The Hack That Closes Real Estate Deals 6 Months Faster

Most agents will take about six months to get their first deal. When agents are coaching with us, they usually get their first deal within 30 days. And that year, I went from 24 deals to 89 without an admin, without anybody just doing it out of my house while raising five kids. >> Going to become a 1enter. You've got to act like it. You've got to run the tools, run the systems, and do it consistently. Stop chasing every shiny object. Frameworks. I like it's the dad framework. Delete, automate, delegate. If it doesn't need to exist, get rid of it. If you're watching this right now, you're in the real estate space. You want to be in the real estate space. You want to make more money. You want to crush it. I mean, I would tell you guys right now. >> Hey guys, what's going on? It's Andy. I'm here today with Tyson and Desi. They are a power couple. Amazing. They're crushing it and killing it in the real estate space. And what they're doing right now is they built what I believe to be one of the largest real estate uh teams um around the US. And the cool thing about it is is they're coaching other people how to be the best. So, it's not like they're just crushing it, making a lot of money as business owners. They're going around now and they're teaching other people that are in real estate or who want to get in real estate, how to be number one and how to get there quick. They like quick wins and they they have been able to do it on their own. And so, if you're in the real estate space, if you're in any sales space, I'd watch this whole video. I'm going to tell you what I did here. This is probably one of the most best value added videos that I've ever released in my life on my channel because I put together 16 questions that literally you guys are going to answer. And all these questions, they're going to tell you tactically how they have built this empire. Okay, so Tyson, Desi, love you guys. Let's rock and roll. >> And uh they're killer. Um you guys answer however you want. Okay, and I want to rip because we're going straight to value. Um, okay. So, these guys right here, they average over 280 transactions a year. So, do me a favor. Grab a pen, grab a piece of paper, write down 280. There's 12 months in a year. You do the math. Why are most agents not doing the 280 that you guys are doing? That's averaging. That's not even your top. That's an average. So, what are most agents doing wrong? >> I would say most agents aren't answering their phone. >> They're scared of the phone. >> And one thing that we do differently is we answer our phone. we communicate and we make sure that the client knows that it's a relationship. >> So basically a lot of people are transactional and uh they they probably don't make themsel accessible or available all the time. I mean because if you're in real estate it's whenever someone needs help, right? >> Nights and weekends because they're after work. >> Yeah. But it's like whenever someone needs help, right? If me and my wife are looking at a house, when's that normally going to happen? 10 o'clock at night. >> Yep. >> Right. And who answers the phone at 10 o'clock at night? A committed real estate agent, the rest are asleep. They're working from 9 to5. >> Yeah. >> And so, would you say in order to like do these kind of numbers, you just have to, you know, love the game and you have to love people. And really, you're not selling anything. You're really just serving people, right? >> It's true. And I'd say the other piece is treating it like a job. I think a lot of agents get into it and they just want to do it willy-nilly, work when they want to, and they're like, "It's flexible. That's why we got into it." But the truth is, when you show up every day and you're committed and you work hard, >> that's when the business comes. >> Yeah, it's true. >> That's right. You guys are committed. So, you got to be committed. Uh, okay. Next one I put, what are the biggest mistakes that sales people make when converting leads, right? When leads come in, >> I would say they're trying deals. >> Yeah. They're trying to go too quick from like I just took the lead to I want to close you. There's there's a nurture time and I'll So, we use systems and help us nurture. So we don't forget about people because in real estate that time period could take years. So there's times where we >> That's the truth. >> We've texted people and emailed people, called them and not really getting a response and then two years later all of a sudden they're like, "Hey, I want to look at this house. Will you will you show it to me?" It's like, "You haven't responded to anything, but yes, I will." >> Yeah. Well, and I think that's the deal. Like uh sometimes buying a house is more like a spontaneous thing. >> Yeah. >> Right. I mean, you know, unless somebody's moving and they have to buy something, but if somebody lives local, >> they just get an itch one day, right? Like buying a house is like an itch in most cases, right? Like some people, I don't know what the percentages are. Does it seem like it's like 50/50 or what what do you guys see? >> Yeah, I'd say for the most part, second homes are like 50/50. People who are first-time buyers are like kind of nervous and they amp up to it, but sometimes it takes them three years to even make the decision like, "Okay, I'm ready to do it." Because they're so nervous about getting that payment. >> Yeah. And and also I think the way that you guys connect with people either gives them the courage and the confidence to move forward in buying a house or it's not fun and they back out. >> And that's what I would say the biggest thing is is branding super important. So by the time you guys have brand >> Thank you. >> Yeah. Here real quick. Y'all's Instagram. I'm going to put it up here on the page. You guys >> real Desi Williams. >> Yep. We'll put it right here on the screen so they can go check you guys out and understand who you guys are. You guys can shoot them a DM, reach out to them. Y >> um but go ahead. So, I would say when you build your brand, then when you get to the appointment, the lead comes in, they already kind of know, like, and trust you. And that's the biggest thing is you want them to feel like they already have relationship before you even pick up the phone. So, the other piece is when you're cold calling people, it's like you've got to break, they have these walls. You're interrupting their day. You're ruining whatever they're doing. And so, they're going to immediately be like, "No." So, what I like to do is I like to kind of make them laugh and kind of joke a little bit with them just to break down that wall. And then when I get him laughing, I'm like, then you can move into it. But you can't just It's kind of like on your first date, you don't go straight for third base. Maybe you do, but that's probably not the right way to go, right? >> Yeah. It doesn't happen that often. >> Yeah. >> I wouldn't know. I've been married 20 years. Just kidding. Go ahead. >> So, for brand, you have a framework for your brand, how you do your social. >> Yeah. So, I would say for my social, what you do to get the most comments and the most engagement is it's called the 551 rule. Mhm. >> So, you do five comments, five DMs, and then you do five reels throughout or five uh stories throughout the day, and then one post. >> That's good. Good job, man. Good structure. I like that. >> Um, do you do a lot of that on your own? Like, you run it? >> I do. Yeah. >> That's awesome. People was like, "I don't have a video guy." And I'm like, "I didn't have one for the first three years of my business either." >> Like, well, and these days with AI, you almost want it, you don't want it overedited because then people are like, "This is AI." No. But if you just shoot it, they're gonna be like, "She didn't pay someone to make this." Like that was >> Well, raw and real is like the new That's like the new deal. It used to be like overedited, color graded, you know, and when none of that was out on the market, that was like cool. >> But now it's like gh like it's like >> it's like everybody's got like a freaking AI picture of them, which I know you don't look like that. >> Yeah. You know, >> the best ones are me getting ready in the morning in my bathroom and just I'm like curling my hair and stuff and they're just like, "Huh?" Well, because people like to meet the real you. >> Yeah. >> Yeah. They want to know who you really are. Um, okay. So, I put here, if an agent had to start from zero tomorrow, because there's a lot of new people and then there's people that haven't been successful. >> Um, how would you generate your first like 50 clients? How would you tell them to generate their first 50 clients? >> So, we actually did this. We moved to a brand new market about eight years ago and took it over in about three years. So, I would say my biggest advice would be 30 and 30. 30 open houses in 30 days. >> So, you hit the ground running hard. >> Yeah. >> So, and the cool thing about open houses is it doesn't cost any money. So, you can build your business organically and then once you start getting funds, then you can start pumping in some paid ads and really >> Yeah, because you could do an open house. I mean, yeah, at any time. It doesn't have to be Saturday at >> It's just sitting the house. Yeah. >> You know how many houses that me and my wife have bought by not being in the market but seeing an open house sign and we're just intrigued by getting to walk into somebody else's house. >> You know, it's like cuz honestly you're like >> like, "Babe, we go check out their house." >> And it's a numbers game, right? So some days you might have nobody come through and that's when you work on your business. And then some days you're going to get someone through. We have an agent on our team who just did seven and seven days. First two days goose egg, nobody through. Third day he got a buyer that also had to sell. So, we got two transactions. Wow. Out of three open houses. >> Yeah. So, you just show up. You're basically saying if you want your first 50 clients, Yeah. >> you show up like never before and just 3030. >> Yeah. The work works. >> Yeah. That's good. That might be one of my favorite ones. We'll keep going. Um I put Why do most agents struggle with consistency and prospecting? >> So, I think on that one is just with real estate, it takes time. And I think we're all impatient. >> Like they want fast, like I want it now. >> Again, going back to that example, it's like, "Oh, nobody showed up to my open house. Open houses don't work. I'm never going to do one again. Let me go do something else." And then they try that once or twice. Oh, that doesn't work. Let me try something else. So, >> yeah. They'll do three open houses and they're like, "Yeah, these suck." >> Yeah. And I think along with that, people discount the simplicity. So, people are like, "Oh, how'd you get your body?" It's like, "Well, I work out and I eat clean." And they're like, "No, that's not true. That never works. It's the same thing with like prospecting. If you're willing to have like I have a minimum standard. I have 100 conversations every week no matter what. And I've done that for the past seven years. >> Yeah. >> And that consistency is the boring little stuff that nobody wants to do every day. >> But if you're willing to do that, you'll be an absolute killer. >> Yeah. the unsexy stuff, >> you know, and and by the way, whenever the excitement wears off, >> because a lot of people, they get into real estate or get into something and when it's exciting, it's easy to have, >> yeah, >> you know, that momentum and energy, that feeling that you're going to win, but then when it's >> when it's the opposite and it's not exciting anymore, >> well, consistency and standards is what you know. >> Yeah. I love that. Like you said, the work works, right? >> Yep. >> So, it goes back to that. Um, what breaks when agents try to build teams? Because a lot of people, they can make their own money, but then they're like, "Oh, I want to build a team." >> Yep. >> So, so what breaks? >> I would say the agents are crushing like 24 deals a year, and then they're like, "Oh, I'm going to get out of production. I'm going to start a team." >> And the most common mistake that agents make is they just start handing off all their business. >> That's so dumb. Well, like in business, in real estate business specifically, have you ever heard like the airline pilot where she's like, "You've got to put on your oxygen mask before you can help other people." >> Y, >> it's the same way. Like >> the cash flow is oxygen >> and your personal production is the mask. So, if you get out of personal production too soon, like that's what's going to keep the lights on. Yeah. >> And so, when you start building a team, you hire all this overhead and you're not selling anymore. your agents aren't converting at the high level that you're converting >> a higher split. Yeah. Now you're getting 50% of everything, but you're paying for 100% of the leads >> and so your expenses keep creeping up. What you're taking home is going down. And another negative, most agents don't track their numbers either. So they don't even know they're losing money until it's too late. >> Cuz >> and we we talked to a lot of team leaders and the truth is most of them aren't making money. We've talked to people that are making 5 10 million dollars in revenue and they're taking home less than 100 grand. It's like why are you doing all of that work to make 100 grand? Go sell like 10 houses. >> Yeah, that is crazy. Wow. And so there's probably a number you know like when you're hitting X production that you know like you should be at before you start to hire a team. >> So we're big fans of the power production team. >> Uhhuh. And what that is is you basically leverage your time so that you can do more deals. >> Yeah. >> And so when you're crushing out about 40 to 50 deals, you make your first admin hire. >> And a lot of people are scared to make that first hire because they're like, "Oh, a salary." >> You don't have to hire a salesperson run to go to admin just to relieve some pressure. >> Yeah. You want like a high C, high S in the disc profile >> and then you're paying them a salary and it should free up all those like $15 to $20 per hour tasks that you really shouldn't be doing so that you can focus more on production and then it should take you to that next level where then you're crushing out 75 deals and then you bring on another admin. >> And what a lot of agents do is they're like, I want a showing partner and I'll just hand them all my buyer leads. But it's not time yet. they've got to wait till they're doing at least what you >> I think once you hit that once you have your two admin in place and you're hitting about 70 deals that's when you bring an agent partner in and it just again leverages your time so you can continue to sell more and keep growing >> and that's how you start your team is that agent partner that you hire will eventually turn into the first member on your team because they'll graduate from that position they have a PhD in real estate because they've been working next door to someone who's doing 160 transactions a year >> and they know you you know them organically grows it. >> So your admin person usually will rise rise up. >> That's smart. I love that. Okay, so what systems allowed you to do 100 plus deals a year? Like what systems do you use? >> Uh just caffeine and Jesus. No, I'm just kidding. >> No, I love all that caffeine right now. >> I would say CRM was a big one. Um going all in on it. A lot of agents for one don't have one or two they have it but they don't actually use it. >> It's like crazy. >> That's where I was at. I was like stuck at 24 deals a year and then I came home one day I was like, "Hey, did you know that there's a thing called a CRM and you can put all your names?" He's like, "Here's your username and password. I've been trying to get you to use one for four years." And that year I went from 24 deals to 89 without an admin, without anybody just doing it out of my house while raising five kids. >> Yeah. Because you can't keep thinking >> No, like >> you won't remember somebody that >> Yeah. Well, especially because your mind's racing all the time. You know what I'm saying? Y >> and you guys have family, you have each other, you have your, you know, >> your business. I mean, it's not like that's, you don't just do that. >> Yeah. You could even look through my phone. I have someone in there like redheaded coffee lady. It's like, >> dude, that's how I label people on my phone. >> I'm serious. >> Yeah. >> Like redheaded coffee lady. That's very smart. >> And by the way, because when you're thinking about the redheaded coffee lady, Yeah. >> you don't remember her name. >> No. You remember she had red hair and she had the damn coffee. >> Yep. >> And you literally put red hair and it pulls up red hair coffee lady. >> Yep. >> Yeah. Like I'm like crazy guy don't call. >> Yeah. >> Crazy guy don't answer. >> Yes. >> Guy black shirt weirdo. Like you know what I'm saying? You know lady yellow purse. And then I'll be sitting there. I'm like but if I save it Barbara who's Barbara? >> Yeah. But lady yellow purse then I'll remember. I'm like lady yellow purse. That's funny. Actually, nobody does that because if anybody else gets in your phone, they're like, "This lady's crazy. >> This is weird. >> She doesn't even have any names. It's just labeling everybody." Um, but you know what? Really high achievers, they they're different. >> Yeah. >> They're weird. That that's how their brain works, you know, >> cuz they they remember, they can envision, you know, people. And so when you see that house, you're like, "Oh, man. >> Redheaded coffee lady would love this house, >> you know, and then bam, you got it." But you're not going to find Barb Barbara. >> No. you know, >> um I I forget people's names until I'm with them a bunch. It's just a little weakness. I love them. I remember their face. I remember what they're wearing. Um biggest challenges for building a business as a h as a husband and wife. You guys are a power couple. You guys are very close. Um we've gotten very close to you guys. A lot of people try to power cell couples. Um what's one of the biggest challenges they have? Yeah, >> I would say um >> she's smoking hot so it's distracting but she goes on a lot of appointments so that's when I can get the deep work done. >> Smoking hot wife make sure she's constantly doing showings. >> Get out of Get out of the office so I can work. >> But I would say the biggest thing is staying in our own lane. So we're very opposite. So she's big. She She can crush >> She's the face, right? >> Yeah. She's out front and I can be in the back office. So, I'm the one that set up like our CRM. I set up our >> like marketing ads, >> marketing apps, all the start to finish, the tech, >> the analytical guy, the tech guy. So, >> like she has like a a socialized brain. >> Yeah. >> And you know, you're both social, but like she has a socialized brain. You have like the tech brain. >> Yep. >> And then that's what makes you deadly. Yeah. >> Because she can produce cells and you can create systems and processes. >> Yep. >> Yeah. Wow. So, so you're saying if you're just alike, I mean, you guys are actually opposites. >> Yeah. Yeah. >> And so it makes you guys powerful. >> Yep. >> Wow. That's cool. I love it. Um do you do you see in your teams now uh power couples sell like for you guys or is >> We don't have any couples on >> no couples on our local team. Yeah. >> And most of the agents that we coach too, they're not in it together. >> Okay. >> Yeah. Cuz I I could see, you know, power couple selling is is powerful, but you have to both, you know, be in it together. >> Yeah. >> Yeah. Um, so what breaks when a agent tries to build teams? When they try to build it, right? Is it where do you recruit people from? Like because you're trying to build a team. Let's say you're ready now. Let's move to we're ready. >> Where do I find good people from? Because I'm sure everybody wants to know. >> Yeah. So, I would say one thing is when you're trying to build a team, you've got to make sure that you understand your market, understand your numbers, because there's a couple different team sizes that you can do. And you've got to understand what size of team you can support. So, do you want a mega team? Do you want 100 agents? Do you want a small team like with 10 agents or do you want like a medium team? They say the medium teams are the hardest to stay profitable. You've either got to be mega or you've got to be small. The middle teams don't really work. Do >> do you want to hunt down real estate people already or do you want to try to train your own? >> So, there's controversy. >> Yeah. for you guys cuz your own personal opinion like what you guys have had success with. >> So I love finding people who are not in the industry because agents get into the industry for flexibility. They're lazy. They want to do the bare minimum because that's what they see all their peers doing. And so where we found our top producer was in a factory. >> He hated his factory. Yeah. He's hauling heavy bags of >> something. He doesn't want to go back. >> He's like having 20 conversations in a day. This is easy. >> Yeah. I gave him the schedule of what he had to do and he was like this is it. And I was like, "Yeah." And he crushed out 75 deals his second year of real estate. >> So, you're saying that, you know, you don't have to be the perfect, beautiful, tall person. You know, it's the hard worker. >> Y >> and the person who has a reason why they want to make this work. >> Yep. I'd say former athletes, nurses, teachers. Yeah. >> Those are probably the best three recruits that we've found. >> That's amazing. What allows you to win in business when you have a family? You guys have five kids. >> Yeah. >> Right. It means they're five, right? >> Yeah. >> Okay. So, just so everybody's aware, like they're they're building an empire and they also have five children. I hear a lot of people say, "Well, you know, if I didn't have all those kids, you know, I would, you know, be do the same thing." But you guys have that. >> So, how do you guys do it? How would you share having your family? >> I would say it's being super intentional with our time. I think we have a lot of people in the industry or just any any industry where you just can waste time. It's like, "Oh, I I want to get into social." It's like, "Well, first, let me scroll for a couple hours and then I'll start posting." It's like, we don't >> time that we're wasting is time away from our kids. So, we are intentional with our time. >> We time >> So, you guys can't have any distractions. >> Yeah. We time block our calendar. We time block. >> When we're working, we're working. >> Do not disturb mode. >> One of the frameworks I like, it's the dad framework. So, delete, automate, delegate. So, it's like if if it doesn't need to exist, >> get rid of it. Like, we're not trying to Yeah, it's clutter and then it's like, okay, can we put a system so it automates so that I'm not having to do it and then it's like, okay, we do need somebody to do it. Let me delegate it to an employee. >> Do you think the replacement game is important? Like, are you guys, you know, like in your team? I just want to say like you have family, right? There's >> Yeah. >> There's either you're doing it or or you're replacing yourself, right? >> You know, a lot of people that I have had people come to me and they say, "Hey, I want to get promoted." And I'm like, "Well, who's going to replace you?" >> Yeah. >> And they're like, "Oh, I don't It's like, well, I'm not going to promote you and then we just don't want to replace you. Like, that would be dumb. So, like, why don't you find your replacement? >> Yeah. >> And train them. >> Yeah. >> Yep. >> And then when I know that they can do it, then let's talk about moving you up. >> So, like, you guys have to do the same thing. You know, you have to play the replacement game. Have you guys started playing that in your company? >> Yeah. One thing that really helps with that is I record looms on everything I'm doing all day long. And so, I've got all these files like this is how you input a listing, this is how you do that. So I could literally have somebody walk in off the street and if they're smart enough to turn on a laptop, they could be able to replace >> probably seven the SOPs, right? >> And we also do time audits. So it's we track what we're doing in a day and then we go back and review and it's like >> what do I hate doing? What could somebody else do? Kind of highlight those and then that's the next guy's job description, you know. >> I love that. >> Yeah. >> So you're very aware of everything. Yeah. Find the holes. Um, what separates agents from making a hundred grand from agents making a million dollars in real estate? Like what's that great separator? >> So, I think it's >> because that's like 1 percenters for sure. So, it's it's the people that are willing to do the boring work every day. It's the ones that will be consistent. So, doing those 20 conversations every day, so 100 in a week, every week forever. What are the metrics to be successful? Like what does a day look like? You know, you talked about like the 3030 deal. You talked about like what is a day in the life of a millionaire uh in the real estate space look like? >> So the number one thing you do when you get to the office is you do script and role play. I sell 160 homes a year and I'm still scripting role playing every single day, practicing my skill because I don't want to practice on clients. >> I want to practice on my colleagues. >> So you like knock the dust off. You get ready dialing, right? >> And then we dial. Yeah. >> So then from like 9:00 till 11:00, like we're on the phones calling, we're prospecting, getting leads through the door. Then we have an hour where we grab a quick lunch while we're following up with emails and current deals. So doing the two at once. If you don't have any appointments for the afternoon, you're back to prospecting. >> If you've got appointments for the afternoon, you go on those appointments. >> That's really good. You know, when you say script and role play, >> no one's gonna do it. >> Yeah. >> No, I just want to say like I just want to tell everybody like >> what you just said was like priceless. Like that's that's what millionaires do. And people that are broke, they have this like broke arrogance >> or or people that make 100 grand and they they'll never get freedom. >> They have this like arrogance that like I'm not doing that. >> Yeah. That's >> And that little thing that you're not gonna do is the thing that stops you from making that extra 900 grand. >> Yep. >> It really is. And and you said something. You said >> uh not like Well, I think I said it, but then you agreed. I said, "Knock the dust off you." You said, "Don't practice on your customers." Right. Like >> when you make that first phone call, that's probably a lead that came in from the night before. Yep. >> It's sitting in the queue. >> And that person just looked at something last night. You're going to call them this morning and you're rusty. Yeah. >> You're slow. Your mind is running slow. you're not sharp. They're going to say something. You're going to get caught. And that could have been a freaking >> that could have been a $30,000 deal. Yeah. You know, or commission or whatever. >> And you just screwed it off with one freaking >> little morning that you thought you were too good. And when you role play, like can you tell us in like 30 seconds like what does that look like? Is that just like objections or what is that? >> Yeah. So, the best way to do it is to have two people going. So, one's a client, one's the agent, and then one observer. >> And we do objections. So, we'll work on the same objection for a week or until everybody has it down. >> Okay. Because that gives some structure here. So, you're saying you don't just like we're going to role play like 20 objections. Like you're like, "Hey, let's pick one and then let's nail this thing for two for one one or two weeks until like we know it like we know our name >> frontwards and backwards." Yep. And then the observer gives feedback and we want people to be really honest. But when we first started the agents were kind of tiptoeing around each other like, "Oh, that was really good." And it was like actually really really bad. >> Yeah. You're like, "Dude, that was not good." And so then I come in and I'm like, "That was awful." And they're like, "You're so mean." I'm like, "No, I love you. I care about you and I want you to be great." So >> yeah, that's true. And then after a while now, I bet they're just ruthled to each other. >> Oh, they'll come up with like He's like, "I've been thinking about this all night. I can't wait to say it to you." Like >> objections trying to shut people down. >> See, but that's where the money's made. It's true. >> Because you have to fall in love with the game. >> Yep. >> And if you're too good to like practice, it's like saying, "I want to be in the NFL, but I don't want to practice anymore." Well, and we've had agents on our team and it's the number one indicator on if they're going to succeed or not. If they aren't willing to go all out and script and role play, we ask them to leave. >> Yeah. So, the number one reason that you believe someone will succeed is because they'll practice and they'll learn it. And then that probably creates like confidence, self-esteem. >> Yeah. >> Self-belief, right? And then it plays out in the field because they're practicing. >> Being able to say anything confidently is half the battle. It's like even if >> if I've if I'm a brand new agent, soon as you've helped one person, you've probably done more real estate in the last year than any of your customers that show up this year. So, >> huge >> going into it with that confidence and then being able to say the right words because you've practiced it >> just your conversion goes way up >> and confidence is built on reps. So, >> Oh, yeah. Yeah. That's the cycle of success, right? Like repetition, repetition, repetition. Um, what does a real estate business actually look like when it's built correctly? Like if someone was to look at your office like like what does being built correctly look like? Because I know a lot of these things are real sloppy. They're put together. A lot of them are really old school. You see a lot of guys that have brokerages for like 40 years and go there and they're like dinosaurs. >> Yeah. >> So what is a what is a what you guys have the Stallion Company? What's that look like? >> So I would say you know we treat it like a business. I think a lot of the real estate game, people treat it like a hobby. So, we go in, it's a business. We have That's good. We come in, >> you're serious. >> 8 o'clock, you know, we're there all day. We're not working out of our home, which you can sell from your home, but we do treat it like a business. We have systems. We have our CRM. We've got metrics that we're watching. We're looking at how many conversations they're having, how many appointments they're setting, what's their conversion when they go on appointments, like, are they actually closing deals or are they flopping? Do we need to coach them on those things? So we have the training there. We're also listening to calls and lifetime nurture for any clients that come in. So we're always following up because you know most clients transact five, six times in their life >> and then as well as they have referrals on top of that. So not following up not following up for their whole life, you're missing out on all those other deals if you're just looking for that first one. So, >> I love that. >> And all that creates consistency in your income and consistency with your agents so that they're feeling loved and want to stay with you for a long term. >> Um, how do you how do you build uh because we talking about how what does that look like, but how do you build a big business and this would go for any business owner. Yeah. >> Um, >> but in the real estate space and keep your marriage together. >> No, seriously. Like cuz like that's a real deal. Yeah. >> Um, you know, I know that you >> I guess you could answer it two ways. Like you guys work with each other. So, like, how does that happen? And then >> how does that happen when you guys, let's talk about your team for a minute that aren't team selling and they have another person at home? Cuz sometimes they show homes at night. It's like, "Oh, babe, I'm going to I'll be home at 6:00 for dinner." And then at 4:00, the guy's like, "Can I see that house?" >> Yeah. >> Like, and that right there probably causes, you know, some friction. So, how does >> So, talk about that. >> I would say it's caused agents on our team to get out of the business. So, what we've started doing is we'll actually bring their spouse in before we hire them on >> and we interview their spouse and make sure their spouse understands the expectations >> and what this looks like. >> Yeah. Cuz if their spouse isn't on board with we even had a spouse that was like I don't want you meeting strangers. It's like that's the name of the game. >> So, that that lasted a very long >> not allowed to have any new customers. >> You can't talk to anybody that you don't already know. It's like wow. >> Okay. This isn't going to work for you. >> Yeah. >> Yeah. But if you I get it. So what you're saying is that if you have the conversation upfront for what this is going to look like, then it really saves people from, >> you know, going in and being surprised, right? >> Yeah. And especially if you got to talk to a wife and let's say the husband was coming to work, you can say, >> "Look, this is how it goes cuz we've been there. Dinner is at, you know, 6. Hey, I'm coming. Guy calls at 4. He says, "I want to see the house." >> And you either say you you don't say no, but you either say, "Hey, someone else is going to show it." And then you end up splitting that with someone. >> Yeah. >> Or you >> try and reschedule it if you can. >> Yeah. Or you know, you show up. >> But I would say the most important thing too is like before when I first got into it, I thought I had to just like bend over every time a client called like I had to just go straight to where they're at. >> Because I was wondering about that. Let's talk about that for a minute. >> Yeah. >> Because I think this is a big one because a lot of people don't know how to say no. >> Yeah. >> And and you're not saying no, but there's a way around it. >> There's a way around it. So, having five kids and a spouse, I've started calendaring what's important. Like, I'm not going to miss my kid's birthday party. I'm not going to miss getting her ready for the dances. And so, you just time block it. And then when they're like, "Hey, I want to go Saturday at 600." It's like, you know, I already booked Saturday at 6:00. Would Sunday at 11 work or would 3:00 on Sunday be better? And I've never had someone be like, "Absolutely not. I'm going with someone else." They're like, "Oh, yeah, that makes sense." And you don't even have to tell them what you're doing if you don't want to. It could be a date night with your husband that you've got blocked out, but you block out those times and then you give >> you a relationship with people because normally you build that, right? >> Yeah. >> You know, I mean I I see relationships like being built pretty frequently in real estate, right? >> Yeah. And even now, like I'll go to my daughter's tournament all day on a Saturday and they're like, "Oh, I didn't know you were at her tournament. Like, I'm so sorry for bugging you. This can wait till Monday." >> Yes. And so sometimes I was thinking like I would tell them what I'm doing. >> Yeah. Yeah. >> You know, like some people like, "I don't want to tell them." that actually makes me like think that you don't want to work. But if you tell me that you're with your family, then I'm like, "Oh, no problem. Let's do Monday." Yeah. And then I'm not gonna think about anybody else because I'm like, "This is a family person." Like I'm like, "We're good. We'll figure it out." >> Yeah. >> So, I think it's respectable to be like transparent. >> Yeah. There's no emergencies in real estate, but can't wait. >> Yeah. Unless somebody's standing in front of a house and they're like, "Look, we're ready to buy this house. If you bring the damn keys, we're going to buy it." And you're like, "You know what? I'll be on my way with my family. >> Yeah, I've done that. >> Got my family in the car. We're coming. Okay. >> What keeps you guys from like burning out? Like what keeps you guys from being on fire? Because I see a lot of people they are in an industry. >> Good or not? >> Yeah. >> They burn out. Like why do you guys do this? Like what's your I know it provides for your family. Like that's kind of common sense, but like but what's what's the driving >> say? We we actually got to a point of burnout and then had to recreate how we were structured because we built kind of on trial and error. We built by listening to this guy and watching this YouTube and trying to figure it out >> and we got to a point where it's like >> we didn't have time. We were missing things with our kids and it's like this isn't working. >> So, >> it's not worth it. restructured, built it how we have it now, and it's just given us the time that we can go on a vacation and still sell deals. We can spend time with our kids and not miss out and still grow. So, it's just building it in a way that you can be leveraged and still have a good life, still have have a good family, still be able to work out. >> Like, I I don't think it's like, oh, you can only be successful or you can have a family. I think you can have it all if you do it the right way. >> It's true. and finding your why again because originally we were just chasing the money trying to get that paycheck. Yeah. And then we got to that point where I was doing like 120 deals a year on my own with no support. I was missing out. I'd leave before the kids got up. I get home after they were in bed and it was just what's the point, you know? >> And now what we're finding is like we still love making money. It's great because the more money you have, the more good you can do in the world. And so now our focus has shift to helping other people build wealth through the power of real estate, whether it's clients, agents on our team. I mean, we just want to share what we've learned. And we don't ever want somebody to feel the way that I felt that day when he came home and I was just in tears on the floor. >> So I want everybody to listen real quick. So, if you're in the real estate space, you want to be the best and you want to make the most money >> and you want to learn from people that like have five kids and a marriage and actually have a life and they're not some single 21-year-old breaking all the records that doesn't have a family. >> Yeah. >> If you have a family, learn from people that have the same similar situation as you in life. >> Plus, you guys started as um in like an agent and then you started to build your team, which I think that's probably everyone's goal down the road at some point, right? >> Yeah. is is to build a team, you know, and because that's that's the long-term game, right? Um, so how long does it take, do you believe, before you start hiring a team? >> It really depends on your capacity. >> Is it is it based off like production or is it based off time in the in the business? >> I don't think it's time in the business because there's agents who've been in the business for 12 years and are doing four deals a year. >> Okay. So, I think it's based on how many deals you're doing a year and what your capacity is. One mistake we made early on is we hired too late. So, I was doing 89 deals and when you're doing that many deals, it's really hard to slow down to train somebody. >> So, I wish I would have hired somebody when I was doing like 40 deals a year and it would have made my life a lot easier and created more leverage. >> I'd say because also where you live, the commissions can be different. So it's like, oh, if I live in Southern California where I'm getting $30,000 checks every time, maybe you >> Oklahoma's $100,000 is a >> million $3,000 checks or $30,000 checks. It's like, okay, doing 10 transactions, >> the pay just isn't equal. So, it's hard to afford help. >> Do you think um because even though that I just said that everybody's goal one day was to build a team, um do you think that it's worth it? I know it's worth it and you guys have it, but like would you would you tell people to stay in real estate, take care of yourself, crush it, kill it, work for your broker, >> find a good brokerage, you know, >> would you Is it hell starting one? >> So, it's hard. We've had a lot of agents reach out that are like, "Okay, I need your help. We want you to coach us. Like, we want to start a team." And it's like, no, you're not at a point where you should start a team, and I won't coach you on how to build a team because you're not there yet. Like, you're doing 20 deals a year. You need to increase because it's that oxygen. You've got to have the oxygen. >> And they think the reason why they need teams is because they want to make more money. >> Yes. >> But really, how do they make more money is become a better producer. >> Correct. >> Produce more. >> Yep. >> And then, you know, that's really where the money's made, right? I mean, like individual production. >> And they might not even like running other people. Like if they haven't managed, they might be like this. >> And if you can't manage yourself and do x amount of deals someone else, I mean, >> yeah. So, I wouldn't say running a team's for everyone, but I I think your first step is getting your production up high. >> Yeah. >> Yeah. So, crush production. >> Yeah. >> Um, okay. Two more. I put if someone wants to become the top 1%. So, we're talking to that million-doll earner. Um, what would you tell them to focus on for the next three years? And I want you to think about this all. So, everybody watching this, you guys can train and coach with them. This is very important, okay? Um, throughout this video, I'll put click the link below if you want to coach and train with them. They are looking for people that want to become the number one real estate agents in the world. That's what they want. That's their goal. Okay? So, I don't care if you're in Dubai. I don't care if you're in Bali. I don't care if you're in the United States. If you are in the real estate space, there is one way to do it and do it big and crush. And you want to learn from the best. And these people are amazing. And that's why I want to introduce them to everybody because I'm not in the real estate space. And I honestly see agents signed up all around the world who aren't making any money. It seems like everyone I talk to is like, "Oh, I do this and I do real estate and I do this." And I'm like, "You don't do that." Side gig. >> Yeah. >> Again, it's a hobby, right? But they they got their license for some reason. There was some reason that they were like, "I know there's money in this." Well, if you go to Google and you type in what creates more millionaires than anything else, it pulls up the financial service space and the real estate space. >> Yeah. >> And so, it's like it's like Google's telling us that that thing is producing millionaires and pumping them. >> And so, with you guys' help, you guys can learn that. um you can click on that link below, fill out your information, do it accurately, and then they'll reach out to you and set up like a consultation call and make sure it's a right fit. They're great people. And so if you're want to turn your freaking annual income into your monthly income, like make the shift. Don't be like everyone else in the market, you know. Um but what would you do for the next three years if you were to just throwing out some free game? >> I want to become the best. I'm sitting here right now. My answer would be like get a coach. That was >> right now. >> That was going to be mine. I'm like, get in proximity. Okay. >> Because you can go >> talk about that. >> Like we tried to do it by oursel for a long time. And then when we started paying to get in rooms with people who are doing cooler stuff than us, >> our trajectory went from like here to like here. >> Yeah. >> You don't have to reinvent the wheel. They've already done it. They can give you the systems, the processes, and it saves you time. It saves you energy, and it makes you more money. >> And so, I'd say that would be my number one is get in proximity. Number two, stay consistent with those conversations. Like, you've got to have them no matter what. Even when you're building, even when you're growing. >> And if you're going to become a 1enter, you've got to act like it. You've got to run the tools, run the systems, >> and do it consistently. Stop chasing every shiny object that you see. >> Like, you got to make a decision to really do this, right? >> Yeah. >> Yeah. Because I mean, anything that you're going to do, you if you're doing three things, you'll do nothing. But if you do one and do it all the way, you're going to kill it. Yeah. >> Okay. Um, you talked about um like recreating yourselves and like >> building your your new identities or your your new uh perspective in life when you got burned out. Yeah. >> Um so I put this here. I put what would you tell the version of yourself starting over today? Like if you were the coach, you know, someone's watching this right now say they had a real estate license for a while. They used to have one. They don't use it no more. They're thinking about getting in real estate. They have a buddy who was in it. somebody, it could be starting or starting over like like like what would you tell them about real estate specifically? Like do you see um a really good future in real estate? You know, do what do you guys see? What would you like talk directly to people who are starting over? And if they're not in the real estate space, I know I'm kind of running with questions here, like is the real estate space a place that people who who can get a license, like is it for them? like can do you see like how do people be successful in this if they're starting over? >> So I would say getting into the space yes if you're willing to do the work >> because there's hundreds of thousands of agents out there and the average agent only makes about 30 grand a year. >> Wow. >> And it's because they don't do the work. Okay. >> So I would say be courageous, fully commit >> and do the work. and get a guide to show you the way. I think that just shrinks up your time. Like if you're going to be a winner, >> you're going to win no matter what. >> But having somebody show you the way just shortens that time frame up. >> Yes. You don't have to beat your head against the wall. >> Yeah. >> You know, um so best year home sold, how many? >> 160. >> Okay. So 160. What is the average? Um what's what's average? I know like the numbers are because there's so many people in it, but like the real committed real estate person >> 12 a year, 24 to 15. Yeah. >> Okay. So guys, think about this for a minute. The average, and I'm not talking underachiever, I'm talking just achiever. The average achiever real estate agent doing 15 homes, she's slaying 160. Like, just think about that for a minute. You know, I see people that beat their head against the wall trying to figure out how to do it on their own. You watch people that burn through two years, burn through their credit cards, burn through their life savings, put themselves financially in trouble, >> trying to figure out one day, I'm going, this is going to work. >> Yeah. >> It ain't going to work. If you don't get better, nothing changes, right? >> And you guys probably can attest to that. Even though you work really hard, you still have to get better. >> Yeah. >> Right. Like in y'all's training system and program, you probably teach like an array of things, right? >> Yeah. Um, can you cover just for a highlight for two seconds? What are some things that you guys talk about when you're building this savage agent? >> Sure. So, we actually the base of it is around what we call the power framework. >> So, it's an acronym. So, the P stands for prospect daily. So, we show you how to get leads every day. >> The O's own your skill. So, how you going to convert these people? What are all the skills you need? >> Um, W is win through systems. We've kind of talked about those. Yeah. >> Uh E is you're going to elevate through leverage >> because you want to get your time back. >> And then R is that retain and recruit. So you're going to build those people after. But you got to have the base first before you can start. >> So this is a full-blown out training system. So basically, >> if you're watching this right now, you're in the real estate space, you want to be in the real estate space, you want to make more money, you want to crush it. I mean, I would tell you guys right now, um on that little link below, you guys see it, click on it, fill out your information. By the way, do a good job. enter it right correctly, your phone number, right? Because if you don't enter your phone number right, nobody's gonna be able to reach out to you. So, I just, you know, people was like, I'm gonna I don't want anybody reaching out to me. I'm like, you're the one that asked for help. >> Like, that's for like that's for something else. You know what I mean? That's for like a telemarketer. Like, this is for you to actually have someone to teach you. >> Um, honestly, I would like to call this like income skill, but I'm like this is wealth skill. >> Yeah. >> Like this is high wealth skill. You can get wealthy in real estate. That's why if you go to Google and you type in and it says what creates more millionaires than anybody else. It's real estate. And so if you want to get wealthy, you must understand real estate. You must be good at it. Why wouldn't you go all in? You could do this one thing and in probably one year look up and >> um you know be crushing it. Can can before we end here, can you share one real estate story that you would like with someone in your office and you did with the man that was doing the construction? >> Yeah. Yeah, >> let's sling another one out and give us a time frame on something that someone can pull out uh in a time period if they're really willing to do the work with the right coaching. >> So, I would say another agent on our team, Alex, he just joined us a couple months ago was in the end of December. >> That's what I want to know. Yeah. Couple months. >> He was in the trucking industry. He was doing logistics. He was calling people, managing loads, brokering loads, and he hated it. Hated everything about it. So, he quit his job, got his real estate license, called us, we gave him the recipe, and he's closed one deal so far. He's got one buyer pending. He's got a couple listings. And I think that's the great thing. Most agents will take about six months to get their first deal. Wow. >> But when agents are coaching with us, they usually get their first deal within 30 days and then they start off, you know, one deal per month and then they jump up to where they are doing two deals a month as they increase their capacity. >> Compound kick. >> Yeah. Yeah. So, think about it because you know when you when you sell a home, you still take 30 days to close, right? So, there's always that like even though month one, it's month two. You know what I'm saying? Think about that. Okay. >> How cool would it be to get that fast win right out the gate? You know, how cool would it be right now if you're selling 20 homes a year to sell 40 or 50 >> and and how cool would it be to be coached by someone to teach you how to sell hundreds? And when it's time to hire an admin, what does that admin need to do? Because that's the next thing. Like, if I'm like, "Oh, yeah, she said hire an admin. I don't need to go pay her to coach cuz I'll just hire an admin. What are they going to do? >> Yeah. >> It's like letting someone tell you what this person does, what they take off your plate, what that allows you to do, what they're responsible for. The this is the secret in coaching is when someone builds something and it's big, which you guys have a big a a big foundation, a big real estate firm. Think about this. Do they know how they built it? >> A lot of people, they just they get lucky here and there and they don't know what the hell they're doing. Yeah. >> And you guys tore this thing down at one point and you built it right. Systems, processes, structure, everything. >> The whole framework's there. And so, I'm introducing them to the world. And I'm telling you guys, if you want to make a lot of money, if you want to get into the real estate space or you're already in, you need to make sure you click that link below, set up a call with them. Um, and you can go see them on Instagram right now. They're starting to put their brand out there. They're a beautiful couple, five kids, incredible family, and that's the kind of people I want to coach with. I want a great family. So, whoever's going to be my coach, I want them to have a great family, too. You know what I'm saying? >> And so, thank you guys. You're amazing. You guys are awesome. >> Guys, love you. Make sure you go to Instagram, check them out, and then most importantly, click that link below, okay? Set up a call with them. And I promise you, and if it's not a right fit, like she said, hey, if it's not a right fit, we'll tell you like we're not this isn't this is something with this is personal to them that they want to build the greatest agents around the world. And if that's you and you want to build a big firm or whatever dream you want, they can take you there because they have it. So, love you guys. I'll see you in the next video.