don'tteach me a lesson, leave me to
(13:46):
bleep alone. And you know what, there's something in that that if they
get their thirty minutes, whatever theychoose to do, then that thirty minutes
is up. They're ready to takeon the world. There sometimes needs to
be the pause. I used towhen I was a salesg ZECH work with
really high level of real estate agentsand this is a tip that I got
from a few of them that theywould do this and it worked very well
for them. Some people don't needit. Walk in hand me the kid,
(14:09):
let's rock. I think. Alsothe cell phone. The phone creates
so much productivity, so much distraction. If you could shut your phone off,
it shows the utmost respect to theperson you're with. So in my
household, we shut off the phonesduring meals. It is rough. I
would lie if I told you Ihandle it like a pro, but I
(14:31):
don't. It's rough because my kidsdon't know what my struggle is inside my
cranium. But I sit there andsmile and I'm listening and how is your
day? You can't say how's yourday and be on your phone and absorb
information, give the feels and theattention that they need. In fact,
right before this call, I wasin the middle of doing something and my
daughter came into my office. Momdid a d or Dad, I had
(14:52):
a stopper. I'm working right now. I need to hold that thought.
When I'm done with this meeting,I will come in and hear what you
have to say, because it's unfairto her that she would get a partial
hearing. And that works for adultstoo, because it creates the frustration.
The other thing is what are wetrying to achieve before we go to bed?
We all get twenty four hours ina day. What do you want
(15:13):
it to look like? Before?You know, put your hat on the
pillow. When I wave my headon the pillow at night, I would
say to myself was I in thepocket today? And if I was,
why And if I wasn't, whyAnd I like that intel. It's short.
It's a quick, you know,pep talk with myself to get me
that information. I might identify likeI snapped at Ryan, or identify snapped
(15:35):
at the kids, or identify thatI didn't do enough revenue generating activities to
bring on more people to fill Iget to kind of have that moment and
that moment is special, But Ido feel like to have that balance is
setting your intention. You identify theattention of the intention and then identify what
does that actually look like. Ifthat's not on paper, it's not going
(15:58):
to come to fruition when it goesunder the paper. You can put activities
next to those things. And thisis a little brain train. You can't
say your kids you're a number onepriority. When you walk in, you're
on the phone for hours, andthen you eat dinner on the phone,
and then you go on to thecomputer and then you you see what I'm
saying, Like, careful about that, because then you create yourself a pile
(16:19):
of being unhappy or disconnected or dissatisfiedor whatever because you're not living your intention.
It has to be louder than someof that stuff you just dropped,
like six or seven like life lessonsall there in three minutes. The big
takeaway, Lisa is the phone.I applaud you for that. We haven't
(16:40):
mastered that, but it's needed,No, and it's needed because you could
tense. You could filled the littlebit of tense. When I'm still in
work mode and she's asking me aquestion and she's just gotten home and we're
take turning this into a relationship advice, which is awesome actually because it's all
relative. But you know, reallyfocus on what is your what is your
(17:02):
intention that you want to accomplish,and being the best version of that.
That's right. And for me,I heard you say something that really stood
out to me. But when youare identifying these things that we can control,
right, like the boundary, thehealthy boundary is what I was trying
to get out. The healthy boundaryyou have at the house with the thirty
minute thing, the healthy boundary withthe child and being able to have the
(17:25):
communication ability to tell her these arewhy right, that's going to help her
be a better person as she growsand comes into the electronic world. Because
I'm going to be sixty in August, it feels like I'm in my forties.
I feel great, I'm very healthy, and I get compliments, you
know, but I'm going to besixty. I can't believe that I would
have lost that bet. Yeah,no, I appreciate that. That's I
(17:48):
really do. I appreciate that,but I've also just embraced it. Now.
You know, I lied about myage when I got all the military
because I wanted to work for.I was working for places. I was
the boss over all these older guys, and so I lied about my age
for years, and then I gotto a point I lied about the other
way and life. I don't knowwhat fricking birthday I have in real life.
But what I've learned the most throughmy coaching is in the absence of
(18:12):
communications, stories get created and upsetsoccur. It's like my favorite statement from
coach Bill Pipes, and that's withme for literally five six seven years since
he said it, and I can. I can bring it into every situation
and add it to every solution almostwithout exception. Right. So, like,
(18:33):
in the absence of communications, storiesget created, upsets occur, and
I start looking at my clients andI'm like, Hey, what story did
you create in that in that scenarioyou told me? And he's like,
God, damn, I hate whenyou do that. I'm like, I
didn't do anything. I'm asking aquestion, right, And that's such a
powerful part of the coaching envelope.So I want to transition a little bit
in you know, you're literally uphere when it comes to the executive level
(18:59):
coaching and the thing that you doand I'm sure you've got thousands of coaching
hours in what would you do inthis market? The lending space is just
a hot mess right now, youknow, I like poor things come to
mind, right, poor things eightyninety percent off in a lot of these
companies. Title has been impacted justas equally, we're off forty percent in
(19:21):
most markets. I don't know whatyour numbers are, and it's okay if
we don't talk about the numbers.But things are off. How do you
take a newer title, rep,Title officer, support personnel and take them
from an entry point into a marketlike this? That's an ass kicker into
motivation, inspiration, perspiration, movinginto activity in your business. Walk me
(19:45):
through that, Walk the listeners throughthat. Absolutely, it starts with your
mindset. Can't get anywhere at allif we don't have this guy right.
The other second thing is I gotto understand what drives you. If I'm
not totally clear about what drives you, you, what makes you tick,
what we're really fighting for, it'sgoing to be really hard to get there.
The other thing is I like tocall it the map. We need
(20:07):
like a roadmap to get where weneed to go. And so I work
them through a map, and that'smindset, action and a plan. It
sounds really simple, but when youbreak it down, it's the answer.
The mindset is such a huge piece. Just kind of piggybacking what you said
is that you create your own story. So if you sit there and say
the market's not good, it's bad, everything's horrible, the rates of this
(20:29):
and this, that's your story.That's the market you're showing up to every
day. But if you get inthe mindset of you know, my market
share is twenty percent and there's eightypercent still out there, that's your market.
That's your market. Deals are stillbeing done. Lenders too, you
know, deals are still being done, and so they stop. When that's
(20:52):
your story, it's not my story. So I just my thing is getting
them with the at Once we getthe mindset right, that piece, we
move the action. The action iseverything. You can have results or excuses.
You can have both. It's oneof my favorite all time quotes.
And the excuses are really heavy ina down market, really heavy. People
lean into them, they believe them, they tell them, and by the
(21:15):
way, nobody cares. They justdon't. It's just the reality thing.
Once we start getting the action clear. Like today a student said, I
opened three deals brand new, juststarted, you know, less than forty
five days ago. I opened threedeals, Coach, it's so great,
you know. And the thing aboutit is, she goes, but I
need to be at six fantastic.It's the action. The action is how
(21:38):
manych time are you calling a day? One hour day, coach, it
has to be two hours. Here'smy advice and this goes for realtors,
lenders, title people, ESCRA officers, whoever. If you don't like your
numbers, you're calling two hours aday. You like your numbers, you're
calling one hour a day. Andthat's the activity. I have lots of
activities, but that's one. Inshowing you an example, then we go
(22:00):
to the plan. Every from thefirst of the thirtieth or thirty first of
the month, there is a planin there. Every day has a plan
and it should be something I createdsomething called the victory swipe. So if
anybody knows me, they know thatI do this thing that when you get
it done, done and done,you earn the sway with the yellow highlighter.
So you get this roadmap. Allright. Now, these activities have
(22:22):
to move into your time blocks.Once done, give it a victory swipe
and watch the opportunities for the appointmentsand the orders coming in. It's the
map. I love that. Ilove that, and you just like warmed
my heart over by saying two hoursa day of prospecting. It's so interesting.
In my coaching, I have clientsthat I have a couple of them
(22:45):
that did a thousand transactions year,just top of their game on every level.
And then I have clients that comein or do and let's just say
they're doing six deals a year andthey want to get to twenty five and
fifty. Yes, they're in thebeginning of their journey. And I asked
the agent that's doing a thousand transacts, are you prospecting? They're like well,
and I'm like you're prospecting how manyhours a day? They're like three
(23:06):
minimum, I'd like to do more. And I'm like, okay, awesome,
right, I'm celebrating that. Andthen I talked to this agent that
is doing six deals a year andthey're wanting to get to twenty five.
I'm like, how much you're prospecting? Well, you don't understand my business
is different. And I'm like,no, I understand perfectly, how many
what are you committed to every day? Like show me your calendar and it's
non existent. If it is,it's so hit and miss right, and
(23:29):
it's like it's that big red truck, big red truck. But you cannot
tell them that necessarily without them understandingthe mindset. But the drunk monkey behind
that, and all of a suddenyou get into call reluctance. You get
into all these things that come upin their life when they weren't allowed to
talk on the telephone, they weren'tallowed to do this, They couldn't speak
their mind. They you know,mind your p's and q's, whatever it
(23:51):
is. We have to break throughall those things that are in the way
of that activity. So for me, it's foundational. It's like, if
you're going to coach with me,we lay the found You got to start
with one hour day period And Ihave this analogy in this market, and
again thank you Bill Pipes for coachingthis to me, because one hour a
day in this market is survival.One hour a day minimum, five days
(24:11):
a week. Survival two hours aday, you're going to have growth.
Three hours a day you're going todominate. And that doesn't. I don't
care what industry you're in, becauseright scaling and leveraging the time that we
don't have in our business because we'retaking two or three hours into the forward
basing prospecting. I love that stuff, and you brought it up, and
I just love the fact that you'refocused on that with your people. You
(24:33):
know what. I love the drunkmonkey. I love that you brought that
up. I love him. Youknow why. He solves so many problems
when people can understand that's what's goingon in their cranium. I actually did
on my podcast, I did adrunk Monkey podcast. You got to hear
it, Randy, I love it. I love the drunk monkey man.
(24:56):
I like throwing that little stuffed monkeyaround the room and showing him who's boss,
you know, like a boss.Yeah, yep, you can shut
him up in a nanosecond. Gotto take out actually totally. So I
really loved this style of this,Lisa, and thank you for being here
today. A couple questions will kindof get just wrapped. I think you
really have an impact on people ifthey listen to this and understand it.
(25:18):
Morning routine. I'm a big,huge believer in morning routines. Walk me
through what your morning routine looks liketimes if you want to add them,
but you know, what's what's anaverage or basic day for you morning routine
wise? Absolutely. First of all, I just want to tell all the
listeners you have to listen to oneof the best books of all time.
It's called Miracle Morning by hel L. Rod E L. Ro o d.
(25:41):
For those you haven't heard, He'sinsanely smart and cool guy with a
very very interesting and crazy story.His messaging is really about focusing in on
yourself in the morning at whatever timeyou know you're willing to give it.
I never had a miracle morning.I never did. I didn't know.
(26:02):
I just wung my stuff in themorning. When I was a sales execut
it was all about everybody else aroundme. What do I need to do
to be there for everybody else?As I, you know, grew up
and got into my national sales positionand read that book, it changed everything.
So since that day, so we'regoing on about twelve years now,
I wake up every single day andI take care of my kids, you
(26:23):
know, and getting them off toschool. Once they get off to school,
my Miracle Morning activates They're a partof it, for sure. I
do have that in my thing.First of all, my miracle morning is
pinned up on the wall right now, every single thing that I do,
with the times in which I'm goingto do them. So I go immediately
to my success list for my assistant. Because you're only as good as your
(26:45):
assistant, you know, and myassistant needs to be teed up for productive
day herself. So I send offthe to do list there. Oh,
I will tell you this, bythe way, very very important point.
Once I get up out of bedand you know, do some of the
hygiene piece, I immediately get intomy workout closed. I don't know if
I'm going to work out or not. It's the ultimate goal, and I
(27:07):
would lie if I go. Iwork out five days a week, and
you know what I do? DoI get and workout close five days a
week. Okay, I on that. My goal, I always say,
and I talk about this a lot, bare ass minimum to the goal.
My bare ass minimum is that I'min the outfit. The goal is that
I went to the gym. Somy goal is that I stretch, I
go do the gym, I pray, I meditate, I you know,
(27:33):
I journal in doing a gratitude journal, and I do my posting. So
there's this these things that are alllisted out that I am doing every single
morning in their time, blocking positions. Sometimes it reroutes. Sometimes I'll meditate
before I pray, sometimes whatever,and I do different things like that.
But this is a non negotiable forme. These are what I call my
(27:56):
non negotiables in the morning. Andlet me tell you what it does.
It tees me up for energy focus. I feel happy and I don't have
a pile of things because these activitiesare displacing things in my world, sorting
(28:17):
out thoughts and stuff or pain orsomething upset me or whatever. I sort
it out through all these things andnow I'm ready to start and conquer my
day. And that's where I do. That's where I start my day.
My goal is definitely to be atthe gym, get activity, move the
body. Let's say I missed theworkout right. Sometimes I will take my
headset when I coach, and Iwill do laps as I coach and move
(28:42):
my body. So if you're aprospector get by the headset, you know,
I just move around and even thoughI didn't do the Supremo workout.
I had body movement and that.Yes, and that's what I hear about
your morning routine. This is intention, right, you keep referencing thing on
the wall I have. That's afour x six foot board. That's a
(29:04):
bore by five foot board. Ihave them like everywhere. My goals,
my dreams, and my visions andlove. Yeah, those things are important.
And how L Rod's book changed myworld as well. Oh yeah,
totally. I was in a whatwas that? It was kind of a
fad for a little bit, butyou can chime in and listen to the
(29:25):
conversations. What was it called about? Oh yeah, that chat room.
Yeah, I can't believe. Ican't remember the name of it. You're
talking about a million people hit itin a week and then it kind of
fizzled out a little bit. Pardoncame into my room one day. How
L Rod came into my room oneday, and we had this room called
Miracle Morning. Right. We justnamed it because we're trying to inspire our
(29:45):
people. Yes in the room andtalk for like twenty or thirty minutes.
It was incredible. I love it. I love that he's been so great
and so it's great. I actuallyinterviewed him on my podcast did you really
it was a bucket lest it was? And I interviewed Grant cardon also.
I'm going to try and get thema big event in Salem, a real
(30:06):
estate event in July of twenty fourand I've got some big, big names
coming in. But I want toget how Well Rod, that's one of
my bucket list guys, and getthem in there. He's incredible, so
exciting. That's You've got me allfired up. Now it's the end of
my day and you got me firedup. I love it, all right,
So I dig it to thank youso much for being here. One
(30:26):
of my final questions, I wantto ask you two things. A couple
of things. What books you areyou reading right now? That's important for
the viewers to think about that.I'd love to hear that, and I'll
share a couple that I'm reading atthe time. But what books are you
reading right now that are you know, maybe impactful for you others. I
definitely have a lot of people thatlike to be number one, right,
and so I like to read booksthat would work for our big producers of
(30:48):
people doing a thousand deals a year. You really have to tee them up.
So if you're a top producer,if you're a killer, want to
be a killer, and that's whatyou're gunning for. You got to read
Relentless by timos Grover. He's theoff court coach for Kobe Bryant, Dwayne
Wade, and Michael Jordan. Andthen he has his next book which is
called Winning by again Tim s Grover. To me, I feel like Relentless
(31:11):
comes first and Winning comes second.But those are those are for the elite.
Those are for either you are rightnow a killer, top producer,
or you want to be one.If you don't want to be a killer,
don't read either one of those books. It's not going to make sense.
It's not going to click. You'llbe done. I love that,
you know. Another one is ThePath made Clear by Oprah Winfrey that that
(31:34):
book was so good because it wasa medley of all the best people she's
ever interviewed in her life and whatthe best lines that they had to say,
and that that book just rocked meto my core. Oh my gosh,
I have so many I have somany books. I mean, honestly,
(31:56):
I will just tell you this mygoals. I'm reading two books It
doesn't always happen that way, butthat is my goal every single year.
So right now I'm probably at eighteenfor the year, so I'm behind for
one reason or another, but it'smy goal. So next year I want
to hit that twenty four and thenup it. But they say, you
know, some of the most famouspeople in the entire world up at the
(32:17):
top of their game. We're doingtwo to three full read books audible listener,
but you know that they are readingtwo to three a month, and
that's my goal. I have somany amazing books. I repertoire for sure.
Probably the greatest thing I could lookback on my coaching and say thank
you Lord, is the fact thatI'm reading books now because I did not
(32:37):
read at all before I talk atall, and I hated school, barely
got through everything, didn't graduate,went in the military with a you know,
took the test and stuff. Butwhen I started coaching, I just
I became just a consumer. Iwas just devouring books and I loved it.
(32:58):
And now you know, I gotbook everywhere. It's kind of a
pain, but for me, Tribeof Mentors by Tim Farriss was amazing.
That's just the little snippet interviews ofprobably like two hundred people. The book
is the size of an old yellowpages. It's huge, and it's these
little one and two page interviews withamazing people from every different walk of life
(33:19):
you can imagine, really inspiring tojust I just flip through it and I
just pick a person. I startreading it, and it's got everything from
Kobe Bryant to Anthony. It's justcrazy. It's called Tribe of Mentors and
it's Tim Ferris interviewing these hundreds ofpeople in like in a podcast type format,
(33:40):
right, tell me all about youwhich made you successful? A little
bit of format of questions. It'sreally cool. Think and grow rich is
my bible outside my bible, youknow. It's been the turning point mentally
and physically and all those things.And right now i'm reading and by the
way, if you haven't read EOSEntrepreneur or Operating Systems by Wickman, which
(34:04):
is Floyd Wickman's son, which FloydWickman was a big trainer back when I
started real estate. He was thekind of an old fashioned guy, but
that is, you know. EOSand Traction are the two books that I
think are the blueprints for most entrepreneurs. And then right now I'm reading by
back your Time and essentialism really focusingon more is better and saying no to
(34:30):
people. Coming from a recovering codependent, I am a yes guy. I
want to satisfy everybody. Makes mefeel good to do things for you.
It makes me feel good to beon stage. It makes me feel good
when people appreciate me or give megratitude. And I've learned to say no
a lot, and essentialism takes youthrough a journey of saying no that's completely
different way of doing it. Andthen by back your Time is really just
(34:53):
kind of like a foundational understanding ofhow you could start evaluating things in your
life and understand that everything you doin this life has to be leveraged into
more time. Can we can leveragethe more money. AI's that shiny object
right now, But I think AI'sgreatest asset is leveraging two more time,
(35:15):
And so for me, that's whatit's all about. Right It's probably a
maturity age thing. As you getolder you value your time even more.
But this has been so good.So final question, Okay, what impact
do you want to leave on theworld. Lisa Crown National salvage for Fidelity
(35:36):
National Title Group. What impact doyou want to leave on the world.
Gosh, so many things come tomind. That's such a great question.
I want the impact you want toleave. But a couple things come to
mind, to be honest. Numberone something that changed me forever, and
it was recently shared in one ofmy podcasts with a u UFC fighter was
(35:58):
I said to him, when yougo in the ring and you get putt
you know, knocked out, andyou're on the ground and your pancake,
you know, how do you handlethat? How do you rise from that?
And he said, you know what, coach, he goes, I
never lose in the ring. Hegoes because I either win or I learn.
And I feel like when he toldme that, I don't know what
(36:20):
else he said. After that,I had a stop in my tracks.
This aha moment. The world frozeand yeah, shining down on me,
going this is my I meant totell the world. This, I meant
to share with people. You eitherwin or you learn, And I'm on
a mission. I talk about it, coach about it, preach about it,
(36:44):
work through it. It's in allmy work. So to me,
I feel like that is such abig thing. The other thing is I
really do feel my last thing beforeI go is I feel like my I'm
supposed to be here to help peopleunlock that full potential. Randy, I
think people play way too small dayto day. That overthinking, drunk monkey,
bullshit story they've got going and flowingis what's their guide. It's their
(37:07):
driver. They need to kick thatshit out and get in the driver's seat.
And I think I'm that that inbetween that tween er in the tween,
you know, in between that piecethat's going to help get them there.
That that's my purpose. And whenI can see that happen with my
work, it just like it's likeexplodes my heart and then I know I'm
(37:28):
in the pocket. Yeah. Youyou are a giver and you have a
massive heart. And I love gettingto know people like this on these podcasts.
So you have a new friend,a new fan. I love that
everybody's got a plan until they getpunched in the mouth, right, That's
what came up when you said thatstory. And I love Mike Tyson's thought
(37:50):
about that, because everyone's got aplan until it gets hard. Yeah,
I cannot say how much I lovethat. That's The one takeaway for me
is I don't lose, I winor I learn. I don't know if
you've heard Jocko the Navy seal guy, but he talks as a leadership.
And I'll leave the listeners with this. When the people come to him and
they go, hey, boss,boss, we got a problem. This
(38:12):
is going on. The wheels felloff, that this broke this thing.
And he goes good, and they'relike, what do you mean good?
He goes good. Now you getto learn, you get to learn adversity,
you get to learn how to workthrough that, you get to learn
how to be a leader. Good. And then it just gave me goosebumps.
And then he comes in with someother thing. You know, they're
taking all this fire and they're doingall these things, and the guy's like,
we got this problem. He's like, good, you didn't get the
(38:36):
equipment you wanted. Good, you'regoing to be stronger because of you have
the old equipment. All these things, and to me, it was just
like, oh, it was thatI win or I learned. I never
lose in the ring. That isworthy of closing this podcast. That amazing.
I really really appreciate you being here. You are as you are a
(38:58):
boss is not like a boss.You are a freaking us and so I
really appreciate you being here, Lisa, and thank you for all you do.
And I think you're going to impactpeople as we go. So in
closing, if you're enjoying this andsmash the like and subscribe buttons, join
our podcast and Lisa, how canpeople find you if they want to track
with you and look for your podcastand that kind of stuff. Oh,
(39:20):
thank you, that's so kind.Get real with Lisa Crown podcast on iTunes,
Spotify or podbeing is where you canhear. I have over one hundred
and sixty that are meant for salespeoplein general. A lot of title sales
stuff going on there. I haveLisacrown dot com. Those that I bring
in I do do for Fidelity NationalTitle Group Family. I'm on Facebook and
Instagram, my handles at coach elseand that's E L S E E L
(39:46):
C. Spell that out and thenLisa Crown on Facebook please friend me there.
That's so amazing. You are amazing. Thank you for being here.
I learned lots and we'll see younext time. All right, thank you
so much, Brandy. Have agreat day.
Well, good afternoon everybody. Ihave a treat for you today. I
have a treat sitting in my greenroom. Ready to come on board is
Lisa Crown, the national sales coachfor Fidelity National Title Group. Super excited
to have her. This is goingto be a great podcast. But when
no further ado, let's bring inLisa. Lisa, good day. How
(00:36):
are you doing doing great? Randy, how are you amazing? Thank you
for adding some beauty to this podcast, because you know, when you have
a face for radio, you can'talways be on camera. But thank you
for adding the beauty today. Oh, thank you so much. Honored to
be here. Oh you know,I had such a great time connecting with
you and talking about all things coachingand really what you do. And I'm
(00:59):
really decided to dig into this alittle bit. You know, as a
coach for years, I've got onemental set of coaching and then you're coaching
what top title reps around the nationas a national sales coach? Is that
right? Yea? So say thatagain and new newbies also, I was
going to say, and it's alike herding cats sometimes, right, So
(01:23):
you know, let's dive right intothat. So how long you've been in
the real estate space and in thetitle industry, and what's your background.
I know it, but tell thepeople so they get to know and know
and understand you a little bit.Absolutely. So I've been in the title
insurance business for twenty five years.I was actually a title sales executive myself
for about eighteen and a half yearsin Los Angeles, California. Started with
(01:44):
zero orders, work myself up tothe top five percent in the country,
in the top one percent in thestate of California. So did pretty well
organic growth, which is pretty fabulous. But prior to that, I,
you know, I really, tobe honest, I really did get in
young right after college, but Ireally worked in some restaurant business, did
(02:04):
some acting stuff, college stuff,and from all that I met somebody who
was in title. So I reallygot pulled into this, you know,
right out of college basically and beenin ever since. And have you know,
really enjoyed the ride, so tospeak. But then, as I
was a title sales executive, Iwas doing some nonprofit coaching for a local
(02:28):
nonprofit called Because I Love You,where I was helping troubled teens and their
parents have a healthier happier home.And what was happening is that I was
getting referred on the outside, andbecause I was doing that, I started
to charge because they weren't in thenonprofit and so I had a side coaching
business going on for years and Iwas a title rep. And I would
tell you this straight up, andI mean it wholeheartedly. I loved it
(02:51):
so much. I did it forfree for eight years until I kind of
like, like I said, hadto charge, but man, if someone
would pay my bills, I woulddo it for free. I really do
love it so much. And itjust really occurred to me, even though
my business was flourishing and it wasincredible, I was made for more.
I really did believe it wholeheartedly.I felt like the industry needed a title
sales executive who did these you know, the reps exact job. We didn't
(03:15):
have that, and I wanted tobuild a program from the ground up.
And I was so grateful that FidelityNational Tattle Group said we'll give you the
platform, and so I built it. It's been ten years in this position
and I've loved every minute. No, Okay, I did not know that
you built that really from the groundup, and you know it's changed the
(03:36):
face of the company. I thinkthe coaching does. I think there's a
lot of avenues that you know,we could plug into to get help in
things. But coaching, to me, is often mis understood. You know,
you have mentorship, you have coaching, you have therapy, you have
guidance, you have brokerages for overseeingclients and different things. But to me,
(03:57):
coaching there's always been a kind offunny blend between this therapist, coach,
and mentor, and they're really very, very specifically different. Right,
So in your coaching, do youhave a lot of accountability? Is that
an expectation? Is that something youlay on them? Is that something they
asked for and then you fulfill oris it like they get it whether they
ask for it or not. That'sso cute. I really appreciate that you
(04:20):
brought that up. I do thinkthere's confusion in coaching. I think a
lot of people say coaches are forpeople who aren't doing good. Coaches are
for people, you know, whomaybe are are doing good, but they're
just going to like kind of talkthem through stuff rather than keep them accountable,
(04:40):
push some challenging. I feel thedifference between a therapist and us Randy
is shooting someone straight. The therapistalways says, how does that make you
feel? There will be suggestions there. I've into therapy. There will be
suggestions there, but they don't shootyou straight. A manager also runs the
risk on shooting employees straight. Sowe become this our own little group that
(05:03):
we get to be super real withour clients. And that's my specialty.
I wouldn't want to be curbed,you know. I always tell people when
they sign up with me, youknow there's no filter, there's no curbing.
I do do a lot with accountabilityexercises. If they are not in
motion taking action where they can turnit back to me and I can scale.
(05:26):
We're going to run into a snag. I mean, I could advise,
and I could talk to people andcommunicate. Some people call me with
a quick thing and I give thema quick thing and it helps them for
sure. But I think in thelongevity of coaching, the master plan is
to hear new best practices, hearhow to work them, and take on
these systems, do it and turnit back in I do. I'm big
(05:48):
about what I call money work.Do the work, make the money.
Yeah, I love that. Andyou know, it's when you look at
this industry, they need they needguidance, they need love and appreciation.
But I think too many coaches areyes, ma'am, Yes, sir,
(06:08):
they're just you know, I loveJim Carrey's movie Yes Man. It's it's
kind of like that in the coachingindustry. And now with life coaching taking
off, everybody's a life coach.Right. I'm twenty two years old,
I just graduated college and I'm alife coach, and so I'm not knocking
that. I'm not knocking the industry. There's somebody that will benefit from a
twenty two year old life coach.There will be, But I just think
(06:28):
it's been really kind of overpopulated inthe coaching space over the last five years
or ten years, maybe probably fiveyears in my opinion. When I coached
for Tom Ferry back then, wewere very foundational, right. He came
from Mike Ferry, Tom Ferriy's hisson, and it's very foundational, maybe
even too much for me because it'slike fitness box seventy percent of the time.
(06:49):
Then you can run off on yourown a little bit, and I'm
just I'm like the wild Wild West, you know, when I'm coaching your
I want to get your stake andopinion on this. But when I'm coaching,
I'm really diving into the individual,not following a boilerplate of what the
right steps are. Because some peopleneed do need life coaching. Some people
need relationship coaching before I could freakingbusiness coach them, right, because yeah,
(07:12):
their relationships out of whack and they'rein the spare room on a couch.
We can't talking about taking you fromthirty to eighty transactions. It's not
the conversation right now. We weara lot of those hats, Randy,
Right, we are a therapist.We are like we do where we have
to be chameleons at times and puton those different hats you know, on
this percent. So how do youdo that? What's your personality? First
(07:32):
of all, have you done thedisc profile or I'm sure you know driver
personality? Yeah, I mean everyone'salready told me. I haven't actually done
it, but everyone's like, driver, driver, Driver, Driver, I
said that within sixty seconds. Solet's go there. I think that's you
know, is probably accurate. Soat home with mister husband. What's your
(07:54):
husband's name, by the way,Ryan, Ryan, So you told me.
I could ask you anything and nothingwe want, So I'm going to
do it. So here's the boss. Who's the boss at home? Do
you do you go home? Anddo you come into a place? And
this is I'm talking to myself rightnow, but do you you're in a
boss role, You're in a coachingrole, a seniority role, an authoritive
role, tell you what to dorole? How do you shut that off
(08:16):
when you go home? Yeah?You know, my husband and I have
a very mutually respectful relationship. Ifeel like, if there's a pair of
pants, he's got a leg inand I have a leg in. We
work as this like dynamic duo.So you know, if if he has
something that he needs and it's importantto him, I'm going to take care
(08:37):
of it. I really do feellike there's it's a mutual relationship. I
don't wear the pants fully and hedoesn't fully. We just my husband was
a homicide detective, so he wasone of those guys drilling people and working
with suspects and all that. Hehad that high energy when he came home.
I mean, my pants the whata lot of curiosity? Right?
(09:01):
Yeah? Yeah, you know,it's just I'm really playing out how you
guys interact in this So sorry,he's like an interrogator and I'm a boss,
so to me, that's where Iwas going with that. Yeah,
for sure, And so we bothhave to leave our work at home and
we have a mutual respect and weare on the same page with parenting and
(09:22):
our finances and we just we workas a team. That's rad And you
flying your ring around looks like this, and the camera was beautiful. I
have a I have a beautiful seventypercent, you know, not fifty to
fifty. She's seventy percent. I'mthirty percent Kirsty and my life and my
(09:43):
relationship and my family, and youknow, in bringing her into the business
because she was working for the county, and I'm like, hey, it
makes a lot of sense working thebusiness. I don't want to be your
boss, but I want to findthis dynamic. And she was my director
of growth, which I think iscool. But my acronym was dog,
so I kept going, hey,I'd like an interview with my dog.
Kirsty. She's like, don't dothat again, So we have to change
(10:05):
your name. She's director of expansion. Dough. It's this little cute dough
now right, that's cute. So, but she's amazing and she's a I'm
a visionary and she's an integrator,completely different personalities. Right, I'm coming
from coaching all day. She comesin and I'm like, coach, coach,
coach, coach, and I'm like, I have to stop that.
(10:28):
And it wasn't. I didn't getpermission to coach her. As just a
natural state that I have to likeswitch out of. So we've been working
on boundaries of time. I getfive o'clock at seven o'clock, I'm sorry
what I said? Do you wantme to coach you through this? I
have some feedback person, Yeah,you think you're here for free. I'm
looking for some shit right now.So yes, any areas you see I
(10:50):
could be coached in. I'm verycoachable, by the way, somebody,
but it's so true. You knowthat's such a dynamic. How long have
you? How long you have beenmarried? Red? Almost fifteen years?
Good for you, congratulations? Whatabout you? Then we've been going out.
We got engaged on Valentine's Day?Such ah, you know that is
(11:11):
the best thing ever, don't Yeah, I don't know if you know.
Brent and Kathy govin the e XPfamily. He's on the agents, but
we were with them in Vegas andit was this whole special surprise. I
even surprised Brent. Kathy knew Brentcan't keep a secret. So we had
this whole dinner thing planned and thisthing came out full of smoke, and
(11:31):
she thought it was a Danish ora pastry because we'd had him there before.
And they came out and so shewas like this and Brent's like,
what's going on? And they openedthis thing and there's a ring in it,
and it was really it was reallyspecial. But she's a good woman.
I'll tell you, don't tell anybody. Okay, married soon. We'll
get married soon. Her daughter getsmarried in April, so you know,
(11:54):
we get that passed and not takingit away from that special time. Congratulations
Randy, I love it you.I appreciate it. You know when when
I look at balancing work and homeis way more difficult than I expected.
I coach people to it every day, but it's hard to do it when
(12:18):
you're involved, right, So whatadvice would you say coach Lisa people that
are working together and this is notabout me right now, you mean people
who work in the same industry arethe same with their spouse. No,
so I'm sorry I didn't clarify.That's a great I'd like you to address
(12:39):
that one if you have a goodanswer for that. Well, just two
people coming home from work and creatingthe shifting into their time. Yeah,
I think for me, I havea lot of high powered entrepreneurs. Maybe
they're real estate agents, maybe they'retitled, you know, national, which
is like you. How do youcome in in a coaching capacity coaching you
(13:03):
know, mentality and give that delineationof both respect and duties and expectations.
How do you set those boundaries theymay crossover for people listening. Yeah,
definitely. You know, the truthof the matter is you have to have
an intention. What is it thatyou actually want in your relationship truly and
(13:24):
identify that and be crystal clear.Then you're working from that point. For
example, if you need to walkinto the house and you need thirty minutes
to unwind, you need to communicatethat to the spouse. I need thirty
minutes. I don't want to talkto and ask me a question I'm not.
Don't hand me a kid, don'thand me a chore, don't smack
me for something I did. Don'tteach me a lesson, leave me to
(13:46):
bleep alone. And you know what, there's something in that that if they
get their thirty minutes, whatever theychoose to do, then that thirty minutes
is up. They're ready to takeon the world. There sometimes needs to
be the pause. I used towhen I was a salesg ZECH work with
really high level of real estate agentsand this is a tip that I got
from a few of them that theywould do this and it worked very well
for them. Some people don't needit. Walk in hand me the kid,
(14:09):
let's rock. I think. Alsothe cell phone. The phone creates
so much productivity, so much distraction. If you could shut your phone off,
it shows the utmost respect to theperson you're with. So in my
household, we shut off the phonesduring meals. It is rough. I
would lie if I told you Ihandle it like a pro, but I
(14:31):
don't. It's rough because my kidsdon't know what my struggle is inside my
cranium. But I sit there andsmile and I'm listening and how is your
day? You can't say how's yourday and be on your phone and absorb
information, give the feels and theattention that they need. In fact,
right before this call, I wasin the middle of doing something and my
daughter came into my office. Momdid a d or Dad, I had
(14:52):
a stopper. I'm working right now. I need to hold that thought.
When I'm done with this meeting,I will come in and hear what you
have to say, because it's unfairto her that she would get a partial
hearing. And that works for adultstoo, because it creates the frustration.
The other thing is what are wetrying to achieve before we go to bed?
We all get twenty four hours ina day. What do you want
(15:13):
it to look like? Before?You know, put your hat on the
pillow. When I wave my headon the pillow at night, I would
say to myself was I in thepocket today? And if I was,
why And if I wasn't, whyAnd I like that intel. It's short.
It's a quick, you know,pep talk with myself to get me
that information. I might identify likeI snapped at Ryan, or identify snapped
(15:35):
at the kids, or identify thatI didn't do enough revenue generating activities to
bring on more people to fill Iget to kind of have that moment and
that moment is special, But Ido feel like to have that balance is
setting your intention. You identify theattention of the intention and then identify what
does that actually look like. Ifthat's not on paper, it's not going
(15:58):
to come to fruition when it goesunder the paper. You can put activities
next to those things. And thisis a little brain train. You can't
say your kids you're a number onepriority. When you walk in, you're
on the phone for hours, andthen you eat dinner on the phone,
and then you go on to thecomputer and then you you see what I'm
saying, Like, careful about that, because then you create yourself a pile
(16:19):
of being unhappy or disconnected or dissatisfiedor whatever because you're not living your intention.
It has to be louder than someof that stuff you just dropped,
like six or seven like life lessonsall there in three minutes. The big
takeaway, Lisa is the phone.I applaud you for that. We haven't
(16:40):
mastered that, but it's needed,No, and it's needed because you could
tense. You could filled the littlebit of tense. When I'm still in
work mode and she's asking me aquestion and she's just gotten home and we're
take turning this into a relationship advice, which is awesome actually because it's all
relative. But you know, reallyfocus on what is your what is your
(17:02):
intention that you want to accomplish,and being the best version of that.
That's right. And for me,I heard you say something that really stood
out to me. But when youare identifying these things that we can control,
right, like the boundary, thehealthy boundary is what I was trying
to get out. The healthy boundaryyou have at the house with the thirty
minute thing, the healthy boundary withthe child and being able to have the
(17:25):
communication ability to tell her these arewhy right, that's going to help her
be a better person as she growsand comes into the electronic world. Because
I'm going to be sixty in August, it feels like I'm in my forties.
I feel great, I'm very healthy, and I get compliments, you
know, but I'm going to besixty. I can't believe that I would
have lost that bet. Yeah,no, I appreciate that. That's I
(17:48):
really do. I appreciate that,but I've also just embraced it. Now.
You know, I lied about myage when I got all the military
because I wanted to work for.I was working for places. I was
the boss over all these older guys, and so I lied about my age
for years, and then I gotto a point I lied about the other
way and life. I don't knowwhat fricking birthday I have in real life.
But what I've learned the most throughmy coaching is in the absence of
(18:12):
communications, stories get created and upsetsoccur. It's like my favorite statement from
coach Bill Pipes, and that's withme for literally five six seven years since
he said it, and I can. I can bring it into every situation
and add it to every solution almostwithout exception. Right. So, like,
(18:33):
in the absence of communications, storiesget created, upsets occur, and
I start looking at my clients andI'm like, Hey, what story did
you create in that in that scenarioyou told me? And he's like,
God, damn, I hate whenyou do that. I'm like, I
didn't do anything. I'm asking aquestion, right, And that's such a
powerful part of the coaching envelope.So I want to transition a little bit
in you know, you're literally uphere when it comes to the executive level
(18:59):
coaching and the thing that you doand I'm sure you've got thousands of coaching
hours in what would you do inthis market? The lending space is just
a hot mess right now, youknow, I like poor things come to
mind, right, poor things eightyninety percent off in a lot of these
companies. Title has been impacted justas equally, we're off forty percent in
(19:21):
most markets. I don't know whatyour numbers are, and it's okay if
we don't talk about the numbers.But things are off. How do you
take a newer title, rep,Title officer, support personnel and take them
from an entry point into a marketlike this? That's an ass kicker into
motivation, inspiration, perspiration, movinginto activity in your business. Walk me
(19:45):
through that, Walk the listeners throughthat. Absolutely, it starts with your
mindset. Can't get anywhere at allif we don't have this guy right.
The other second thing is I gotto understand what drives you. If I'm
not totally clear about what drives you, you, what makes you tick,
what we're really fighting for, it'sgoing to be really hard to get there.
The other thing is I like tocall it the map. We need
(20:07):
like a roadmap to get where weneed to go. And so I work
them through a map, and that'smindset, action and a plan. It
sounds really simple, but when youbreak it down, it's the answer.
The mindset is such a huge piece. Just kind of piggybacking what you said
is that you create your own story. So if you sit there and say
the market's not good, it's bad, everything's horrible, the rates of this
(20:29):
and this, that's your story.That's the market you're showing up to every
day. But if you get inthe mindset of you know, my market
share is twenty percent and there's eightypercent still out there, that's your market.
That's your market. Deals are stillbeing done. Lenders too, you
know, deals are still being done, and so they stop. When that's
(20:52):
your story, it's not my story. So I just my thing is getting
them with the at Once we getthe mindset right, that piece, we
move the action. The action iseverything. You can have results or excuses.
You can have both. It's oneof my favorite all time quotes.
And the excuses are really heavy ina down market, really heavy. People
lean into them, they believe them, they tell them, and by the
(21:15):
way, nobody cares. They justdon't. It's just the reality thing.
Once we start getting the action clear. Like today a student said, I
opened three deals brand new, juststarted, you know, less than forty
five days ago. I opened threedeals, Coach, it's so great,
you know. And the thing aboutit is, she goes, but I
need to be at six fantastic.It's the action. The action is how
(21:38):
manych time are you calling a day? One hour day, coach, it
has to be two hours. Here'smy advice and this goes for realtors,
lenders, title people, ESCRA officers, whoever. If you don't like your
numbers, you're calling two hours aday. You like your numbers, you're
calling one hour a day. Andthat's the activity. I have lots of
activities, but that's one. Inshowing you an example, then we go
(22:00):
to the plan. Every from thefirst of the thirtieth or thirty first of
the month, there is a planin there. Every day has a plan
and it should be something I createdsomething called the victory swipe. So if
anybody knows me, they know thatI do this thing that when you get
it done, done and done,you earn the sway with the yellow highlighter.
So you get this roadmap. Allright. Now, these activities have
(22:22):
to move into your time blocks.Once done, give it a victory swipe
and watch the opportunities for the appointmentsand the orders coming in. It's the
map. I love that. Ilove that, and you just like warmed
my heart over by saying two hoursa day of prospecting. It's so interesting.
In my coaching, I have clientsthat I have a couple of them
(22:45):
that did a thousand transactions year,just top of their game on every level.
And then I have clients that comein or do and let's just say
they're doing six deals a year andthey want to get to twenty five and
fifty. Yes, they're in thebeginning of their journey. And I asked
the agent that's doing a thousand transacts, are you prospecting? They're like well,
and I'm like you're prospecting how manyhours a day? They're like three
(23:06):
minimum, I'd like to do more. And I'm like, okay, awesome,
right, I'm celebrating that. Andthen I talked to this agent that
is doing six deals a year andthey're wanting to get to twenty five.
I'm like, how much you're prospecting? Well, you don't understand my business
is different. And I'm like,no, I understand perfectly, how many
what are you committed to every day? Like show me your calendar and it's
non existent. If it is,it's so hit and miss right, and
(23:29):
it's like it's that big red truck, big red truck. But you cannot
tell them that necessarily without them understandingthe mindset. But the drunk monkey behind
that, and all of a suddenyou get into call reluctance. You get
into all these things that come upin their life when they weren't allowed to
talk on the telephone, they weren'tallowed to do this, They couldn't speak
their mind. They you know,mind your p's and q's, whatever it
(23:51):
is. We have to break throughall those things that are in the way
of that activity. So for me, it's foundational. It's like, if
you're going to coach with me,we lay the found You got to start
with one hour day period And Ihave this analogy in this market, and
again thank you Bill Pipes for coachingthis to me, because one hour a
day in this market is survival.One hour a day minimum, five days
(24:11):
a week. Survival two hours aday, you're going to have growth.
Three hours a day you're going todominate. And that doesn't. I don't
care what industry you're in, becauseright scaling and leveraging the time that we
don't have in our business because we'retaking two or three hours into the forward
basing prospecting. I love that stuff, and you brought it up, and
I just love the fact that you'refocused on that with your people. You
(24:33):
know what. I love the drunkmonkey. I love that you brought that
up. I love him. Youknow why. He solves so many problems
when people can understand that's what's goingon in their cranium. I actually did
on my podcast, I did adrunk Monkey podcast. You got to hear
it, Randy, I love it. I love the drunk monkey man.
(24:56):
I like throwing that little stuffed monkeyaround the room and showing him who's boss,
you know, like a boss.Yeah, yep, you can shut
him up in a nanosecond. Gotto take out actually totally. So I
really loved this style of this,Lisa, and thank you for being here
today. A couple questions will kindof get just wrapped. I think you
really have an impact on people ifthey listen to this and understand it.
(25:18):
Morning routine. I'm a big,huge believer in morning routines. Walk me
through what your morning routine looks liketimes if you want to add them,
but you know, what's what's anaverage or basic day for you morning routine
wise? Absolutely. First of all, I just want to tell all the
listeners you have to listen to oneof the best books of all time.
It's called Miracle Morning by hel L. Rod E L. Ro o d.
(25:41):
For those you haven't heard, He'sinsanely smart and cool guy with a
very very interesting and crazy story.His messaging is really about focusing in on
yourself in the morning at whatever timeyou know you're willing to give it.
I never had a miracle morning.I never did. I didn't know.
(26:02):
I just wung my stuff in themorning. When I was a sales execut
it was all about everybody else aroundme. What do I need to do
to be there for everybody else?As I, you know, grew up
and got into my national sales positionand read that book, it changed everything.
So since that day, so we'regoing on about twelve years now,
I wake up every single day andI take care of my kids, you
(26:23):
know, and getting them off toschool. Once they get off to school,
my Miracle Morning activates They're a partof it, for sure. I
do have that in my thing.First of all, my miracle morning is
pinned up on the wall right now, every single thing that I do,
with the times in which I'm goingto do them. So I go immediately
to my success list for my assistant. Because you're only as good as your
(26:45):
assistant, you know, and myassistant needs to be teed up for productive
day herself. So I send offthe to do list there. Oh,
I will tell you this, bythe way, very very important point.
Once I get up out of bedand you know, do some of the
hygiene piece, I immediately get intomy workout closed. I don't know if
I'm going to work out or not. It's the ultimate goal, and I
(27:07):
would lie if I go. Iwork out five days a week, and
you know what I do? DoI get and workout close five days a
week. Okay, I on that. My goal, I always say,
and I talk about this a lot, bare ass minimum to the goal.
My bare ass minimum is that I'min the outfit. The goal is that
I went to the gym. Somy goal is that I stretch, I
go do the gym, I pray, I meditate, I you know,
(27:33):
I journal in doing a gratitude journal, and I do my posting. So
there's this these things that are alllisted out that I am doing every single
morning in their time, blocking positions. Sometimes it reroutes. Sometimes I'll meditate
before I pray, sometimes whatever,and I do different things like that.
But this is a non negotiable forme. These are what I call my
(27:56):
non negotiables in the morning. Andlet me tell you what it does.
It tees me up for energy focus. I feel happy and I don't have
a pile of things because these activitiesare displacing things in my world, sorting
(28:17):
out thoughts and stuff or pain orsomething upset me or whatever. I sort
it out through all these things andnow I'm ready to start and conquer my
day. And that's where I do. That's where I start my day.
My goal is definitely to be atthe gym, get activity, move the
body. Let's say I missed theworkout right. Sometimes I will take my
headset when I coach, and Iwill do laps as I coach and move
(28:42):
my body. So if you're aprospector get by the headset, you know,
I just move around and even thoughI didn't do the Supremo workout.
I had body movement and that.Yes, and that's what I hear about
your morning routine. This is intention, right, you keep referencing thing on
the wall I have. That's afour x six foot board. That's a
(29:04):
bore by five foot board. Ihave them like everywhere. My goals,
my dreams, and my visions andlove. Yeah, those things are important.
And how L Rod's book changed myworld as well. Oh yeah,
totally. I was in a whatwas that? It was kind of a
fad for a little bit, butyou can chime in and listen to the
(29:25):
conversations. What was it called about? Oh yeah, that chat room.
Yeah, I can't believe. Ican't remember the name of it. You're
talking about a million people hit itin a week and then it kind of
fizzled out a little bit. Pardoncame into my room one day. How
L Rod came into my room oneday, and we had this room called
Miracle Morning. Right. We justnamed it because we're trying to inspire our
(29:45):
people. Yes in the room andtalk for like twenty or thirty minutes.
It was incredible. I love it. I love that he's been so great
and so it's great. I actuallyinterviewed him on my podcast did you really
it was a bucket lest it was? And I interviewed Grant cardon also.
I'm going to try and get thema big event in Salem, a real
(30:06):
estate event in July of twenty fourand I've got some big, big names
coming in. But I want toget how Well Rod, that's one of
my bucket list guys, and getthem in there. He's incredible, so
exciting. That's You've got me allfired up. Now it's the end of
my day and you got me firedup. I love it, all right,
So I dig it to thank youso much for being here. One
(30:26):
of my final questions, I wantto ask you two things. A couple
of things. What books you areyou reading right now? That's important for
the viewers to think about that.I'd love to hear that, and I'll
share a couple that I'm reading atthe time. But what books are you
reading right now that are you know, maybe impactful for you others. I
definitely have a lot of people thatlike to be number one, right,
and so I like to read booksthat would work for our big producers of
(30:48):
people doing a thousand deals a year. You really have to tee them up.
So if you're a top producer,if you're a killer, want to
be a killer, and that's whatyou're gunning for. You got to read
Relentless by timos Grover. He's theoff court coach for Kobe Bryant, Dwayne
Wade, and Michael Jordan. Andthen he has his next book which is
called Winning by again Tim s Grover. To me, I feel like Relentless
(31:11):
comes first and Winning comes second.But those are those are for the elite.
Those are for either you are rightnow a killer, top producer,
or you want to be one.If you don't want to be a killer,
don't read either one of those books. It's not going to make sense.
It's not going to click. You'llbe done. I love that,
you know. Another one is ThePath made Clear by Oprah Winfrey that that
(31:34):
book was so good because it wasa medley of all the best people she's
ever interviewed in her life and whatthe best lines that they had to say,
and that that book just rocked meto my core. Oh my gosh,
I have so many I have somany books. I mean, honestly,
(31:56):
I will just tell you this mygoals. I'm reading two books It
doesn't always happen that way, butthat is my goal every single year.
So right now I'm probably at eighteenfor the year, so I'm behind for
one reason or another, but it'smy goal. So next year I want
to hit that twenty four and thenup it. But they say, you
know, some of the most famouspeople in the entire world up at the
(32:17):
top of their game. We're doingtwo to three full read books audible listener,
but you know that they are readingtwo to three a month, and
that's my goal. I have somany amazing books. I repertoire for sure.
Probably the greatest thing I could lookback on my coaching and say thank
you Lord, is the fact thatI'm reading books now because I did not
(32:37):
read at all before I talk atall, and I hated school, barely
got through everything, didn't graduate,went in the military with a you know,
took the test and stuff. Butwhen I started coaching, I just
I became just a consumer. Iwas just devouring books and I loved it.
(32:58):
And now you know, I gotbook everywhere. It's kind of a
pain, but for me, Tribeof Mentors by Tim Farriss was amazing.
That's just the little snippet interviews ofprobably like two hundred people. The book
is the size of an old yellowpages. It's huge, and it's these
little one and two page interviews withamazing people from every different walk of life
(33:19):
you can imagine, really inspiring tojust I just flip through it and I
just pick a person. I startreading it, and it's got everything from
Kobe Bryant to Anthony. It's justcrazy. It's called Tribe of Mentors and
it's Tim Ferris interviewing these hundreds ofpeople in like in a podcast type format,
(33:40):
right, tell me all about youwhich made you successful? A little
bit of format of questions. It'sreally cool. Think and grow rich is
my bible outside my bible, youknow. It's been the turning point mentally
and physically and all those things.And right now i'm reading and by the
way, if you haven't read EOSEntrepreneur or Operating Systems by Wickman, which
(34:04):
is Floyd Wickman's son, which FloydWickman was a big trainer back when I
started real estate. He was thekind of an old fashioned guy, but
that is, you know. EOSand Traction are the two books that I
think are the blueprints for most entrepreneurs. And then right now I'm reading by
back your Time and essentialism really focusingon more is better and saying no to
(34:30):
people. Coming from a recovering codependent, I am a yes guy. I
want to satisfy everybody. Makes mefeel good to do things for you.
It makes me feel good to beon stage. It makes me feel good
when people appreciate me or give megratitude. And I've learned to say no
a lot, and essentialism takes youthrough a journey of saying no that's completely
different way of doing it. Andthen by back your Time is really just
(34:53):
kind of like a foundational understanding ofhow you could start evaluating things in your
life and understand that everything you doin this life has to be leveraged into
more time. Can we can leveragethe more money. AI's that shiny object
right now, But I think AI'sgreatest asset is leveraging two more time,
(35:15):
And so for me, that's whatit's all about. Right It's probably a
maturity age thing. As you getolder you value your time even more.
But this has been so good.So final question, Okay, what impact
do you want to leave on theworld. Lisa Crown National salvage for Fidelity
(35:36):
National Title Group. What impact doyou want to leave on the world.
Gosh, so many things come tomind. That's such a great question.
I want the impact you want toleave. But a couple things come to
mind, to be honest. Numberone something that changed me forever, and
it was recently shared in one ofmy podcasts with a u UFC fighter was
(35:58):
I said to him, when yougo in the ring and you get putt
you know, knocked out, andyou're on the ground and your pancake,
you know, how do you handlethat? How do you rise from that?
And he said, you know what, coach, he goes, I
never lose in the ring. Hegoes because I either win or I learn.
And I feel like when he toldme that, I don't know what
(36:20):
else he said. After that,I had a stop in my tracks.
This aha moment. The world frozeand yeah, shining down on me,
going this is my I meant totell the world. This, I meant
to share with people. You eitherwin or you learn, And I'm on
a mission. I talk about it, coach about it, preach about it,
(36:44):
work through it. It's in allmy work. So to me,
I feel like that is such abig thing. The other thing is I
really do feel my last thing beforeI go is I feel like my I'm
supposed to be here to help peopleunlock that full potential. Randy, I
think people play way too small dayto day. That overthinking, drunk monkey,
bullshit story they've got going and flowingis what's their guide. It's their
(37:07):
driver. They need to kick thatshit out and get in the driver's seat.
And I think I'm that that inbetween that tween er in the tween,
you know, in between that piecethat's going to help get them there.
That that's my purpose. And whenI can see that happen with my
work, it just like it's likeexplodes my heart and then I know I'm
(37:28):
in the pocket. Yeah. Youyou are a giver and you have a
massive heart. And I love gettingto know people like this on these podcasts.
So you have a new friend,a new fan. I love that
everybody's got a plan until they getpunched in the mouth, right, That's
what came up when you said thatstory. And I love Mike Tyson's thought
(37:50):
about that, because everyone's got aplan until it gets hard. Yeah,
I cannot say how much I lovethat. That's The one takeaway for me
is I don't lose, I winor I learn. I don't know if
you've heard Jocko the Navy seal guy, but he talks as a leadership.
And I'll leave the listeners with this. When the people come to him and
they go, hey, boss,boss, we got a problem. This
(38:12):
is going on. The wheels felloff, that this broke this thing.
And he goes good, and they'relike, what do you mean good?
He goes good. Now you getto learn, you get to learn adversity,
you get to learn how to workthrough that, you get to learn
how to be a leader. Good. And then it just gave me goosebumps.
And then he comes in with someother thing. You know, they're
taking all this fire and they're doingall these things, and the guy's like,
we got this problem. He's like, good, you didn't get the
(38:36):
equipment you wanted. Good, you'regoing to be stronger because of you have
the old equipment. All these things, and to me, it was just
like, oh, it was thatI win or I learned. I never
lose in the ring. That isworthy of closing this podcast. That amazing.
I really really appreciate you being here. You are as you are a
(38:58):
boss is not like a boss.You are a freaking us and so I
really appreciate you being here, Lisa, and thank you for all you do.
And I think you're going to impactpeople as we go. So in
closing, if you're enjoying this andsmash the like and subscribe buttons, join
our podcast and Lisa, how canpeople find you if they want to track
with you and look for your podcastand that kind of stuff. Oh,
(39:20):
thank you, that's so kind.Get real with Lisa Crown podcast on iTunes,
Spotify or podbeing is where you canhear. I have over one hundred
and sixty that are meant for salespeoplein general. A lot of title sales
stuff going on there. I haveLisacrown dot com. Those that I bring
in I do do for Fidelity NationalTitle Group Family. I'm on Facebook and
Instagram, my handles at coach elseand that's E L S E E L
(39:46):
C. Spell that out and thenLisa Crown on Facebook please friend me there.
That's so amazing. You are amazing. Thank you for being here.
I learned lots and we'll see younext time. All right, thank you
so much, Brandy. Have agreat day.
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