WEBVTT
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Welcome to Finding Alignment, where we will be
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having conversations on business, wellness, and
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relationships for living a more aligned life.
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I'm your host, Megan Romine, real estate professional,
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lifelong learner, and speaker. Each time I'm
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in the studio, I sit down with entrepreneurs,
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bestselling authors, and everyday high achievers
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to unpack the habits, boundaries, and mindset
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shifts that fuel sustainable success. Whether
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you're growing a business, nurturing relationships,
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or simply protecting your peace, this show is
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here to help you take one aligned step forward.
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Let's dive in. Today we have Anthony LaMacchia,
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broker and owner of LaMacchia Real Estate. We
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are so excited to have you today, Anthony. Thank
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you so much for joining us. Thank you for having
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me. So you have an incredible background. I mean,
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you and your team, I think by August of this
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year, you'd closed over $2 billion in sales,
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correct? Yes, that's correct. Amazing. And you've
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been such a strong voice and strong advocate
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for us here in the real estate industry. So we
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cannot thank you enough. And I have so many questions
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for you. Well, fire away. Thank you very much
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for the kind words. I certainly try as hard as
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I can. Of course. So you're such a high producing
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person. And first, I want to ask for agents out
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there. And I can say that, I mean, I think like
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hands down, you have some of the best training
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that I've seen for real estate agents. And I
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just think it's amazing. Anytime that I see some
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of your content or anything that's going on,
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I'm like, wow, because you're really bringing
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value. And a question I'd like to ask you is
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for agents that let's say they're already in
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the industry, right? And they're doing decent,
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but what do you find are some of like the best
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lead generators for these agents to really utilize
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in today's market? Well, There's obvious ones,
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right, that you can buy like Zillow and Realtor
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.com. And then the most obvious one, which is
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arguably the most important, which is working
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by referral and educating your sphere of influence
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so that people are sending you business. I always
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talk about educating and when you educate, you
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will attract. But I'd say those are the most
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obvious ones where people can spend money and
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immediately obtain leads. But after you do business
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for a certain amount of years, if you're staying
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in touch with your clients, my good friend Alan
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Dalton always says it's never past clients, it's
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clients. But a doctor doesn't say that's my past
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patient. They say that's my patient. Right. And
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when we think with that mindset of having clients
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for life and being that true real estate consultant.
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for life, that's really the best lead generator
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eventually if you're playing your cards correctly.
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That makes sense. And I think that goes back
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to pretty much anything in life, like building
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relationships, right? Absolutely. And staying
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in touch with people, showing people you care.
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And for some of us, it's super easy. For some
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of us, it comes natural. And then I know for
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some agents, they need a little encouragement.
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And I always say to our, we had management training
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this morning and I talk about a certain way to
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deliver a message, you know, to say no, you know,
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you cushion it and you deliver the no, you show
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some interest and hey, is there another way?
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And I always say to management, if you guys don't
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actually genuinely feel this way in your heart
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that you want to help people and try to be accommodating
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and show interest, then you probably shouldn't
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be in a leadership team in one of my companies.
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Yeah, I was going to say maybe they're in the
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wrong industry then. Yeah, no, you're right.
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But it really doesn't matter the industry. I
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mean, listen, my brother's the president of our
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uh, family's landscape construction business
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that my dad started the month I was born. And
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my brother's the president there and him and
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I talk about this and I'm like, I don't care
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if it's a truck driver or whoever, when you actually
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develop relationships with people, show them
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that you give a damn about them. If you have
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to say no, you say no, but you show there's an
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interest in trying to accommodate or an interest
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in trying to be reasonable. It goes a long, long
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way with people and it means a lot. Yeah. And
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then leading into that, How do you feel like
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for what your purpose and what your passion is
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in life and in your business, how do you fold
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that into alignment in general? What does that
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look like in your life? What is your overall
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purpose and passion and how do you tie that into
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the businesses that you run? Well, I mean, I
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have, I think, a few purposes. I like to think
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I have four children. I have a nice family. Certainly
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is from a work perspective, you know, actually
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genuinely caring about helping others achieve
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what they want is what will eventually get you
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what you want. I heard a great quote years ago
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from Zig Ziglar, and it was told to me because
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I was speaking about the same thing. And someone
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said, oh, Zig Ziglar says that. But he says,
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the more people you help get what they want.
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the more you'll get what you want and you know
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i teach our management team our leadership team
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that guys the more like if we want to grow this
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company and we want to make more money it helps
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with helping the agents make more money first
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and that's a big big differentiator that many
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top agents team leaders and small broker owners
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just don't understand because they get too obsessed
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with their bottom line and don't get me wrong
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i like my bottom line too but they get too obsessed
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with The bottom line right now and stretching
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and squeezing every last ounce of profit out
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of today's income. Well, of course, I want to
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make what we can, but I want to set us up for
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success down the line and for a bigger success.
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And when you genuinely operate with a mindset
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of I'm going to help others get what they want,
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it comes back to you in any area of life. The
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more you give, the more you get. I don't care
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what it is. We could talk personal relationships.
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We could talk anything you want. I went to martial
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arts class this morning, and the teacher messaged
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me. He said, hey, can you put on class? I'm not
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feeling well. Okay. A couple of students at the
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end said, I got to tell you, you're such a nice
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teacher. You genuinely care about showing us.
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You know, I enjoy that. I really think it's so
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important because it sounds so simple, but I
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think it's so good for people to remember. I
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mean, it's like a law of the universe. You have
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to keep giving, keep giving, and also to be generous
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even when you don't feel like it, right? It's
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very easy for us to do it when we're like, business
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is great, things are good. But I think it speaks
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a lot about character and integrity whenever
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you give back, whenever you try to help, even
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regardless of like the highs and lows. You're
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right. Yeah, 100 % right about that. I mean,
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one thing I say to my dad, you know, he's had
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a small business forever, the landscaping business,
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and now my dad runs it. But I used to sort of
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argue, first of all, I learned more from him
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about business than anybody, you know, growing
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up working there, I'd never be able to do what
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I've done if I wasn't working with him first.
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So I give all my dad all the props and credit
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in the world. But one thing we would bang heads
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on years ago is when I was working there before
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I get into real estate over 20 years ago, and
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he would say, well, we can't do that right now
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because we're not doing well. And I'm like, all
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right, I understand if we can't expand or we
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can't buy an expensive truck, but handling a
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situation the way that it should be handled,
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whether we're in a good spot or a bad spot, that's
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a non -negotiable. And that's how I run the real
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estate company. I mean, we're in the worst of
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times or the best of times handling conflict
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resolution, client resolution with problems,
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agents being grumpy, whether we should. you know,
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work with them and work it out or tell them to
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find a new company. My answers are the same and
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consistent and disciplined, regardless of whether
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our bank account is stacking money up or not.
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Yeah, that's really, really hard for people to
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do that are in business. One other thing I was
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going to ask you is, what are some of the things
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that you do whenever you get to a point in business
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where you feel like Man, I just don't know how
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much longer I can go. Like if you get like mentally
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taxed or like physically taxed, are you taking
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like a little bit of a breather or are you like
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playing the mental game of I can actually go
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further than like what I think like this mentality
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is? What does that look like for you? Well, I
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never have experienced. feeling burnt out to
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the point that I didn't want to do it anymore.
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I do remember when I left the landscaping company
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with my dad, I wasn't enjoying it anymore. Him
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and I were banging heads. I wanted to get into
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real estate. That was probably the toughest career
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time of my life. I was 23, 24 years old. Now
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I'm 44. But in the real estate setting, building
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this company and then other ancillary businesses
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off it, our question in real estate training
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are, you know. Other businesses that we're working
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on and that we have property management, et cetera.
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I've never experienced that. But of course, I've
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experienced feeling frustrated or like I was
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banging my head against the wall. And one thing
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that I'm always willing to do and I notice I'm
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a bit more willing to do it than others is change.
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We're going through some managerial structural
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changes right now that. I don't know that others
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would have done. But I saw the problem. I identified
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the problem and I said, we're changing it. And
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if we piss a few people off along the way or
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disappoint a few people or make a few people
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feel that it might be more than they can handle,
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well, we're going to do it and we're going to
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change and we're going to adjust and we're going
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to deal with the headaches. That's a big component
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to success that many people. They wouldn't be
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able to do. I mean, I started in this business
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with myself and one other person. She had 20
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years with us last month and we're putting out
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a 20 year video with her next week. And there's
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no way we could have started from her and I and
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built almost a thousand people if I didn't have
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an attitude of or if I was. Scared of change
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is what I'm saying. Yeah, I think that a lot
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of people, and agents especially, agents sometimes
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don't like change and they get nervous. Oh, what
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if it doesn't work? Oh, what if it fails? But
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whenever you're deciding to make a pivot, I'm
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curious to know, are you deciding to make a pivot
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because you're looking at data and like number
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driven data or is it more of like an intuition
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or is it a little bit of both? Both. What isn't
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measured cannot be improved. So we're always
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measuring things. We have tons of dashboards.
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We built our own custom CRM and I follow all
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kinds of reports. But our head of marketing,
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Lindsay, she's the vice president of marketing
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for the Lamacchia companies. I think you met
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her before. Yes. We had an event in Florida.
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You were on our stage. And she always says, Anthony,
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these feelings, where do they come from? And
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I'm like, because I'll say I have a feeling I
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can feel it. We got to do this. And she gets
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frustrated because she's like, where does this
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feeling come from? And then she says, I got to
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say your feelings are pretty accurate. So one
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thing is this, Megan, I listen more than I talk.
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And I talk a lot. I talk all day. I give speeches.
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I do trainings. But I will tell you, for as much
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as I talk, I probably listen twice as much. I'm
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an extremely intent listener, a very intense
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listener. When we're with agents, when I go to
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branch offices, at least once a week, we have
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luncheons. I'm always paying attention. I'm listening.
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I'm observing what the problem might be. I'm
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looking at faces. I'm observing, you know, people
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say to me, oh, you're such a good speaker. How
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do you keep the crowd so riled up? Well, I look
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at faces and I pay very close attention. That's
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a really important component to success. And
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even with me doing all this, we have screw ups.
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We're not perfect. We make mistakes. I make mistakes.
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I mean, none of us. I feel like we sometimes
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learn the most from our mistakes. I mean, I don't
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feel like you usually make it to the next level
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until you fail a couple of times. And then it
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depends on like how you do you see that as failure?
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Do you see that as growth? But that's just my
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opinion. It's a great question. I really don't
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look at it as failure. I talked to my brother
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about this. I always say you never really waste
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money when you're advertising. If you do an advertising
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campaign and it fails, it's like, did you really
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fail or did that particular campaign fail? When
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that name right there is branded everywhere and
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people know the name, it helps. Yeah, I see you
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guys all over the place. Fort Lauderdale, all
00:12:54.259 --> 00:12:58.179
over the place, South Florida. Yeah, we have
00:12:58.179 --> 00:13:01.960
a small to decent presence in South Florida as
00:13:01.960 --> 00:13:04.039
of right now. But up here in New England, we're
00:13:04.039 --> 00:13:06.379
a household name. That's incredible. And then
00:13:06.379 --> 00:13:10.409
if you could say. Maybe like a blanket answer
00:13:10.409 --> 00:13:14.750
for the real estate agents that maybe don't end
00:13:14.750 --> 00:13:17.929
up making it in the industry. Do you think that
00:13:17.929 --> 00:13:20.950
it's because they are quitting because it's getting
00:13:20.950 --> 00:13:24.769
too hard? Or is there any particular trend that
00:13:24.769 --> 00:13:27.590
you see with agents that you think they could
00:13:27.590 --> 00:13:30.070
take it to the next level, but they don't? Do
00:13:30.070 --> 00:13:33.350
you see any kind of trend with that? Yeah, they
00:13:33.350 --> 00:13:38.759
don't want to work. I mean, listen, I. I'm not
00:13:38.759 --> 00:13:41.240
going to talk badly about people who get out
00:13:41.240 --> 00:13:43.779
of the real estate business and go into something
00:13:43.779 --> 00:13:45.700
else. If that's what you need to do and if you
00:13:45.700 --> 00:13:47.879
find something that you're better at, good for
00:13:47.879 --> 00:13:49.840
you. In fact, I texted with one of our agents
00:13:49.840 --> 00:13:52.340
about that today who got into a different industry
00:13:52.340 --> 00:13:53.940
and I could tell she was a little weird with
00:13:53.940 --> 00:13:56.580
me. And I texted her today and I said, hey, just
00:13:56.580 --> 00:14:00.320
to be clear, if this is for you. Run hard go
00:14:00.320 --> 00:14:03.080
for it. And if I can give you any help, let me
00:14:03.080 --> 00:14:04.820
know when she text back said Thanks so much for
00:14:04.820 --> 00:14:06.919
saying that I'd love it if I could bump something
00:14:06.919 --> 00:14:08.379
off you I said great. Let's talk later today
00:14:08.379 --> 00:14:10.860
Like it's no problem if people don't want to
00:14:10.860 --> 00:14:13.120
be in the business But if people truly want to
00:14:13.120 --> 00:14:14.620
be in the business The first thing they have
00:14:14.620 --> 00:14:17.139
to get really really good at is dialing this
00:14:17.139 --> 00:14:20.320
thing right here and actually talking like dialing
00:14:20.320 --> 00:14:23.320
it and talking on it like that's step one to
00:14:23.320 --> 00:14:25.519
being successful in a real estate business and
00:14:25.519 --> 00:14:27.360
truthfully successful in any business, I mean
00:14:28.080 --> 00:14:30.320
I have a friend who owns a construction business
00:14:30.320 --> 00:14:33.320
who called me and was down last summer, very
00:14:33.320 --> 00:14:35.879
down on a Saturday morning. I lost this job.
00:14:35.919 --> 00:14:38.480
I lost that job. I had an employee leave. I said,
00:14:38.500 --> 00:14:41.639
you can dial your way out of anything. So true.
00:14:41.779 --> 00:14:44.139
Get on the phone, call every bid that you've
00:14:44.139 --> 00:14:46.120
done in the last six months that you didn't get
00:14:46.120 --> 00:14:48.940
that you want, and you'll get a ton of work.
00:14:49.100 --> 00:14:51.200
Literally at one o 'clock that afternoon on a
00:14:51.200 --> 00:14:53.360
Saturday, I can't believe it. I brought in $200
00:14:53.360 --> 00:14:55.960
,000 worth of work. I'm like, I can believe it.
00:14:56.269 --> 00:14:59.889
It works. And I always say this, and I sound
00:14:59.889 --> 00:15:02.389
like I'm a broken record, but even my friend
00:15:02.389 --> 00:15:04.850
the other day, he was doing other things in the
00:15:04.850 --> 00:15:06.350
real estate business, but he decided he was going
00:15:06.350 --> 00:15:08.350
to go back in and get some listings. All he had
00:15:08.350 --> 00:15:10.649
to do was start on the phones. He started on
00:15:10.649 --> 00:15:12.370
the phones. He's like, I had 80 conversations
00:15:12.370 --> 00:15:15.350
today. I had three listing appointments. And
00:15:15.350 --> 00:15:18.029
you just do that consistently, but a lot of agents
00:15:18.029 --> 00:15:21.409
don't want to do it. No, they don't. And also,
00:15:22.279 --> 00:15:24.360
Let me point out something else. It isn't their
00:15:24.360 --> 00:15:29.059
priority. OK, so for me, my priority is sales
00:15:29.059 --> 00:15:31.500
and growing the company. So today, throughout
00:15:31.500 --> 00:15:33.240
the day, I had a ton of meetings this morning,
00:15:33.320 --> 00:15:35.820
9, 10, 10, 30, a training with all management,
00:15:35.899 --> 00:15:39.519
11, 15. In between those meetings, the calls
00:15:39.519 --> 00:15:42.899
that are normal calls, I return later in the
00:15:42.899 --> 00:15:46.259
day. The calls that are related to like I had
00:15:46.259 --> 00:15:48.480
one of our top agents call and say, hey, such
00:15:48.480 --> 00:15:50.840
and such owner of such and such brokerage over
00:15:50.840 --> 00:15:52.879
there just called me and they want to talk to
00:15:52.879 --> 00:15:55.059
you about selling. Which call do you think I
00:15:55.059 --> 00:15:58.960
returned first? Yeah, the second one. If it has
00:15:58.960 --> 00:16:01.860
to do with sales, I am always dialing those people
00:16:01.860 --> 00:16:05.379
first. And that is in my makeup. It's not like
00:16:05.379 --> 00:16:07.960
I have to tell myself. Right. And I've learned
00:16:07.960 --> 00:16:09.500
that because when you're running a business.
00:16:10.320 --> 00:16:12.379
The number one thing is you have to crank the
00:16:12.379 --> 00:16:14.440
effing cash register. I say it all the time.
00:16:14.840 --> 00:16:18.279
Crank the effing cash register and everything
00:16:18.279 --> 00:16:21.600
else will fall in line. So that's my focus. That's
00:16:21.600 --> 00:16:24.519
my priority. Now, and what could you share with
00:16:24.519 --> 00:16:27.039
us about what your schedule looks like? Because
00:16:27.039 --> 00:16:28.899
I always see on Instagram and you're posting,
00:16:29.019 --> 00:16:32.460
you know, 4 a .m. and how much of how disciplined
00:16:32.460 --> 00:16:35.440
you are with your schedule, how much of your
00:16:35.440 --> 00:16:37.559
success has contributed to that, do you think?
00:16:38.489 --> 00:16:41.730
Oh, getting up early in the morning is the number
00:16:41.730 --> 00:16:44.169
one habit I have for being successful. I am up
00:16:44.169 --> 00:16:48.350
somewhere between 4 .30 and 5 every day. It depends
00:16:48.350 --> 00:16:50.690
the day. It depends, you know, what's going on.
00:16:50.769 --> 00:16:53.330
I don't usually use an alarm. I usually just
00:16:53.330 --> 00:16:57.799
wake up. So that's pretty. That's regular for
00:16:57.799 --> 00:17:00.799
me. That's normal. As far as the rest of my schedule,
00:17:00.840 --> 00:17:03.200
I have a lot of meetings all day, every day,
00:17:03.220 --> 00:17:07.180
meetings with management, tackling issues, usually
00:17:07.180 --> 00:17:09.180
at least a sales meeting or two. And when I say
00:17:09.180 --> 00:17:11.019
sales meeting, that's either with a big agent
00:17:11.019 --> 00:17:14.400
that's joining our company or it's another owner.
00:17:15.180 --> 00:17:18.970
And I'd say... probably an average of one sales
00:17:18.970 --> 00:17:23.029
meeting a day like that. And, you know, other
00:17:23.029 --> 00:17:24.829
meetings that will generate business, generate
00:17:24.829 --> 00:17:27.230
business down the line. But when I say one sales
00:17:27.230 --> 00:17:29.450
meeting, I'm talking about one formal scheduled
00:17:29.450 --> 00:17:32.109
sales meeting. I'm not talking about the calls
00:17:32.109 --> 00:17:34.690
that I make, the texts that I send, the one -off
00:17:34.690 --> 00:17:37.269
quick ones like this morning. I got on right
00:17:37.269 --> 00:17:39.970
here, sitting right here with an owner of a company
00:17:39.970 --> 00:17:42.710
somewhere. And we spent an hour and 20 just talking.
00:17:42.750 --> 00:17:45.990
I could tell that selling the company was such
00:17:45.990 --> 00:17:48.490
an emotional thing to this person that we just
00:17:48.490 --> 00:17:51.069
got on here. I didn't present nothing. I didn't
00:17:51.069 --> 00:17:54.950
brag. I just talked. And that'll come back around.
00:17:55.029 --> 00:17:58.329
I know it will. And are you working essentially
00:17:58.329 --> 00:18:01.869
24 -7? Are you taking breaks? What does that
00:18:01.869 --> 00:18:05.920
look like? No, I'm not. My schedule is a lot
00:18:05.920 --> 00:18:08.480
better. 2024, I worked more than I ever have
00:18:08.480 --> 00:18:10.500
in my entire life. We bought seven companies
00:18:10.500 --> 00:18:13.680
and the lawsuit implementation was done. And
00:18:13.680 --> 00:18:16.400
I think you know that I heard you give me credit
00:18:16.400 --> 00:18:19.579
for it. I was very involved in speaking about
00:18:19.579 --> 00:18:23.359
that publicly. Plus, we created our own forms
00:18:23.359 --> 00:18:25.519
and I did a ton of training on it, not only for
00:18:25.519 --> 00:18:28.900
our company, but we sold. I remember the classic
00:18:28.900 --> 00:18:31.380
realtors. We launched the training a week before
00:18:31.380 --> 00:18:34.819
the implementation date, right? Two days before
00:18:34.819 --> 00:18:38.380
everybody buys. We sold $17 ,000 worth of courses
00:18:38.380 --> 00:18:41.299
the day the implementation took place, one day.
00:18:41.599 --> 00:18:43.960
And I'm like, where have these people been for
00:18:43.960 --> 00:18:46.259
60 days? But that's realtors. You know, they
00:18:46.259 --> 00:18:49.500
love to put things off and wait till last minute.
00:18:49.559 --> 00:18:52.819
But that was a crazy year last year. I pretty
00:18:52.819 --> 00:18:56.279
much like. ate slept worked or did something
00:18:56.279 --> 00:19:00.200
with my kids that was it um this year much better
00:19:00.200 --> 00:19:04.700
this year i'm probably working 12 hour days uh
00:19:04.700 --> 00:19:07.990
five days a week and you know three, four hours
00:19:07.990 --> 00:19:09.730
on a Saturday, three, four hours on a Sunday,
00:19:09.849 --> 00:19:12.509
which I do early in the morning. So I tend to
00:19:12.509 --> 00:19:14.690
like on a Sunday, I'll come in here sometimes
00:19:14.690 --> 00:19:17.349
at 5am, be home by eight, everybody's just getting
00:19:17.349 --> 00:19:19.549
up, they don't even know I was gone. And I think
00:19:19.549 --> 00:19:21.509
that's just the reality of the situation. And
00:19:21.509 --> 00:19:24.029
a lot of what people don't see is like how many
00:19:24.029 --> 00:19:26.750
cumulative hours that it takes and how much consistent
00:19:26.750 --> 00:19:29.849
consistency it really takes to start seeing results.
00:19:30.789 --> 00:19:32.750
You know, I mean, I expanded my business and
00:19:32.750 --> 00:19:34.849
I didn't see the light of day for eight months,
00:19:34.910 --> 00:19:37.380
right? And that's just That's just what it is.
00:19:37.779 --> 00:19:39.880
And I think adjusting your mindset around it
00:19:39.880 --> 00:19:42.440
too. If you take someone with equal skill, two
00:19:42.440 --> 00:19:44.920
people with equal skill, one works 80 hours a
00:19:44.920 --> 00:19:49.160
week, one works 40, I work a full year by about
00:19:49.160 --> 00:19:53.519
month five. Compounding time. Compounding time.
00:19:53.619 --> 00:19:56.599
It's called compounding time. People are like,
00:19:56.660 --> 00:20:00.039
what's the secret? The secret is work more because
00:20:00.039 --> 00:20:02.799
you can get done more in two years than what
00:20:02.799 --> 00:20:05.599
it takes someone else to do in five years. Correct.
00:20:05.660 --> 00:20:08.440
No, it's 100 % the truth. I'm 44 years old. I
00:20:08.440 --> 00:20:10.440
started saying when I was 40, I've already worked
00:20:10.440 --> 00:20:15.059
a lifetime. And it's true. I mean, listen, the
00:20:15.059 --> 00:20:17.559
notion of work smarter, not harder is bullshit.
00:20:17.759 --> 00:20:22.200
I mean, it's a complete bullshit lie. For those
00:20:22.200 --> 00:20:24.440
that want to get really ahead, I'm not on this
00:20:24.440 --> 00:20:29.380
earth to build a real estate company that does
00:20:29.380 --> 00:20:32.240
$3 billion a year and be perfectly happy and
00:20:32.240 --> 00:20:34.319
sit back and relax. That's not what I'm here
00:20:34.319 --> 00:20:37.690
to do. I love that. Well, the thing is that,
00:20:37.849 --> 00:20:40.529
like you said in the very beginning, it's the
00:20:40.529 --> 00:20:42.890
ripple effect. You're helping so many people
00:20:42.890 --> 00:20:45.970
and you're affecting so many lives. And I'm sure
00:20:45.970 --> 00:20:48.130
that you sit down and think about that. But I
00:20:48.130 --> 00:20:49.569
mean, I think that's just such an incredible
00:20:49.569 --> 00:20:51.849
thing. And we're so thankful to have you in our
00:20:51.849 --> 00:20:54.230
real estate community. And I also wanted to hear
00:20:54.230 --> 00:20:56.210
more about, it looks like you have a book coming
00:20:56.210 --> 00:20:59.950
out. Is that correct? Yeah, yeah. So my friend
00:20:59.950 --> 00:21:02.289
Alan Dalton and I are coming out with a real
00:21:02.289 --> 00:21:05.650
estate. um, consultant certification. So agents
00:21:05.650 --> 00:21:08.109
are going to go through about eight, nine, eight
00:21:08.109 --> 00:21:10.750
or nine weeks of courses, a couple hours a week.
00:21:10.829 --> 00:21:12.809
Uh, and then we'll give them a certification
00:21:12.809 --> 00:21:15.289
from crushing and real estate. The book that's
00:21:15.289 --> 00:21:18.329
coming out is going to be about developing a
00:21:18.329 --> 00:21:21.089
consultant mindset. And of course, mixed into
00:21:21.089 --> 00:21:24.329
it will be various things about my career and,
00:21:24.349 --> 00:21:29.549
you know, other things. Amazing. When are you
00:21:29.549 --> 00:21:32.700
finding time to write the book? Well, it's a
00:21:32.700 --> 00:21:35.779
lot. I'm doing more editing and sending voice
00:21:35.779 --> 00:21:38.759
notes. I'll tell you a little tip to those wanting
00:21:38.759 --> 00:21:41.579
to grow their businesses without, you know, in
00:21:41.579 --> 00:21:44.819
the most efficient way possible. Using voice
00:21:44.819 --> 00:21:48.740
memos is basically how I run my companies. I
00:21:48.740 --> 00:21:51.519
send voice memos either to my assistant to send
00:21:51.519 --> 00:21:53.720
out emails. She types them and sends them or
00:21:53.720 --> 00:21:55.759
I'll send the voice memos directly to whoever
00:21:55.759 --> 00:21:59.299
is working on something. It is the biggest time
00:21:59.299 --> 00:22:02.000
saver. And it stops me from having to repeat
00:22:02.000 --> 00:22:05.680
all day long. I tend to talk fast. And if you
00:22:05.680 --> 00:22:07.880
could pick one thing that you think that you
00:22:07.880 --> 00:22:10.779
do that really helps your team and your business
00:22:10.779 --> 00:22:14.539
to really inspire other people, what do you think
00:22:14.539 --> 00:22:21.819
that would be? That's a big question. If I could
00:22:21.819 --> 00:22:25.619
pick one thing that really helps me inspire and
00:22:25.619 --> 00:22:28.589
help other people. I would just say educating.
00:22:28.829 --> 00:22:32.369
You know, when I get up in the morning, I am
00:22:32.369 --> 00:22:34.470
always thinking about teaching others. I just
00:22:34.470 --> 00:22:36.490
said that to management this morning. I said,
00:22:36.529 --> 00:22:39.269
guys, if you notice, since January, I have been
00:22:39.269 --> 00:22:43.009
obsessed with making your day easier by arming
00:22:43.009 --> 00:22:45.710
you with how to answer questions, whether it's
00:22:45.710 --> 00:22:48.339
pre -typed emails. whether it's the training
00:22:48.339 --> 00:22:50.279
course that I built for them where they can go
00:22:50.279 --> 00:22:52.720
in and watch videos of me explaining how to be
00:22:52.720 --> 00:22:56.380
a good leader or listen to the audio. And, you
00:22:56.380 --> 00:22:58.400
know, I said, but that's my obsession. So when
00:22:58.400 --> 00:23:01.019
I get up every day, I'm thinking, who can I teach
00:23:01.019 --> 00:23:03.259
today? Who can I educate today that will cause
00:23:03.259 --> 00:23:06.079
an attraction, cause an attraction to the company,
00:23:06.180 --> 00:23:09.859
attraction to me? Because the truth is we're
00:23:09.859 --> 00:23:11.779
in an information age where people can get information
00:23:11.779 --> 00:23:13.980
very quickly. Look at AI. I mean, artificial
00:23:13.980 --> 00:23:16.480
intelligence. And the way that things are being
00:23:16.480 --> 00:23:20.119
computed through artificial intelligence is fascinating.
00:23:21.079 --> 00:23:24.579
And you had better be ready. You know, the market,
00:23:24.720 --> 00:23:28.420
the realtors out there, people in business, they
00:23:28.420 --> 00:23:30.099
better be ready to deal with that or they're
00:23:30.099 --> 00:23:32.680
going to have a problem. I agree with that. I
00:23:32.680 --> 00:23:35.059
think it's all across the board, any business
00:23:35.059 --> 00:23:37.880
and anything that you're doing. You need to be
00:23:37.880 --> 00:23:40.400
implementing AI into the business. And I'm making
00:23:40.400 --> 00:23:43.240
the assumption that you guys are implementing
00:23:43.240 --> 00:23:48.500
AI into your businesses. We are in classic Anthony
00:23:48.500 --> 00:23:50.460
Lamacchia fashion. I put it off for a while,
00:23:50.519 --> 00:23:52.279
but then when I jumped in, now I'm jumping in
00:23:52.279 --> 00:23:55.359
with five feet, which I'm known to do. I have
00:23:55.359 --> 00:24:00.559
a tendency, Megan, to delay on doing something
00:24:00.559 --> 00:24:03.019
that maybe we should do sooner. But when I do
00:24:03.019 --> 00:24:08.190
it, I do it big. That's why it sticks. And I
00:24:08.190 --> 00:24:11.309
had to have a conversation with someone that
00:24:11.309 --> 00:24:13.130
we do business with recently about that. I said,
00:24:13.150 --> 00:24:15.750
look, we don't do things in a hodgepodge manner
00:24:15.750 --> 00:24:17.750
here. When we do them, we do them big and they
00:24:17.750 --> 00:24:21.410
stick. You know, there's a Boston Business Journal
00:24:21.410 --> 00:24:25.029
article somewhere around here, front page of
00:24:25.029 --> 00:24:26.670
the Boston Business Journal. About six years
00:24:26.670 --> 00:24:31.650
ago, they did a story on me. And they said, I'm
00:24:31.650 --> 00:24:34.549
always on offense. But it also said, everything
00:24:34.549 --> 00:24:37.990
I do, I do big. They quoted me. I swear it's
00:24:37.990 --> 00:24:42.910
like right there. Isn't that the truth? Yeah.
00:24:43.029 --> 00:24:46.769
I am a big believer in that. And that's a big
00:24:46.769 --> 00:24:48.970
thing that people struggle with is like rolling
00:24:48.970 --> 00:24:51.250
something out and making it stick. And that's
00:24:51.250 --> 00:24:53.250
not easy. And the way you make things stick is
00:24:53.250 --> 00:24:56.690
consistency and discipline. Consistency and discipline.
00:24:56.990 --> 00:24:58.650
And you have to make sure you have the right
00:24:58.650 --> 00:25:01.380
things in place. to do that. And like I said,
00:25:01.440 --> 00:25:03.440
I'm not perfect. We're not perfect. I mean, we,
00:25:03.480 --> 00:25:07.039
we have struggles, but you know, we are growing
00:25:07.039 --> 00:25:09.740
at a good clip. Last year we closed, what did
00:25:09.740 --> 00:25:14.200
we close? Two points. I can't even remember 2
00:25:14.200 --> 00:25:17.660
.5 billion in business. And this year we're going
00:25:17.660 --> 00:25:20.480
to close about 3 .5. So, you know, we're growing
00:25:20.480 --> 00:25:24.759
and we have a vacation rental company, property
00:25:24.759 --> 00:25:27.759
management. I sold some of the property management
00:25:27.759 --> 00:25:31.500
units, but some of it we have. We're getting
00:25:31.500 --> 00:25:33.900
into other ancillary businesses I can't announce
00:25:33.900 --> 00:25:36.099
right now, although I'm sure you'd love some
00:25:36.099 --> 00:25:39.660
breaking news. Of course. The training company,
00:25:39.839 --> 00:25:41.980
Crush It in Real Estate, we put on events. We
00:25:41.980 --> 00:25:43.599
put on trainings. I'm putting on an event in
00:25:43.599 --> 00:25:46.319
November for broker owners and large team leaders
00:25:46.319 --> 00:25:49.619
on acquisitions, how to acquire other companies,
00:25:49.740 --> 00:25:52.279
how to acquire other teams. That's in November.
00:25:52.539 --> 00:25:54.759
These events that I put on, like the event you
00:25:54.759 --> 00:25:56.720
came to was a realtor event, and you were an
00:25:56.720 --> 00:25:58.920
awesome speaker. You added a ton. You do it.
00:25:59.200 --> 00:26:01.880
tremendous job. You should be very proud. But
00:26:01.880 --> 00:26:03.859
these events that I put on for leaders, they're
00:26:03.859 --> 00:26:07.059
$10 ,000 a head. And we teach people how to acquire
00:26:07.059 --> 00:26:09.460
other teams, how to acquire other brokerages.
00:26:09.940 --> 00:26:11.880
That's going to be this event. The one last year
00:26:11.880 --> 00:26:14.259
was the growth playbook, how to morph your team
00:26:14.259 --> 00:26:16.099
into a brokerage, because that's what I did.
00:26:16.279 --> 00:26:18.839
And, you know, these are high ticket events,
00:26:19.000 --> 00:26:21.259
but they're a lot of value and we teach people
00:26:21.259 --> 00:26:24.599
how to grow. Anthony, you know, they say that
00:26:24.599 --> 00:26:27.839
it is so important the top five people that you
00:26:27.839 --> 00:26:30.059
surround yourself with and that you actually
00:26:30.059 --> 00:26:32.460
have traits of the top five people you surround
00:26:32.460 --> 00:26:34.279
yourself with. Now, obviously, you have your
00:26:34.279 --> 00:26:37.279
beautiful, amazing family. But in business, do
00:26:37.279 --> 00:26:40.519
you have any mentors or anyone that kind of helps
00:26:40.519 --> 00:26:46.839
support like your ethos system? So I have the
00:26:46.839 --> 00:26:48.900
same group of friends that I've had since I was
00:26:48.900 --> 00:26:53.460
a teenager. That hasn't changed. and um but obviously
00:26:53.460 --> 00:26:55.900
you know some of them are more into business
00:26:55.900 --> 00:26:59.619
than others and in the business world i've learned
00:26:59.619 --> 00:27:02.759
to always work to hang out with people that have
00:27:02.759 --> 00:27:06.859
larger companies so i distinctly remember 20
00:27:06.859 --> 00:27:09.359
years ago going down arizona to meet with a small
00:27:09.359 --> 00:27:11.519
team and they taught me television and then i
00:27:11.519 --> 00:27:13.880
started meeting with larger team leaders and
00:27:13.880 --> 00:27:16.220
then eventually met with brokerages and then
00:27:16.700 --> 00:27:19.160
Broke huge brokerages. And that's what I do now.
00:27:19.279 --> 00:27:21.160
You know, I I'm always trying to hang out with
00:27:21.160 --> 00:27:24.559
people above me. And that's a great thing to
00:27:24.559 --> 00:27:27.420
do. As far as mentors go, I don't know that I
00:27:27.420 --> 00:27:30.019
could name one, but I certainly look up to a
00:27:30.019 --> 00:27:34.079
lot of different business people. I've read every
00:27:34.079 --> 00:27:38.160
president's book back to President Reagan. Yeah.
00:27:38.240 --> 00:27:40.160
And I think a lot of the time too, it's like,
00:27:40.200 --> 00:27:42.420
like you said, gathering information, right?
00:27:42.539 --> 00:27:44.559
And like, for me, if I want to be in the room,
00:27:44.640 --> 00:27:47.440
like I want to be like, I don't want to be the
00:27:47.440 --> 00:27:49.440
smartest in the room. That's for sure. I want
00:27:49.440 --> 00:27:52.579
to, how can I add value to other people? Right.
00:27:53.519 --> 00:27:56.220
That's such a big thing. And just be able to
00:27:56.220 --> 00:27:58.180
learn and grow more because I feel like that's
00:27:58.180 --> 00:28:00.859
what we're here to do. Hey, I never have the
00:28:00.859 --> 00:28:02.519
problem of being the smartest one in the room.
00:28:04.180 --> 00:28:08.329
I don't find that true. Anthony, thank you so
00:28:08.329 --> 00:28:11.190
much for your time today. It's been fantastic.
00:28:12.369 --> 00:28:15.069
Any last thoughts that you want to leave us with?
00:28:15.630 --> 00:28:18.589
No. I mean, for those that enjoy it, follow me
00:28:18.589 --> 00:28:22.430
on Instagram. Follow me on Facebook. I put out
00:28:22.430 --> 00:28:25.869
a lot of content and hope to hear from people.
00:28:25.990 --> 00:28:27.950
Thank you. Thank you for having me. Amazing.
00:28:28.009 --> 00:28:31.710
Thank you so much, Anthony. Take care. Thanks
00:28:31.710 --> 00:28:34.210
for tuning in to Finding Alignment. If you found
00:28:34.210 --> 00:28:36.930
this episode helpful, please like and subscribe.
00:28:37.130 --> 00:28:39.589
I would love if you could leave me a review and
00:28:39.589 --> 00:28:41.349
if there's anyone that you would like to hear
00:28:41.349 --> 00:28:44.269
from on the show, please let us know. Thanks
00:28:44.269 --> 00:28:44.990
for tuning in.
00:00:00.000 --> 00:00:02.660
Welcome to Finding Alignment, where we will be
00:00:02.660 --> 00:00:05.759
having conversations on business, wellness, and
00:00:05.759 --> 00:00:08.580
relationships for living a more aligned life.
00:00:08.839 --> 00:00:12.140
I'm your host, Megan Romine, real estate professional,
00:00:12.580 --> 00:00:15.580
lifelong learner, and speaker. Each time I'm
00:00:15.580 --> 00:00:17.379
in the studio, I sit down with entrepreneurs,
00:00:18.019 --> 00:00:20.579
bestselling authors, and everyday high achievers
00:00:20.579 --> 00:00:23.079
to unpack the habits, boundaries, and mindset
00:00:23.079 --> 00:00:25.960
shifts that fuel sustainable success. Whether
00:00:25.960 --> 00:00:28.019
you're growing a business, nurturing relationships,
00:00:28.440 --> 00:00:31.039
or simply protecting your peace, this show is
00:00:31.039 --> 00:00:33.399
here to help you take one aligned step forward.
00:00:33.719 --> 00:00:37.140
Let's dive in. Today we have Anthony LaMacchia,
00:00:37.259 --> 00:00:40.479
broker and owner of LaMacchia Real Estate. We
00:00:40.479 --> 00:00:42.920
are so excited to have you today, Anthony. Thank
00:00:42.920 --> 00:00:46.020
you so much for joining us. Thank you for having
00:00:46.020 --> 00:00:50.119
me. So you have an incredible background. I mean,
00:00:50.200 --> 00:00:52.960
you and your team, I think by August of this
00:00:52.960 --> 00:00:55.259
year, you'd closed over $2 billion in sales,
00:00:55.420 --> 00:00:58.939
correct? Yes, that's correct. Amazing. And you've
00:00:58.939 --> 00:01:02.399
been such a strong voice and strong advocate
00:01:02.399 --> 00:01:05.000
for us here in the real estate industry. So we
00:01:05.000 --> 00:01:07.819
cannot thank you enough. And I have so many questions
00:01:07.819 --> 00:01:11.500
for you. Well, fire away. Thank you very much
00:01:11.500 --> 00:01:13.439
for the kind words. I certainly try as hard as
00:01:13.439 --> 00:01:17.099
I can. Of course. So you're such a high producing
00:01:17.099 --> 00:01:21.200
person. And first, I want to ask for agents out
00:01:21.200 --> 00:01:24.920
there. And I can say that, I mean, I think like
00:01:24.920 --> 00:01:27.420
hands down, you have some of the best training
00:01:27.420 --> 00:01:30.640
that I've seen for real estate agents. And I
00:01:30.640 --> 00:01:33.120
just think it's amazing. Anytime that I see some
00:01:33.120 --> 00:01:35.140
of your content or anything that's going on,
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I'm like, wow, because you're really bringing
00:01:37.120 --> 00:01:40.480
value. And a question I'd like to ask you is
00:01:40.480 --> 00:01:42.700
for agents that let's say they're already in
00:01:42.700 --> 00:01:45.159
the industry, right? And they're doing decent,
00:01:45.239 --> 00:01:48.159
but what do you find are some of like the best
00:01:48.159 --> 00:01:51.120
lead generators for these agents to really utilize
00:01:51.120 --> 00:01:56.700
in today's market? Well, There's obvious ones,
00:01:56.700 --> 00:01:59.239
right, that you can buy like Zillow and Realtor
00:01:59.239 --> 00:02:03.280
.com. And then the most obvious one, which is
00:02:03.280 --> 00:02:05.920
arguably the most important, which is working
00:02:05.920 --> 00:02:09.120
by referral and educating your sphere of influence
00:02:09.120 --> 00:02:12.099
so that people are sending you business. I always
00:02:12.099 --> 00:02:14.479
talk about educating and when you educate, you
00:02:14.479 --> 00:02:17.280
will attract. But I'd say those are the most
00:02:17.280 --> 00:02:19.800
obvious ones where people can spend money and
00:02:19.800 --> 00:02:23.319
immediately obtain leads. But after you do business
00:02:23.319 --> 00:02:24.960
for a certain amount of years, if you're staying
00:02:24.960 --> 00:02:27.759
in touch with your clients, my good friend Alan
00:02:27.759 --> 00:02:30.259
Dalton always says it's never past clients, it's
00:02:30.259 --> 00:02:33.560
clients. But a doctor doesn't say that's my past
00:02:33.560 --> 00:02:37.000
patient. They say that's my patient. Right. And
00:02:37.000 --> 00:02:40.520
when we think with that mindset of having clients
00:02:40.520 --> 00:02:44.639
for life and being that true real estate consultant.
00:02:45.389 --> 00:02:49.110
for life, that's really the best lead generator
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eventually if you're playing your cards correctly.
00:02:51.490 --> 00:02:53.770
That makes sense. And I think that goes back
00:02:53.770 --> 00:02:56.210
to pretty much anything in life, like building
00:02:56.210 --> 00:03:00.110
relationships, right? Absolutely. And staying
00:03:00.110 --> 00:03:02.009
in touch with people, showing people you care.
00:03:02.150 --> 00:03:04.770
And for some of us, it's super easy. For some
00:03:04.770 --> 00:03:07.569
of us, it comes natural. And then I know for
00:03:07.569 --> 00:03:09.250
some agents, they need a little encouragement.
00:03:09.550 --> 00:03:11.710
And I always say to our, we had management training
00:03:11.710 --> 00:03:14.610
this morning and I talk about a certain way to
00:03:14.990 --> 00:03:18.129
deliver a message, you know, to say no, you know,
00:03:18.150 --> 00:03:20.689
you cushion it and you deliver the no, you show
00:03:20.689 --> 00:03:22.689
some interest and hey, is there another way?
00:03:22.949 --> 00:03:25.490
And I always say to management, if you guys don't
00:03:25.490 --> 00:03:27.729
actually genuinely feel this way in your heart
00:03:27.729 --> 00:03:30.389
that you want to help people and try to be accommodating
00:03:30.389 --> 00:03:33.830
and show interest, then you probably shouldn't
00:03:33.830 --> 00:03:35.409
be in a leadership team in one of my companies.
00:03:35.789 --> 00:03:37.550
Yeah, I was going to say maybe they're in the
00:03:37.550 --> 00:03:40.250
wrong industry then. Yeah, no, you're right.
00:03:40.349 --> 00:03:42.270
But it really doesn't matter the industry. I
00:03:42.270 --> 00:03:43.990
mean, listen, my brother's the president of our
00:03:44.560 --> 00:03:46.620
uh, family's landscape construction business
00:03:46.620 --> 00:03:49.219
that my dad started the month I was born. And
00:03:49.219 --> 00:03:50.659
my brother's the president there and him and
00:03:50.659 --> 00:03:52.199
I talk about this and I'm like, I don't care
00:03:52.199 --> 00:03:55.060
if it's a truck driver or whoever, when you actually
00:03:55.060 --> 00:03:57.379
develop relationships with people, show them
00:03:57.379 --> 00:03:59.400
that you give a damn about them. If you have
00:03:59.400 --> 00:04:02.159
to say no, you say no, but you show there's an
00:04:02.159 --> 00:04:04.840
interest in trying to accommodate or an interest
00:04:04.840 --> 00:04:07.460
in trying to be reasonable. It goes a long, long
00:04:07.460 --> 00:04:10.280
way with people and it means a lot. Yeah. And
00:04:10.280 --> 00:04:14.469
then leading into that, How do you feel like
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for what your purpose and what your passion is
00:04:18.069 --> 00:04:21.990
in life and in your business, how do you fold
00:04:21.990 --> 00:04:25.209
that into alignment in general? What does that
00:04:25.209 --> 00:04:27.629
look like in your life? What is your overall
00:04:27.629 --> 00:04:30.569
purpose and passion and how do you tie that into
00:04:30.569 --> 00:04:35.370
the businesses that you run? Well, I mean, I
00:04:35.370 --> 00:04:38.089
have, I think, a few purposes. I like to think
00:04:38.089 --> 00:04:43.860
I have four children. I have a nice family. Certainly
00:04:43.860 --> 00:04:48.300
is from a work perspective, you know, actually
00:04:48.300 --> 00:04:52.459
genuinely caring about helping others achieve
00:04:52.459 --> 00:04:54.839
what they want is what will eventually get you
00:04:54.839 --> 00:04:58.180
what you want. I heard a great quote years ago
00:04:58.180 --> 00:05:01.420
from Zig Ziglar, and it was told to me because
00:05:01.420 --> 00:05:03.819
I was speaking about the same thing. And someone
00:05:03.819 --> 00:05:06.220
said, oh, Zig Ziglar says that. But he says,
00:05:06.360 --> 00:05:08.740
the more people you help get what they want.
00:05:09.149 --> 00:05:11.970
the more you'll get what you want and you know
00:05:11.970 --> 00:05:14.069
i teach our management team our leadership team
00:05:14.069 --> 00:05:16.769
that guys the more like if we want to grow this
00:05:16.769 --> 00:05:18.949
company and we want to make more money it helps
00:05:18.949 --> 00:05:21.149
with helping the agents make more money first
00:05:21.149 --> 00:05:25.050
and that's a big big differentiator that many
00:05:25.050 --> 00:05:28.170
top agents team leaders and small broker owners
00:05:28.170 --> 00:05:30.529
just don't understand because they get too obsessed
00:05:30.529 --> 00:05:33.009
with their bottom line and don't get me wrong
00:05:33.009 --> 00:05:35.930
i like my bottom line too but they get too obsessed
00:05:35.930 --> 00:05:39.589
with The bottom line right now and stretching
00:05:39.589 --> 00:05:42.490
and squeezing every last ounce of profit out
00:05:42.490 --> 00:05:45.449
of today's income. Well, of course, I want to
00:05:45.449 --> 00:05:48.569
make what we can, but I want to set us up for
00:05:48.569 --> 00:05:52.329
success down the line and for a bigger success.
00:05:52.550 --> 00:05:55.410
And when you genuinely operate with a mindset
00:05:55.410 --> 00:05:58.290
of I'm going to help others get what they want,
00:05:58.449 --> 00:06:01.529
it comes back to you in any area of life. The
00:06:01.529 --> 00:06:03.569
more you give, the more you get. I don't care
00:06:03.569 --> 00:06:06.019
what it is. We could talk personal relationships.
00:06:06.199 --> 00:06:09.939
We could talk anything you want. I went to martial
00:06:09.939 --> 00:06:13.060
arts class this morning, and the teacher messaged
00:06:13.060 --> 00:06:14.639
me. He said, hey, can you put on class? I'm not
00:06:14.639 --> 00:06:17.019
feeling well. Okay. A couple of students at the
00:06:17.019 --> 00:06:20.040
end said, I got to tell you, you're such a nice
00:06:20.040 --> 00:06:22.319
teacher. You genuinely care about showing us.
00:06:22.680 --> 00:06:25.970
You know, I enjoy that. I really think it's so
00:06:25.970 --> 00:06:27.790
important because it sounds so simple, but I
00:06:27.790 --> 00:06:30.110
think it's so good for people to remember. I
00:06:30.110 --> 00:06:32.269
mean, it's like a law of the universe. You have
00:06:32.269 --> 00:06:35.269
to keep giving, keep giving, and also to be generous
00:06:35.269 --> 00:06:37.230
even when you don't feel like it, right? It's
00:06:37.230 --> 00:06:39.610
very easy for us to do it when we're like, business
00:06:39.610 --> 00:06:42.129
is great, things are good. But I think it speaks
00:06:42.129 --> 00:06:44.850
a lot about character and integrity whenever
00:06:44.850 --> 00:06:47.850
you give back, whenever you try to help, even
00:06:47.850 --> 00:06:51.649
regardless of like the highs and lows. You're
00:06:51.649 --> 00:06:53.569
right. Yeah, 100 % right about that. I mean,
00:06:53.589 --> 00:06:55.970
one thing I say to my dad, you know, he's had
00:06:55.970 --> 00:06:58.430
a small business forever, the landscaping business,
00:06:58.490 --> 00:07:01.509
and now my dad runs it. But I used to sort of
00:07:01.509 --> 00:07:03.449
argue, first of all, I learned more from him
00:07:03.449 --> 00:07:05.310
about business than anybody, you know, growing
00:07:05.310 --> 00:07:07.230
up working there, I'd never be able to do what
00:07:07.230 --> 00:07:10.149
I've done if I wasn't working with him first.
00:07:10.230 --> 00:07:12.930
So I give all my dad all the props and credit
00:07:12.930 --> 00:07:14.949
in the world. But one thing we would bang heads
00:07:14.949 --> 00:07:17.790
on years ago is when I was working there before
00:07:17.790 --> 00:07:19.730
I get into real estate over 20 years ago, and
00:07:19.730 --> 00:07:23.670
he would say, well, we can't do that right now
00:07:23.670 --> 00:07:25.110
because we're not doing well. And I'm like, all
00:07:25.110 --> 00:07:27.290
right, I understand if we can't expand or we
00:07:27.290 --> 00:07:30.649
can't buy an expensive truck, but handling a
00:07:30.649 --> 00:07:33.170
situation the way that it should be handled,
00:07:33.269 --> 00:07:35.850
whether we're in a good spot or a bad spot, that's
00:07:35.850 --> 00:07:39.350
a non -negotiable. And that's how I run the real
00:07:39.350 --> 00:07:41.470
estate company. I mean, we're in the worst of
00:07:41.470 --> 00:07:44.009
times or the best of times handling conflict
00:07:44.009 --> 00:07:46.990
resolution, client resolution with problems,
00:07:47.250 --> 00:07:51.329
agents being grumpy, whether we should. you know,
00:07:51.329 --> 00:07:53.050
work with them and work it out or tell them to
00:07:53.050 --> 00:07:55.970
find a new company. My answers are the same and
00:07:55.970 --> 00:07:59.470
consistent and disciplined, regardless of whether
00:07:59.470 --> 00:08:01.730
our bank account is stacking money up or not.
00:08:02.370 --> 00:08:05.670
Yeah, that's really, really hard for people to
00:08:05.670 --> 00:08:07.910
do that are in business. One other thing I was
00:08:07.910 --> 00:08:11.029
going to ask you is, what are some of the things
00:08:11.029 --> 00:08:14.610
that you do whenever you get to a point in business
00:08:14.610 --> 00:08:17.689
where you feel like Man, I just don't know how
00:08:17.689 --> 00:08:20.589
much longer I can go. Like if you get like mentally
00:08:20.589 --> 00:08:24.029
taxed or like physically taxed, are you taking
00:08:24.029 --> 00:08:27.269
like a little bit of a breather or are you like
00:08:27.269 --> 00:08:29.389
playing the mental game of I can actually go
00:08:29.389 --> 00:08:31.689
further than like what I think like this mentality
00:08:31.689 --> 00:08:35.029
is? What does that look like for you? Well, I
00:08:35.029 --> 00:08:38.470
never have experienced. feeling burnt out to
00:08:38.470 --> 00:08:39.909
the point that I didn't want to do it anymore.
00:08:40.129 --> 00:08:42.750
I do remember when I left the landscaping company
00:08:42.750 --> 00:08:45.649
with my dad, I wasn't enjoying it anymore. Him
00:08:45.649 --> 00:08:47.389
and I were banging heads. I wanted to get into
00:08:47.389 --> 00:08:50.210
real estate. That was probably the toughest career
00:08:50.210 --> 00:08:53.730
time of my life. I was 23, 24 years old. Now
00:08:53.730 --> 00:08:58.269
I'm 44. But in the real estate setting, building
00:08:58.269 --> 00:09:00.490
this company and then other ancillary businesses
00:09:00.490 --> 00:09:02.409
off it, our question in real estate training
00:09:02.409 --> 00:09:05.509
are, you know. Other businesses that we're working
00:09:05.509 --> 00:09:08.429
on and that we have property management, et cetera.
00:09:08.450 --> 00:09:10.570
I've never experienced that. But of course, I've
00:09:10.570 --> 00:09:13.409
experienced feeling frustrated or like I was
00:09:13.409 --> 00:09:15.610
banging my head against the wall. And one thing
00:09:15.610 --> 00:09:18.590
that I'm always willing to do and I notice I'm
00:09:18.590 --> 00:09:21.009
a bit more willing to do it than others is change.
00:09:21.549 --> 00:09:23.450
We're going through some managerial structural
00:09:23.450 --> 00:09:27.820
changes right now that. I don't know that others
00:09:27.820 --> 00:09:31.200
would have done. But I saw the problem. I identified
00:09:31.200 --> 00:09:32.879
the problem and I said, we're changing it. And
00:09:32.879 --> 00:09:35.960
if we piss a few people off along the way or
00:09:35.960 --> 00:09:39.440
disappoint a few people or make a few people
00:09:39.440 --> 00:09:42.120
feel that it might be more than they can handle,
00:09:42.179 --> 00:09:44.460
well, we're going to do it and we're going to
00:09:44.460 --> 00:09:45.700
change and we're going to adjust and we're going
00:09:45.700 --> 00:09:48.059
to deal with the headaches. That's a big component
00:09:48.059 --> 00:09:51.240
to success that many people. They wouldn't be
00:09:51.240 --> 00:09:52.980
able to do. I mean, I started in this business
00:09:52.980 --> 00:09:55.480
with myself and one other person. She had 20
00:09:55.480 --> 00:09:57.399
years with us last month and we're putting out
00:09:57.399 --> 00:10:02.100
a 20 year video with her next week. And there's
00:10:02.100 --> 00:10:04.019
no way we could have started from her and I and
00:10:04.019 --> 00:10:07.440
built almost a thousand people if I didn't have
00:10:07.440 --> 00:10:10.879
an attitude of or if I was. Scared of change
00:10:10.879 --> 00:10:12.500
is what I'm saying. Yeah, I think that a lot
00:10:12.500 --> 00:10:14.840
of people, and agents especially, agents sometimes
00:10:14.840 --> 00:10:18.419
don't like change and they get nervous. Oh, what
00:10:18.419 --> 00:10:21.600
if it doesn't work? Oh, what if it fails? But
00:10:21.600 --> 00:10:24.240
whenever you're deciding to make a pivot, I'm
00:10:24.240 --> 00:10:26.860
curious to know, are you deciding to make a pivot
00:10:26.860 --> 00:10:30.980
because you're looking at data and like number
00:10:30.980 --> 00:10:34.200
driven data or is it more of like an intuition
00:10:34.200 --> 00:10:39.000
or is it a little bit of both? Both. What isn't
00:10:39.000 --> 00:10:41.419
measured cannot be improved. So we're always
00:10:41.419 --> 00:10:43.659
measuring things. We have tons of dashboards.
00:10:43.740 --> 00:10:47.840
We built our own custom CRM and I follow all
00:10:47.840 --> 00:10:51.220
kinds of reports. But our head of marketing,
00:10:51.419 --> 00:10:53.720
Lindsay, she's the vice president of marketing
00:10:53.720 --> 00:10:55.460
for the Lamacchia companies. I think you met
00:10:55.460 --> 00:10:58.120
her before. Yes. We had an event in Florida.
00:10:58.200 --> 00:11:02.600
You were on our stage. And she always says, Anthony,
00:11:02.759 --> 00:11:05.610
these feelings, where do they come from? And
00:11:05.610 --> 00:11:07.429
I'm like, because I'll say I have a feeling I
00:11:07.429 --> 00:11:09.730
can feel it. We got to do this. And she gets
00:11:09.730 --> 00:11:11.830
frustrated because she's like, where does this
00:11:11.830 --> 00:11:14.009
feeling come from? And then she says, I got to
00:11:14.009 --> 00:11:16.429
say your feelings are pretty accurate. So one
00:11:16.429 --> 00:11:20.049
thing is this, Megan, I listen more than I talk.
00:11:21.629 --> 00:11:25.850
And I talk a lot. I talk all day. I give speeches.
00:11:25.889 --> 00:11:29.929
I do trainings. But I will tell you, for as much
00:11:29.929 --> 00:11:33.429
as I talk, I probably listen twice as much. I'm
00:11:33.429 --> 00:11:37.649
an extremely intent listener, a very intense
00:11:37.649 --> 00:11:41.049
listener. When we're with agents, when I go to
00:11:41.049 --> 00:11:43.629
branch offices, at least once a week, we have
00:11:43.629 --> 00:11:46.309
luncheons. I'm always paying attention. I'm listening.
00:11:46.450 --> 00:11:48.950
I'm observing what the problem might be. I'm
00:11:48.950 --> 00:11:51.590
looking at faces. I'm observing, you know, people
00:11:51.590 --> 00:11:53.789
say to me, oh, you're such a good speaker. How
00:11:53.789 --> 00:11:56.629
do you keep the crowd so riled up? Well, I look
00:11:56.629 --> 00:12:00.899
at faces and I pay very close attention. That's
00:12:00.899 --> 00:12:03.259
a really important component to success. And
00:12:03.259 --> 00:12:05.679
even with me doing all this, we have screw ups.
00:12:05.700 --> 00:12:07.899
We're not perfect. We make mistakes. I make mistakes.
00:12:08.139 --> 00:12:10.440
I mean, none of us. I feel like we sometimes
00:12:10.440 --> 00:12:13.980
learn the most from our mistakes. I mean, I don't
00:12:13.980 --> 00:12:16.220
feel like you usually make it to the next level
00:12:16.220 --> 00:12:18.960
until you fail a couple of times. And then it
00:12:18.960 --> 00:12:21.179
depends on like how you do you see that as failure?
00:12:21.259 --> 00:12:22.960
Do you see that as growth? But that's just my
00:12:22.960 --> 00:12:29.159
opinion. It's a great question. I really don't
00:12:29.159 --> 00:12:30.740
look at it as failure. I talked to my brother
00:12:30.740 --> 00:12:33.120
about this. I always say you never really waste
00:12:33.120 --> 00:12:35.820
money when you're advertising. If you do an advertising
00:12:35.820 --> 00:12:40.100
campaign and it fails, it's like, did you really
00:12:40.100 --> 00:12:44.039
fail or did that particular campaign fail? When
00:12:44.039 --> 00:12:46.860
that name right there is branded everywhere and
00:12:46.860 --> 00:12:51.620
people know the name, it helps. Yeah, I see you
00:12:51.620 --> 00:12:54.259
guys all over the place. Fort Lauderdale, all
00:12:54.259 --> 00:12:58.179
over the place, South Florida. Yeah, we have
00:12:58.179 --> 00:13:01.960
a small to decent presence in South Florida as
00:13:01.960 --> 00:13:04.039
of right now. But up here in New England, we're
00:13:04.039 --> 00:13:06.379
a household name. That's incredible. And then
00:13:06.379 --> 00:13:10.409
if you could say. Maybe like a blanket answer
00:13:10.409 --> 00:13:14.750
for the real estate agents that maybe don't end
00:13:14.750 --> 00:13:17.929
up making it in the industry. Do you think that
00:13:17.929 --> 00:13:20.950
it's because they are quitting because it's getting
00:13:20.950 --> 00:13:24.769
too hard? Or is there any particular trend that
00:13:24.769 --> 00:13:27.590
you see with agents that you think they could
00:13:27.590 --> 00:13:30.070
take it to the next level, but they don't? Do
00:13:30.070 --> 00:13:33.350
you see any kind of trend with that? Yeah, they
00:13:33.350 --> 00:13:38.759
don't want to work. I mean, listen, I. I'm not
00:13:38.759 --> 00:13:41.240
going to talk badly about people who get out
00:13:41.240 --> 00:13:43.779
of the real estate business and go into something
00:13:43.779 --> 00:13:45.700
else. If that's what you need to do and if you
00:13:45.700 --> 00:13:47.879
find something that you're better at, good for
00:13:47.879 --> 00:13:49.840
you. In fact, I texted with one of our agents
00:13:49.840 --> 00:13:52.340
about that today who got into a different industry
00:13:52.340 --> 00:13:53.940
and I could tell she was a little weird with
00:13:53.940 --> 00:13:56.580
me. And I texted her today and I said, hey, just
00:13:56.580 --> 00:14:00.320
to be clear, if this is for you. Run hard go
00:14:00.320 --> 00:14:03.080
for it. And if I can give you any help, let me
00:14:03.080 --> 00:14:04.820
know when she text back said Thanks so much for
00:14:04.820 --> 00:14:06.919
saying that I'd love it if I could bump something
00:14:06.919 --> 00:14:08.379
off you I said great. Let's talk later today
00:14:08.379 --> 00:14:10.860
Like it's no problem if people don't want to
00:14:10.860 --> 00:14:13.120
be in the business But if people truly want to
00:14:13.120 --> 00:14:14.620
be in the business The first thing they have
00:14:14.620 --> 00:14:17.139
to get really really good at is dialing this
00:14:17.139 --> 00:14:20.320
thing right here and actually talking like dialing
00:14:20.320 --> 00:14:23.320
it and talking on it like that's step one to
00:14:23.320 --> 00:14:25.519
being successful in a real estate business and
00:14:25.519 --> 00:14:27.360
truthfully successful in any business, I mean
00:14:28.080 --> 00:14:30.320
I have a friend who owns a construction business
00:14:30.320 --> 00:14:33.320
who called me and was down last summer, very
00:14:33.320 --> 00:14:35.879
down on a Saturday morning. I lost this job.
00:14:35.919 --> 00:14:38.480
I lost that job. I had an employee leave. I said,
00:14:38.500 --> 00:14:41.639
you can dial your way out of anything. So true.
00:14:41.779 --> 00:14:44.139
Get on the phone, call every bid that you've
00:14:44.139 --> 00:14:46.120
done in the last six months that you didn't get
00:14:46.120 --> 00:14:48.940
that you want, and you'll get a ton of work.
00:14:49.100 --> 00:14:51.200
Literally at one o 'clock that afternoon on a
00:14:51.200 --> 00:14:53.360
Saturday, I can't believe it. I brought in $200
00:14:53.360 --> 00:14:55.960
,000 worth of work. I'm like, I can believe it.
00:14:56.269 --> 00:14:59.889
It works. And I always say this, and I sound
00:14:59.889 --> 00:15:02.389
like I'm a broken record, but even my friend
00:15:02.389 --> 00:15:04.850
the other day, he was doing other things in the
00:15:04.850 --> 00:15:06.350
real estate business, but he decided he was going
00:15:06.350 --> 00:15:08.350
to go back in and get some listings. All he had
00:15:08.350 --> 00:15:10.649
to do was start on the phones. He started on
00:15:10.649 --> 00:15:12.370
the phones. He's like, I had 80 conversations
00:15:12.370 --> 00:15:15.350
today. I had three listing appointments. And
00:15:15.350 --> 00:15:18.029
you just do that consistently, but a lot of agents
00:15:18.029 --> 00:15:21.409
don't want to do it. No, they don't. And also,
00:15:22.279 --> 00:15:24.360
Let me point out something else. It isn't their
00:15:24.360 --> 00:15:29.059
priority. OK, so for me, my priority is sales
00:15:29.059 --> 00:15:31.500
and growing the company. So today, throughout
00:15:31.500 --> 00:15:33.240
the day, I had a ton of meetings this morning,
00:15:33.320 --> 00:15:35.820
9, 10, 10, 30, a training with all management,
00:15:35.899 --> 00:15:39.519
11, 15. In between those meetings, the calls
00:15:39.519 --> 00:15:42.899
that are normal calls, I return later in the
00:15:42.899 --> 00:15:46.259
day. The calls that are related to like I had
00:15:46.259 --> 00:15:48.480
one of our top agents call and say, hey, such
00:15:48.480 --> 00:15:50.840
and such owner of such and such brokerage over
00:15:50.840 --> 00:15:52.879
there just called me and they want to talk to
00:15:52.879 --> 00:15:55.059
you about selling. Which call do you think I
00:15:55.059 --> 00:15:58.960
returned first? Yeah, the second one. If it has
00:15:58.960 --> 00:16:01.860
to do with sales, I am always dialing those people
00:16:01.860 --> 00:16:05.379
first. And that is in my makeup. It's not like
00:16:05.379 --> 00:16:07.960
I have to tell myself. Right. And I've learned
00:16:07.960 --> 00:16:09.500
that because when you're running a business.
00:16:10.320 --> 00:16:12.379
The number one thing is you have to crank the
00:16:12.379 --> 00:16:14.440
effing cash register. I say it all the time.
00:16:14.840 --> 00:16:18.279
Crank the effing cash register and everything
00:16:18.279 --> 00:16:21.600
else will fall in line. So that's my focus. That's
00:16:21.600 --> 00:16:24.519
my priority. Now, and what could you share with
00:16:24.519 --> 00:16:27.039
us about what your schedule looks like? Because
00:16:27.039 --> 00:16:28.899
I always see on Instagram and you're posting,
00:16:29.019 --> 00:16:32.460
you know, 4 a .m. and how much of how disciplined
00:16:32.460 --> 00:16:35.440
you are with your schedule, how much of your
00:16:35.440 --> 00:16:37.559
success has contributed to that, do you think?
00:16:38.489 --> 00:16:41.730
Oh, getting up early in the morning is the number
00:16:41.730 --> 00:16:44.169
one habit I have for being successful. I am up
00:16:44.169 --> 00:16:48.350
somewhere between 4 .30 and 5 every day. It depends
00:16:48.350 --> 00:16:50.690
the day. It depends, you know, what's going on.
00:16:50.769 --> 00:16:53.330
I don't usually use an alarm. I usually just
00:16:53.330 --> 00:16:57.799
wake up. So that's pretty. That's regular for
00:16:57.799 --> 00:17:00.799
me. That's normal. As far as the rest of my schedule,
00:17:00.840 --> 00:17:03.200
I have a lot of meetings all day, every day,
00:17:03.220 --> 00:17:07.180
meetings with management, tackling issues, usually
00:17:07.180 --> 00:17:09.180
at least a sales meeting or two. And when I say
00:17:09.180 --> 00:17:11.019
sales meeting, that's either with a big agent
00:17:11.019 --> 00:17:14.400
that's joining our company or it's another owner.
00:17:15.180 --> 00:17:18.970
And I'd say... probably an average of one sales
00:17:18.970 --> 00:17:23.029
meeting a day like that. And, you know, other
00:17:23.029 --> 00:17:24.829
meetings that will generate business, generate
00:17:24.829 --> 00:17:27.230
business down the line. But when I say one sales
00:17:27.230 --> 00:17:29.450
meeting, I'm talking about one formal scheduled
00:17:29.450 --> 00:17:32.109
sales meeting. I'm not talking about the calls
00:17:32.109 --> 00:17:34.690
that I make, the texts that I send, the one -off
00:17:34.690 --> 00:17:37.269
quick ones like this morning. I got on right
00:17:37.269 --> 00:17:39.970
here, sitting right here with an owner of a company
00:17:39.970 --> 00:17:42.710
somewhere. And we spent an hour and 20 just talking.
00:17:42.750 --> 00:17:45.990
I could tell that selling the company was such
00:17:45.990 --> 00:17:48.490
an emotional thing to this person that we just
00:17:48.490 --> 00:17:51.069
got on here. I didn't present nothing. I didn't
00:17:51.069 --> 00:17:54.950
brag. I just talked. And that'll come back around.
00:17:55.029 --> 00:17:58.329
I know it will. And are you working essentially
00:17:58.329 --> 00:18:01.869
24 -7? Are you taking breaks? What does that
00:18:01.869 --> 00:18:05.920
look like? No, I'm not. My schedule is a lot
00:18:05.920 --> 00:18:08.480
better. 2024, I worked more than I ever have
00:18:08.480 --> 00:18:10.500
in my entire life. We bought seven companies
00:18:10.500 --> 00:18:13.680
and the lawsuit implementation was done. And
00:18:13.680 --> 00:18:16.400
I think you know that I heard you give me credit
00:18:16.400 --> 00:18:19.579
for it. I was very involved in speaking about
00:18:19.579 --> 00:18:23.359
that publicly. Plus, we created our own forms
00:18:23.359 --> 00:18:25.519
and I did a ton of training on it, not only for
00:18:25.519 --> 00:18:28.900
our company, but we sold. I remember the classic
00:18:28.900 --> 00:18:31.380
realtors. We launched the training a week before
00:18:31.380 --> 00:18:34.819
the implementation date, right? Two days before
00:18:34.819 --> 00:18:38.380
everybody buys. We sold $17 ,000 worth of courses
00:18:38.380 --> 00:18:41.299
the day the implementation took place, one day.
00:18:41.599 --> 00:18:43.960
And I'm like, where have these people been for
00:18:43.960 --> 00:18:46.259
60 days? But that's realtors. You know, they
00:18:46.259 --> 00:18:49.500
love to put things off and wait till last minute.
00:18:49.559 --> 00:18:52.819
But that was a crazy year last year. I pretty
00:18:52.819 --> 00:18:56.279
much like. ate slept worked or did something
00:18:56.279 --> 00:19:00.200
with my kids that was it um this year much better
00:19:00.200 --> 00:19:04.700
this year i'm probably working 12 hour days uh
00:19:04.700 --> 00:19:07.990
five days a week and you know three, four hours
00:19:07.990 --> 00:19:09.730
on a Saturday, three, four hours on a Sunday,
00:19:09.849 --> 00:19:12.509
which I do early in the morning. So I tend to
00:19:12.509 --> 00:19:14.690
like on a Sunday, I'll come in here sometimes
00:19:14.690 --> 00:19:17.349
at 5am, be home by eight, everybody's just getting
00:19:17.349 --> 00:19:19.549
up, they don't even know I was gone. And I think
00:19:19.549 --> 00:19:21.509
that's just the reality of the situation. And
00:19:21.509 --> 00:19:24.029
a lot of what people don't see is like how many
00:19:24.029 --> 00:19:26.750
cumulative hours that it takes and how much consistent
00:19:26.750 --> 00:19:29.849
consistency it really takes to start seeing results.
00:19:30.789 --> 00:19:32.750
You know, I mean, I expanded my business and
00:19:32.750 --> 00:19:34.849
I didn't see the light of day for eight months,
00:19:34.910 --> 00:19:37.380
right? And that's just That's just what it is.
00:19:37.779 --> 00:19:39.880
And I think adjusting your mindset around it
00:19:39.880 --> 00:19:42.440
too. If you take someone with equal skill, two
00:19:42.440 --> 00:19:44.920
people with equal skill, one works 80 hours a
00:19:44.920 --> 00:19:49.160
week, one works 40, I work a full year by about
00:19:49.160 --> 00:19:53.519
month five. Compounding time. Compounding time.
00:19:53.619 --> 00:19:56.599
It's called compounding time. People are like,
00:19:56.660 --> 00:20:00.039
what's the secret? The secret is work more because
00:20:00.039 --> 00:20:02.799
you can get done more in two years than what
00:20:02.799 --> 00:20:05.599
it takes someone else to do in five years. Correct.
00:20:05.660 --> 00:20:08.440
No, it's 100 % the truth. I'm 44 years old. I
00:20:08.440 --> 00:20:10.440
started saying when I was 40, I've already worked
00:20:10.440 --> 00:20:15.059
a lifetime. And it's true. I mean, listen, the
00:20:15.059 --> 00:20:17.559
notion of work smarter, not harder is bullshit.
00:20:17.759 --> 00:20:22.200
I mean, it's a complete bullshit lie. For those
00:20:22.200 --> 00:20:24.440
that want to get really ahead, I'm not on this
00:20:24.440 --> 00:20:29.380
earth to build a real estate company that does
00:20:29.380 --> 00:20:32.240
$3 billion a year and be perfectly happy and
00:20:32.240 --> 00:20:34.319
sit back and relax. That's not what I'm here
00:20:34.319 --> 00:20:37.690
to do. I love that. Well, the thing is that,
00:20:37.849 --> 00:20:40.529
like you said in the very beginning, it's the
00:20:40.529 --> 00:20:42.890
ripple effect. You're helping so many people
00:20:42.890 --> 00:20:45.970
and you're affecting so many lives. And I'm sure
00:20:45.970 --> 00:20:48.130
that you sit down and think about that. But I
00:20:48.130 --> 00:20:49.569
mean, I think that's just such an incredible
00:20:49.569 --> 00:20:51.849
thing. And we're so thankful to have you in our
00:20:51.849 --> 00:20:54.230
real estate community. And I also wanted to hear
00:20:54.230 --> 00:20:56.210
more about, it looks like you have a book coming
00:20:56.210 --> 00:20:59.950
out. Is that correct? Yeah, yeah. So my friend
00:20:59.950 --> 00:21:02.289
Alan Dalton and I are coming out with a real
00:21:02.289 --> 00:21:05.650
estate. um, consultant certification. So agents
00:21:05.650 --> 00:21:08.109
are going to go through about eight, nine, eight
00:21:08.109 --> 00:21:10.750
or nine weeks of courses, a couple hours a week.
00:21:10.829 --> 00:21:12.809
Uh, and then we'll give them a certification
00:21:12.809 --> 00:21:15.289
from crushing and real estate. The book that's
00:21:15.289 --> 00:21:18.329
coming out is going to be about developing a
00:21:18.329 --> 00:21:21.089
consultant mindset. And of course, mixed into
00:21:21.089 --> 00:21:24.329
it will be various things about my career and,
00:21:24.349 --> 00:21:29.549
you know, other things. Amazing. When are you
00:21:29.549 --> 00:21:32.700
finding time to write the book? Well, it's a
00:21:32.700 --> 00:21:35.779
lot. I'm doing more editing and sending voice
00:21:35.779 --> 00:21:38.759
notes. I'll tell you a little tip to those wanting
00:21:38.759 --> 00:21:41.579
to grow their businesses without, you know, in
00:21:41.579 --> 00:21:44.819
the most efficient way possible. Using voice
00:21:44.819 --> 00:21:48.740
memos is basically how I run my companies. I
00:21:48.740 --> 00:21:51.519
send voice memos either to my assistant to send
00:21:51.519 --> 00:21:53.720
out emails. She types them and sends them or
00:21:53.720 --> 00:21:55.759
I'll send the voice memos directly to whoever
00:21:55.759 --> 00:21:59.299
is working on something. It is the biggest time
00:21:59.299 --> 00:22:02.000
saver. And it stops me from having to repeat
00:22:02.000 --> 00:22:05.680
all day long. I tend to talk fast. And if you
00:22:05.680 --> 00:22:07.880
could pick one thing that you think that you
00:22:07.880 --> 00:22:10.779
do that really helps your team and your business
00:22:10.779 --> 00:22:14.539
to really inspire other people, what do you think
00:22:14.539 --> 00:22:21.819
that would be? That's a big question. If I could
00:22:21.819 --> 00:22:25.619
pick one thing that really helps me inspire and
00:22:25.619 --> 00:22:28.589
help other people. I would just say educating.
00:22:28.829 --> 00:22:32.369
You know, when I get up in the morning, I am
00:22:32.369 --> 00:22:34.470
always thinking about teaching others. I just
00:22:34.470 --> 00:22:36.490
said that to management this morning. I said,
00:22:36.529 --> 00:22:39.269
guys, if you notice, since January, I have been
00:22:39.269 --> 00:22:43.009
obsessed with making your day easier by arming
00:22:43.009 --> 00:22:45.710
you with how to answer questions, whether it's
00:22:45.710 --> 00:22:48.339
pre -typed emails. whether it's the training
00:22:48.339 --> 00:22:50.279
course that I built for them where they can go
00:22:50.279 --> 00:22:52.720
in and watch videos of me explaining how to be
00:22:52.720 --> 00:22:56.380
a good leader or listen to the audio. And, you
00:22:56.380 --> 00:22:58.400
know, I said, but that's my obsession. So when
00:22:58.400 --> 00:23:01.019
I get up every day, I'm thinking, who can I teach
00:23:01.019 --> 00:23:03.259
today? Who can I educate today that will cause
00:23:03.259 --> 00:23:06.079
an attraction, cause an attraction to the company,
00:23:06.180 --> 00:23:09.859
attraction to me? Because the truth is we're
00:23:09.859 --> 00:23:11.779
in an information age where people can get information
00:23:11.779 --> 00:23:13.980
very quickly. Look at AI. I mean, artificial
00:23:13.980 --> 00:23:16.480
intelligence. And the way that things are being
00:23:16.480 --> 00:23:20.119
computed through artificial intelligence is fascinating.
00:23:21.079 --> 00:23:24.579
And you had better be ready. You know, the market,
00:23:24.720 --> 00:23:28.420
the realtors out there, people in business, they
00:23:28.420 --> 00:23:30.099
better be ready to deal with that or they're
00:23:30.099 --> 00:23:32.680
going to have a problem. I agree with that. I
00:23:32.680 --> 00:23:35.059
think it's all across the board, any business
00:23:35.059 --> 00:23:37.880
and anything that you're doing. You need to be
00:23:37.880 --> 00:23:40.400
implementing AI into the business. And I'm making
00:23:40.400 --> 00:23:43.240
the assumption that you guys are implementing
00:23:43.240 --> 00:23:48.500
AI into your businesses. We are in classic Anthony
00:23:48.500 --> 00:23:50.460
Lamacchia fashion. I put it off for a while,
00:23:50.519 --> 00:23:52.279
but then when I jumped in, now I'm jumping in
00:23:52.279 --> 00:23:55.359
with five feet, which I'm known to do. I have
00:23:55.359 --> 00:24:00.559
a tendency, Megan, to delay on doing something
00:24:00.559 --> 00:24:03.019
that maybe we should do sooner. But when I do
00:24:03.019 --> 00:24:08.190
it, I do it big. That's why it sticks. And I
00:24:08.190 --> 00:24:11.309
had to have a conversation with someone that
00:24:11.309 --> 00:24:13.130
we do business with recently about that. I said,
00:24:13.150 --> 00:24:15.750
look, we don't do things in a hodgepodge manner
00:24:15.750 --> 00:24:17.750
here. When we do them, we do them big and they
00:24:17.750 --> 00:24:21.410
stick. You know, there's a Boston Business Journal
00:24:21.410 --> 00:24:25.029
article somewhere around here, front page of
00:24:25.029 --> 00:24:26.670
the Boston Business Journal. About six years
00:24:26.670 --> 00:24:31.650
ago, they did a story on me. And they said, I'm
00:24:31.650 --> 00:24:34.549
always on offense. But it also said, everything
00:24:34.549 --> 00:24:37.990
I do, I do big. They quoted me. I swear it's
00:24:37.990 --> 00:24:42.910
like right there. Isn't that the truth? Yeah.
00:24:43.029 --> 00:24:46.769
I am a big believer in that. And that's a big
00:24:46.769 --> 00:24:48.970
thing that people struggle with is like rolling
00:24:48.970 --> 00:24:51.250
something out and making it stick. And that's
00:24:51.250 --> 00:24:53.250
not easy. And the way you make things stick is
00:24:53.250 --> 00:24:56.690
consistency and discipline. Consistency and discipline.
00:24:56.990 --> 00:24:58.650
And you have to make sure you have the right
00:24:58.650 --> 00:25:01.380
things in place. to do that. And like I said,
00:25:01.440 --> 00:25:03.440
I'm not perfect. We're not perfect. I mean, we,
00:25:03.480 --> 00:25:07.039
we have struggles, but you know, we are growing
00:25:07.039 --> 00:25:09.740
at a good clip. Last year we closed, what did
00:25:09.740 --> 00:25:14.200
we close? Two points. I can't even remember 2
00:25:14.200 --> 00:25:17.660
.5 billion in business. And this year we're going
00:25:17.660 --> 00:25:20.480
to close about 3 .5. So, you know, we're growing
00:25:20.480 --> 00:25:24.759
and we have a vacation rental company, property
00:25:24.759 --> 00:25:27.759
management. I sold some of the property management
00:25:27.759 --> 00:25:31.500
units, but some of it we have. We're getting
00:25:31.500 --> 00:25:33.900
into other ancillary businesses I can't announce
00:25:33.900 --> 00:25:36.099
right now, although I'm sure you'd love some
00:25:36.099 --> 00:25:39.660
breaking news. Of course. The training company,
00:25:39.839 --> 00:25:41.980
Crush It in Real Estate, we put on events. We
00:25:41.980 --> 00:25:43.599
put on trainings. I'm putting on an event in
00:25:43.599 --> 00:25:46.319
November for broker owners and large team leaders
00:25:46.319 --> 00:25:49.619
on acquisitions, how to acquire other companies,
00:25:49.740 --> 00:25:52.279
how to acquire other teams. That's in November.
00:25:52.539 --> 00:25:54.759
These events that I put on, like the event you
00:25:54.759 --> 00:25:56.720
came to was a realtor event, and you were an
00:25:56.720 --> 00:25:58.920
awesome speaker. You added a ton. You do it.
00:25:59.200 --> 00:26:01.880
tremendous job. You should be very proud. But
00:26:01.880 --> 00:26:03.859
these events that I put on for leaders, they're
00:26:03.859 --> 00:26:07.059
$10 ,000 a head. And we teach people how to acquire
00:26:07.059 --> 00:26:09.460
other teams, how to acquire other brokerages.
00:26:09.940 --> 00:26:11.880
That's going to be this event. The one last year
00:26:11.880 --> 00:26:14.259
was the growth playbook, how to morph your team
00:26:14.259 --> 00:26:16.099
into a brokerage, because that's what I did.
00:26:16.279 --> 00:26:18.839
And, you know, these are high ticket events,
00:26:19.000 --> 00:26:21.259
but they're a lot of value and we teach people
00:26:21.259 --> 00:26:24.599
how to grow. Anthony, you know, they say that
00:26:24.599 --> 00:26:27.839
it is so important the top five people that you
00:26:27.839 --> 00:26:30.059
surround yourself with and that you actually
00:26:30.059 --> 00:26:32.460
have traits of the top five people you surround
00:26:32.460 --> 00:26:34.279
yourself with. Now, obviously, you have your
00:26:34.279 --> 00:26:37.279
beautiful, amazing family. But in business, do
00:26:37.279 --> 00:26:40.519
you have any mentors or anyone that kind of helps
00:26:40.519 --> 00:26:46.839
support like your ethos system? So I have the
00:26:46.839 --> 00:26:48.900
same group of friends that I've had since I was
00:26:48.900 --> 00:26:53.460
a teenager. That hasn't changed. and um but obviously
00:26:53.460 --> 00:26:55.900
you know some of them are more into business
00:26:55.900 --> 00:26:59.619
than others and in the business world i've learned
00:26:59.619 --> 00:27:02.759
to always work to hang out with people that have
00:27:02.759 --> 00:27:06.859
larger companies so i distinctly remember 20
00:27:06.859 --> 00:27:09.359
years ago going down arizona to meet with a small
00:27:09.359 --> 00:27:11.519
team and they taught me television and then i
00:27:11.519 --> 00:27:13.880
started meeting with larger team leaders and
00:27:13.880 --> 00:27:16.220
then eventually met with brokerages and then
00:27:16.700 --> 00:27:19.160
Broke huge brokerages. And that's what I do now.
00:27:19.279 --> 00:27:21.160
You know, I I'm always trying to hang out with
00:27:21.160 --> 00:27:24.559
people above me. And that's a great thing to
00:27:24.559 --> 00:27:27.420
do. As far as mentors go, I don't know that I
00:27:27.420 --> 00:27:30.019
could name one, but I certainly look up to a
00:27:30.019 --> 00:27:34.079
lot of different business people. I've read every
00:27:34.079 --> 00:27:38.160
president's book back to President Reagan. Yeah.
00:27:38.240 --> 00:27:40.160
And I think a lot of the time too, it's like,
00:27:40.200 --> 00:27:42.420
like you said, gathering information, right?
00:27:42.539 --> 00:27:44.559
And like, for me, if I want to be in the room,
00:27:44.640 --> 00:27:47.440
like I want to be like, I don't want to be the
00:27:47.440 --> 00:27:49.440
smartest in the room. That's for sure. I want
00:27:49.440 --> 00:27:52.579
to, how can I add value to other people? Right.
00:27:53.519 --> 00:27:56.220
That's such a big thing. And just be able to
00:27:56.220 --> 00:27:58.180
learn and grow more because I feel like that's
00:27:58.180 --> 00:28:00.859
what we're here to do. Hey, I never have the
00:28:00.859 --> 00:28:02.519
problem of being the smartest one in the room.
00:28:04.180 --> 00:28:08.329
I don't find that true. Anthony, thank you so
00:28:08.329 --> 00:28:11.190
much for your time today. It's been fantastic.
00:28:12.369 --> 00:28:15.069
Any last thoughts that you want to leave us with?
00:28:15.630 --> 00:28:18.589
No. I mean, for those that enjoy it, follow me
00:28:18.589 --> 00:28:22.430
on Instagram. Follow me on Facebook. I put out
00:28:22.430 --> 00:28:25.869
a lot of content and hope to hear from people.
00:28:25.990 --> 00:28:27.950
Thank you. Thank you for having me. Amazing.
00:28:28.009 --> 00:28:31.710
Thank you so much, Anthony. Take care. Thanks
00:28:31.710 --> 00:28:34.210
for tuning in to Finding Alignment. If you found
00:28:34.210 --> 00:28:36.930
this episode helpful, please like and subscribe.
00:28:37.130 --> 00:28:39.589
I would love if you could leave me a review and
00:28:39.589 --> 00:28:41.349
if there's anyone that you would like to hear
00:28:41.349 --> 00:28:44.269
from on the show, please let us know. Thanks
00:28:44.269 --> 00:28:44.990
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