From Intention To Execution: How To Do Much Less, Much Better with Mike Staver

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Welcome to Reality Podcast.
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I am Gary Scott pumped today to be with one of my very best friends in the world, Mr.
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Mike Staver.
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Mike, welcome to reality.
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I can't even believe you had me back, man.
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I, you know, there is no accounting for bad taste.
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I really appreciate it.
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So Mike is the first, third time guest of the reality podcast.
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And I got to say, the first two, when we evaluated at the end of the year, I call it the top hits.
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Uh, you're always in in like, you know, I do 28.
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So you're in like the top 28 every year, Mike.
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That's so awesome.
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It's great.
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I thought you were gonna say every year we look at the top 28 and you finish 29th every day.
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No, of course, Mike.
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We go way back, partner.
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Like, I'm not gonna leave you out to dry, but we are pumped today.
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Uh, you know, we're in the first part of 2026, uh, you know, and uh I thought I'd have some fun today uh because uh, you know, I think sometimes I get uh in a routine and I think I want to shake it up a little bit.
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And if there's anybody in in this uh podcast that I've interviewed or might interview in the future that will play the word association game with me, and without incredible preparation, they'll go boom.
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So I got about five, four words and a concept.
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So we got about 45 minutes.
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So one of the words that I have been sharing with our team probably for the last 18 months is this concept of intentionality, being very intentional in everything we do every single day.
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When I share that word with Mike Staver, what comes to your mind?
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On purpose.
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That's what comes to my mind is that we in our industry, all industries, but in our industry in particular, we can do this.
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This is the way we wash our clothes, wash our clothes, wash our clothes.
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And so we just keep going through those motions, but we don't really set the flag on the hill and go, that's where I'm headed, and this is what I'm gonna do to get there, and that's what I need to do.
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So I think intentions on purpose as opposed to by accident, which is what a lot of us do, right?
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We, we, we let things come to us, we sort of we're a little bit like that sea an enemy waiting for something to drift by in the ocean so we can close on it.
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Uh, and I think that's really the most important thing is the more on purpose we can be today.
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I am doing this on purpose.
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What is that purpose?
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To accomplish that.
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That's what I would say.
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And one of the things that we talked about a little bit earlier was this concept.
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It was interesting because we were having a conversation of two friends who haven't talked for a while saying, How are we doing?
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And I shared with Mike we're gonna do the word association game.
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And interestingly enough, he said, Gary, you know, there's one thing I really like to talk about.
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I'd love to talk about there's a gap.
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And there's a gap that exists between intention and execution.
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And I said, I'm saying to myself, Oh, he's gonna love this tea up on the word.
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Uh so that came about, I call it karma more than anything else.
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So uh I got really interested in our preliminary conversation about this this passion you have about what do I do with the gap between my intention and my execution.
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Help our audience navigate it because everyone listening will be able to relate to this.
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I'm highly confident.
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I assume three things, uh Gary.
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I assume people are generally smart.
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I assume people have good intentions, and I assume most of us have a gap between our intention and our execution.
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Um, most of your listeners set some goals.
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Most of your listeners have an outcome they want.
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Most of your listeners are good at intention.
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Most of us get up in the morning with good intentions.
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Most of us get in our car with good intentions, most of us have good intentions.
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But I believe the most expensive, caustic, corrosive, dangerous gap we face, both personally and professionally, is that gap between our intention and what actually occurs.
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And then people come along, largely in my business, and they say, we need to close the gap.
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You're not going to close the gap.
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If you were going to close the gap, you would already close the gap.
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But what if we got committed to narrowing the gap?
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What if we got committed to, using intentionality?
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What if we got committed to intentionally narrowing that gap by five to 10% and we sustain that closure?
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You know, if you and I had gotten a boat and we left the harbor in San Diego, California, heading for Catalina Island, which is about 30 miles offshore, and we set our compass wrong and got about two degrees off course, we'd miss Catalina by tens of miles, maybe more.
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My belief is that if we can if we can narrow that gap by being intentional, by being really focused, I call it by by being relentless, which is I think the cousin of intentionality, being relentless in our focus, then we're gonna be a whole lot better.
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And I, my whole 2026 is committed to that narrowing of that gap.
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And a lot of people are gonna tell you, well, as long as your outcome's defined and as long as your intentions are defined, you'll be okay.
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No, you won't.
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And if you would be okay, we would all be okay, right?
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I mean, I can intend to work out, I can have a goal to reduce body fat.
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That is it, and if I'm at a Dunkin', if I'm face down in a Dunkin' Donuts every weekend, then gonna help me, right?
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The other day, man, I ate 15 donut holes in one sitting.
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And you know why, Gary Scott?
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Let me just share this with your listeners.
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This is a moment of wisdom.
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I hope all of you are taking notes.
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If you hang out at a gym long enough, an ambulance is gonna be in front of that gym.
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You hang out at a Dunkin' Donuts long enough, you'll never see an ambulance.
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I'm just leaving that right here.
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It's funny.
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I I I parallel the thing about Mike and I having a conversation is we'll go into uh a place that is not intended for reality, but I laugh about the donut hole because I always say when you go to a cocktail party and they have finger sandwiches, the little ones, like that doesn't count.
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You can have like 50.
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So, like to me, I have to go have dinner after I eat 50 little uh finger sandwiches or whatever, whatever.
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So Dunkin' holes, like there's no calorie in 15 dunkin' holes.
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Like that, but uh probably doesn't even add up to a donut.
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Yeah.
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Well, all those sandwiches I ate was like a half, right?
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What's interesting, and and and you know, I want to talk a little bit about uh well, I want to come back and see are are there one, two, or three tips you can give our listener who says, Mike, I get it.
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I've got these intentions and I and I I'm I'm out of denial of a gap.
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Like I would say, you know, the 12 steps to recovery, I gotta get out of denial.
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So I've accepted the gap.
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What can you help me do?
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And I love I love this.
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You're not gonna close the gap.
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Let's narrow the gap.
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Yeah, Mike's watching.
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I'm taking note.
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Like I wrote down that.
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Relentless is the cousin of intention.
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I love that.
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So help give us one, two, or three tips that we could do tomorrow to begin narrowing that gap.
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Yeah, this is gonna make most of your listeners, because we're all in real estate, quiver a little bit.
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Number one thing to narrow the gap.
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Do much less, much better.
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Um, do much less, much better.
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Most the definition of focus is not what you say yes to.
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It's what you say no to.
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So, number one, do much less, much better.
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Uh, every yes must inform a no.
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Let me say that again.
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Every yes must inform a no.
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And what that means is if you're gonna say yes to this, what are you willing to say no to?
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Our industry is built on bolting things on, right?
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Uh, agents believe that we add more, add more, add more.
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Brokers believe more programs, more services, more this.
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And I think we need to do much, less, much better.
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And if we do much, less, much better, we're gonna accomplish, we're gonna narrow that gap better.
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Number two, make sure that you have somebody around you that you trust that you can be vulnerable enough with to hold you rigorously accountable for the much less you're gonna do, much better.
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And then number three, the third thing is make sure that you're doing a fearless, speaking of 12 steps, doing a fearless inventory at the end of every month into how well you were intentional and how well you were relentless this month.
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Now, I am not very bright, as you're painfully aware, and so I do these every week.
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Um, tomorrow I'm driving to Palm Springs uh to meet with a client.
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To meet with a client, and uh, I'll do an inventory in the vehicle on the way there because what I know is our brains, Gary, are not our friends.
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They they want to run around and play games and get us distracted and make excuses.
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They're not our friend, our brain is not our friend.
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So we have to harness all of that massive energy between our ears, and we we harness that energy by doing those things I mentioned.
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So you and I have had a conversation for the 25 years that we've known each other.
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The importance of words and words matter.
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And so uh, you know, one of the things I love about interviewing the guests of of reality is, you know, I take notes because every day I I want to learn how to be better at my craft.
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And so so there are two words you use.
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You know, it's so interesting to me, and and you and I could talk for hours and hours and hours.
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You know, I love much less, much better.
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Uh I will tell you that uh recently throughout our organization, we've kind of adopted the book Science of Scaling.
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Yeah, so good.
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And we've identified impossible goals, you know, less it's less is more.
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It's Steve Jobs, it's what you just said, it's what you just said tight timelines, you know.
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Uh and so what's interesting is my coach works for the author of that book.
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Really?
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Yeah, yeah.
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I mean, we have taken it across the enterprise and and the acceptance and the understanding of it has been remarkable.
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Now, again, but I love it.
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That's our intention.
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Yeah, I'll report back next year.
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Did we execute what we need to do?
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Uh here's the other one.
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In your number two point was rigorously.
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It was uh the first word was trust, right?
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Find someone you you trust, not just trust.
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Right.
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So I trust them rigorously.
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Like that's a different person.
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That's right.
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I love that.
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I love that.
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And Mike knows this.
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Uh Mike today is not my everyday coach, but in a moment of need, I'll ping Mike and he'll be in Hawaii and he'll ping me back.
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And like I trust Mike rigorously.
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Now, I know he would love to have the weekly deal because that would be a great deal for us.
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I wish your credit card trusted me rigorously.
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But the point is, and then the other one is fearless inventory.
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And that's what you said, not just take inventory.
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Yeah, it was it was the word for I'm I think I I can't recognize my own writing.
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It was fearlessly, right?
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Yeah, fearlessly take inventory.
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Not it's not do more, it's not, hey guys, here's my three tips.
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Do less, find somebody you trust, and take inventory.
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Ah, that feels like another that feels like a day in the park.
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Yeah.
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So anyway, I just I wanted to highlight.
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But if you find somebody that you rigorously trust and you do a fearless inventory, then you're gonna be telling yourself the truth.
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And look, let's let them off the hook, right?
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Let's let some people off the hook.
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Let's say, oh, I'm scared to look in the mirror.
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I'm I I have fear.
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Okay.
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Remember that the definition of courage is not the, and maybe we should change it to a courageous inventory, because the the presence of courage does not equal the absence of fear.
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In fact, I would I would propose that the presence of courage means we have to move forward despite whatever fear we have.
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The power is in the acceptance of reality.
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Uh, somebody once said to me, Mike, I feel like I'm going crazy.
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And I said, You are definitely not going crazy.
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They said, How do you know?
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I said, Because one of the definitions of people that go crazy is they don't think they're crazy.
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So the work is about saying, I've got to look in the mirror.
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You know, I just said with an executive right before the podcast, Gary, they said, Um, what was Mike, what's one of the greatest lessons, most freeing things you ever learned?
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And I said, I think one of the most freeing things I ever learned was that I realized that every day when I look in the mirror, 95% of my problems are staring back at me.
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And the moment I realized that was the moment freedom descended on me because I no longer was waiting for Gary to change or the market to change or my spouse to change or anything.
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If I know the problems are, I don't have to beat myself up, but I have to do an inventory because if I don't, I could go whistling through the park thinking, uh, everything's great.
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And by the way, when you do a rigorous or when you do a courageous or fearless inventory, that's not the bad stuff.
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You get to go, wow, I really killed it here, and I missed it there.
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And and put that out in front of us so that it isn't so personal.
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Because all of us, and you and I have had more than one occasion breaking bread together where we were like, man, I that just wasn't good, or man, I'm really struggling here.
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Wow, that that's where that's where the humanity comes in, which so so many people in my business, in my industry, want to say, you know, just put on a happy face and say great things to yourself.
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Well, some days are just not that great.
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But that's where courageous inventory comes in, without judging, by the way.
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A courageous inventory is stating the facts, not stating the feelings associated with the facts.
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And what I mean by that is if I say, wow, I had a month where I did three units and I wanted to do five units, that's a fact.
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If I say, wow, I had a bad month because I did three instead of five, that isn't where an inventory shifts from an inventory to judgment.
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Judgment never helps.
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The more judgmental we are, the more our energy is drained.
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So I I love that.
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That's uh that's a high-level class that you could teach for a couple of hours.
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That that's that's pretty deep.
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But again, I think that we talked earlier about some static, some statistics and metrics.
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Numbers are really important.
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And if you understand the number and you can do something with the numbers, you can probably be impactful.
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Two two things strike me.
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Number one, you mentioned this word earlier in our interview, which is the word vulnerability, which really speaks to what you just talked about.
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Uh, and then the other thing, and I'm reminded you remind me of my father as a young man growing up, and I would go talk to my dad about anything.
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He would listen, he was the greatest listener, and uh, I you know, people called him a salesman.
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I would say sometimes he was the manipulator, decide which one you chose on the next one.
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The fine one.
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Mike Saver, no matter what he would say to me, says, I want you to go into that bathroom and look in the mirror.
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That is where everything that you need to know is.
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Wow.
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That's awesome.
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Mike is like five years old.
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So I've been doing this for my dad.
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That that it was the mirror tells that's the game film.
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That's it.
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That's the game film.
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And so I love that you shared the same thing that your moment of freedom was when I understood that 95% of it like in and it's funny.
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I talked into a group today, and I said, You can't wait for anything, you can't wait for interest rates, you can't wait for inventory, you can't wait for permission at the snow to melt in Charlotte, North Carolina.
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Who would who would who would think, right?
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And and so I I think that's such an interesting concept.
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So, anyway, we talked about intentionality, we talked about execution.
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Uh, one quick story, I'll tell you that our company came up, and I'm not going to be too specific.
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We had this incredible strategy that I thought was great.
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We had great intention.
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And when we did our courageous inventory, we did not execute the plan we had developed.
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So the nice thing about business plan 2026 was we don't have to build a new plan.
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We just have to execute the one we got.
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That's it.
00:16:42.080 --> 00:16:48.399
And and make sure that there's that we do fewer things much, much better.
00:16:48.639 --> 00:16:55.679
So the book has helped provide that it's a compass, it's a rudder, it's above the line versus below the line, right?
00:16:56.080 --> 00:16:58.399
It's uh it's awesome, as as you know.
00:16:58.559 --> 00:17:15.200
Uh the other thing you and I talked about uh as we thought about what would be super interesting for our listeners is you know this concept of uh ordinary and extra, you know, I would say I I say it extraordinary, and I know most people just say extraordinary.
00:17:15.279 --> 00:17:17.279
So I say ordinary and extraordinary.
00:17:17.440 --> 00:17:32.079
So we had a brief conversation, and I got intrigued by you know how how passionate you are about this concept of like what does move us from this to this, yeah and and why this is okay, but this might be better.
00:17:32.240 --> 00:17:53.599
You want to take our our our listeners and myself down the I have a very friend who is an athlete, was an athlete, and is an athlete, thankfully, who uh ended up unknowingly with a dissected aorta, which your listeners may or may not know that about 97, 98% of people with a dissected aorta don't survive.
00:17:53.759 --> 00:17:55.200
She was a high-altitude athlete.
00:17:55.279 --> 00:17:57.599
Her doctor tells her that's probably the only reason she survived.
00:17:57.759 --> 00:18:04.000
I saw her a few months after her surgery, and I said, Terry, uh, what have you learned from this?
00:18:04.160 --> 00:18:09.200
I mean, 13 hours of surgery, died twice on the operating table, complete organ failure the next day.
00:18:09.359 --> 00:18:12.079
They rewired her organs and brought her back to life.
00:18:12.240 --> 00:18:13.440
And I said, What have you learned?
00:18:13.599 --> 00:18:17.519
And she said this, and it really changed my whole filter for the world.
00:18:17.759 --> 00:18:24.720
She said, Mike, the day before your life changes forever will be just an ordinary day.
00:18:24.960 --> 00:18:26.880
Don't waste ordinary days.
00:18:27.279 --> 00:18:32.960
I mean, I was a fork drop moment sitting at that in Salt Lake City, and I was like, oh my God, that's so good.
00:18:33.200 --> 00:18:39.680
Either way, the way either changes for the worse or changes for the better, the day before your life changes forever will be an ordinary day.
00:18:39.839 --> 00:18:41.359
Don't waste ordinary days.
00:18:41.519 --> 00:18:42.480
That's number one.
00:18:42.720 --> 00:18:55.039
Number two, most problems that we face in real estate aren't because the experiences that we provide are bad.
00:18:56.079 --> 00:18:58.400
It's because they're forgettable.
00:18:58.799 --> 00:19:10.960
And when we create experiences that are forgettable, not because they weren't good, not because they were bad, then we become commoditized because they don't remember it.
00:19:11.200 --> 00:19:11.920
Because why?
00:19:12.079 --> 00:19:14.240
This is the way we wash our clothes, wash our clothes.
00:19:14.319 --> 00:19:18.880
And if it's a second, third time home buyer, they're like, oh yeah, that's what we do.
00:19:19.039 --> 00:19:28.400
We look at houses, we make an offer, we write a contract, we argue about the light switches, we find out the sump pump's not working, and we're everyone screaming, keep the deal together.
00:19:28.480 --> 00:19:44.640
But what if, what if we decided that we were going to go through the ordinary steps we take, the ordinary way we deal with clients, the way we wash our clothes, and we say, What could I do that's extraordinary?
00:19:44.880 --> 00:19:48.880
You know, uh Ghidara that wrote Unreasonable Hospitality, I'm a huge fan.
00:19:48.960 --> 00:19:50.640
I've listened to his book twice.
00:19:50.960 --> 00:20:08.960
And he says, the way to be in his business, you know, he owned the number one restaurant in the world, and when you know you want to be extraordinary or extraordinary, is when you are nominated as one of the top 170 restaurants in the world, and you get to go to this banquet with, I mean, how many restaurants are in Charlotte?
00:20:09.119 --> 00:20:10.319
I mean, hundreds.
00:20:10.480 --> 00:20:20.720
And he's in the top 170, and he reports sitting in the room, and they announced the 170th best restaurant in the world that was his, and he was furious.
00:20:21.119 --> 00:20:24.240
170 in the world.
00:20:24.720 --> 00:20:27.440
Some years later, several years later, he's number one.
00:20:27.519 --> 00:20:29.119
And this is what he says.
00:20:29.599 --> 00:20:33.920
If you want to be, he doesn't use the word extraordinary, but you and I'll use it.
00:20:34.160 --> 00:20:37.599
You have to be more human than the person next door.
00:20:37.759 --> 00:20:47.920
You have to be more connected, and you have to continually surprise them with things they didn't expect in the place that they are, as an example.
00:20:48.319 --> 00:20:51.279
Uh couple is visiting New York.
00:20:51.680 --> 00:20:52.559
How was your trip?
00:20:52.720 --> 00:20:53.599
Uh, it was great.
00:20:53.759 --> 00:20:54.559
Anything you didn't do?
00:20:54.720 --> 00:20:56.240
Yeah, we're leaving tomorrow morning.
00:20:56.480 --> 00:21:02.000
Thing we didn't do was we wanted one of those New York hot dogs from a street vendor, right?
00:21:02.319 --> 00:21:04.000
And the server's like, oh wow.
00:21:04.079 --> 00:21:06.720
Now, this is a five-star restaurant.
00:21:07.039 --> 00:21:20.480
Waiter leaves the restaurant, goes down the street to a hot dog vendor, buys a hot dog with all the fixings, takes it to the chef, they slice it in bite-sized pieces for enough people at the restaurant, put it on a plate, bring it out, and say, this will complete your experience in New York.
00:21:21.119 --> 00:21:22.799
That's crazy.
00:21:23.440 --> 00:21:31.279
So I don't want your listeners to hear me say that it's about giving better service, because everybody's trying to give better service.
00:21:31.440 --> 00:21:39.599
Remember, I said most of the ordinary things we do are acceptable and people will recommend us, and that's all great.
00:21:39.839 --> 00:21:42.799
But how do we take the ordinary and make it extraordinary?
00:21:42.960 --> 00:21:44.160
And you know what it takes, Gary?
00:21:44.400 --> 00:21:49.680
Just one more step, just one more piece of humanity, just one more thing.
00:21:50.319 --> 00:21:52.160
Our whole brand is built on that.
00:21:52.480 --> 00:21:59.759
The more we can flawlessly execute on the notion of being more human and more connected, so that people are like, wow, I didn't see that coming.
00:22:00.079 --> 00:22:02.640
In a good way, better we're all gonna be.
00:22:02.799 --> 00:22:14.000
And so I encourage your listeners to ask themselves what are the ordinary things I do every day that could be extraordinary in nature?
00:22:14.160 --> 00:22:16.799
And it doesn't have to be big, just a few things.
00:22:16.880 --> 00:22:20.400
So we're not battling good service versus bad service.
00:22:20.559 --> 00:22:22.720
What we're battling is forgettable.
00:22:22.960 --> 00:22:25.920
We want to be memorable in the most positive way.
00:22:26.079 --> 00:22:27.519
So people go tell the stories.
00:22:27.680 --> 00:22:31.839
Can I share one quick anecdote from Extraordinary?
00:22:32.240 --> 00:22:42.400
So I'm asked to speak in Texas for a great company, and they're gonna do this two hours south of the Dallas Fort Worth Airport.
00:22:42.480 --> 00:22:43.920
So I fly in nine o'clock.
00:22:44.000 --> 00:22:44.559
I got to drive.
00:22:44.640 --> 00:22:46.079
I'm driving to the middle of nowhere.
00:22:46.240 --> 00:22:47.440
The middle of nowhere.
00:22:47.599 --> 00:22:49.119
I mean nowhere.
00:22:49.440 --> 00:22:50.559
Two hours south.
00:22:50.720 --> 00:22:52.559
And you know, no lights.
00:22:52.640 --> 00:22:55.599
My GPS says the you're gonna turn left at the next light.
00:22:55.680 --> 00:22:56.559
There's no light, Gary.
00:22:56.799 --> 00:22:57.440
There's no light.
00:22:57.519 --> 00:22:58.799
I mean, there's nothing.
00:22:59.119 --> 00:23:01.440
All of a sudden, a spot, uh, a uh, what do you call it?
00:23:01.519 --> 00:23:04.319
A street light, stoplight, says turn left.
00:23:04.400 --> 00:23:05.119
I turn left.
00:23:05.200 --> 00:23:12.400
There's a big sign, the sign's tilted, it's flickering like this movie from Psycho, and it says, I think it's Interstate Motel.
00:23:12.480 --> 00:23:13.839
And I'm like, really?
00:23:14.240 --> 00:23:15.359
This company makes a lot of money.
00:23:15.440 --> 00:23:16.559
It's the best they could do.
00:23:16.720 --> 00:23:19.440
I pull in, it's 11 o'clock at night.
00:23:19.599 --> 00:23:24.960
There is a pink 1964 convertible Cadillac in the portacochet.
00:23:25.039 --> 00:23:25.920
So I can't pull up there.
00:23:26.000 --> 00:23:27.839
I'm like, that's the coolest car I've ever seen.
00:23:28.079 --> 00:23:33.680
Do you remember when you were a kid and you your parents would take you to those roadside motels where you'd pull up in front of the room?
00:23:33.759 --> 00:23:35.839
They had the pool, the kids, we all jump in.
00:23:36.000 --> 00:23:37.039
That's this place.
00:23:37.599 --> 00:23:39.440
And I'm like, wow, that's so interesting.
00:23:39.599 --> 00:23:43.680
I walk in, I expect some lady, what time are you checking in?
00:23:43.920 --> 00:23:44.160
No.
00:23:44.720 --> 00:23:47.440
I walk in, the lobby is beautiful.
00:23:47.519 --> 00:23:48.880
There's artwork on the walls.
00:23:49.039 --> 00:23:49.920
I mean, it's gorgeous.
00:23:50.079 --> 00:23:52.480
There's a college, turns out she's a college student.
00:23:52.559 --> 00:23:53.440
She says, Mr.
00:23:53.599 --> 00:23:55.759
Staver, welcome to the interstate in.
00:23:56.079 --> 00:23:57.119
We're so glad you're here.
00:23:57.279 --> 00:23:59.759
We've been tracking your flight to make sure it was on time.
00:23:59.920 --> 00:24:01.119
We're so glad you're here.
00:24:01.200 --> 00:24:03.599
Can I get you something to drink before you get to your room?
00:24:03.759 --> 00:24:06.160
I go, nope, just want to get to my room.
00:24:06.480 --> 00:24:07.759
She had my keys ready.
00:24:07.839 --> 00:24:13.440
She goes, You're going to park around the back because they filled in the courtyard with a pool, et cetera.
00:24:13.599 --> 00:24:19.279
She goes, In the morning, we'll deliver your room service for your breakfast between seven and eight.
00:24:19.359 --> 00:24:21.039
I go, no, no, I've got coaching sessions.
00:24:21.119 --> 00:24:21.599
Don't need to do it.
00:24:21.680 --> 00:24:25.200
They go, no, we'll just put it outside your room because it's an enter from the outside hotel.
00:24:25.359 --> 00:24:26.960
I walk in the room, there's a pencil.
00:24:27.039 --> 00:24:28.400
It's sitting right here in the studio.
00:24:28.559 --> 00:24:34.400
It says, please plant this pencil when you're finished so that you will never forget your experience at the Interstate Motel.
00:24:34.559 --> 00:24:39.759
It's a pencil with seeds in the eraser that grows forget me nots.
00:24:40.000 --> 00:24:40.480
What?
00:24:40.720 --> 00:24:47.359
The next morning I wake up, I open my door, there's one of those old Stanley metal toolbox uh lunch boxes.
00:24:47.599 --> 00:24:48.480
I open it up.
00:24:48.559 --> 00:24:54.480
There's an apple, a cheese stick, a muffin, a full thermos of coffee, and it says, Welcome to your next best day.
00:24:55.519 --> 00:24:56.880
With my ow.
00:24:58.319 --> 00:25:04.480
I have told that story a thousand times about the Interstate Motel in Stephenville, Texas.
00:25:04.640 --> 00:25:05.119
Why?
00:25:05.279 --> 00:25:07.279
I stay in hotels every night, brother.
00:25:07.519 --> 00:25:07.920
Why?
00:25:08.160 --> 00:25:16.960
Because their attention to detail was extraordinary, but the way they handled me from the moment I pulled up till the moment I left was off the charts.
00:25:17.039 --> 00:25:20.000
And it took no additional effort.
00:25:20.240 --> 00:25:22.480
It just took paying attention.
00:25:23.440 --> 00:25:29.039
So, Mike, uh not this is not to one-up you, but I I stayed in a hotel the other night in Hiltonhead.
00:25:29.680 --> 00:25:32.400
And when you turned the shower on, there was no hot water.
00:25:32.559 --> 00:25:32.799
Oh.
00:25:33.039 --> 00:25:36.640
So I went down, talked to Lady, and Lady says, We're we're not having a problem.
00:25:36.799 --> 00:25:38.240
I said, Well, we may not have.
00:25:38.480 --> 00:25:38.880
I am.
00:25:39.759 --> 00:25:40.799
But but I am.
00:25:40.960 --> 00:25:42.240
Oh no, it's fine.
00:25:43.359 --> 00:25:43.680
Okay.
00:25:44.160 --> 00:25:45.759
I'm I'm just going on the record.
00:25:45.839 --> 00:25:47.119
It's really not fine.
00:25:47.279 --> 00:25:52.480
And so the funny thing is, it was literally, she believed that there was no problem.
00:25:52.720 --> 00:25:55.359
And I and I just I kept saying to her, but there's no problem.
00:25:56.319 --> 00:25:57.440
I'm not really complaining.
00:25:57.519 --> 00:25:59.440
Like I'm not coming down here.
00:25:59.680 --> 00:26:01.119
I don't have hot water.
00:26:01.359 --> 00:26:02.720
And she was in denial.
00:26:03.039 --> 00:26:06.480
My point is think about the story Mike shared.
00:26:06.720 --> 00:26:08.799
Think about the story I shared.
00:26:09.039 --> 00:26:10.160
And we all have them.
00:26:10.400 --> 00:26:10.880
That's right.
00:26:11.119 --> 00:26:11.920
We all have them.
00:26:12.400 --> 00:26:12.960
It's interesting.
00:26:13.039 --> 00:26:17.119
I sent out, I think you received a I sent out a bunch of quotes the other day.
00:26:17.200 --> 00:26:19.200
And then, you know, I think it was Rockefeller.
00:26:19.279 --> 00:26:19.920
I'll probably get it wrong.
00:26:20.000 --> 00:26:26.799
But he said the difference between ordinary and extraordinary is just simply doing the common things better than anybody else.
00:26:27.359 --> 00:26:27.839
Exactly right.
00:26:28.079 --> 00:26:30.240
Like it's it's very, very similar.
00:26:30.400 --> 00:26:33.519
So uh you know what Bill Marriott said, speaking of hotels?
00:26:33.599 --> 00:26:41.359
I just love this so much because it speaks to executing on the hot water as well as making sure I have a pencil, little girl, forget me nuts.
00:26:41.599 --> 00:26:50.880
Bill Marriott once said, I'll probably get it wrong as well, but Bill Marriott once said, there's not enough chocolate you can put on the pillow to make up for a dirty bathroom.
00:26:52.240 --> 00:26:53.920
It's so perfect, right?
00:26:54.079 --> 00:26:58.880
You can't you can't make this good enough to make up for that.
00:26:59.119 --> 00:27:01.119
It doesn't matter what happened at that hotel.
00:27:01.200 --> 00:27:02.640
You didn't have hot water.
00:27:03.119 --> 00:27:03.680
Simple.
00:27:04.000 --> 00:27:05.759
Yeah, the restaurant could have been great.
00:27:05.839 --> 00:27:09.599
Uh yeah, it's I'll never go back there.
00:27:10.880 --> 00:27:12.880
Had they said, you know what, we got a problem.
00:27:12.960 --> 00:27:17.599
I'm sorry, you know, I I can you we'll let you leave without paying.
00:27:17.759 --> 00:27:23.119
Like I will, you know, I would have stayed because it was way inconvenient to put my stuff back in the bag.
00:27:23.599 --> 00:27:32.720
It's just it's so interesting when you do a deep stuff uh deep analysis on life's experiences, both good and good and bad and great.
00:27:32.880 --> 00:27:39.839
And and I would charge our listener, it's an exercise I think Mike has had us do in the past, is take a minute and think about that bad experience.
00:27:40.000 --> 00:27:41.920
Yeah, think about the great one.
00:27:42.160 --> 00:27:42.720
What's the difference?
00:27:42.960 --> 00:27:43.519
Where are you?
00:27:43.680 --> 00:27:44.880
Yep, the continuum.
00:27:45.920 --> 00:27:52.240
And can you make your client feel the way you did when Mike went to his hotel?
00:27:52.319 --> 00:27:55.359
Yeah, or are you saying, you know, I can't really.
00:27:55.839 --> 00:27:56.640
That's just the way it is here.
00:27:56.720 --> 00:28:00.400
That's the way that yeah, that's the way transactions go in real estate.
00:28:00.640 --> 00:28:00.880
Right.
00:28:01.039 --> 00:28:04.880
Well, fortunately, you and I only take showers once a month, so that hot water didn't really.
00:28:05.119 --> 00:28:08.160
Yeah, I mean, and you know, a five-minute cold shower never hurt anybody.
00:28:08.319 --> 00:28:14.720
But uh the uh I I I do want everybody to know at the awards event that I was at the next day that I did shower.
00:28:14.799 --> 00:28:15.920
I mean, it's going on the record.
00:28:16.000 --> 00:28:20.720
Like I didn't let a little adversity get in the way of progress.
00:28:20.880 --> 00:28:21.519
That's right.
00:28:21.839 --> 00:28:31.440
Uh I'm gonna share some numbers, and then I'm gonna share a number that I'm highly confident drives Mike Staber absolutely crazy.
00:28:31.680 --> 00:28:33.680
So I'm ready for it.
00:28:33.920 --> 00:28:34.799
I know you are, brother.
00:28:35.119 --> 00:28:36.240
I love did you know?
00:28:36.400 --> 00:28:38.480
So I'll give you a couple fun did you know.
00:28:38.720 --> 00:28:47.680
Did you know that 82 percent of the people will pay for whatever the price is if they deem it a value?
00:28:48.000 --> 00:28:48.400
82.
00:28:49.279 --> 00:28:52.400
82% will pay if they think it's of value.
00:28:52.480 --> 00:28:53.200
Yeah, right?
00:28:53.359 --> 00:28:54.640
That makes all the sense in the world.
00:28:54.960 --> 00:28:57.920
You know, you and I drive different cars, we buy different like that.
00:28:58.000 --> 00:28:59.119
Makes all the sense in the world.
00:28:59.200 --> 00:29:03.680
We we go to Starbucks, we don't go to Starbucks, we go to Neiman Marcus, we go to Joseph Bank.
00:29:03.839 --> 00:29:08.319
Like, if 82% of the population, if it's of value to them, will pay it.
00:29:08.640 --> 00:29:10.000
I think that's an interesting step.
00:29:10.079 --> 00:29:10.319
Yeah.
00:29:10.559 --> 00:29:16.400
The other one, I don't know if it's fact or fiction, 76% of the people who try to negotiate with you will accept no for an answer.
00:29:16.559 --> 00:29:17.920
They just feel compelled that they need to.
00:29:18.160 --> 00:29:18.960
Yeah, they have to get it.
00:29:19.119 --> 00:29:19.759
Yeah, yeah.
00:29:19.920 --> 00:29:24.480
And so I share that to our listener as they get out there in the world.
00:29:24.720 --> 00:29:27.359
Like everyone's gonna take a shot at the negotiation.
00:29:27.440 --> 00:29:31.839
I was talking to a guy the other day, and he said, Well, if I didn't ask for it, I wouldn't get it.
00:29:32.000 --> 00:29:34.319
I'm thinking that guy just anti-negotiated.
00:29:35.759 --> 00:29:38.799
Uh I I shared the other one earlier about the sphere of influence.
00:29:38.960 --> 00:29:43.759
88% don't add to to the uh to their to their uh sphere of influence.
00:29:43.839 --> 00:29:52.480
Uh the other one, it's interesting, uh, not necessarily related to anything, but uh there are more six, there are more mortgages today over six than under three.
00:29:52.720 --> 00:29:55.039
More mortgages today over six than under three.
00:29:55.119 --> 00:29:55.519
Oh, wow.
00:29:55.680 --> 00:29:57.039
And I think that's really fascinating.
00:29:57.119 --> 00:29:57.599
And that just happened.
00:29:57.839 --> 00:29:58.480
I didn't know that.
00:29:58.559 --> 00:29:59.599
That's amazing.
00:29:59.839 --> 00:30:02.640
Uh and I saw a grid yesterday which showed where they are.
00:30:02.720 --> 00:30:07.119
And so it's it's it just shows that the market is is moving to normal and balance.
00:30:07.440 --> 00:30:09.839
Now, this is the one that drives you crazy.
00:30:09.920 --> 00:30:13.039
And I just saw a most recent number out of KCM.
00:30:13.279 --> 00:30:21.359
So again, uh, it is 30 days after buy or sell, consumer gets surveyed.
00:30:21.680 --> 00:30:24.400
Question is, would you use your agent again?
00:30:24.559 --> 00:30:26.240
And the answer is yes.
00:30:26.960 --> 00:30:33.680
The latest stat I saw was the truth of the matter is only 8% do.
00:30:33.839 --> 00:30:41.119
Now, whether that's the right number or the wrong number, let's just say 80% say I will, but only 20% do.
00:30:41.519 --> 00:30:46.480
Mike, I know for the two decades you and I have been friends, whatever those numbers are.
00:30:46.559 --> 00:30:49.920
I remember the first one I saw was like 73 and 19.
00:30:50.000 --> 00:30:50.160
Yeah.
00:30:50.400 --> 00:30:53.279
Whatever the numbers are, drive you and I crazy.
00:30:53.359 --> 00:30:53.680
Yeah.
00:30:53.920 --> 00:31:03.200
Help our listeners bridge that gap, take advantage of that opportunity, and don't let you be that percentage.
00:31:03.359 --> 00:31:03.920
Yeah.
00:31:04.240 --> 00:31:12.000
You know, speaking of gaps and speaking of narrowing the gap between intention and execution, is there a better example?
00:31:12.160 --> 00:31:13.599
I might have a stroke.
00:31:13.759 --> 00:31:15.599
I mean, I can't believe it.
00:31:15.680 --> 00:31:16.559
Think about this.
00:31:16.960 --> 00:31:29.039
I all of you who are listening, I want you to think about how many real estate transactions you have done or your team has done, or some or you have your group has done in the last, let's say, what do you think, Gary?
00:31:29.279 --> 00:31:29.680
Five years.
00:31:29.839 --> 00:31:30.799
Let's just say, right?
00:31:31.200 --> 00:31:33.920
And let's say you do 10 a year.
00:31:34.079 --> 00:31:36.720
I mean, which, you know, that's whatever, whatever it is.
00:31:36.799 --> 00:31:38.559
That's 50 in five years.
00:31:38.720 --> 00:31:43.519
That means of those 50, 80% of those people say, I love this person so much.
00:31:43.680 --> 00:31:49.920
By the way, uh, even if they were moving out of town, they say, I love you so much, I'd use you again the next real estate uh transaction.
00:31:50.319 --> 00:31:54.240
And yeah, and less than, let's just go with 20, less than 20% actually do.
00:31:54.319 --> 00:31:56.000
Now I know what some of the listeners are thinking.
00:31:56.079 --> 00:31:59.279
They're thinking, yeah, but people die, people go, people move, you know.
00:32:00.400 --> 00:32:01.839
Okay, what percentage?
00:32:02.000 --> 00:32:02.880
Another 20?
00:32:03.039 --> 00:32:04.160
Another 30.
00:32:04.559 --> 00:32:09.440
Now we've got 80% say they will, 50% um actually ever do.
00:32:09.519 --> 00:32:17.359
That means you have 30%, 30% locked in income in your database right now.
00:32:17.599 --> 00:32:21.519
30% of your database right now is saying, I would write you a check.
00:32:21.680 --> 00:32:24.480
I would get in a car on Sunday and go to open houses with you.
00:32:24.640 --> 00:32:25.920
I would do this.
00:32:26.319 --> 00:32:27.599
But we don't narrow that gap.
00:32:27.759 --> 00:32:28.000
Why?
00:32:28.079 --> 00:32:32.160
We're buying leads, we're we're we're doing all this stuff to generate new business.
00:32:32.319 --> 00:32:40.640
You know, an economist will tell you it is easier to sell something new to an existing customer than to sell something uh existing to a new customer.
00:32:41.039 --> 00:32:42.640
So let's think about this for just a minute.
00:32:42.799 --> 00:32:44.160
Let me give you a practical example.
00:32:44.319 --> 00:32:48.319
I've got a client in Florida, sales manager of sales office.
00:32:48.480 --> 00:32:54.079
She went to Profit Power and she got all the transactional information for all the agents in her office.
00:32:54.160 --> 00:33:03.039
And at sales meeting, she handed out a file with the names, contact information for every single agent's transactions for the last several years.
00:33:03.279 --> 00:33:09.119
She challenged them to take 15 minutes, call five people on that list during the sales meeting.
00:33:09.359 --> 00:33:10.160
They did.
00:33:10.559 --> 00:33:17.039
Multiple appointments came out of that, and every agent said, if you'd have told me to do this, I would have never believed it.
00:33:17.279 --> 00:33:22.559
Case in point, in California, 70, 80 million dollar agent.
00:33:22.720 --> 00:33:23.519
I challenge her.
00:33:23.680 --> 00:33:33.519
Let's open up your database and let's just do dialing, let's just spin the roulette wheel and let's just find people at random.
00:33:33.680 --> 00:33:35.039
I go, how much you willing to do?
00:33:35.200 --> 00:33:37.200
She goes, I do so much business, I don't have time for this.
00:33:37.279 --> 00:33:39.440
I'm like, eh, let's just try it.
00:33:39.759 --> 00:33:41.039
How much are you willing to commit?
00:33:41.200 --> 00:33:42.079
15 minutes a day.
00:33:42.160 --> 00:33:44.720
All right, 15 minutes a day for two weeks between now and our next.
00:33:45.039 --> 00:33:49.839
She wrote$5 million in listings in two and a half weeks.
00:33:50.880 --> 00:33:52.799
Now, uh, oh, is that that easy?
00:33:52.960 --> 00:33:54.160
People leave, I've got bad.
00:33:54.400 --> 00:33:57.519
Whatever it is, do a fearless inventory.
00:33:57.759 --> 00:34:05.359
If you're out there looking for ways to prospect, if you're out there looking for ways to get more business, most of it's in your database.
00:34:05.519 --> 00:34:07.119
Oh, but Mike, I'm a new agent.
00:34:07.200 --> 00:34:08.000
I just started.
00:34:08.239 --> 00:34:09.599
Okay, great.
00:34:10.559 --> 00:34:20.880
There are people in your sphere of influence right now who either don't know they are looking for a house or do know who don't really want to ask you because it's never occurred to them.
00:34:21.039 --> 00:34:21.840
Do you know, Gary?
00:34:22.159 --> 00:34:31.119
I have people in my personal life, friends, who are in a difficult situation at work who never one time ask me a single question.
00:34:31.280 --> 00:34:38.719
And I said, you know, it would be great if you had a friend who was a coach, and they're like, we never even thought about it.
00:34:38.960 --> 00:34:40.159
Okay, let's chat.
00:34:40.400 --> 00:34:44.239
So um here's the deal.
00:34:44.480 --> 00:34:52.559
The reason that gap makes me so crazy is it's what I call the gap of inefficiency and laziness.
00:34:53.199 --> 00:34:55.599
And this is fundamentally the problem.
00:34:55.760 --> 00:35:00.239
The problem is the mindset we have about what business we're in.
00:35:00.559 --> 00:35:11.280
If you believe that you are in the transaction business, then you will become a transaction junkie and you will only care about the next transaction.
00:35:11.519 --> 00:35:12.960
You will say, Is it gonna close?
00:35:13.119 --> 00:35:13.679
Is it gonna close?
00:35:13.760 --> 00:35:14.400
What's my next one?
00:35:14.480 --> 00:35:15.280
When's my next one?
00:35:15.440 --> 00:35:20.880
And after a while, you're just like that pigeon hitting the bell to get the seed, hit the bell, get the seed.
00:35:21.039 --> 00:35:24.960
And it's like a see an enemy, something like drifts past us and we close on it.
00:35:25.119 --> 00:35:32.960
But what if you took 30 minutes every single morning and you said, I'm gonna connect with every single person I possibly can?
00:35:33.280 --> 00:35:35.679
Oh, I'm embarrassed, I haven't talked to them in a long time.
00:35:35.840 --> 00:35:36.960
Then say that.
00:35:37.199 --> 00:35:38.480
Say, hey, I'm embarrassed.
00:35:38.559 --> 00:35:40.320
I should have reached out to you a long time ago.
00:35:40.480 --> 00:35:49.519
I just got challenged by some dude on a podcast to reach out and touch someone, like ATT used to say, and I'm just calling to say hello and I hope you're doing well.
00:35:49.599 --> 00:35:53.679
And are you still in the same house you were in at 123 Mockingbird Lane?
00:35:54.480 --> 00:35:56.800
Just call my bluff, everybody.
00:35:57.039 --> 00:36:02.559
Just start digging deeper into the people who already know, love, and trust you and see what happens.
00:36:02.800 --> 00:36:07.280
Hey, Mike, I have a story that'll that'll drive you increasingly crazy.
00:36:07.519 --> 00:36:15.840
Somewhere along the line, I'm I must have done a social media post that basically said, pick five people you haven't talked to in three years and call.
00:36:17.039 --> 00:36:26.480
Well, a guy, a friend of mine I used to work with, and now I'm gonna put him in the witness protection program, but the guy is a great agent that does like over 100 million.
00:36:27.440 --> 00:36:31.679
He responds to my social media post, what would I say to them?
00:36:32.000 --> 00:36:40.239
Right to our listeners who aren't viewers, I'm like about to like and so I called him.
00:36:40.480 --> 00:36:43.360
I called him, I said, Joe, his name's not Joe.
00:36:43.440 --> 00:36:47.840
I said, Joe, like, you are an incredible, like what?
00:36:48.480 --> 00:36:49.599
I said, try this.
00:36:49.760 --> 00:36:56.960
I was driving down the road, I heard a song, and it reminded me of when we were in school together.
00:36:57.119 --> 00:37:00.000
Like, I said, it's it's like not that hard.
00:37:00.159 --> 00:37:05.760
So one of my favorite Mike Staver uh quotes is I think you talk about Martin Luther King.
00:37:05.840 --> 00:37:10.880
Well, I had a dream, and you say something like, probably would have been different if you said I had a hunch of that one.
00:37:12.400 --> 00:37:18.880
Like, like, you know, if he you know, it would have it would have lost some of its its uh flavor if he just had a hunch.
00:37:18.960 --> 00:37:19.440
Right.
00:37:19.679 --> 00:37:22.719
And and and I share this, and I'm gonna piggyback off you.
00:37:23.360 --> 00:37:35.039
So I do have a dream on a Tuesday afternoon from three to four, that every one of our agents in the southeast part of Howard Hannah, which includes Virginia, 2,100 agents, called five people.
00:37:35.280 --> 00:37:36.400
Can you imagine?
00:37:37.280 --> 00:37:40.400
Like we would hit every goal.
00:37:40.639 --> 00:37:44.239
Oh, 10,000 people contacted in three hours.
00:37:44.320 --> 00:37:45.679
I mean, that'd be crazy.
00:37:45.920 --> 00:37:46.239
Right?
00:37:46.559 --> 00:37:53.440
And and think of like it, it's so interesting to think about that, right?
00:37:53.760 --> 00:37:57.760
Uh, and so I I just I'm gonna piggyback on your challenge.
00:37:57.920 --> 00:38:13.039
Uh, you know, I did a little uh video today that said, you know, I believe, and I'll piggyback off of your commentary, your database in 26 and beyond is the most significant currency you have or will ever have.
00:38:13.119 --> 00:38:16.960
Yeah, it is your retirement, it is your current.
00:38:17.199 --> 00:38:21.360
It it is and and I just think we miss it.
00:38:21.599 --> 00:38:22.159
I do too.
00:38:22.320 --> 00:38:24.239
And and and let's talk about the rookies.
00:38:24.320 --> 00:38:26.000
Let's let's talk about the new agents that are listed.
00:38:26.480 --> 00:38:28.159
I don't have a database, what am I supposed to do?
00:38:28.320 --> 00:38:29.519
You do have a database.
00:38:29.679 --> 00:38:35.840
You know people, you're connected to people, you go to the grocery store, you're involved in your church, your community, your gym.
00:38:36.079 --> 00:38:38.960
I'm not saying start selling real estate because it drives me crazy.
00:38:39.119 --> 00:38:41.360
People wear their name tags of the gym or whatever they do.
00:38:41.599 --> 00:38:43.920
What I'm saying is every opportunity.
00:38:44.000 --> 00:38:46.880
I've got a client in Texas, an agent, she's a phenomenal agent.
00:38:46.960 --> 00:38:49.280
She's involved in everything just because she likes doing it.
00:38:49.440 --> 00:38:53.039
And she says, I just did this deal the other day in one, two, three, mockingbird lane.
00:38:53.119 --> 00:38:55.360
And yeah, it was really awesome when they're talking.
00:38:55.519 --> 00:38:57.920
Pretty soon someone's like, Oh, yeah, I forget you do real estate.
00:38:58.000 --> 00:39:04.800
You'd be shocked how many of your friends and family and colleagues that are laying around town forget, right?
00:39:04.960 --> 00:39:10.559
I mean, how many of our how many of your listeners have had an experience where a family member hired somebody else?
00:39:10.719 --> 00:39:11.519
My family.
00:39:11.760 --> 00:39:16.079
My mom, we were my mom wanted to sell her house because she wanted to move into this fancy assisted living.
00:39:16.239 --> 00:39:18.880
And uh my brother called and said, Yeah, we're not sure we're gonna list it.
00:39:18.960 --> 00:39:20.880
We may do a for sale by owner, and blah, blah, blah.
00:39:21.039 --> 00:39:26.719
And I'm like, I said to my mom, wouldn't it be awesome if your daughter-in-law ran a real estate company in Arizona?
00:39:26.800 --> 00:39:30.800
And wouldn't it be awesome if your son was one of the leading coaches in the country for real estate?
00:39:31.119 --> 00:39:32.719
Oh, yeah, that's right.
00:39:32.880 --> 00:39:35.039
You are I'm like, oh my God.
00:39:35.360 --> 00:39:40.320
So what you want to think about, there is gold on the ground around us.
00:39:40.559 --> 00:39:41.920
We just have to pick it up.
00:39:42.079 --> 00:39:45.760
Now, Gary, I'm gonna be honest, you and I tend to be oversimplifiers.
00:39:46.000 --> 00:39:47.679
I'm not saying it's easy.
00:39:47.840 --> 00:39:50.719
I'm saying it will be easier than you think it will be.
00:39:50.880 --> 00:39:59.199
And by the way, if if you don't have something to say, just say, hey, I made a commitment this year to reach out and say hello to people I haven't talked to in a while.
00:39:59.280 --> 00:40:01.679
And you were on my mind, and I decided to give you a call.
00:40:01.840 --> 00:40:02.320
How are you?
00:40:02.400 --> 00:40:03.199
How are things going?
00:40:03.280 --> 00:40:04.079
What's happening?
00:40:04.239 --> 00:40:07.280
I feel like I was terrible not to reach out sooner.
00:40:08.239 --> 00:40:14.000
I I I I I think that uh you know, you hit such uh a nail on the head.
00:40:14.079 --> 00:40:16.320
I I think about where we are in the market area.
00:40:16.400 --> 00:40:20.639
Yeah, and I think you know, I uh did a session yesterday with our brand new to the business.
00:40:20.719 --> 00:40:22.960
And you know, here's what's interesting.
00:40:23.119 --> 00:40:34.239
In 1986, Mike, when I got in the business, if I did not turn in my 100 names, numbers, there was no email back then.
00:40:36.000 --> 00:40:37.440
And now self, okay.
00:40:37.519 --> 00:40:38.880
Now we're dating myself.
00:40:38.960 --> 00:40:49.760
So anybody who was around in 1986, at my at the company at my father's company, if I didn't have a hundred, no phone duty, no open houses, no touring buyers.
00:40:49.920 --> 00:40:50.320
That's it.
00:40:50.559 --> 00:40:50.880
Period.
00:40:51.199 --> 00:40:51.840
Simple.
00:40:52.559 --> 00:41:03.119
So I said to these guys, I said to these guys yesterday, I said, if you're not willing in the next three weeks to put 250 names in, I'm not convinced you're gonna be successful.
00:41:03.440 --> 00:41:06.159
Like I've decided that I'm not holding back anymore.
00:41:06.320 --> 00:41:08.079
No, I am not gonna hold back.
00:41:08.159 --> 00:41:09.119
So think about this, Mike.
00:41:09.280 --> 00:41:10.719
I don't mean to interrupt you, but think about this.
00:41:10.800 --> 00:41:14.800
We live in the Carolinas, North and South Carolina.
00:41:15.039 --> 00:41:17.199
A lot of us are not from the Carolinas.
00:41:17.440 --> 00:41:18.239
I'm from Delaware.
00:41:18.880 --> 00:41:21.440
So I've got a lot of friends who went to high school, college.
00:41:21.519 --> 00:41:33.360
Like, think about calling people you know that live there and calling and saying, hey, just reaching out, you know, we've got this, you know, we got this influx of people into the Carolinas.
00:41:33.519 --> 00:41:35.840
You know, a lot of people aren't going to Florida, they're coming to the Carolinas.
00:41:36.159 --> 00:41:38.159
And, you know, I just I just thought about you.
00:41:38.239 --> 00:41:40.000
I know, you know, you're my age, you're thinking about repair.
00:41:40.159 --> 00:41:42.639
Have you ever thought, yep, are you or your family thinking about the Carolinas?
00:41:42.800 --> 00:41:44.000
Yeah, you know what they're gonna say?
00:41:44.079 --> 00:41:44.880
You know what?
00:41:45.360 --> 00:41:46.960
I heard about Wrightsville Beach.
00:41:47.039 --> 00:41:47.519
What do you think?
00:41:47.679 --> 00:41:48.079
You know what?
00:41:48.159 --> 00:41:51.679
We don't have an office there, but I've got I'm part of the leading RE network.
00:41:52.639 --> 00:41:58.400
Think about, and here's the And even if they said they were interested in Florida, you're still a part of the leading RE network.
00:42:00.079 --> 00:42:02.800
And I might not have talked to that person for 30 years.
00:42:03.039 --> 00:42:15.440
Here's the other part that I will guarantee everybody the call will be fun and and beneficial to you, the caller.
00:42:15.599 --> 00:42:16.079
That's right.
00:42:16.639 --> 00:42:23.760
Because half of the people, Mike Staver, will say to you, you know, I kind of needed this call.
00:42:23.840 --> 00:42:24.079
Yeah.
00:42:24.400 --> 00:42:24.960
Am I right?
00:42:25.119 --> 00:42:26.320
Yeah, because you and I do it.
00:42:26.480 --> 00:42:27.039
You and I do it.
00:42:27.199 --> 00:42:27.280
Right.
00:42:27.840 --> 00:42:32.960
And so uh that database is your currency, knock it out of the park.
00:42:33.119 --> 00:42:34.400
All right, Mike, we're coming to a close.
00:42:34.480 --> 00:42:35.599
I'm gonna have some more fun.
00:42:35.679 --> 00:42:44.079
Uh, our good friend Mike Staver has written a book which we talk about a lot in our emerging leader program called Leadership Isn't for Cowards.
00:42:44.239 --> 00:42:47.599
And I found the little quote book that came out before the book.
00:42:48.320 --> 00:42:53.119
So I thought we'd put a little uh a lot of times my rapid fire is X, Y, or Z.
00:42:53.280 --> 00:42:56.880
I'm gonna give a little home cooking, home game, rapid fire.
00:42:57.039 --> 00:42:59.119
I'm gonna read one of your quotes from your book.
00:42:59.280 --> 00:43:04.159
Yay, either expand on it or say, I don't know where I got that, but it's a good one.
00:43:04.400 --> 00:43:05.199
I stole it.
00:43:05.280 --> 00:43:06.000
Go to the next one.
00:43:06.159 --> 00:43:07.119
Yeah, exactly.
00:43:07.199 --> 00:43:08.719
I I didn't give credit where credit.
00:43:09.039 --> 00:43:10.239
Great questions.
00:43:10.960 --> 00:43:16.079
Always start with a mindset of authentic curiosity.
00:43:16.719 --> 00:43:21.760
You have to want good answers in order to ask good questions.
00:43:21.920 --> 00:43:23.519
I opened up to that one.
00:43:23.679 --> 00:43:25.760
I'm not sure I could have picked a better one, Mike.
00:43:25.920 --> 00:43:26.960
That's the best one.
00:43:27.119 --> 00:43:28.079
I love that.
00:43:28.480 --> 00:43:29.760
Um, and here's why.
00:43:29.920 --> 00:43:34.320
I, you know, you know, Gary, and some of your listeners know me and know I am not very smart.
00:43:34.559 --> 00:43:38.880
And so I can barely find my way into the kitchen in the morning.
00:43:39.119 --> 00:43:44.079
So I decide I look up words, and one of the words I looked up was curiosity.
00:43:44.159 --> 00:43:54.159
And the definition of curiosity, it's dictionary.com or one of them, says the definition of curiosity is interest followed by inquiry.
00:43:54.400 --> 00:43:55.280
Listen to that.
00:43:55.599 --> 00:43:59.760
Interest followed by inquiry, which means if you're just asking a lot of questions for
00:44:00.159 --> 00:45:06.960
question say you're just obnoxious you're just obnoxious but what if you were really interested what if you were really interested then that interest is going to lead you to ask good questions and those good questions are going to lead you to good conversation so that's the way I feel you know I even if it's something negative I'm like that's I'm so curious about how that happened so that you can work it's a muscle it's a it's a neurological muscle that you have to create interesting story I had dinner last weekend and or last week and I knew the wife I knew the couple I was with I didn't know the husband of this couple and we got talking he was sitting across from me and you know I I always will ask about kids he was about my age you know five kids the last two were twins that's a whole other conversation you know I I don't drink but I almost started thinking just at the thought of it well long story short they he says where'd you go to school they went to the University of Delaware I said oh geez you know my family's had season tickets at Delaware for 58 years always wanted to go play football there didn't get recruited there I said yeah when did you graduate he said 1985 I said well I was 1986 i went to high school in Delaware and where'd you go to high school and their kids went to St.
00:45:07.119 --> 00:45:41.440
Joe and it's a great conversation so all of a sudden he says where'd you go to high school and I said I went to Wilmington Friend School dead silence he says my college roommate went to Wilmington Friend School and he said do you know Adam Balick I said Adam Ballock was one year ahead of me dah dah dah da and then I said you know his father was a well known attorney in town and named a guy named Sid Ballock and I said you do know his father would go to the YMCA the Central Y in in Wilmington Delaware every day at 10 1150 and run five miles.
00:45:41.679 --> 00:45:43.599
And he said he did it every single day.
00:45:43.840 --> 00:46:10.559
So all of a sudden there's a connection and and now it's way more right uh Rich Gannon who played quarterback at Delaware and for the Oakland Raiders went to his high school and yesterday I'm watching something on TV and there's Gruden and Gannon and you know I I tell this story all the time my freshman year Mike uh Bucknell was playing Dayton and the backup quarterback for Dayton was John Gruden.
00:46:11.280 --> 00:46:35.679
The backup quarterback was John Gruden yeah and and and the backup running back at Bucknell was me but again our stories actually went separate ways after that game I think yeah but it's your point how amazing was that conversation because you were curious and and I said you know we played Delaware twice while you were there and he said I was at both of those games crazy.
00:46:35.840 --> 00:46:45.840
But you couldn't make it up no to your point authentic let's go one more okay no and it really again I just opened it up and it speaks to a comment you made earlier.
00:46:46.559 --> 00:47:58.079
Noticing matters because your people your leaders need to feel significant really speaks to your last comment it matters you've used this word a couple times today human it matters because acknowledging a human being and their presence or contribution and contribution either more right nourishes the soul and energizes the spirit that's it brother enough said right yeah nurtures the soul and energizes the spirit isn't that what we should be doing every day nurturing souls and energizing spirits that's what we should be doing uh you know we uh when we look at our core values uh the last one is just remember we make a difference in people's lives in a big way let's never underestimate uh uh reaching out a helping hand and something random and unexpected and uh what we do is super important I remind ourselves you know we're helping people in this incredibly complex transaction and and I I want every one of us to get better at our craft so that the world looks at our industry in a different light at some time in the future.
00:47:58.320 --> 00:48:05.440
How about remember Gary, what let's put a bow on the package the day before your life changes forever is just an ordinary day.
00:48:05.599 --> 00:48:10.000
And every time you reach out to somebody might be the day before their life changes forever.
00:48:10.159 --> 00:48:22.400
And so never hesitate when a person comes to mind when you're thinking about a person pick up that phone call them do something to reach out I usually like to close but we're closing on that.
00:48:22.559 --> 00:48:30.239
My good friend Mike Staver always great to see you buddy thank you man thousand takeaways let's get caught up soon take care