John Cheplak On Coaching, Leadership, And Growth

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What's up, HyperFast Mic, and welcome to this episode of HyperFast Agent Growth Show.
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Today we are bringing you a quick peek at the Hyperfast Summit and the keynote speaker, John Chaplack.
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For those of you who don't know, John Chaplack has been one of the top real estate coaches in the entire industry for multiple years.
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He's built multiple non-figure business, reside, responsive mortgage.
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He's built health and fitness businesses, coaching businesses, real estate teams.
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This guy has just crushed it in so many different areas, and he gave an amazing keynote at the Hyper Fast Agent Summit.
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Check it out here.
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Welcome to the Hyper Fast Agent.
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A multiple time Inc.
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5000 CEO, his systems have added multiple billions in sales volume to teams and companies worldwide.
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Rum.
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Human energy.
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Giving up.
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So we're going to get right in.
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Um do I have a timer on here?
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What I have an hour?
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Because I'll just roll.
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I think I've got it.
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Let's see here.
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Okay, cool.
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I want to read something to you, and this is gonna set the tone for us.
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Okay.
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Cody Weitzel and I got to talk with the next level agents here at EXP Realty today.
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Guess what we talked about?
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The basics.
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Shocker.
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Coming from the Apex camp.
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I know.
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Apex is a real estate team out in uh Lake Havasu, Arizona.
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And now I'm gonna tell you what you guys don't want to hear.
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Cody is on track to do 2.4 million net income.
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This is an agent on a team.
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From door knocking, circle prospecting, social media, and open houses.
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But you're an innovator, aren't you?
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You want to know my definition of an innovator?
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An avoider.
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The most important thing that I want you guys to get, and I'm going to, you know, I don't I know you don't want to hear my story of how I grew up in a in a mobile home park and we had no running water and no heat and all that stuff.
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Isn't it funny?
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All those online marketers, like they all grew up in the same freaking mobile home park.
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It's the craziest shit you ever heard, man.
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But I'm gonna tell you the story for the purposes of relatability, so that you can come with uh a mindset and leave with a mindset of, well, I think I've got it tough.
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I can do anything that I want to do, because you can do anything that you want to do, okay?
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But I think a lot of what we're not doing right now that we want to do and need to do, okay, is because we complicate things.
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And so the keynote speaker comes in, and I asked, you know, 38 years in the real estate industry, and people asked me this, they said, if there's one thing you regret, well, I don't live with regrets, but is there one thing you would have done differently?
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And I want you guys to really write these key things down because I've got a level of success, I've got a track record.
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Here's what I do I pay lots of money myself, I pay over$300,000 a year for coaching personally, to write down what someone is doing that's doing really, really, really, really, really well.
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Okay.
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So it's it's real, real important that you guys pay super close attention.
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You guys with me?
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Yes or no?
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Okay, cool.
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It's good to see some familiar faces out here, right?
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So here's the thing simple solves the complex.
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Period.
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You're probably not gonna hear a single thing from me today that you haven't heard somewhere else.
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But here's what you're doing you're skipping past it.
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See, the innovators, this is not me crapping on uh AI.
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I hired an AI coach personally over a year ago.
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But here's the thing you need to understand it's not here to do your business for you.
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All these innovations are here to complement your business.
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It doesn't matter how much knowledge you have, all the tools you have, unless you execute the basic core fundamentals every single day.
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And it's important you guys get that.
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But I I'm gonna take you through where all my career, you know what I was trying to do?
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I don't want you to stop trying to do?
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Stop trying to prove yourself.
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And let me go a little bit deeper.
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Just show up and do your work every day.
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That's it.
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And if you were to look, see, I do these, any of you guys follow me on Facebook?
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Any anyone here, a couple people?
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Have you guys seen where wow, cool?
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Have you guys ever seen where um I I'll say, hey, I'm driving to my ranch in Mississippi.
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I'm giving I'm doing um seven-minute free coaching calls.
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Any of you guys see me offer those out?
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Yeah, I'm doing seven-minute free coaching calls.
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Hit me up, boom, here's what you need to tell me.
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The coaching call's done in four minutes.
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Done.
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Because it's the basics.
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And so I hope when I spend my time with you guys today, number one, you go back to the basics and stay there.
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I'm gonna share this with you because it's it's not to brag, it's I'm still the same old guy I've always been.
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I've built two eight-figure net income businesses, sharing the principles that I'm gonna share with you today.
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Without a marketing department, let me say it again, without a marketing department, without spending money on marketing.
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Now, I don't want to lie when you start looking at that type of money.
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We we we play around and boost a post here and spend$5,000 or$10,000 or$15,000 in a year.
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We've recently exited a company.
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Well, John, that has nothing to do with me.
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You're a coach, I'm a real estate agent, or I'm a team leader.
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Really, here's what I want you to capture.
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Raise your hand if every single day you go out, whether you're a team leader, whether you're an agent on a team, you're an individual agent.
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You go out every single day and demonstrate your value to the marketplace.
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Someone measures whether you're worth it or not, and they choose you or you don't.
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Raise your hand if you do that every single day.
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Raise it.
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Oh, the rest of you don't do that?
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You don't you don't go out to the buyers and the sellers.
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Let's try this again.
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Okay, no kangaroo arms.
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You don't go out to the marketplace and demonstrate your value and someone chooses whether you're worth it or not.
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Let's raise your hand if you do, okay?
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Of course you do.
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Wow, we gotta get you going.
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Of course you do.
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Every day, every day, and I want you to write this down too.
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Make deposits in the business relationship equity account.
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And see, here's what you've been taught.
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Go out and make withdrawals and ask and close.
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Raise your hand if you love being sold.
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No, you don't.
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Everyone wants to buy, no one wants to be sold.
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So why do you fight human nature all the time?
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Everyone's about a script, a dialogue, and objection handler.
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Are they wrong?
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No, they're not wrong, but I have a little bit of a different approach.
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And it's some of the things that I'm gonna talk to you guys about today, too, okay?
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It's talk about language patterns.
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Let's talk about self-discovery as the highest form of human persuasion.
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The most brilliant person in the room isn't the person that tells people what to do, it's the person that asks the most thought-provoking questions to get people to self-discover and make the choice.
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I want you to write these two down: external decisioning versus internal decisioning process.
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The external decisioning process is when I put my sales thing on you and I'm just putting it on thick, right?
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And you make a choice.
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Guess what happens when you get someone to make an external decision?
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Whether it's a recruit, whether it's a lead, whether it's a door knock, whether it's a FISBO.
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You know what happens when you get someone to say yes, but it was the pressure external.
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There wasn't enough internal decision that took place.
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Guess what they do?
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They go ask their expert real estate friend that sits in the cubby next to him at work.
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They question it.
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How many of you guys have experienced some fallout in your transactions lately?
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Anyone?
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The numbers are huge.
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They're huge nationwide.
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Because guess what?
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Here's the other part the psychology you've got to know.
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Would you guys say the consumer's guard is up or down right now?
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Great.
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Would you say scale skepticism is higher than it's ever been right now?
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Or you say no, it's average.
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Higher or average?
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Great.
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So who taught you the script dialogue and the sales process on lowering the guard of the consumer?
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Who's ever walked into a department store to buy shoes?
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Anyone?
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Yeah, great.
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So let's go through the script.
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Go ahead.
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What's the salesperson say?
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What do you say?
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Oh, you both got a script.
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So you're just looking, but you just walked in, you're just bored and you decided to go to the mall?
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I get it.
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Some of us need therapy.
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I used to be that one.
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I've got too many Jordans.
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My wife's pissed, but that's how it goes.
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Now it's cowboy boots.
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So what's happening there?
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Someone is there with intention, but their guard is up.
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Who's teaching you how to lower their guard?
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And those are the places that I want to go with you too.
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Because, see, here's the thing there are scripts and there's dialogues and there are objection handlers, and I'm not crapping on anyone, and I'm not saying don't use them.
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But then there's this next level, and it's called sophisticated communication.
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And there's this word that's used that you've heard before, copywriting.
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Well, wait a minute, when I'm on the phone, that's not copywriting.
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You want to bet?
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Where did the words come from?
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See, here's the thing we need to know right now more than ever.
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Every choice we make is based on the words we hear and the words that we see.
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Every choice.
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Am I using the right words?
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Okay, or am I using the same words that everyone else is using?
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Am I pulling someone from point A to point B, or am I trying to push them from point A to point B?
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Why am I going into this?
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Because I did the OI, I'm wonderful, and I've got these companies, I've made a bunch of money, blah, blah, blah, blah, blah.
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Okay.
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That was just the credibility statement.
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And then I talked about I didn't have to go buy.
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I mean, listen, I know people right now that are selling 250 homes a year, and they're not they're not buying a single lead.
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Not buying a single lead.
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Guess what they're doing?
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They're marketing on a consistent basis.
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Let me continue to read here.
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Cody is on track to do 2.4 million net income from door knocking, circle prospecting, social media, and open houses.
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Yes, you read it right.
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And this is um write this down, follow him if you don't.
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Great guy to follow, Dustin Runyon.
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Dustin Runyon.
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This is posted.
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I'm just reading straight from his social client of mine.
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Okay.
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Yep, you read that right.
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And you're focused.
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Stay with me.
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And I'm not here to call you out.
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Let me say this.
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I'm gonna call you out from a place of love, but not to not to embarrass you and make you bad, but have you go, oh no shit.
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He's right.
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And I'm gonna promise you everyone else is wrong.
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You know how many people have told me, well, you need to leverage and you needed this and you needed that.
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And I said, show me your PL.
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Show me your net income.
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Show me why your business isn't growing.
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And this isn't a contest of that, but raise your hand if you're in business for a profit.
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Anyone here?
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Oh, okay, good.
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So it's okay to talk about money, right?
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Yeah.
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Okay.
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Yep, you read that right.
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And you're focused on the gimmicks, the magic pills, and what's the best tech.
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Hilarious and at the same time sad.
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Everyone demonizing the activities that work in this business is insane to me.
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This is the greatest industry on the planet.
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Be grateful for the opportunity that is sitting in front of you.
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Have the humility to actually do the activities that produce a result.
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Your family, your clients, and your future depend on it.
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Losers make little things big.
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Winners make big things little.
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These activities are little work, light work.
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Couldn't be easier for the opportunity to make millions.
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Okay?
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Please share with me another industry where those activities produce that return.
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So yeah, that's documented.
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You can look up Cody also.
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Go ahead and follow Cody, K-O-D-Y-W-E-I-T-Z-E-L.
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How many of you guys are sick and tired of?
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And I know that the Carrie and Dan are not these people, and that's why it's a privilege to be here too.
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How many of you are sick and tired of going to seminars and people tell you what to do and you go back and it doesn't work?
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Well, because that person never did it, right?
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See, now more than ever, it's really, really important that you are learning from and taking action based on people that have gotten a result over time.
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Okay?
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So, one other piece before we dig in.
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Wasn't always this way.
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Some of the people in this room are going through a time in their personal life.
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Some of the people in this room are going through a time in their financial situation, in their business.
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That's called normal, and that's called life.
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Okay?
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And you're okay.
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It's okay to not be okay.
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But what's not okay is to stay in the not okay and not do something about it.
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What's not okay, okay, you guys, is not to have the humility and the vulnerability and the transparency to bring it forward.
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You guys with me on that?
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And that's the challenge with this business.
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This business is not hard.
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We make it hard.
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And when I share with you the things that people are doing, I wanted to share that with you because you want to know what?
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I'll guarantee most of you are shooting past the target.
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And I'm not saying everyone's got to go freaking bang Fizbos and expired and door knock and cold call tomorrow.
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What I am saying though is that I guarantee, and going back to the seven-minute coaching calls, at minute three, I've already found out what the problem is and the thing they're not doing, they know they need to do every single day that would change everything.
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I want you right now to write down the one thing, the one thing that you know you need to do every single day.
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And see, and watch this.
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See, you know what life is?
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Do you know what business is?
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Do you know what growth is?
00:15:28.000 --> 00:15:29.519
The relentless pursuit of the truth.
00:15:29.679 --> 00:15:30.240
Full stop.
00:15:30.320 --> 00:15:31.200
That's it.
00:15:31.679 --> 00:15:33.120
Let's just get to the truth.
00:15:33.279 --> 00:15:35.279
Oh, I call five, I had someone call me.
00:15:35.519 --> 00:15:38.240
Yep, I've recruited any team leaders in the room.
00:15:38.480 --> 00:15:39.279
Team leaders?
00:15:39.519 --> 00:15:40.320
Okay, great.
00:15:40.480 --> 00:15:43.279
Um, and then there you've got team leaders, so recruiting is important to you.
00:15:43.360 --> 00:15:45.759
Any people that aren't team leaders but are recruiting to a downline.
00:15:46.000 --> 00:15:46.320
Okay?
00:15:46.480 --> 00:15:47.120
Any downline?
00:15:47.440 --> 00:15:48.000
Okay, good.
00:15:48.080 --> 00:15:48.399
Perfect.
00:15:48.559 --> 00:15:48.960
Awesome.
00:15:49.120 --> 00:15:49.840
So watch this.
00:15:49.919 --> 00:15:52.480
I was on the phone with someone who says, I don't think this team thinks for me.
00:15:52.559 --> 00:15:52.879
Oh, really?
00:15:52.960 --> 00:15:56.960
Tell me, yeah, these damn agents, I got three of them, and they won't do work, and they're da da da da da da.
00:15:57.120 --> 00:15:57.840
I said, yeah, okay, good.
00:15:57.919 --> 00:15:58.960
So how's your recruiting going?
00:15:59.039 --> 00:16:01.039
Oh, I've called everyone, no one wants to join me.
00:16:01.200 --> 00:16:01.679
Okay, good.
00:16:01.759 --> 00:16:03.120
This sounds like here's what I want you to do.
00:16:03.200 --> 00:16:07.200
If you're a real estate agent, not to attack you, but ask yourself if you ever have these conversations.
00:16:07.360 --> 00:16:08.480
Oh, the leads suck.
00:16:08.639 --> 00:16:08.960
Okay.
00:16:09.679 --> 00:16:10.879
I said, Oh, you have.
00:16:11.039 --> 00:16:11.600
I said, Great.
00:16:11.759 --> 00:16:14.879
So um tell me how many people you've called the last 30 days.
00:16:15.120 --> 00:16:17.919
Well, um uh well, you told me you called everyone.
00:16:18.080 --> 00:16:20.799
So everyone, but you don't even have the numbers.
00:16:21.279 --> 00:16:23.600
Like the conversation's over right there.
00:16:24.000 --> 00:16:24.320
Okay?
00:16:24.799 --> 00:16:27.039
How many agents here are an agent on a team?
00:16:27.200 --> 00:16:28.159
Raise your hand.
00:16:28.480 --> 00:16:29.759
Oh, good.
00:16:30.000 --> 00:16:31.919
Okay, agents on a team, keep your hands down.
00:16:32.000 --> 00:16:34.240
And so you're probably getting, are you getting a level of leads?
00:16:34.320 --> 00:16:35.440
Are you guys all getting leads too?
00:16:35.519 --> 00:16:38.159
Or you have lead access to a uh uh a database with leads?
00:16:38.399 --> 00:16:39.200
Really good.
00:16:39.600 --> 00:16:40.879
You do or you don't?
00:16:42.159 --> 00:16:42.960
Okay, good.
00:16:43.200 --> 00:16:52.559
But most of you, let's go raise, raise your hand if you are generating your purchasing leads, you've got Google, paper, click, realtor.com, Zillow, or your team leaders.
00:16:52.639 --> 00:16:55.360
Raise your hand if you are working a database with a bunch of leads.
00:16:55.519 --> 00:16:56.480
Raise your hands up high.
00:16:56.639 --> 00:16:57.919
Okay, cool, good.
00:16:58.240 --> 00:16:59.360
So, ready?
00:17:02.559 --> 00:17:04.079
Wanna be rich?
00:17:04.720 --> 00:17:05.279
Good.
00:17:05.440 --> 00:17:07.519
And you can leave after I say this.
00:17:08.160 --> 00:17:13.440
So the rest of you, you know, I'm not I'm not, I don't, I don't care whether there's three people left here, four people left here.
00:17:13.680 --> 00:17:16.160
I care that you get the truth that impacts your life, okay?
00:17:16.400 --> 00:17:16.799
Great.
00:17:16.960 --> 00:17:20.799
And raise your hand if you're having 22-minute conversations a day in the database.
00:17:21.920 --> 00:17:24.079
Oh, 22-minute conversations.
00:17:24.160 --> 00:17:25.440
Yeah, and she's a baller.
00:17:25.759 --> 00:17:26.400
One.
00:17:27.839 --> 00:17:29.359
And you don't have to be good.
00:17:30.000 --> 00:17:30.960
And so watch this.
00:17:31.039 --> 00:17:33.599
And this is where the call comes to the group.
00:17:33.920 --> 00:17:40.960
And uh my wife is a southern bell professional, she's no softy, so I'm working on my um swearing.
00:17:41.920 --> 00:17:45.599
Um what the do you do all day then?
00:17:46.720 --> 00:17:47.920
What are you doing?
00:17:48.880 --> 00:17:50.880
Like, what are you doing?
00:17:53.920 --> 00:17:56.079
Non-team leader, agent on a team.
00:17:56.240 --> 00:17:59.039
How many times do you think you should call a lead the first day?
00:17:59.839 --> 00:18:00.880
Come on, someone tell me.
00:18:01.039 --> 00:18:03.039
I'm not gonna make fun of you, I'm gonna make you bad.
00:18:03.599 --> 00:18:04.160
Three?
00:18:04.720 --> 00:18:05.599
At least three, okay?
00:18:05.839 --> 00:18:06.720
Anyone else?
00:18:08.720 --> 00:18:10.559
Six minimum.
00:18:11.039 --> 00:18:12.880
Guess how many times you should call them in the first week?
00:18:13.039 --> 00:18:14.480
See, some of you could leave right now.
00:18:14.640 --> 00:18:16.559
You know how many times you'd call them in the first week?
00:18:16.799 --> 00:18:17.759
42.
00:18:18.400 --> 00:18:21.599
Six times a day, seven days, 42.
00:18:21.759 --> 00:18:22.720
I've got the data.
00:18:22.799 --> 00:18:24.480
I own easy home search.
00:18:24.720 --> 00:18:27.359
This isn't about pitching products, not selling anything to you guys.
00:18:27.440 --> 00:18:30.720
I'm just telling you from the standpoint, we have our I have my own Zillow company.
00:18:30.960 --> 00:18:34.799
We do lead per county, exclusive lead flow.
00:18:34.960 --> 00:18:37.440
Then I've got a CRM that sees all the data.
00:18:37.599 --> 00:18:40.400
I own my own CRM, similar to a fallout, sure send.
00:18:40.559 --> 00:18:41.519
So I get to see all the data.
00:18:41.599 --> 00:18:42.640
And guess what that means?
00:18:42.799 --> 00:18:45.119
I get to see how many calls people don't make.
00:18:45.839 --> 00:18:49.119
Well, I came here for something cooler from this keynote guy.
00:18:49.279 --> 00:18:53.519
Why isn't he telling me something cool so that I can avoid the hard work?
00:18:53.680 --> 00:18:54.880
He's no good.
00:18:57.680 --> 00:18:59.119
That's your choice.
00:18:59.599 --> 00:19:01.920
So I'm helping you right now, ladies and gentlemen.
00:19:02.079 --> 00:19:16.400
Any of you that are sitting here with anyone that has told you or a lead that's come in and you have not called them 42 times or until, or until you have a conversation, it's not a bad lead, it's a bad real estate agent.
00:19:16.640 --> 00:19:18.079
I got the data.
00:19:18.640 --> 00:19:20.000
I've got the data.
00:19:20.240 --> 00:19:26.160
How many times have you filled out a lead form on a website and abandoned it?
00:19:26.480 --> 00:19:27.680
Oh, I'm in the middle of it.
00:19:27.839 --> 00:19:28.880
Oh, you don't complete it.
00:19:28.960 --> 00:19:29.279
Okay?
00:19:29.519 --> 00:19:34.160
How many times have you filled out, see, let's get into see this game's not transactional.
00:19:34.240 --> 00:19:35.440
It's about human behavior.
00:19:35.519 --> 00:19:39.839
And when you understand human behavior, then you can really, really win.
00:19:40.799 --> 00:19:41.119
Okay.
00:19:42.799 --> 00:19:46.319
How many times have you filled out a lead form on a website?
00:19:46.559 --> 00:19:52.240
You're very interested at the moment, and then that person starts blowing your phone up the next day and you never call them back.
00:19:52.400 --> 00:19:54.000
Any of you guys ever have that one happen?
00:19:54.240 --> 00:19:54.880
Yeah.
00:19:56.799 --> 00:20:02.160
I mean, these these are the simple principles so that you can win.
00:20:02.400 --> 00:20:02.720
Okay.
00:20:04.799 --> 00:20:07.920
The number one thing to look at is what's the one thing.
00:20:08.000 --> 00:20:10.400
So, what I want you guys to write down is this.
00:20:10.799 --> 00:20:17.119
Twelve months from today, we're having a conversation, you're really, really happy about where your business and life is.
00:20:17.279 --> 00:20:18.799
Tell me what your business would look like.
00:20:18.960 --> 00:20:21.440
You don't need to tell me, I need you to write it down.
00:20:21.599 --> 00:20:23.519
What does your business and life see?
00:20:23.599 --> 00:20:24.880
Because here's the thing we need to learn.
00:20:25.039 --> 00:20:26.480
See it, then do it.
00:20:27.680 --> 00:20:29.200
See it, then do it.
00:20:29.680 --> 00:20:31.200
What does your business look like?
00:20:31.359 --> 00:20:32.240
What is your personal life?
00:20:32.640 --> 00:20:33.839
Like you've got to be articulate.
00:20:34.000 --> 00:20:35.839
You know, here's the thing, ready?
00:20:36.319 --> 00:20:39.279
Many of you probably feel at times your business is unpredictable.
00:20:39.359 --> 00:20:40.400
Is that fair enough to say?
00:20:40.640 --> 00:20:42.000
Unpredictable, heads nodded?
00:20:42.079 --> 00:20:43.200
Yeah, because you're unpredictable.
00:20:43.519 --> 00:20:45.119
Well, that was complicated, wasn't it?
00:20:47.839 --> 00:20:49.599
This guy is second grade level.
00:20:49.680 --> 00:20:50.960
Yes, I am second grade level.
00:20:51.279 --> 00:20:52.240
Because you want to know what?
00:20:52.319 --> 00:20:55.839
I get to sit in the rooms with billionaires.
00:20:56.880 --> 00:21:01.359
And what's really, really you think you're gonna go in this room and oh, they're gonna say this magical thing.
00:21:01.599 --> 00:21:03.440
No, they're second grade level.
00:21:03.839 --> 00:21:06.799
But they do it over and over and over.
00:21:07.039 --> 00:21:13.759
See, what if you what if you ha have 22-minute conversations a day on the phone five days a week?
00:21:14.000 --> 00:21:14.799
What would happen?
00:21:15.680 --> 00:21:16.960
Would you get better?
00:21:18.160 --> 00:21:18.640
Oh yeah.
00:21:18.880 --> 00:21:20.640
No, I'm gonna go to a class.
00:21:21.039 --> 00:21:23.440
And you need to be in classes, and you need to be learning.
00:21:23.519 --> 00:21:24.559
But that doesn't matter.
00:21:25.279 --> 00:21:26.480
That doesn't matter.
00:21:27.200 --> 00:21:27.519
Okay.
00:21:28.559 --> 00:21:31.119
What you've got to do is you've got to get on the play of field.
00:21:31.200 --> 00:21:33.519
The challenge of where your income may be, it's not the marketplace.
00:21:33.680 --> 00:21:38.400
You think it's the interest rates, you think it's the the war, you think it's politics.
00:21:38.640 --> 00:21:40.079
It's no, it's not, it's you.
00:21:40.240 --> 00:21:46.319
Last time I checked, there will be someone listing their home today, someone will buy a home today, and someone will close on a transaction.
00:21:46.480 --> 00:21:47.680
True or false?
00:21:48.960 --> 00:21:52.480
Great, you just gotta get better and be the person that gets it.
00:21:52.640 --> 00:21:55.200
And I want to share something with you guys right now.
00:21:56.160 --> 00:21:58.640
When the market's good, it's hard.
00:22:01.440 --> 00:22:01.839
What do you mean?
00:22:03.440 --> 00:22:05.839
Because anyone can make money.
00:22:08.079 --> 00:22:09.599
In a more real market?
00:22:10.000 --> 00:22:13.680
You guys, this is the most opportune time in the world.
00:22:13.920 --> 00:22:17.519
Because what are most real estate agents talking about right now?
00:22:18.400 --> 00:22:19.200
Drama.
00:22:19.440 --> 00:22:21.279
Real estate agents are drama.
00:22:21.680 --> 00:22:23.279
Drama and excuses.
00:22:23.599 --> 00:22:24.559
All this stuff.
00:22:24.720 --> 00:22:28.160
If you will, I promise you, if you and I don't care.
00:22:28.240 --> 00:22:31.359
I'm talking about uh Dustin, who wrote that that post.
00:22:31.440 --> 00:22:32.640
He's a team leader.
00:22:32.880 --> 00:22:34.079
So they recruit agents.
00:22:34.160 --> 00:22:35.279
He's also a developer.
00:22:35.440 --> 00:22:41.119
He's a developer who five years ago was living in a hotel room with one car and his wife and their dog.
00:22:41.440 --> 00:22:45.279
And now he has the number one team in EXP for their division.
00:22:45.440 --> 00:22:46.400
Guess what he did?
00:22:46.559 --> 00:22:49.440
He talked to 20 people a day.
00:22:50.960 --> 00:22:58.480
I don't care what your job is, what your role is, what your career is, if you will promise me, I mean, I've done more than my work here.
00:22:59.920 --> 00:23:04.799
If you will, because you can call me back and say this isn't working, that isn't working, and I'll ask you a question.
00:23:04.960 --> 00:23:07.359
Did you talk to 20 people two minutes a day?
00:23:07.920 --> 00:23:10.640
20 people two minutes every single conversation, did you?
00:23:10.799 --> 00:23:11.759
Or did you not?
00:23:12.079 --> 00:23:14.880
See, no one can help you when you don't do the work.
00:23:15.440 --> 00:23:16.960
That's the thing.
00:23:17.599 --> 00:23:20.240
And what I would challenge you with is this.
00:23:20.640 --> 00:23:23.119
Those 22-minute conversations, here's what I'd say.
00:23:23.279 --> 00:23:23.759
Ready?
00:23:23.920 --> 00:23:25.759
Go to work, make those calls.
00:23:25.839 --> 00:23:27.440
It should take you 2.5 hours.
00:23:27.519 --> 00:23:28.559
We've timed this stuff.
00:23:28.720 --> 00:23:29.599
Like I'm into the science.
00:23:29.680 --> 00:23:31.119
I'm not that smart of a guy.
00:23:31.440 --> 00:23:32.880
I keep it really, really simple.
00:23:33.039 --> 00:23:34.400
So what's the simple math?
00:23:34.559 --> 00:23:35.839
What's the simple science?
00:23:36.000 --> 00:23:38.720
Okay, that's going to, if I do this, I'll get that.
00:23:38.799 --> 00:23:39.920
It'll be 2.5 hours.
00:23:40.000 --> 00:23:40.799
Now here's what I want you to do.
00:23:40.960 --> 00:23:45.599
After you do that 2.5 hours of dialing, go goof off for a couple days.
00:23:45.839 --> 00:23:51.279
Because you're going to have a freaking gong show on your life with appointments and business going on.
00:23:51.680 --> 00:23:54.079
See, no one's bored or no one's down in business.
00:23:54.240 --> 00:23:56.160
They're just not doing the work that they need to do.
00:23:56.319 --> 00:23:56.640
Okay?
00:23:56.880 --> 00:23:58.400
I just wanted to lay that simple thing.
00:23:58.559 --> 00:24:16.960
No matter what, when you leave here, if you will go and have 22-minute conversations with people a day, whether it's in recruiting or whether it's building your downline or whether it's the database or your sphere of influence, you'll be rich.
00:24:17.759 --> 00:24:19.359
I promise you.
00:24:20.480 --> 00:24:23.200
Back to the story, real quick, from the relatability.
00:24:26.160 --> 00:24:28.160
Some people are having a tough time this year.
00:24:28.319 --> 00:24:30.640
Some people had a tough couple years.
00:24:30.880 --> 00:24:32.160
I've had tough times too.
00:24:32.319 --> 00:24:34.319
I don't stand up here, I got it all right.
00:24:34.480 --> 00:24:36.960
So if you're sitting in your room, here's what I know in a room like this.
00:24:37.039 --> 00:24:37.920
I'll just be straight up.
00:24:38.079 --> 00:24:39.359
Some of you got massive tax problems.
00:24:39.440 --> 00:24:41.200
You're real estate agents, probably 50% of you.
00:24:41.359 --> 00:24:41.759
It's okay.
00:24:41.839 --> 00:24:42.880
You're not a bad person.
00:24:43.119 --> 00:24:43.440
Okay?
00:24:43.839 --> 00:24:45.440
Some of you are overextended.
00:24:45.599 --> 00:24:47.680
Some of you don't know where the next payment's gonna come from.
00:24:47.759 --> 00:24:48.400
And it don't matter.
00:24:48.480 --> 00:24:52.559
I can be in the highest level rooms, I can be in a brand new agent room.
00:24:52.640 --> 00:24:54.000
It's universal, you guys.
00:24:54.160 --> 00:24:55.359
I'm not picking on you.
00:24:55.519 --> 00:24:56.480
This is real.
00:24:56.799 --> 00:24:59.200
And you're not bad or you're not wrong.
00:24:59.440 --> 00:24:59.759
Okay?
00:25:00.079 --> 00:25:04.240
The only wrong thing that you would do is leave here and not do something about it.
00:25:04.559 --> 00:25:04.880
Okay?
00:25:05.119 --> 00:25:07.519
I'm 59 years old, 41 years old.
00:25:07.599 --> 00:25:16.160
I owned a bicycle at$5 to my name, and I lived in the homewood suites in Las Vegas after I came out of rehab.
00:25:17.039 --> 00:25:19.680
I owed the IRS$4.3 million.
00:25:20.480 --> 00:25:24.079
By the way, anyone here see, because a lot of, see, this isn't the trailer story.
00:25:24.160 --> 00:25:26.319
I want to give you this story to know you can do anything.
00:25:26.480 --> 00:25:27.119
That's all.
00:25:27.279 --> 00:25:30.480
And probably most, if not everyone in this room, is younger than me.
00:25:30.799 --> 00:25:34.400
Haven't even we aren't even at 41 years old when all this was going on.
00:25:34.559 --> 00:25:41.279
And I had built my career caught up in, oh, I'm so wonderful, look at me, big ego, low self-esteem, all that stuff.
00:25:41.519 --> 00:25:42.960
Yep, every bit of it.
00:25:43.200 --> 00:25:44.559
Every bit of it.
00:25:45.759 --> 00:25:49.839
Some of you, any of you guys seen, just so we have so it's not someone who's telling a good story here.
00:25:50.000 --> 00:25:54.079
Anyone seen the post of the pictures of my tax liens, 900,000, 700,000?
00:25:54.240 --> 00:25:55.680
Yeah, yeah, there's heads nodding here.
00:25:55.839 --> 00:25:57.680
So I'm not making stuff up to sound cool.
00:25:57.920 --> 00:25:58.880
Because it's really not cool.
00:25:59.039 --> 00:26:01.359
God, how can you be so stupid, actually?
00:26:01.920 --> 00:26:04.400
With a five IRS 4.3 million.
00:26:08.160 --> 00:26:10.240
Credit cards for 500,000.
00:26:11.759 --> 00:26:12.799
Why am I going here?
00:26:13.039 --> 00:26:14.480
Because no one here has a business problem.
00:26:14.559 --> 00:26:16.079
You have a personal development problem.
00:26:16.319 --> 00:26:22.079
And the things you're gonna hear from me are the things that are about personal development, they're gonna be about your principles and how you show up every day.
00:26:22.240 --> 00:26:23.680
See, here's the gig, you guys.
00:26:23.839 --> 00:26:25.680
We're all just trading chips in this lifetime.
00:26:25.759 --> 00:26:27.839
You don't own anything, I don't own anything.
00:26:28.160 --> 00:26:30.799
So, you know what the thing you do own though is who you become every day.
00:26:30.880 --> 00:26:35.519
See, the work's not about the result, the work's about who you're becoming every single day.
00:26:36.640 --> 00:26:38.079
Because here's the problem.
00:26:38.319 --> 00:26:40.640
See, we can improve incrementally every single day.
00:26:40.799 --> 00:26:45.839
Business can go up and down and up and down, and that's why your life is a roller coaster, right?
00:26:46.079 --> 00:26:51.359
So I owed them 4.3 million and uh owed$500,000 to uh credit cards.
00:26:51.440 --> 00:26:54.400
So he said to my brother, I said, I'm gonna file bankruptcy.
00:26:54.559 --> 00:26:55.599
He says, No, you're not.
00:26:55.680 --> 00:26:58.559
If someone owed you that money, what would you want them to do?
00:26:58.720 --> 00:26:58.960
Pay me?
00:26:59.039 --> 00:27:00.240
He says, Good, you're gonna pay them.
00:27:00.319 --> 00:27:05.920
I said, dude, I mean, I I've got a bicycle, I mean, I'm I'm just I'm I'm I'm trying to stay alive.
00:27:06.079 --> 00:27:10.720
I've been to rehab nine times for 20 years, in and out, okay.
00:27:11.279 --> 00:27:17.279
He says, Yeah, well, here's the thing, you've proven you know how to make money, you've proven that you're talented, you've proven your skills, but you know what you haven't proven?
00:27:17.440 --> 00:27:19.680
You haven't proven you can be a really good person.
00:27:22.480 --> 00:27:24.000
So watch what I just said.
00:27:24.319 --> 00:27:32.160
I'm not saying you're a bad person, but the wealth that I started with, the success that I've had, I had those skills before.
00:27:32.319 --> 00:27:34.559
I had the business skills before.
00:27:34.880 --> 00:27:38.400
But I didn't have to be a good person part before.
00:27:41.440 --> 00:27:49.839
And we've all got things, okay, going on that we can face and we can encounter it.
00:27:50.000 --> 00:27:51.599
I'm gonna tell you something, you're gonna have a breakthrough.
00:27:51.680 --> 00:27:52.799
So guess what I did?
00:27:53.599 --> 00:27:54.640
Faced up.
00:27:55.119 --> 00:27:57.119
And I worked every single day.
00:27:57.200 --> 00:27:58.240
I turned my TV off.
00:27:58.400 --> 00:28:01.359
If you have a financial problem right now, turn your TV off.
00:28:04.640 --> 00:28:07.680
If you have a financial problem right now, stop eating out.
00:28:11.599 --> 00:28:12.559
It's really simple.
00:28:12.880 --> 00:28:20.559
If you have a financial problem right now, stop hanging out with the people at the places that aren't gonna take you where you want to go.
00:28:20.799 --> 00:28:21.759
This is how simple.
00:28:21.920 --> 00:28:22.880
See, growth.
00:28:23.039 --> 00:28:24.079
You know what is interesting.
00:28:24.160 --> 00:28:26.960
If this was 18 years ago, I'd be presenting to you a whole different thing.
00:28:27.119 --> 00:28:30.960
Let me tell you how to be all magical, and I'm gonna talk to you a little bit about strategy, tactic, and all that stuff.
00:28:31.119 --> 00:28:32.000
But you want to know what I learned?
00:28:32.079 --> 00:28:32.960
That's all BS.
00:28:33.039 --> 00:28:34.720
Because that's not what gets in the way.
00:28:35.200 --> 00:28:38.720
Because here's what I learned to grow and do really, really, really big things.
00:28:38.799 --> 00:28:41.759
It's the people you hang out with, the place you go, and the things you do.
00:28:42.160 --> 00:28:42.880
Period.
00:28:43.039 --> 00:28:45.599
It's the boundaries and the restrictions, okay?
00:28:45.839 --> 00:28:48.400
And the big one though is what am I willing to sacrifice?
00:28:48.559 --> 00:28:48.960
Write this down.
00:28:49.119 --> 00:28:50.720
Season, reason, lifetime.
00:28:51.039 --> 00:28:53.200
Season, reason, lifetime.
00:28:56.000 --> 00:29:01.440
And and and some of you have significant other, you have children, and I tell my coaching clients this too, one-on-one.
00:29:01.759 --> 00:29:03.519
I'll say, hey, listen, where do you want to go?
00:29:03.599 --> 00:29:04.240
I want to go here.
00:29:04.400 --> 00:29:04.640
Great.
00:29:04.799 --> 00:29:06.640
Is your wife or your husband aligned with this?
00:29:06.720 --> 00:29:07.599
Well, you know, they're they're cool.
00:29:07.680 --> 00:29:08.720
I go, no, they're not cool.
00:29:08.799 --> 00:29:15.119
You need to sit down with them, have a conversation with them, and let them know, like you, you need to first have a conversation with yourself on where you're gonna go.
00:29:15.519 --> 00:29:18.319
But most importantly, why are you gonna go there?
00:29:18.480 --> 00:29:24.559
Not because that will get me to the top of the EXP, you know, production list or it'll get me this or that.
00:29:24.799 --> 00:29:26.079
No, for you.
00:29:27.759 --> 00:29:31.839
Like a lot of people just say, I'm gonna go here, but you want to know why they don't get there?
00:29:32.000 --> 00:29:38.000
Because it's not in alignment with who they really are and what they want their life to look like.
00:29:38.160 --> 00:29:41.359
Well, the business looks good, but my life is a shit show.
00:29:41.839 --> 00:29:43.440
And that unconsciously shows up.
00:29:43.519 --> 00:29:45.440
So, number one, where am I going?
00:29:45.599 --> 00:29:48.160
What do I want to have one year from today?
00:29:48.559 --> 00:29:51.200
One year from today, tell me what your life and your business look like.
00:29:51.359 --> 00:29:53.440
Now, number two, who's gonna be part of that decision?
00:29:53.519 --> 00:29:58.000
Is there someone you need to sit down with and have the conversation and say, here's where I'm going.
00:29:58.240 --> 00:30:00.160
This is the target, it's clear.
00:30:00.400 --> 00:30:02.559
Here's what it's gonna require of me.
00:30:02.799 --> 00:30:04.319
Here's what it will require of me.
00:30:04.400 --> 00:30:08.799
It will require sacrifice, but here's the deadline.
00:30:10.400 --> 00:30:13.599
Because you can't go on and on and on and on and on like that.
00:30:13.680 --> 00:30:16.319
I used to do 114 coaching calls a week.
00:30:16.480 --> 00:30:19.680
Now I do 60 and I don't take on other coaching clients anymore.
00:30:19.839 --> 00:30:20.319
I won't.
00:30:20.480 --> 00:30:21.359
That's not my thing.
00:30:21.519 --> 00:30:21.839
Okay?
00:30:22.079 --> 00:30:27.200
I mean, it is my thing with my people, but not growing my coaching list is not my thing.
00:30:27.759 --> 00:30:39.519
And then you sit down with whoever that is and say to them, this is going to be for a season, it's for a reason, and it's gonna impact us for a lifetime.
00:30:42.720 --> 00:30:44.720
Emotion creates motion.
00:30:46.720 --> 00:30:48.319
Emotion creates motion.
00:30:48.559 --> 00:30:49.680
Why is that important?
00:30:50.319 --> 00:31:04.559
Because if the work that's required, the monotonous, mastering the mundane, is not connected to something emotional that's gonna charge you and move you, you're gonna quit.
00:31:05.440 --> 00:31:06.160
You'll quit.
00:31:06.240 --> 00:31:07.359
It's really, really that simple.
00:31:07.519 --> 00:31:08.960
So here's what I did.
00:31:09.440 --> 00:31:11.200
I just knocked it off, knocked it off.
00:31:11.279 --> 00:31:12.000
And so watch this.
00:31:12.160 --> 00:31:13.920
Do you think I could have any goals?
00:31:14.160 --> 00:31:16.400
Like I owe the IRS money.
00:31:16.640 --> 00:31:18.079
I owe$500,000.
00:31:18.240 --> 00:31:24.240
What kind of goals could I have other than I mean, when when you've got a tax lien, you can't buy things, you can't own things.
00:31:24.559 --> 00:31:25.519
I'm gonna buy a new car.
00:31:25.680 --> 00:31:27.200
Actually, I did, and guess what they did?
00:31:27.359 --> 00:31:29.359
They had access to and audited my bank account.
00:31:29.440 --> 00:31:34.400
They called up my CPA, who had a power of attorney with me, because I didn't want to talk to them.
00:31:34.720 --> 00:31:37.519
Because I wanted to stay focused and made me sell it.
00:31:38.079 --> 00:31:39.680
You can't go buy a new car.
00:31:39.920 --> 00:31:43.279
Fortunately, he told them that I was in real estate and I was able to keep it.
00:31:43.359 --> 00:31:44.480
I still have that.
00:31:44.880 --> 00:31:46.720
It's in my home in Vegas.
00:31:49.440 --> 00:31:50.559
But here's what I did.
00:31:50.720 --> 00:31:55.599
I did the same thing over and over and over every single day.
00:31:55.839 --> 00:32:03.279
And what's really, really interesting is the things that I did over and over and over again, I'm gonna share with you, and they will work for you 100%.
00:32:04.799 --> 00:32:05.119
Okay?
00:32:06.799 --> 00:32:08.559
And here's what happens.
00:32:08.880 --> 00:32:11.119
What happens is, you know what the goal was?
00:32:11.279 --> 00:32:14.559
And I want you to have this goal, this commitment, this vision.
00:32:16.079 --> 00:32:18.720
Who you're becoming, not what you're getting.
00:32:19.519 --> 00:32:25.279
Like when you wake up in the morning tomorrow, who am I becoming?
00:32:27.279 --> 00:32:28.400
Because you know the challenge.
00:32:28.559 --> 00:32:36.079
Have any of you seen people get really, really successful, make a lot of money, and then for some reason they implode, things don't go so good.
00:32:36.160 --> 00:32:36.960
Have you guys ever seen that?
00:32:37.119 --> 00:32:38.160
Maybe it's happened to you.
00:32:38.319 --> 00:32:39.359
Yeah, you want to know why?
00:32:39.440 --> 00:32:42.640
Because ready, they out-earned their identity.
00:32:44.799 --> 00:32:46.640
They out-earned their identity.
00:32:46.880 --> 00:32:48.079
Here's what you need to know.
00:32:48.319 --> 00:32:51.440
Your business, right now, so so think about this too.
00:32:51.599 --> 00:32:54.880
If your business isn't where you want to be, you know what I would stop?
00:32:55.039 --> 00:32:57.279
The first place is not to go with, well, what about my leads?
00:32:57.359 --> 00:32:57.839
What about this?
00:32:57.920 --> 00:32:58.480
What about that?
00:32:58.640 --> 00:33:02.079
You know, the first place that I would go to is I would look at your personal development.
00:33:02.240 --> 00:33:05.759
I'll write these two down: emotional intelligence and emotional maturity.
00:33:06.079 --> 00:33:10.000
Emotional maturity is a person that does what they say they're going to do.
00:33:13.200 --> 00:33:19.279
Emotional maturity is the person that takes personal responsibility for every single outcome.
00:33:19.519 --> 00:33:24.480
See, if I'm sitting at a stop sign and you rear-end my car, whose fault is it, you guys?
00:33:24.720 --> 00:33:25.599
Whose fault is it?
00:33:25.680 --> 00:33:28.960
If you rear-end me and I'm parked, whose fault?
00:33:29.440 --> 00:33:30.400
No, it's mine.
00:33:30.480 --> 00:33:31.200
I was there.
00:33:31.359 --> 00:33:33.680
That's personal responsibility.
00:33:35.839 --> 00:33:36.799
Okay, ready?
00:33:37.839 --> 00:33:41.599
Are there any things you want to have change in your life or your business right now?
00:33:41.759 --> 00:33:43.359
Any of you guys have some things you want to have change?
00:33:43.440 --> 00:33:44.880
Yeah, not good, bad, maybe better.
00:33:44.960 --> 00:33:45.440
Okay, good.
00:33:45.519 --> 00:33:46.799
So here's the thing I want you to do.
00:33:46.880 --> 00:33:49.200
I want you to go back to that personal thing.
00:33:49.440 --> 00:33:52.160
I want you to go back to that business thing.
00:33:52.400 --> 00:33:52.720
Okay?
00:33:53.039 --> 00:33:58.559
And I want you to look at it like this and say, I can't change what I don't own.
00:33:58.720 --> 00:34:00.319
How did I create it?
00:34:01.759 --> 00:34:02.720
Period.
00:34:05.759 --> 00:34:08.960
You can't change what you don't own.
00:34:10.239 --> 00:34:10.880
Period.
00:34:11.920 --> 00:34:32.960
If you will do the simple things I talked about, no matter what your role is, team leader, individual agent, agent on a team, someone who wants to recruit you downline, if you will live by those two pieces, you have 22-minute conversations a day, and you take personal responsibility over every single outcome, you can't lose.
00:34:33.199 --> 00:34:34.480
But there's so many other things.
00:34:34.639 --> 00:34:39.119
You know the problem is all the so many other things don't matter because you know what most people are doing?
00:34:39.199 --> 00:34:42.960
They're trying to put a roof on a house that isn't framed and doesn't have a foundation.
00:34:45.280 --> 00:34:47.119
And please don't take this wrong.
00:34:47.360 --> 00:34:53.119
You're fortunate that you've got progressive leaders in this room that are exposing you to AI.
00:34:53.280 --> 00:34:54.800
You know the problem with most of you?
00:34:54.960 --> 00:34:58.400
You don't even talk to enough people today, so it don't matter if you got AI.
00:34:59.039 --> 00:35:00.639
You don't even go to work.
00:35:00.880 --> 00:35:03.519
Like, you know what I want to do with each and every one of you?
00:35:03.760 --> 00:35:05.760
I mean, and we'll find out some good stuff.
00:35:06.000 --> 00:35:08.960
You know, what if, here's one thing I want you guys to think about.
00:35:09.199 --> 00:35:14.079
What if we put a body cam on you and your family could watch you for a full day?
00:35:17.119 --> 00:35:19.760
And they'd say, that's a job?
00:35:21.199 --> 00:35:23.360
I was working on this thing.
00:35:24.239 --> 00:35:26.239
I'm working on this thing.
00:35:26.960 --> 00:35:27.280
Okay?
00:35:27.840 --> 00:35:42.000
I mean, listen, how many people here could take a look at your calendar over the last 30 days, know the things that you need to do or needed to do, and just didn't do them at a consistent level.
00:35:42.079 --> 00:35:43.760
How many of you guys are willing to admit that?
00:35:44.079 --> 00:35:44.880
Okay, good.
00:35:45.039 --> 00:35:45.440
Alright.
00:35:45.599 --> 00:35:47.840
Five honest people, 35 liars.
00:35:48.000 --> 00:35:50.000
I've been in this business long enough.
00:35:50.719 --> 00:35:53.280
No, see, why do I bring that up to you?
00:35:53.440 --> 00:35:55.519
Because, okay, raise your hand if you're perfect.
00:35:55.760 --> 00:35:58.719
Okay, so then you're just trapped, okay, because you lied earlier.
00:35:58.960 --> 00:35:59.280
No.
00:36:00.000 --> 00:36:05.519
Um, the growth of your business is inside your business, not outside your business.
00:36:06.639 --> 00:36:10.000
If you want to change your outer world, you've got to change your inner world.
00:36:10.239 --> 00:36:13.599
And your inner world is in that emotional intelligence and that emotional maturity.
00:36:13.679 --> 00:36:14.880
You guys all tracking with me?
00:36:14.960 --> 00:36:15.440
Okay, good.
00:36:15.679 --> 00:36:16.480
How do we do it?
00:36:16.719 --> 00:36:21.519
See, right now you think you have a whole bunch of choices, and I want you to write down MVP, most valuable player.
00:36:21.679 --> 00:36:25.840
Don't spell out most valuable player, but I want you to write down MVP.
00:36:25.920 --> 00:36:26.800
It's an acronym.
00:36:27.039 --> 00:36:28.000
Alright?
00:36:28.400 --> 00:36:28.719
Okay?
00:36:29.119 --> 00:36:32.480
And here's what they stand for mission, values.
00:36:32.559 --> 00:36:35.199
I might be screwing up the video that they want, probably should stay up here.
00:36:35.280 --> 00:36:35.760
Is there video?
00:36:35.920 --> 00:36:36.480
Oh, yeah, there is.
00:36:36.639 --> 00:36:38.559
Yikes, misbehaving.
00:36:38.800 --> 00:36:40.320
Rookie speaker, right?
00:36:40.800 --> 00:36:42.239
Mission, values, principles.
00:36:42.320 --> 00:36:43.199
Oh, I've read that before.
00:36:43.440 --> 00:36:44.320
See, watch this.
00:36:44.400 --> 00:36:47.679
And a gentleman in the back that I just met today, he says, you know, we don't need to learn more.
00:36:47.760 --> 00:36:49.199
We need to be reminded.
00:36:49.840 --> 00:36:55.440
And see, and if you if you've heard someone today or even hearing me, oh, I've heard that before, oh, you have good, so you're executing at 100%.
00:36:55.679 --> 00:36:56.239
No, you're not.
00:36:56.320 --> 00:36:57.519
You're not executing at 20%.
00:36:57.840 --> 00:36:58.400
I know.
00:36:58.559 --> 00:37:14.480
Like when you do 5,000 one-on-one coaching calls a year for five plus years with the best in the world, documented by their rankings, you come to find out what's true and what's not.
00:37:14.719 --> 00:37:17.360
So I want to have you go back and revisit this.
00:37:17.519 --> 00:37:20.559
Today's Wednesday, so maybe it's over the weekend, maybe it's tonight.
00:37:20.800 --> 00:37:29.360
See, here's the thing for me, because I'm a very simple person, I find the people that complicate things don't get things done, okay, because they get overwhelmed.
00:37:29.599 --> 00:37:31.519
And so I have to keep things really, really simple.
00:37:31.679 --> 00:37:33.760
See, you think you have multiple choices every day.
00:37:33.840 --> 00:37:35.760
You have one choice every day.
00:37:36.400 --> 00:37:39.920
Will you make your decision based on your mission, values, and principles?
00:37:40.079 --> 00:37:42.480
The problem is you don't have them, okay?
00:37:42.639 --> 00:37:45.440
Well, this is what I value, this is a principle.
00:37:45.679 --> 00:37:48.480
No, they don't run through your veins.
00:37:48.800 --> 00:37:50.480
Okay, so here's your definition.
00:37:50.719 --> 00:37:54.079
My uneducated, but it worked out okay for me.
00:37:54.320 --> 00:37:54.639
Okay.
00:37:56.000 --> 00:37:58.079
Definition of mission, okay?
00:37:59.440 --> 00:38:01.440
Something that serves the greater good.
00:38:02.079 --> 00:38:02.960
Period.
00:38:04.320 --> 00:38:08.239
What do you do every day in your business that serves the greater good?
00:38:08.480 --> 00:38:13.199
See, the mistake that we make when we're out there prospecting and we're marketing, who are we typically thinking about?
00:38:13.360 --> 00:38:14.559
Let's be honest.
00:38:14.800 --> 00:38:16.559
Ourself and our results.
00:38:16.800 --> 00:38:18.480
You've got it backwards.
00:38:19.519 --> 00:38:21.199
You've got it backwards.
00:38:22.159 --> 00:38:23.679
And you think people say no to you?
00:38:23.760 --> 00:38:25.440
No, you know what they're saying to you?
00:38:25.760 --> 00:38:30.400
The business relationship equity account is empty.
00:38:30.800 --> 00:38:35.760
You haven't made deposits in the business relationship equity account.
00:38:36.000 --> 00:38:36.800
Period.
00:38:38.639 --> 00:38:39.280
Values.
00:38:39.440 --> 00:38:41.679
This is my definition of values, okay?
00:38:41.920 --> 00:38:45.840
Values are the experience that I want you to have of me and me to have of you.
00:38:46.079 --> 00:38:47.840
You to have of me and me to have of you.
00:38:48.000 --> 00:38:56.159
Do you know, do you have it ingrained in you right now when you're on the phone with someone, when you interact with a recruit, when you're talking to your downline, when you're training?
00:38:56.320 --> 00:39:03.039
Are you crystal clear on the experience that you are so passionate about and believe in that you want people to have of you?
00:39:03.280 --> 00:39:03.760
Are you?
00:39:04.000 --> 00:39:05.039
I don't need the answer.
00:39:05.119 --> 00:39:05.440
I am.
00:39:05.599 --> 00:39:10.079
Fun, love, dignity, respect, humility, vulnerability, transparency, volunteerism.
00:39:10.320 --> 00:39:15.519
Fun, love, dignity, respect, humility, vulnerability, transparency, volunteerism.
00:39:15.679 --> 00:39:16.400
Those are values.
00:39:16.559 --> 00:39:17.280
See the go-to.
00:39:17.519 --> 00:39:19.360
Now let me go to principles, okay?
00:39:19.599 --> 00:39:21.199
Principles are law.
00:39:22.159 --> 00:39:22.480
Okay?
00:39:22.880 --> 00:39:24.719
Four core principles.
00:39:25.039 --> 00:39:26.880
What are the laws that guide you no matter what?
00:39:27.039 --> 00:39:28.400
Number one, personal responsibility.
00:39:28.480 --> 00:39:29.360
I will tell you this.
00:39:29.519 --> 00:39:30.719
I'm gonna come back to it.
00:39:30.960 --> 00:39:35.840
If you, because we always catch yourself anytime you blame something else.
00:39:36.079 --> 00:39:37.280
Well, the market's bad.
00:39:37.440 --> 00:39:38.400
Oh, okay.
00:39:38.639 --> 00:39:40.960
Well, you're gonna sit in the bad market for a while.
00:39:41.199 --> 00:39:41.519
Okay?
00:39:41.840 --> 00:39:43.039
How's your behavior?
00:39:43.280 --> 00:39:45.760
I mean, it's really the math is the path.
00:39:46.559 --> 00:39:52.960
I mean, who would agree that you had to do probably about 75% less work to generate a sale in 2021?
00:39:53.119 --> 00:39:53.760
Fair enough?
00:39:53.920 --> 00:39:55.199
About 70%, yeah, right?
00:39:55.360 --> 00:39:57.440
Well, wow, that was real hard to figure out.
00:39:57.599 --> 00:40:00.079
So then that means I just need to do more work.
00:40:00.559 --> 00:40:01.519
Well, I don't want to.
00:40:01.599 --> 00:40:03.760
Then get a different job or stop complaining.
00:40:03.920 --> 00:40:06.719
Like it's not that complicated, right?
00:40:08.000 --> 00:40:10.559
The market's not bad, the market's different.
00:40:10.880 --> 00:40:16.559
See, what I want you to do is write down the word bad, and I want you to strike that word.
00:40:18.079 --> 00:40:22.719
The market is the contrast you need to show you what you need to do.
00:40:24.960 --> 00:40:25.679
That's it.
00:40:26.159 --> 00:40:28.639
Principles, personal responsibility.
00:40:28.880 --> 00:40:30.400
I own every outcome.
00:40:30.639 --> 00:40:37.840
The most valuable thing that you could go back to, and we've got to sit with ourselves, and you know, you heard it in my values humility, vulnerability, transparency.
00:40:38.000 --> 00:40:39.039
You gotta sit with yourself.
00:40:39.119 --> 00:40:43.519
If you want to grow and you want to go to like really, really big places, it's not magical, man.
00:40:43.599 --> 00:40:44.800
It's inside you.
00:40:45.039 --> 00:40:49.920
When you can get humble with yourself and vulnerable with yourself and transparent with yourself and say, you know what?
00:40:50.159 --> 00:40:52.800
Where am I blaming everything but me?
00:40:54.000 --> 00:40:54.880
Anything.
00:40:55.039 --> 00:40:59.920
The quality of the leads, that seller, you picked them, my ex-husband.
00:41:00.000 --> 00:41:01.519
You picked him too.
00:41:06.639 --> 00:41:07.679
Might be a pattern.
00:41:07.760 --> 00:41:10.000
I mean, listen, my two former wives.
00:41:10.159 --> 00:41:11.760
X sounds so rude to me, but whatever.
00:41:12.000 --> 00:41:13.840
So you may say, well, mine is an X.
00:41:14.079 --> 00:41:15.360
But, anyways.
00:41:15.920 --> 00:41:16.960
Great human beings.
00:41:17.119 --> 00:41:20.000
There was one common denominator with those two former wives of mine.
00:41:20.159 --> 00:41:21.440
Anyone want to guess what it was?
00:41:21.679 --> 00:41:23.039
This dipshit.
00:41:24.639 --> 00:41:24.960
Okay?
00:41:25.519 --> 00:41:29.679
I had to grow up and I did, and I've I've I've been fortunate with uh my wife.
00:41:29.760 --> 00:41:31.039
There's a few people in here that know her.
00:41:31.119 --> 00:41:32.480
She's awesome.
00:41:32.800 --> 00:41:36.480
And I'm a lot of work, but she keeps me in line.
00:41:36.800 --> 00:41:38.880
Leave here and take responsibility, okay?
00:41:39.119 --> 00:41:40.000
Own every hour.
00:41:40.159 --> 00:41:42.000
I want you to write a list of what am I not owning?
00:41:42.159 --> 00:41:44.480
What am I what am I complaining about in my life?
00:41:44.719 --> 00:41:44.960
Okay.
00:41:45.280 --> 00:41:47.599
Then underneath that, see, these are the exercises, man.
00:41:47.679 --> 00:41:54.159
If you wake up every day, and Carrie and I had a great opportunity to spend some time together backstage talking about these things, just in general, right?
00:41:54.239 --> 00:41:54.400
Okay.
00:41:54.719 --> 00:41:56.719
Then we start looking at the things, okay?
00:41:56.800 --> 00:41:58.559
Like, like, for example, you don't like your boss?
00:41:58.639 --> 00:42:00.400
Well, it's not you so that's your problem.
00:42:00.559 --> 00:42:01.519
You chose them.
00:42:01.840 --> 00:42:03.039
You chose them.
00:42:03.679 --> 00:42:04.800
Like you did.
00:42:05.360 --> 00:42:05.679
Okay?
00:42:06.400 --> 00:42:07.519
You don't like what you're paid?
00:42:07.679 --> 00:42:08.880
Well, freaking do better.
00:42:09.039 --> 00:42:11.679
Well, they should give me a raise because I've been here this long.
00:42:11.760 --> 00:42:12.639
That ain't how you get money.
00:42:12.719 --> 00:42:14.480
You you know how you you know you earn more money?
00:42:14.639 --> 00:42:15.360
You give more.
00:42:15.599 --> 00:42:17.360
Give more than expected of you.
00:42:18.719 --> 00:42:19.519
Just how it is.
00:42:19.679 --> 00:42:21.679
And no one, no one asks me, no team leaders ask me.
00:42:22.000 --> 00:42:24.639
I just know because you know what, those are the things that really, really work.
00:42:24.960 --> 00:42:33.039
Lose your entitlement that you have, lose your entitlement as a team leader, lose your entitlement as an agent, lose your entitlement as a as a um as a staff member.
00:42:33.199 --> 00:42:34.320
Don't be a doormat.
00:42:34.639 --> 00:42:38.480
But you want to know what if you want more, time on task doesn't get you more.
00:42:38.639 --> 00:42:41.360
Giving more than's expected of you gets you more.
00:42:42.320 --> 00:42:43.920
That's how life works, man.
00:42:44.159 --> 00:42:44.639
Right?
00:42:44.960 --> 00:42:46.079
Personal responsibility.
00:42:46.239 --> 00:42:47.519
Number two, commitment.
00:42:47.760 --> 00:42:49.119
You know what I want you guys to do?
00:42:49.280 --> 00:42:51.119
I want you to take this word here.
00:42:51.599 --> 00:42:51.840
Okay?
00:42:58.159 --> 00:42:59.920
Oh, it inflames you.
00:43:00.719 --> 00:43:01.920
I gotta be light.
00:43:10.559 --> 00:43:11.199
Lose it.
00:43:12.000 --> 00:43:14.079
A goal is just a good idea.
00:43:15.119 --> 00:43:16.719
Let's go inside the human brain.
00:43:16.800 --> 00:43:18.320
I got close, I tried.
00:43:18.480 --> 00:43:20.159
I'm shooting for my goal.
00:43:20.480 --> 00:43:24.880
You wanna like a goal versus the second principle of commitment?
00:43:25.679 --> 00:43:27.440
Because commitment's measured one way.
00:43:27.519 --> 00:43:28.559
How's commitment measured?
00:43:28.719 --> 00:43:29.519
Anyone know?
00:43:30.480 --> 00:43:33.519
You did it or you didn't.
00:43:34.159 --> 00:43:35.039
Period.
00:43:35.679 --> 00:43:37.199
Well, I got close, I tried.
00:43:37.360 --> 00:43:38.639
Oh, good job.
00:43:38.880 --> 00:43:40.000
Try better.
00:43:43.119 --> 00:43:45.760
Versus, and this is what people don't like.
00:43:46.480 --> 00:43:47.599
What'd you commit to?
00:43:47.840 --> 00:43:50.079
And that's why I want you guys to be real clear with yourself.
00:43:50.320 --> 00:43:51.519
What'd you commit to?
00:43:53.599 --> 00:43:54.480
How much?
00:43:56.480 --> 00:43:57.119
By when.
00:44:00.960 --> 00:44:02.239
Did you do it?
00:44:02.559 --> 00:44:04.559
Well, I did you do it?
00:44:04.800 --> 00:44:05.760
You know it.
00:44:06.159 --> 00:44:07.199
Did you do it?
00:44:07.440 --> 00:44:09.199
Well, I'm gonna try.
00:44:11.920 --> 00:44:13.039
No, I didn't.
00:44:13.360 --> 00:44:13.920
Great.
00:44:14.239 --> 00:44:15.760
What got in the way?
00:44:16.559 --> 00:44:20.000
In the realm of all that's possible, could you have kept the commitment?
00:44:21.039 --> 00:44:24.239
Knowing what you know now, what would you do differently?
00:44:25.360 --> 00:44:28.800
Congratulations on what you have accomplished.
00:44:29.119 --> 00:44:30.639
Do you want to recommit?
00:44:31.440 --> 00:44:33.679
See, this is a mental game, you guys.
00:44:34.880 --> 00:44:36.559
It's really that simple.
00:44:36.880 --> 00:44:37.519
Commitment.
00:44:37.679 --> 00:44:40.000
Personal responsibility, commitment.
00:44:40.480 --> 00:44:41.440
Commitment.
00:44:42.159 --> 00:44:43.199
Accountability.
00:44:43.360 --> 00:44:45.519
And this is where you've got to do deep work.
00:44:45.679 --> 00:44:47.119
It's just the way it is.
00:44:47.599 --> 00:44:52.079
Most of you were held accountable in your youth the wrong way.
00:44:52.159 --> 00:44:53.039
You were condemned.
00:44:53.199 --> 00:44:54.159
You were judged.
00:44:54.320 --> 00:44:58.800
And so what happens is, see, losers move away from accountability.
00:44:59.039 --> 00:45:01.360
Winners move towards accountability.
00:45:01.920 --> 00:45:05.199
Losers move away from accountability.
00:45:05.440 --> 00:45:07.519
Winners move towards accountability.
00:45:07.679 --> 00:45:14.239
Now, if you have someone in your life that doesn't know how to hold you accountable the right way, then that's a different situation.
00:45:14.639 --> 00:45:18.880
But what you've got to do is, see, here's a definition I want you to write down about accountability.
00:45:18.960 --> 00:45:25.119
If you can do personal responsibility, talk to 20 people, embrace accountability, you won't lose.
00:45:27.199 --> 00:45:33.920
Who has a voice of reason in their life, a person where you're going to try something or do something crazy and you say, What's your name, sir?
00:45:34.480 --> 00:45:35.199
Wesley?
00:45:35.440 --> 00:45:37.920
And I go, hey, Wesley, you know, Wesley's my boy.
00:45:38.159 --> 00:45:38.719
We're tight.
00:45:38.880 --> 00:45:39.760
We've been friends forever.
00:45:39.840 --> 00:45:41.440
Hey, Wesley, I'm thinking about doing this.
00:45:41.519 --> 00:45:44.000
And Wesley go, you are a stupid ass.
00:45:44.320 --> 00:45:45.840
What are you thinking?
00:45:46.960 --> 00:45:49.039
And you'd go, what really?
00:45:49.199 --> 00:45:51.360
Yeah, man, you know better than that.
00:45:51.840 --> 00:45:52.159
Okay?
00:45:52.559 --> 00:45:54.800
Well, no, why can Wesley do that?
00:45:55.360 --> 00:45:56.000
Love.
00:45:56.480 --> 00:45:58.880
Okay, man, put your man card away.
00:45:59.360 --> 00:46:00.000
Love.
00:46:01.599 --> 00:46:03.920
Accountability is the highest form of love.
00:46:04.079 --> 00:46:05.840
Ladies, I know you've got someone too.
00:46:05.920 --> 00:46:06.800
What do you think of this outfit?
00:46:06.880 --> 00:46:09.039
What do you think of my hair looks like shit?
00:46:09.199 --> 00:46:10.639
What are you doing?
00:46:11.039 --> 00:46:11.679
Really?
00:46:12.079 --> 00:46:12.719
No way.
00:46:13.280 --> 00:46:18.239
But if someone comes off the street and tells you your hair looks like shit, you're gonna freaking knock them out, right?
00:46:19.039 --> 00:46:22.559
And call them a lot of different languages things.
00:46:24.159 --> 00:46:25.440
Are you discerning this?
00:46:25.599 --> 00:46:28.000
See, these are the little things that we run from.
00:46:28.159 --> 00:46:35.760
We run from personal, you're not running from phone calls, you're not running from rejection, you're running from principles.
00:46:37.360 --> 00:46:39.599
You're running from principles.
00:46:42.000 --> 00:46:44.880
Accountability is the highest form of love you can show a human being.
00:46:45.119 --> 00:46:45.920
Period.
00:46:46.320 --> 00:46:47.440
Now here's the thing.
00:46:47.599 --> 00:46:52.480
If you have someone in your life that's holding you accountable, what you've got to watch for is the language they use.
00:46:52.719 --> 00:46:57.119
How many leaders here are in a role, or anyone here is in a role where they hold people accountable?
00:46:57.199 --> 00:46:57.519
Anyone?
00:46:57.599 --> 00:46:58.079
Raise your hands.
00:46:58.239 --> 00:46:58.719
Good, good.
00:46:58.800 --> 00:47:00.239
So let me help you with that, okay?
00:47:00.400 --> 00:47:01.760
On the accountability thing.
00:47:02.000 --> 00:47:08.559
See, listen, if you're not holding people accountable, you are lacking integrity.
00:47:09.280 --> 00:47:11.199
You're lacking integrity.
00:47:11.519 --> 00:47:16.800
We need a specific, measurable commitment with a deadline, how much by when.
00:47:18.159 --> 00:47:18.800
Right?
00:47:21.360 --> 00:47:30.960
And so when we take a look at this, if if you keep moving away from accountability, all you're doing is kicking the can down the road.
00:47:31.199 --> 00:47:32.559
You are just avoiding it.
00:47:32.639 --> 00:47:34.239
So we take a look at personal responsibility.
00:47:34.320 --> 00:47:36.320
We take a look at do I do what I say I'm gonna do?
00:47:36.400 --> 00:47:37.199
That's commitment.
00:47:37.360 --> 00:47:38.559
It's only measured that way.
00:47:38.719 --> 00:47:40.639
Now we've got accountability.
00:47:41.519 --> 00:47:43.679
But I need to help you do it right.
00:47:43.920 --> 00:47:49.280
When you sit down with someone for accountability, the first thing to do is this.
00:47:49.440 --> 00:47:53.199
Let's check in where you at versus where you wanted to be.
00:47:53.840 --> 00:47:56.400
Where you at versus where you wanted to be.
00:47:57.440 --> 00:48:00.719
Knowing what you know now, what could you have done differently?
00:48:00.960 --> 00:48:02.000
What am I doing?
00:48:02.079 --> 00:48:04.880
I'm not telling, hey, you need to make this many calls.
00:48:04.960 --> 00:48:07.920
If you don't do that, you're not gonna get your kids in private school next year.
00:48:08.079 --> 00:48:10.000
You're not gonna be able to go on that vacation.
00:48:10.159 --> 00:48:13.039
You know, this is the tenth time we've had this meeting.
00:48:13.840 --> 00:48:14.159
No.
00:48:15.280 --> 00:48:19.360
Self-discovery is the highest form of human persuasion.
00:48:19.519 --> 00:48:20.239
Oh, wait a minute.
00:48:20.400 --> 00:48:22.079
Could I work with use that in recruiting?
00:48:22.159 --> 00:48:22.800
Oh, yeah.
00:48:23.119 --> 00:48:26.480
See, what you're doing as a leader, you're trying to recruit someone to take action.
00:48:26.639 --> 00:48:29.840
What you're doing as a real estate agent, you're trying to recruit someone to take action.
00:48:30.000 --> 00:48:31.440
Are you following this?
00:48:31.760 --> 00:48:33.679
I mean, it's just really simple.
00:48:34.000 --> 00:48:42.320
All we all do every single day is to try and move someone from point A to point B, but raise your hand if you can make someone do something.
00:48:46.000 --> 00:48:48.000
It's good, I gotta raise your hand.
00:48:48.239 --> 00:48:50.159
No, who's got kids?
00:48:51.119 --> 00:48:54.159
Yeah, keep that hand up if you can make them do shit.
00:48:54.559 --> 00:48:56.719
Can't get them to do jack shit.
00:48:58.320 --> 00:48:58.960
Right?
00:48:59.760 --> 00:49:02.000
How many of you play games and manipulate?
00:49:02.079 --> 00:49:04.000
Hey, if you do this, we'll do that.
00:49:04.960 --> 00:49:08.559
I mean, we've got animals, you know, and so we do tricks with our animals too to get them.
00:49:08.639 --> 00:49:09.519
They're like our kids.
00:49:09.679 --> 00:49:13.119
We think if you own animals, they should be treated like a family member.
00:49:14.400 --> 00:49:16.239
Here's let me help you.
00:49:16.559 --> 00:49:20.800
This this will this will help you in in a recruiting interview.
00:49:20.960 --> 00:49:27.119
This will help you in working with a buyer or a seller in a presentation on the phone in a coaching session.
00:49:27.440 --> 00:49:32.159
Lose the word why from your vocabulary right now.
00:49:33.360 --> 00:49:37.360
See, the only way to move people is to get their guard down.
00:49:37.840 --> 00:49:39.920
When I ask you, did you do it?
00:49:40.000 --> 00:49:40.639
What's your name, sir?
00:49:40.800 --> 00:49:41.440
Ramey?
00:49:41.760 --> 00:49:42.480
Ramey.
00:49:42.719 --> 00:49:43.039
Okay?
00:49:43.519 --> 00:49:48.320
So, Rami, let's pretend that uh you committed to take two listings this week.
00:49:48.480 --> 00:49:50.960
Okay, and now I'm checking in with you, right?
00:49:51.199 --> 00:49:52.719
And you didn't do it, okay?
00:49:52.880 --> 00:49:54.559
So, Rami, hey, let's check in.
00:49:54.639 --> 00:49:55.840
What did you commit to last week?
00:49:56.000 --> 00:49:56.639
What were you gonna do?
00:49:57.039 --> 00:49:58.159
Two listings, great.
00:49:58.320 --> 00:49:59.440
Did you get them?
00:50:02.320 --> 00:50:04.159
You see, and he doesn't listen either.
00:50:04.400 --> 00:50:06.559
I told him to say he didn't get them.
00:50:08.000 --> 00:50:08.639
You didn't.
00:50:08.880 --> 00:50:09.280
Ready?
00:50:09.440 --> 00:50:09.920
Watch.
00:50:10.239 --> 00:50:10.880
Why?
00:50:12.480 --> 00:50:13.519
It's over.
00:50:14.480 --> 00:50:15.519
It's over.
00:50:17.840 --> 00:50:18.159
Okay?
00:50:18.559 --> 00:50:19.679
Now we go here.
00:50:22.239 --> 00:50:25.360
Okay, knowing what you know now, what could you have done differently?
00:50:25.679 --> 00:50:27.360
He's just gonna tell me a story.
00:50:27.519 --> 00:50:44.880
You guys, like your life, like these don't abandon your listing presentation, your buyer presentation, your recruiting interview, but by God, have it framed with questions that allow self-discovery.
00:50:45.679 --> 00:50:46.960
So annoying, what you know now?
00:50:47.039 --> 00:50:48.159
Well, I could have called more people.
00:50:48.320 --> 00:50:49.039
Okay, great.
00:50:49.199 --> 00:50:51.039
So, is that about your schedule?
00:50:51.199 --> 00:50:52.639
Is that about discomfort?
00:50:52.719 --> 00:50:53.440
What do you think it's about?
00:50:53.519 --> 00:50:55.440
What do you what do you think it's about?
00:50:56.239 --> 00:50:56.559
Okay?
00:50:57.119 --> 00:50:58.880
See, slow is watch this.
00:50:59.119 --> 00:51:02.639
Anyone that's done coaching with people, you want to get to the truth and be precise, right?
00:51:02.800 --> 00:51:04.960
Slow is fast and fast is slow.
00:51:06.079 --> 00:51:19.760
And you've got to, that time that you'll take with someone, or that time someone takes with you, can move them because they self-discover it versus okay, because here's what you don't want a coaching session to be, here's what you don't want a presentation to be, okay?
00:51:20.000 --> 00:51:22.480
Is okay, I'm just gonna get through this and move on.
00:51:22.719 --> 00:51:24.639
There's no growth in that, right?
00:51:25.360 --> 00:51:29.679
Personal responsibility, commitment, accountability, and here's the last one.
00:51:30.000 --> 00:51:34.159
And this is gonna take us into what's gonna really move your business.
00:51:34.320 --> 00:51:35.840
The last one is this.
00:51:40.079 --> 00:51:41.679
Oh, I already lost my pen.
00:51:41.760 --> 00:51:43.119
That's about how I play here.
00:51:43.440 --> 00:51:44.079
Cool.
00:51:44.800 --> 00:51:46.719
Oh no, it's in my pocket.
00:51:47.679 --> 00:51:49.760
Kind of like, where's my phone?
00:51:50.639 --> 00:51:51.519
Right there.
00:51:54.480 --> 00:51:55.360
Contribution.
00:51:56.800 --> 00:51:57.519
Period.
00:51:58.079 --> 00:52:01.440
This is one of the most loosely used terms in our industry.
00:52:08.639 --> 00:52:14.880
I want you to move away from cause and effect, investment return.
00:52:15.599 --> 00:52:22.079
See, the reason people are saying no to you right now, I don't know if you've ever been in this situation, but I have at some point.
00:52:22.159 --> 00:52:30.239
We all, I mean, listen, I think anyone here ever go through from from from the time you got you moved out on your own up until now, you ever go through some money problems?
00:52:30.400 --> 00:52:31.920
Anyone ever have money problems here?
00:52:32.239 --> 00:52:32.880
Oh, good.
00:52:32.960 --> 00:52:36.400
Uh okay, seven more liars in the room, but that's all right.
00:52:37.440 --> 00:52:40.639
Go to the ATM machine, put money in.
00:52:40.880 --> 00:52:42.639
Shit, must be broken.
00:52:45.280 --> 00:52:46.880
The machine's saying no.
00:52:47.280 --> 00:52:48.400
You haven't made deposits.
00:52:48.559 --> 00:52:52.559
Ladies and gentlemen, I'll use an example of my son.
00:52:52.960 --> 00:52:53.280
Okay.
00:52:53.599 --> 00:52:57.039
Well, he's not real estate, he's a real estate coach, never sold real estate in his life.
00:52:57.360 --> 00:52:59.760
A year ago, he decided to get into coaching.
00:53:00.639 --> 00:53:03.519
He built an online fitness and nutrition business.
00:53:03.760 --> 00:53:07.760
He was a personal trainer, and I said, Hey, come on, be a be a coach.
00:53:08.719 --> 00:53:11.679
Um, let's build a Chebback Live Wellness.
00:53:11.760 --> 00:53:14.719
So, you know, coaching online for fitness and nutrition.
00:53:14.880 --> 00:53:15.760
Cool, great.
00:53:15.920 --> 00:53:17.280
So, what do I do?
00:53:17.679 --> 00:53:22.800
You post three times a day, you email every single day, and you give away lead magnets.
00:53:23.039 --> 00:53:25.360
Does that sound like real estate people could do that too?
00:53:25.440 --> 00:53:26.239
Yes or no?
00:53:26.480 --> 00:53:26.800
Yeah.
00:53:26.960 --> 00:53:30.239
Oh, but they tell us that, you know, that's that's avoiding the work.
00:53:30.400 --> 00:53:32.239
Well, you gotta do the other work too.
00:53:32.559 --> 00:53:32.880
Okay.
00:53:34.559 --> 00:53:37.119
Well, because I see his PL.
00:53:38.159 --> 00:53:42.079
In December, he did$200,000 in income.
00:53:44.320 --> 00:53:45.920
And there's one reason why.
00:53:46.239 --> 00:53:47.280
Contribution.
00:53:47.920 --> 00:53:48.719
Period.
00:53:50.000 --> 00:53:53.599
What I want to take you guys into from a that's the foundational stuff.
00:53:53.760 --> 00:53:55.119
Here's what I need you guys to know.
00:53:55.280 --> 00:53:55.920
Ready?
00:53:56.239 --> 00:53:59.199
I teased you up front about being an innovator.
00:53:59.360 --> 00:53:59.679
Okay?
00:53:59.840 --> 00:54:05.360
But now I'm gonna ask you a question, and this is this is where the opportunity is to really grow.
00:54:05.440 --> 00:54:08.239
Because if you are doing it, then I'm gonna ask you some specific questions.
00:54:08.400 --> 00:54:08.719
Okay.
00:54:10.800 --> 00:54:15.280
Everything, everything, everything rises and falls on contribution.
00:54:15.440 --> 00:54:18.800
People aren't saying no to you because you use the wrong script.
00:54:19.280 --> 00:54:25.360
People are saying no to you because you have not made enough deposits in the business relationship equity account.
00:54:25.519 --> 00:54:28.960
People are saying no to you because they don't know you like you, trust you.
00:54:29.119 --> 00:54:29.920
Oh, wait a minute.
00:54:30.000 --> 00:54:31.440
That's older than you are, that term.
00:54:31.599 --> 00:54:32.400
Isn't that funny?
00:54:32.559 --> 00:54:34.800
Yeah, that term is older than me.
00:54:35.280 --> 00:54:36.719
And it's still the truth.
00:54:36.880 --> 00:54:45.840
How many of you pay someone more for a service you could get somewhere else cheaper and just as good because of the person that's delivering that service?
00:54:46.079 --> 00:54:47.679
I see the heads nodding.
00:54:50.639 --> 00:54:50.960
Okay.
00:54:56.320 --> 00:54:59.199
Earlier I talked about being an innovator.
00:54:59.440 --> 00:55:00.400
I think it's important.
00:55:00.559 --> 00:55:01.199
I'm really happy.
00:55:01.280 --> 00:55:06.079
I mean, I'm not I'm not gonna be a hypocrite and say, I hired an AI coach, but you don't need to worry about it.
00:55:06.239 --> 00:55:08.320
Well, here's what I'd say to you, okay?
00:55:08.559 --> 00:55:14.400
What you need to worry about, though, is not putting a roof on a house that isn't framed.
00:55:15.920 --> 00:55:17.519
Because here's what's going to happen.
00:55:17.679 --> 00:55:21.280
You just keep spinning and spinning and spinning and spinning and spinning.
00:55:21.519 --> 00:55:23.840
So this keynote guy's here to teach me one thing?
00:55:23.920 --> 00:55:24.559
I am.
00:55:25.360 --> 00:55:30.639
What is the highest ROI marketing tool on the planet?
00:55:31.119 --> 00:55:32.320
Who knows?
00:55:34.159 --> 00:55:35.039
Email.
00:55:40.320 --> 00:55:43.679
Um, this may come, I hope it's not ego, but oh well, if it doesn't, I don't care.
00:55:43.760 --> 00:55:44.800
I operate from my heart.
00:55:44.880 --> 00:55:45.840
I know I am.
00:55:46.400 --> 00:55:47.920
I'm rich.
00:55:50.000 --> 00:55:52.159
Rich because of email.
00:55:52.880 --> 00:55:53.679
Period.
00:55:54.480 --> 00:55:56.639
But I'm rich in my family life though, too.
00:55:56.800 --> 00:55:58.400
Don't get me wrong.
00:55:58.800 --> 00:55:59.599
100%.
00:56:00.880 --> 00:56:06.239
I can pay for surgeries at UCLA, because I'm the insurance.
00:56:06.480 --> 00:56:10.559
I can pay for surgeries at Mayo Clinic, because I'm the insurance.
00:56:10.719 --> 00:56:15.039
When the Vegas hospital, my daughter's had six heart surgeries in the last 14 months.
00:56:15.280 --> 00:56:16.800
And she was in that Vegas hospital.
00:56:16.960 --> 00:56:19.199
First, last night was the first time I wrote about this.
00:56:20.159 --> 00:56:25.920
And she was laying in that hospital bed, and they the lady came in, this doctor, she says, I would get in so much trouble for this.
00:56:26.000 --> 00:56:27.679
She's the lead heart surgeon.
00:56:27.760 --> 00:56:29.440
She says, get out of here.
00:56:30.239 --> 00:56:31.679
You're a zebra.
00:56:32.400 --> 00:56:34.000
We treat horses.
00:56:36.239 --> 00:56:38.000
Because of my daughter's heart condition.
00:56:39.199 --> 00:56:41.199
She said 31 heart surgeries now.
00:56:41.679 --> 00:56:44.079
This year's just been a real impactful one.
00:56:44.800 --> 00:56:46.239
Email paid for that.
00:56:48.159 --> 00:56:52.079
Email and three social media media posts today.
00:56:52.400 --> 00:56:56.719
My son launched a personal his fitness and nutrition business online.
00:56:57.280 --> 00:56:58.400
Email every day.
00:56:59.039 --> 00:57:00.159
Tony Hansen.
00:57:00.400 --> 00:57:01.519
You guys can look him up.
00:57:02.000 --> 00:57:02.320
Okay?
00:57:02.719 --> 00:57:03.599
Empirical Realty.
00:57:03.679 --> 00:57:07.440
And I'm gonna so I'm I'm giving you the examples, ladies and gentlemen.
00:57:07.920 --> 00:57:11.760
There's people in here who know who's, you know, when I give you names, there's people in here know who these people are, okay?
00:57:12.000 --> 00:57:13.679
I'm gonna tell you some stories, right?
00:57:14.880 --> 00:57:15.199
Okay.
00:57:15.840 --> 00:57:17.440
Tony Hansen, my client.
00:57:17.599 --> 00:57:22.400
Um you know what the basics are of it.
00:57:23.840 --> 00:57:27.039
I'm$2,000 for a 20-minute coaching call, and you gotta do one a week with me.
00:57:27.280 --> 00:57:28.239
That's$100 a minute.
00:57:28.559 --> 00:57:29.840
Period, that's how it is.
00:57:30.079 --> 00:57:30.400
Okay.
00:57:33.199 --> 00:57:35.199
For six months.
00:57:36.960 --> 00:57:38.559
Every week with their managers.
00:57:38.960 --> 00:57:41.440
They're in Charlotte and Raleigh up in there.
00:57:43.280 --> 00:57:46.719
20 minutes for managers.
00:57:46.960 --> 00:57:50.480
Guess what we talked about once a week for six months?
00:57:50.639 --> 00:57:51.519
Any guesses?
00:57:52.639 --> 00:57:58.559
How many calls did your agents make this week?
00:58:00.480 --> 00:58:03.440
Did you increase it yes or no?
00:58:05.519 --> 00:58:07.280
So let's do some math here.
00:58:07.679 --> 00:58:08.719
$8,000 a month.
00:58:08.880 --> 00:58:14.559
They paid$48,000 for six hours of my time.
00:58:15.760 --> 00:58:16.079
Okay.
00:58:16.639 --> 00:58:17.280
Huh.
00:58:17.519 --> 00:58:18.639
They were up.
00:58:20.880 --> 00:58:23.599
Then I said, have we established a new standard?
00:58:23.760 --> 00:58:24.639
Watch this, you guys.
00:58:24.800 --> 00:58:25.840
I don't want you to do more.
00:58:25.920 --> 00:58:27.440
I want you to establish a new standard.
00:58:27.599 --> 00:58:30.239
You know, if you're a great marketer and marketing is your thing, do that thing.
00:58:30.400 --> 00:58:31.440
If it's the phone, do that thing.
00:58:31.519 --> 00:58:32.559
If it's recruiting, do that thing.
00:58:32.639 --> 00:58:34.079
But just to establish a new standard.
00:58:34.159 --> 00:58:38.000
So we're six months into this.
00:58:38.239 --> 00:58:41.119
And I said, leaders, have we established a standard?
00:58:41.280 --> 00:58:42.480
Can you imagine that, guys?
00:58:43.119 --> 00:58:47.519
I'm gonna pay you$2,000 to talk to my foreign manager for 20 minutes and make sure they made enough calls.
00:58:47.599 --> 00:58:48.159
Well, I don't know.
00:58:48.239 --> 00:58:49.039
What else should we do?
00:58:49.360 --> 00:58:52.880
Should I entertain them or should I talk about what matters?
00:58:53.920 --> 00:58:55.679
What a concept.
00:58:56.960 --> 00:58:58.639
What a concept.
00:59:00.559 --> 00:59:03.519
But people fool us and think we need to do all this complicated stuff.
00:59:03.679 --> 00:59:04.559
I said, okay, good.
00:59:04.719 --> 00:59:06.000
Next phase.
00:59:07.440 --> 00:59:12.000
On the coaching call, we're gonna hold that standard, good, we're not gonna let it drop, good, we'll keep growing, good, good.
00:59:12.159 --> 00:59:12.400
Next.
00:59:12.559 --> 00:59:21.840
Everyone go to the CRM and let me know, on average, how many emails are being sent out to each lead a month?
00:59:22.880 --> 00:59:28.159
So this is a database with, I don't know, 500,000, you might have a million leads in there.
00:59:28.559 --> 00:59:38.960
Tell me what the average amount of emails were that the consumer received per month from their agents from their company.
00:59:39.039 --> 00:59:40.559
What was the average number?
00:59:40.800 --> 00:59:42.159
Go ahead, throw a number out.
00:59:43.760 --> 00:59:44.400
One.
00:59:46.159 --> 00:59:46.800
One.
00:59:47.440 --> 00:59:49.840
So guess what we did for the next six weeks?
00:59:50.159 --> 00:59:51.199
Boring John.
00:59:53.760 --> 00:59:54.400
Great.
00:59:54.639 --> 00:59:57.440
You're going to sit down and I want to challenge you.
00:59:57.679 --> 00:59:58.000
Okay?
00:59:58.400 --> 01:00:02.320
See, how many of you have ever in your career worked on scripts and dialogues objection handling?
01:00:02.480 --> 01:00:02.719
I have.
01:00:02.800 --> 01:00:03.280
Any of you?
01:00:03.440 --> 01:00:04.000
Oh, you have.
01:00:04.079 --> 01:00:04.719
Okay, good.
01:00:04.960 --> 01:00:06.639
Oh, so they're words, aren't they?
01:00:06.800 --> 01:00:07.760
Oh, that's right.
01:00:07.920 --> 01:00:13.440
So if I can send something by putting a button to thousands of people, wow, that's a script or a dialogue.
01:00:13.599 --> 01:00:14.800
What a concept.
01:00:15.039 --> 01:00:17.599
Oh, but then I can do it on social media too.
01:00:17.760 --> 01:00:18.719
What a concept.
01:00:18.880 --> 01:00:20.880
And not spend money.
01:00:21.440 --> 01:00:23.760
And write it in my own words.
01:00:24.559 --> 01:00:28.159
So he said, sales managers, here's what you're going to do at every sales meeting the next week.
01:00:28.239 --> 01:00:32.239
You're going to write, you're going to work together with them to write a seven-sentence email.
01:00:32.880 --> 01:00:33.199
Okay?
01:00:34.639 --> 01:00:36.079
A seven-sentence email.
01:00:36.159 --> 01:00:38.320
One that's value-based, one that doesn't ask people.
01:00:38.480 --> 01:00:39.760
So let me give you some examples.
01:00:39.920 --> 01:00:44.960
You guys, you can go go into like like I am a fan of because I'm a copywriter.
01:00:45.039 --> 01:00:45.679
That's my thing.
01:00:45.760 --> 01:00:46.800
I'm a writer.
01:00:46.880 --> 01:00:49.360
Um, and we've tested it with Spring Benson.
01:00:49.519 --> 01:00:54.719
She was she was she was using AI to write emails, and then she was writing emails, and we tested it.
01:00:54.880 --> 01:00:59.280
Written, handwritten emails outperform AI 1021.
01:01:00.000 --> 01:01:00.719
Period.
01:01:01.840 --> 01:01:02.559
Period.
01:01:02.880 --> 01:01:04.559
But listen, write this down the two.
01:01:04.800 --> 01:01:06.000
But done's better than perfect.
01:01:06.079 --> 01:01:07.440
So don't don't not do it.
01:01:07.599 --> 01:01:13.280
Chip Black's looking over my shoulder saying, well, this is gonna be shit since I didn't write it, so I'm not doing it.
01:01:13.519 --> 01:01:13.840
Okay.
01:01:14.639 --> 01:01:16.400
Just get the habit.
01:01:16.960 --> 01:01:19.280
So they could they spent the sales meeting.
01:01:19.360 --> 01:01:20.000
You guys watch this.
01:01:20.159 --> 01:01:26.159
John, we're in 2026, and you're talking to us about how many people we should call and and an email and writing it.
01:01:26.320 --> 01:01:28.159
Yes! Because guess what?
01:01:28.320 --> 01:01:29.119
Two words.
01:01:29.440 --> 01:01:30.719
It works.
01:01:34.559 --> 01:01:37.039
So we did that the next six weeks.
01:01:37.519 --> 01:01:38.719
Guess what happened?
01:01:39.039 --> 01:01:42.559
Answer rate went up 40%, and appointments went up 40%.
01:01:45.360 --> 01:01:49.519
How many of you have at least 100 people in your database right now that you could email?
01:01:49.679 --> 01:01:50.320
100, 100 people.
01:01:50.400 --> 01:01:50.880
Raise your hands up.
01:01:50.960 --> 01:01:51.519
Hi, hi, hi.
01:01:51.840 --> 01:01:52.639
Okay, good.
01:01:54.000 --> 01:01:55.039
I promise you.
01:01:55.199 --> 01:02:00.639
And how many of you are writing, and this isn't to pick on, I'm here to discover the little gap.
01:02:00.800 --> 01:02:05.760
See, see, it's like, oh, that sounded really cool, and you go back and go to do it, it's like, oh shit, that's complicated.
01:02:05.840 --> 01:02:06.480
I'm not gonna do it.
01:02:06.639 --> 01:02:12.559
Well, I'm gonna give you something that's really simple, it's not sexy, so then it's not expensive enough or hard enough, so you won't do it.
01:02:13.199 --> 01:02:15.679
But the ones that do win, we're really, really big.
01:02:15.840 --> 01:02:22.000
My highest level recruiters, best salespeople, they're they're freaking following this process no matter what business you're in.
01:02:22.159 --> 01:02:22.800
Email works.
01:02:22.880 --> 01:02:24.639
Here's what I want you to do, okay?
01:02:26.159 --> 01:02:29.679
Is I need you to go back, right?
01:02:30.719 --> 01:02:33.199
And number one, create a spreadsheet.
01:02:33.360 --> 01:02:39.679
And what I want on that spreadsheet is the date the email was sent, the subject line, and the open rate.
01:02:41.119 --> 01:02:46.079
The date the email was sent, the subject line, and the open rate.
01:02:46.719 --> 01:02:56.719
Now, if you're going to the, I'll give you some simple ones, and by the way, one uh one of the things you'll notice about me is I'll mention names, not to name drop, but so that you can go do research and see that's a real human.
01:02:56.800 --> 01:02:57.440
You know what I mean?
01:02:57.599 --> 01:02:59.360
Oh, this person did this when?
01:02:59.599 --> 01:03:01.360
Back in 1925.
01:03:04.000 --> 01:03:07.599
Eva Lynn, E V A Space L-I-N.
01:03:07.920 --> 01:03:12.960
Eva Lynn did$150 million as a coaching client of mine, EXP agent.
01:03:13.119 --> 01:03:14.960
Have you guys met Eva before or no?
01:03:15.360 --> 01:03:15.679
No?
01:03:15.920 --> 01:03:16.239
Okay.
01:03:16.800 --> 01:03:21.840
We tried to turn leads on for her, and she said, turn them back off.
01:03:22.559 --> 01:03:24.559
I've got too much business.
01:03:25.360 --> 01:03:27.280
So here were emails that she sent.
01:03:27.440 --> 01:03:27.920
Ready?
01:03:28.159 --> 01:03:30.000
You've never heard these before, so get ready.
01:03:30.079 --> 01:03:31.920
It's gonna blow your freaking mind.
01:03:33.679 --> 01:03:35.840
And some of you are gonna see, I just want to catch you.
01:03:36.000 --> 01:03:37.920
See, this is where excellence is or is not.
01:03:38.000 --> 01:03:41.840
You think excellence is this magic thing in a gold box, and it's not.
01:03:42.079 --> 01:03:43.840
It's seeing these little things.
01:03:45.039 --> 01:03:47.599
Okay, it's the execution consistently.
01:03:47.760 --> 01:03:51.519
She did a market update email first week of the month.
01:03:53.280 --> 01:03:57.440
The next one she did, community events for the month.
01:03:57.840 --> 01:04:03.760
Next one she did was local highlighting a local restaurant.
01:04:04.000 --> 01:04:09.119
The next one she did was something with a mortgage company giving you a mortgage update.
01:04:09.760 --> 01:04:10.719
That's all.
01:04:10.880 --> 01:04:12.159
Oh, yeah, but that don't work.
01:04:12.239 --> 01:04:12.480
Really?
01:04:12.639 --> 01:04:13.119
Oh, cool.
01:04:13.280 --> 01:04:15.599
So you've been doing that for six months, once a week?
01:04:15.920 --> 01:04:17.039
Bullshit.
01:04:17.360 --> 01:04:23.679
See, that's the beautiful thing, is it and be careful what you you know, people say this complicated stuff, but it's not it's simple.
01:04:23.920 --> 01:04:26.320
See, it's it's the person that stays with it.
01:04:26.480 --> 01:04:28.960
She need 150 million.
01:04:29.119 --> 01:04:29.679
That's it.
01:04:29.840 --> 01:04:31.360
Here's what I need you guys to do.
01:04:31.519 --> 01:04:33.679
I need you, and and and watch this.
01:04:36.320 --> 01:04:40.400
I've spent probably seven figures on coaching for copywriting.
01:04:40.480 --> 01:04:43.440
So that's why I'm neurotic about copywriting.
01:04:43.679 --> 01:04:48.719
What's most important for me, okay, and for Dan and for Carrie, is for you guys to take action.
01:04:48.880 --> 01:04:50.639
It's the most important thing.
01:04:50.880 --> 01:04:52.639
So do this for me.
01:04:53.280 --> 01:05:18.159
Go into chat, go into Claude, go into Jannah, go into any of the environments you're in and ask it, please write me four seven sentence, seven-sentence emails that are about A, B, C, D, where the consumer would feel they're getting value from me, not that I'm trying to sell them.
01:05:19.280 --> 01:05:21.440
And it feels like a deposit.
01:05:21.840 --> 01:05:22.559
Now watch this.
01:05:22.639 --> 01:05:23.519
You know where people blow it?
01:05:23.599 --> 01:05:24.559
Guess what they do?
01:05:24.800 --> 01:05:25.199
Anyone?
01:05:25.360 --> 01:05:28.239
Anyone want to guess where they blow it in the at in these emails?
01:05:28.559 --> 01:05:29.039
Ready?
01:05:29.679 --> 01:05:32.400
If you'd like a free CMA, reach out to me.
01:05:32.719 --> 01:05:34.559
No links at all.
01:05:35.119 --> 01:05:38.400
Let me give you some science here, working with Dean Grassiosi, and Tony.
01:05:38.480 --> 01:05:40.400
I'm in a mastermind, there's 23 of us.
01:05:40.559 --> 01:05:42.320
It's not I'm the wonderful, it's the truth.
01:05:42.559 --> 01:05:47.519
Zina's private mastermind,$240,000 a year, 23 people, invite only.
01:05:48.159 --> 01:05:48.480
Okay?
01:05:49.920 --> 01:05:52.719
We meet three times a year for three days.
01:05:54.000 --> 01:05:55.440
So I've got pretty good data.
01:05:55.599 --> 01:05:59.119
Any of you guys ever been on a Dean or Tony's online events they do?
01:05:59.199 --> 01:05:59.760
Any of you guys ever?
01:06:00.079 --> 01:06:00.400
Done those?
01:06:00.480 --> 01:06:00.960
Sure, you have.
01:06:01.039 --> 01:06:05.039
They get millions of people on there, so they've got the data and they send the emails afterwards.
01:06:05.199 --> 01:06:10.320
Do not ask for anything until at least seven value-based emails.
01:06:10.559 --> 01:06:11.039
Nothing.
01:06:11.199 --> 01:06:12.960
Don't ask for a CMA.
01:06:13.119 --> 01:06:15.679
Don't ask for an appointment.
01:06:15.920 --> 01:06:16.880
Nothing.
01:06:18.239 --> 01:06:18.559
Okay.
01:06:19.599 --> 01:06:21.920
Now what I want you to do is this.
01:06:22.159 --> 01:06:26.320
Now create that, take that spreadsheet that's really simple, subject line.
01:06:26.400 --> 01:06:28.559
Let me help you with the email, why email doesn't work.
01:06:28.719 --> 01:06:29.039
Okay.
01:06:29.840 --> 01:06:34.960
Okay, the first part is number one, you've got to get that thing delivered.
01:06:35.119 --> 01:06:37.360
Stop using heavy stuff in there.
01:06:37.599 --> 01:06:37.920
Okay?
01:06:38.480 --> 01:06:44.320
I've learned right now, like just text inside your the body of your email.
01:06:44.480 --> 01:06:45.199
No links.
01:06:45.360 --> 01:06:45.599
Okay?
01:06:45.920 --> 01:06:48.159
Just trust me, test this for 90 days.
01:06:48.320 --> 01:06:48.559
Okay?
01:06:48.880 --> 01:06:49.760
Watch what happens.
01:06:49.920 --> 01:06:52.400
It's an it's an intelligence gatherer, too.
01:06:52.639 --> 01:06:52.960
Okay?
01:06:53.440 --> 01:06:56.320
And then you use your AI to guide you.
01:06:56.480 --> 01:06:58.159
Wait till I tell you what you do there.
01:06:58.320 --> 01:06:59.679
So then here's what you do.
01:06:59.840 --> 01:07:04.480
Your admin person are are you uh on staff, admin, leadership team?
01:07:04.639 --> 01:07:05.920
You're you're an agent.
01:07:06.000 --> 01:07:07.440
Oh, you're an agent on her team, okay?
01:07:07.519 --> 01:07:10.800
Yeah, you do this for yourself too, with your leads that you have or whatever's in your database.
01:07:10.960 --> 01:07:12.000
All you guys, okay?
01:07:12.159 --> 01:07:13.599
So so watch this.
01:07:13.920 --> 01:07:17.840
Do not measure the open rate until 36 hours after.
01:07:18.159 --> 01:07:26.480
Email has a 36 hour open rate because we've watched and studied it over time, and so at about 36 hours it stops getting opened.
01:07:26.639 --> 01:07:28.800
And then I want you to document it, okay?
01:07:29.039 --> 01:07:30.079
Now watch this.
01:07:30.320 --> 01:07:37.840
If you get, stay with me, if you get 30 plus percent open rate, then you gotta bump it up.
01:07:37.920 --> 01:07:39.920
Go into chat and get some help.
01:07:40.239 --> 01:07:43.840
And start emailing Monday, Thursday, 6 a.m.
01:07:45.039 --> 01:07:46.719
We're emailing every single day, you guys.
01:07:46.880 --> 01:07:48.320
How many of you are on my email list?
01:07:48.639 --> 01:07:49.119
Any of you?
01:07:49.519 --> 01:07:53.519
Keep your hand up if you have received three or four emails from me in one day.
01:07:53.679 --> 01:07:54.800
Look around, you guys.
01:07:54.960 --> 01:07:56.000
In one day.
01:07:56.239 --> 01:07:58.159
My guess what my average open rate is?
01:07:58.320 --> 01:07:58.960
53%.
01:07:59.519 --> 01:08:00.320
How come?
01:08:00.880 --> 01:08:02.000
Why would I get that?
01:08:02.239 --> 01:08:03.519
Well, you're John Chip like.
01:08:03.679 --> 01:08:04.719
Well, I ain't shit.
01:08:06.960 --> 01:08:08.159
Value, value.
01:08:08.239 --> 01:08:10.960
They'll keep opening up because they know there's enough in there.
01:08:11.119 --> 01:08:12.320
I'm a magnet.
01:08:12.480 --> 01:08:13.519
I want you to be a magnet.
01:08:13.599 --> 01:08:14.719
I don't want you to be a salesperson.
01:08:14.960 --> 01:08:19.279
I want people to tell you what to do next, not you to ask them to do something next.
01:08:19.600 --> 01:08:22.079
See, that's this thing of contribution.
01:08:23.119 --> 01:08:25.520
Everyone wants to buy, no one wants to be sold.
01:08:25.760 --> 01:08:27.439
No, like trust, the basics.
01:08:27.520 --> 01:08:31.920
So your subject line, let's come back to your email real quickly, and I'll get back to what you guys do to manage this.
01:08:32.079 --> 01:08:32.399
Ready?
01:08:32.560 --> 01:08:34.560
And this is top, top teams doing this.
01:08:34.720 --> 01:08:35.840
This is what blows them up.
01:08:36.000 --> 01:08:40.000
Like there's a level you get to where it's just like a subtlety or a nuance, okay?
01:08:40.239 --> 01:08:58.000
Your subject nine needs to be a bold statement, a question that they want, a bold statement around a subject important to them, a bold statement that calls something out, or my favorite, and people that are on my email list know this incomplete sentence.
01:08:58.159 --> 01:09:03.920
Like literally write the sentence and break it up in the middle, put an ellipsis at the end of the subject line.
01:09:04.239 --> 01:09:06.399
That's a banger every single time.
01:09:06.560 --> 01:09:07.439
And then guess what?
01:09:07.520 --> 01:09:09.279
Here's the second piece now, okay?
01:09:09.439 --> 01:09:11.039
So we gotta get it delivered.
01:09:11.119 --> 01:09:13.359
We keep the weight of the file really, really light.
01:09:13.439 --> 01:09:14.720
Ooh, I gotta get flying, huh?
01:09:14.880 --> 01:09:15.439
Time.
01:09:15.840 --> 01:09:18.560
Um keep it light so it gets delivered.
01:09:18.720 --> 01:09:19.359
Well, what's next?
01:09:19.520 --> 01:09:19.680
Open.
01:09:19.920 --> 01:09:20.560
So write this down.
01:09:20.720 --> 01:09:23.119
Delivered, opened, okay?
01:09:23.359 --> 01:09:24.560
Uh-oh, what next?
01:09:24.880 --> 01:09:25.520
Red.
01:09:26.800 --> 01:09:27.359
Red.
01:09:27.520 --> 01:09:29.359
So here's what I want you to do.
01:09:29.760 --> 01:09:32.880
Lose the greeting in the first sentence.
01:09:33.359 --> 01:09:34.960
That's wasted real estate.
01:09:35.199 --> 01:09:37.520
Everyone open up your email app right now.
01:09:38.399 --> 01:09:41.279
You got three lines of real estate, basically.
01:09:41.760 --> 01:09:43.760
And you got three seconds.
01:09:44.319 --> 01:09:45.359
So here's what I want.
01:09:45.439 --> 01:09:54.560
I want your if your subject line isn't, if it's not an incomplete sentence, okay, so boom, boom, I've got to read, I want to go more, then here's what I need you to do with that email.
01:09:54.720 --> 01:09:58.560
What I need that first line to be is like a subhead.
01:09:59.680 --> 01:10:00.000
Okay.
01:10:02.399 --> 01:10:06.399
What happened in the Baton Rouge marketplace last month?
01:10:08.159 --> 01:10:09.039
Question mark.
01:10:09.680 --> 01:10:13.439
And you know my first sentence is gonna be bad grammar, bad grammar is great copywriting.
01:10:13.680 --> 01:10:14.479
Dot dot dot.
01:10:14.560 --> 01:10:15.840
My first sentence, no greeting.
01:10:16.800 --> 01:10:20.960
And the one thing that could dramatically impact the price of homes.
01:10:23.359 --> 01:10:27.680
That's the first I'm not here to have you feel good of dear Sally.
01:10:28.000 --> 01:10:30.399
I'm here to get you to read my shit.
01:10:32.560 --> 01:10:33.119
How come?
01:10:33.840 --> 01:10:36.399
Because here's what sales is or recruiting or anything.
01:10:36.560 --> 01:10:38.319
They're at point A, you want to be in point B.
01:10:38.479 --> 01:10:39.039
You know what?
01:10:39.199 --> 01:10:42.720
The more content you consume of mine, I'm seeding the next step.
01:10:43.039 --> 01:10:44.399
I'm seeding the next step.
01:10:44.560 --> 01:10:45.760
And so then guess what happens?
01:10:45.840 --> 01:10:47.680
When you get closer, you get here, hear, hear, hear.
01:10:47.840 --> 01:10:48.319
Guess what you do?
01:10:48.399 --> 01:10:51.439
You just go, hey, Liz, tell me what to do next.
01:10:52.800 --> 01:10:54.560
Tell me what to do next.
01:10:54.880 --> 01:10:57.039
How many of you guys had someone work with you and just be so great?
01:10:57.199 --> 01:10:59.840
You're like, would you just ask me to buy, please?
01:11:01.760 --> 01:11:02.880
Tell me what to do.
01:11:02.960 --> 01:11:08.640
Uh many of the people that I come encounter with, they don't know whether I'm the one, but I just have an interaction and I watch for the contributor.
01:11:08.800 --> 01:11:13.600
I said, listen, I bought 15 four-wheelers for my um ranch last year.
01:11:13.840 --> 01:11:15.680
This gentleman trains our horses.
01:11:15.920 --> 01:11:18.000
He is just a sweetheart of a man.
01:11:18.079 --> 01:11:21.439
I see him with his daughters, his wife, everything about him.
01:11:21.840 --> 01:11:22.960
And I'm a shopper.
01:11:23.119 --> 01:11:24.560
I'm gonna grind you.
01:11:25.279 --> 01:11:26.239
I just am.
01:11:27.760 --> 01:11:33.520
David, tell me which 15 to buy, which one, how much, and I'm gonna wire the money.
01:11:33.600 --> 01:11:34.560
I trust you.
01:11:35.199 --> 01:11:36.880
Have any of you guys ever bought something that way?
01:11:36.960 --> 01:11:37.760
Have any of you done that?
01:11:37.920 --> 01:11:38.560
Of course you have.
01:11:38.640 --> 01:11:39.439
How come?
01:11:39.840 --> 01:11:42.159
Well, why can't we take that into our business?
01:11:42.319 --> 01:11:44.239
And that's what email can do for you.
01:11:44.479 --> 01:11:44.800
Okay?
01:11:45.439 --> 01:11:46.800
So now you want it read.
01:11:47.279 --> 01:11:48.640
Here's a couple other rules, too.
01:11:48.800 --> 01:11:50.319
And you want them to read downhill.
01:11:50.479 --> 01:11:54.000
Remember this email is read top, bottom, middle.
01:11:54.239 --> 01:11:56.880
They read the first paragraph, they go to the last.
01:11:57.039 --> 01:11:58.560
What the hell is this guy sending to me?
01:11:58.640 --> 01:11:59.680
And then the middle.
01:11:59.920 --> 01:12:00.239
Okay?
01:12:01.760 --> 01:12:06.000
No paragraphs more than three lines on your social media posts or your emails.
01:12:06.159 --> 01:12:08.079
White space pulls the eyes in.
01:12:08.239 --> 01:12:12.960
Your job is to get people to consume your content, not buy.
01:12:13.039 --> 01:12:14.239
It's not there to get people to buy.
01:12:14.399 --> 01:12:16.079
People are gonna buy because your email.
01:12:16.159 --> 01:12:20.000
You're gonna build trust with them and lower their guard.
01:12:20.479 --> 01:12:20.800
Okay?
01:12:21.199 --> 01:12:22.880
So let me wrap this up real quick.
01:12:23.039 --> 01:12:24.960
So I want you to send those once a week.
01:12:25.039 --> 01:12:27.920
If you're getting 30 plus percent open rates, go two weeks in a row.
01:12:28.000 --> 01:12:31.920
If you get 30% open rates on a Monday, okay, you need to flip to Thursday too.
01:12:32.079 --> 01:12:35.199
Monday, Thursday, Monday, Thursday, 6 a.m.
01:12:35.600 --> 01:12:36.560
Alright?
01:12:38.720 --> 01:12:44.880
Then what I want you to do also, though, is I want you to, after about four weeks of this, I want you to throw the results.
01:12:45.039 --> 01:12:46.399
Well, four is not enough.
01:12:46.560 --> 01:12:50.399
Well, after you've after you've done eight emails, I want you to put it in chat.
01:12:50.479 --> 01:12:59.039
I want you to put it in Gemini, I want you to put it in any of the models and say, okay, here are the emails, here's the spreadsheet, here's the data sent them, here's the open race, here's the subject line.
01:12:59.199 --> 01:13:08.479
Based on these emails, please write me eight more that hone in on what they want and don't talk about the things they don't.
01:13:08.880 --> 01:13:10.720
You guys meet people where they're at.
01:13:10.960 --> 01:13:13.039
Make deposits in the business relationship equity.
01:13:13.119 --> 01:13:14.560
Now let me make it really real for you.
01:13:14.720 --> 01:13:15.119
Ready?
01:13:15.600 --> 01:13:17.199
This is make calling simple.
01:13:20.000 --> 01:13:24.399
You call the people that have opened your emails the most and check in.
01:13:25.039 --> 01:13:25.840
It's that simple.
01:13:27.760 --> 01:13:28.560
It's that simple.
01:13:29.600 --> 01:13:33.039
Make deposits in the business relationship equity account.
01:13:33.439 --> 01:13:34.239
Really simple stuff.
01:13:34.479 --> 01:13:39.600
Um I'm gonna Yeah, that wasn't um, let's see, I talked about phone calls and email.
01:13:39.760 --> 01:13:40.399
Ain't I crazy?
01:13:40.800 --> 01:13:46.640
You should have come here with something more to you know, I'd lack integrity if I came here to talk to you about something sexier.
01:13:47.039 --> 01:13:49.840
My job is to come here to talk to you about the things you're probably not doing.
01:13:50.079 --> 01:13:52.239
How many of you have been doing that with your email?
01:13:53.520 --> 01:13:54.159
Okay, one?
01:13:54.319 --> 01:13:54.479
Good.
01:13:54.640 --> 01:13:55.279
Good job, sir.
01:13:55.439 --> 01:13:56.399
That's about normal one.
01:13:56.560 --> 01:13:56.800
Okay?
01:13:56.960 --> 01:13:58.640
Does it work pretty good too for you?
01:14:00.079 --> 01:14:01.600
It's the main, huh?
01:14:02.079 --> 01:14:03.279
Main driver.
01:14:06.560 --> 01:14:07.359
72.
01:14:07.760 --> 01:14:09.920
Right, Carrie, you've been in these rooms here in it.
01:14:10.239 --> 01:14:10.800
Yes, yes.
01:14:11.119 --> 01:14:13.279
No, I no, I mean no, I know.
01:14:13.359 --> 01:14:14.399
That that's awesome.
01:14:14.880 --> 01:14:15.920
Dude, you rock.
01:14:16.159 --> 01:14:18.319
You're here this year going, yep, huh?
01:14:28.800 --> 01:14:30.800
If you want to be rich, do email.
01:14:31.119 --> 01:14:31.920
But here's the thing.
01:14:32.159 --> 01:14:33.039
You know what though?
01:14:33.199 --> 01:14:36.560
If you want to build a beautiful home, you gotta lay a nice foundation.
01:14:38.000 --> 01:14:38.640
That's the thing.
01:14:38.960 --> 01:14:40.960
Foundation, frame, roof.
01:14:41.279 --> 01:14:45.520
Um thank you, uh, Carrie, Dan, for the opportunity to be here.
01:14:45.760 --> 01:14:46.720
So great to see all of you.
01:14:46.880 --> 01:14:53.039
The most important thing I hope that you take away is is is really look at this thing and ask yourself, am I overcomplicating things?
01:14:53.600 --> 01:14:54.159
Number one.
01:14:54.640 --> 01:14:56.560
Number two, am I doing what I say I need to do?
01:14:57.439 --> 01:14:58.560
Not Monday, Wednesday, Friday.
01:15:00.640 --> 01:15:04.000
Not Monday, Tuesday, Thursday, Friday.
01:15:05.520 --> 01:15:07.199
Am I doing the things I I need to do?
01:15:07.279 --> 01:15:11.039
And then the final piece is this go back to your personal situations in life.
01:15:11.199 --> 01:15:13.439
Maybe you need to go back to someone personally and say, you know something?
01:15:13.520 --> 01:15:14.479
This thing's been going on?
01:15:14.640 --> 01:15:16.239
I need to own it, here's how I participated.
01:15:16.479 --> 01:15:17.920
Watch what will happen with them.
01:15:19.359 --> 01:15:23.920
Like with my wife, if we have things, you know, that come up, I'll come back around and go, you know what?
01:15:24.000 --> 01:15:24.560
I was wrong.
01:15:24.640 --> 01:15:26.000
I need to make it right.
01:15:27.279 --> 01:15:29.359
Because by the way, an apology is a cop out.
01:15:29.600 --> 01:15:31.600
Because you know apologies got a script too.
01:15:31.760 --> 01:15:33.359
I'm sorry, what are you gonna say?
01:15:33.680 --> 01:15:34.880
That's okay.
01:15:35.680 --> 01:15:38.640
See, live in personal responsibility, that freedom.
01:15:39.039 --> 01:15:39.520
Thank you.
01:15:39.680 --> 01:15:40.399
I appreciate it.
01:15:46.720 --> 01:15:49.600
Real strategies, real results, real estate, and differently.