20: The Questions You MUST Ask Every Potential Hire with David Greene


Welcome to the bigger pockets business podcast show number twenty. I've always I've always loved that man. I've always secretly wanted to be Batman man and I looked at her like she was my alfred right like every everything that has gone behind the scenes so that I can look like the super welcome to a real world. Mba from the school of hard knocks were entrepreneurs reveal what it really really takes to make it whether you're already in business or you're on your way there. This show is for you. This is bigger pockets business. Welcome back everybody. I M J Scott. Your Co host for the bigger pockets business podcast and I am here today once again with my partner in Crime Mrs Carol Scott. How you doing today Carol doing so graded. Oh my goodness. Is this really our twentieth show. I know it goes so fast ashby yeah. We've gone through twentieth these now. It's amazing. This is seriously the most fun job ever because we get to talk with the most inspiring engaging guests. It's it's an interesting role. Though is a podcast host because you're listening to these great stories in there are a lot of times when you WanNa talk a lot more in interject an awful lot not but that is not our role when you're on this side of the microphone but when you're on the other side of the microphone they're all kinds of new things to share. Yes so today's guest. I think that's a good ledin is somebody who's normally on this side of the microphone. He has a podcast host but today he's going to be our podcast gassed asked and his name is David Green and for any of you out there who listened to the bigger pockets real estate podcast. You're probably familiar with David. He is the CO host of the bigger pockets. Real estate podcast asked and that's only one of the things he does. He's the CO host of the bigger pockets real estate podcast. He is a book author who has written several books. He does a whole bunch of out of state investing stink and if you've ever heard him on a podcast or hurt history. You probably heard about those things but today on this show. We're GonNa talk about something that he doesn't talk about very often but I I find tremendously interesting. I think you will as well. He's going to talk about the business that he runs. So David is the owner he manages the David Green Real estate team under Keller Williams Realty and he basically manages team of real estate agents who sell high end real estate in the Bay Area Northern California Cornea and he has built an amazing organization amazing team of agents who have been tremendously successful in the world of real estate sales and and in this episode he's GonNa Talk to you about how he got into that business how he really helped himself stand out and create an amazing brand for himself in that business and there's talk to you about how he has scaled and grown the business and the team so that he's achieved even greater success than anybody thought was possible it. Here's here's the thing though even if you listeners have no desire to be a traditional real estate agent. You don't want to buy and sell real estate. He's got some awesome business sense. In general he especially especially hits like complete gold. When he talks about the hiring process he takes us really into a deep dive of how you can get at the core of people's values figure. You're out what they're all about and see if they would be a good fit for your team in your business to help it grow in fact he takes mazars interview process and what do you think maybe do. You think I'm getting the job not sure yet the job I guess people you have to listen decide for themselves. I guess how so one more thing I have a challenge challenge for all of you listeners out there so David Green is well known for being a guy who uses a whole lot of analogy so again. If you've ever listened to the real estate podcast you know that he talks walks in analogies constantly and he's made fun of by Brandon Turner has co host very often so here's my challenge to you listen to the hallway through the episode and count how how many analogies he makes in this episode at the end of the episode. I'll give you the total. That's a great salad. I love it okay so before before we jump into this episode. Let's listen to a quick word from our sponsor. Hey they're bigger pockets listeners. This is Jay Scott and if you're like me finding finding great investment opportunities these days is getting really really tough especially when it comes to buying rental properties now I've written and talked a lot over the past few months about the importance of adding cash flowing rental properties to your portfolio especially at this point in the economic cycle which is one of the reasons why thrilled that our show this week is sponsored by roof stock. Rootstock is the number one marketplace for buying and selling single family rental homes their marketplace of cash flowing rental properties makes it easy to invest in income producing real estate all across the United States. They connect you with vetted. Local property managers and all properties are backed by their industry leading roof stock guarantee so you can invest remotely with confidence why wait any longer to begin building. Your passive income stream rootstock makes it easy to become a rental property investor and start you on the past financial independence and if you already own rental property roof stock provides the opportunity to grow your portfolio quickly and easily to sign up for a free account account and start browsing cash flowing rental homes visit rootstock dot com slash bigger pockets that's R. O. F. S. T. O. C. K. DOT dot com slash bigger pockets create your free account and get started at rootstock dot com slash bigger pockets today. Thank you so much to our sponsor okay now. Let's jump right in to our discussion with Mr David Greene welcome to the show David Green you doing David what is going on guys. I am super or excited to be here. This is pretty cool. This way super cool. I love that we're all Kinda like sharing our stories and cross pollinating and I think what I'm most excited about is that so so many of our listeners know so many sides of you from your book from being a podcast host from an investing standpoint but I'm not sure everybody knows this whole other beside you and how you built. Your Business and that's where we're GONNA talk about a lot today so I think it's really cool to hear that side of your story. Yeah I have multiple personalities but this is the one that never doc well for those of you who don't know who David as he is. The Co host of the bigger pockets real estate podcast with Brandon Turner. Unfortunately Brandon has this so this persona that kind of overshadows everybody in his wake so David doesn't get enough credit for that but he is the Co host of the podcast. He is the author of of this book that I'm holding up that if you're watching us on youtube is called by Rehab Rent Refinance repeat latest book by bigger pockets and he is also a big investor invested a lot of out of state properties but like Carol said today we are not going to focus on the real estate investing. We're not gonNA focus on the books. We're not going to focus on the podcast. We're GONNA to focus on David's business so before we jump in Dave. Why don't you give us Dave. Dave go by both okay good. Dave Why don't you give us a little bit of back story. How did you get into the business that we're GONNA be talking about today. Give us a little bit of your history yeah. This is really really cool. I hardly ever get to talk about this because like you said we're usually focused on real estate. Investing I bought the majority of my rental properties working as a police officer as when I first got started with bigger pockets blogging and being interviewed on the podcast I was working as a cop and I would just save up crazy money and I would go invest that money into real estate well the police kind of culture for an environment that job itself changed quite a bit and then I developed a an injury from working a lot and I realized that I wasn't going to be able to work for the rest of my career. The police officers my body was not going to be able to handle it and so I got my real estate license and I started selling real estate kind of part time. It was something that I would do with my buddies when they would come to me and say hey i. I know you're the real estate guy. Can you help me buy a house. I was referring them to other agents and then they'd complain because let's just be frank. Most agents stuck even the good ones that you refer people to. You'RE GONNA get complaints about. It and I just thought you know I'm going to try to learn to do this myself. Just to spare myself the venting. I have to hear from people that are like Oh. They didn't call me back. They made me wait a day so I got my license and I started selling houses and just object real quick so a lot of investors get their real estate license for their own benefit so they can buy and sell their own houses but you're actually Ashley looking to create an independent stream of income buying and selling for homeowners and other people correct hundred percent. I was representing my friends. My family and clients is it came to me and wanted to buy a house but I kinda had a leg up on all the realtors who were just getting started because they had to learn real estate. They had alert sales. They had to learn the contract. They had to learn the culture. I I already knew real estate. That was not hard for me. I understood it inside out and I'd been through the process so many times myself so really what I had to do is learn how to be a salesperson. I had to change things might cop persona which was very natural for me. Get on the ground or else. Type of thing is very simple as binary right you do this or do that into this like spectrum mindset instead of all these different people you're dealing with where on that spectrum you need to be to be able to connect with that person and help them see things from your point of view. Basically you needed people to comply with you not because you you had a gun it got it turns out that makes life a lot easier when you've gotta get in handcuffs and the authority of the state behind you. It's a whole lot easier to get compliance then when you have to actually convince. VEG- people sell your house or else. The whole you know doesn't quite work. I I found myself. Many times just frustrated because I didn't have that Chico to rely on. That was my trump card. I always get them to do it. I want it so yeah I took about a year and I kind of did both I sold some houses and I worked as a police officer and then in about a year into it I decided okay. I'm ready to go full time so I stepped away from being a police officer. I took a leave of absence and I started working at Keller Williams Williams brokerage fulltime. This is is before. I was hosting the PODCAST I was. I was riding long distance real estate. Investing the first book I wrote and I started selling houses in my first year ended up being the top agent in the biggest brokerage in the area Erica. What year is this a very good question. This is twenty sixteen sixteen so about three years ago excellent. Sorry twenty seventeen two thousand seventeen so this is just two years ago. Oh fascinating okay so in two years ago. You are the number one producing agent in the biggest Keller Williams office in that area awesome proceed so I I had a lot of success I was doing. Well is getting a lot of accolades from other people but it didn't feel good. It didn't feel like I love what I'm doing. In fact most most of the time I felt myself stressed and frustrated because what it took to be successful in this world where not things that I enjoy doing. They didn't really fall into my natural skill set. I'm just so stubborn that I can push through it so you're just glued to your phone your absorbing other people's emotions constantly. You're listening to people tell you what they're scared of. Why they're worried what might go wrong and the crazy things. People's brains can pull up when they're afraid of taking a risk they're looking to you nonstop and then you're doing administrative tasks like scheduling things and I knew my strengths were finding clients explaining the process and helping get people in contract which I understood from that the training killer was giving us through Gary Keller that those are the most important things finding business and earning revenue through that business is the most important thing you can do business but all my time is being spent with white noise the eighty percent of stuff that only gets you twenty percent of the results. I was in the wrong stuff and I was miserable. I knew because in my heart I just thought I hate this but I couldn't stop because I was doing so well and I saw that there is a need and I I the my business and my life really changed when I hired my first assistant okay so this is great so we have two places. I'd love to kind of go with this. I want to talk talk about how you ended up getting out of that incorrect eighty twenty mode so that you weren't focusing on the wrong things and how you scale the business but you also mentioned that in two ears you became a top selling agent so I know there are a lot of probably people out there who are listening that either have their real estate license or at some point may get the real estate license decide to go in real estate sales. Can you tell us a little bit about what you as an individual before. You even started scaling your team in Your Business. What were you doing differently as a real estate agent agent kind of shorter or early success in in your career okay so there's there's two things that I think I did well that other people did not do and anyone can learn it but most people won't because it doesn't feel natural only a select few people actually natural. Let me run you guys through an exercise this year greg excellent. I'm going to say the name then J fired. He did this with you in Seattle than you. Don't get to do it but if not you can play. I'm going to say the name of a household autumn like a brand and you guys are going to or sorry an item and you're gonNa tell me the first two brands you think okay if I were to say shoes you'd probably say Nike and Reebok Nike and Adidas Okay Close enough all right so the first two that come to your mind the minute that you hear it right when he goes a race to get it out first toothpaste call past. Oh Bam myself on all right. Were you about to say. I don't know what the second one was going to be. I knew colgate. I couldn't think of a second one right there but okay so here's why I love that exercise because every time I am I've ever asked this question. I probably done it fifty times. Only one person ever said something else. They said refresh. Everybody know they send nine. Sorry because that's what they use. They have sensitive teeth. Everyone else has said colgate crest with that means that colgate crest owned the mindshare in your heads when it comes to toothpaste when when you walk through the store and someone says has carol. Can you pick me up some toothpastes on the way over you say sure you run into Safeway the minute you're ICEES colgate crest. You're going to grab it. You're not going to take a risk on something. You haven't seen if you had all the time in the world and you might stop you. Look at the back of the package. You might check the price a little bit more but we don't. It's the same way with a real estate referral when someone says to you guys hey. I need to sell my house. Who would you use. You're GONNA say the very first name that pops into your head immediately right so if you're not one or at least two people sets and everybody knows like ten realistic unlisted agents. They are everywhere the air. The barrier to entry is so low. It's ridiculous to be able to be a real city. Which is why there's so many that are not good what I did was I worked very hard to capitalize on my real estate investing to brand myself as the colgate or the crest in my sphere of influence minds every conversation we had we talked about real estate when when I asked him what they were doing in their life and I showed interest in it they would turn around and say what are you doing and I found a way to make real estate via part of it so I want to hear a little bit more David about how although although I don't want to focus on investing what were those triggers no pun intended with the whole gun conversation earlier while we're those triggers for these sellers that you were able to to really hone in on from your investing experience that really made a big difference in the real estate selling world so let's say that you guys are looking to sell your house and you know I'm an agent. I know you want to sell but I don't want to be too pushy and just go straight for it. We're not at that point yet right back. I would bring up a conversation talking about how I buy houses and other states and what I look for in a deal and once I explained to them how you find a deal I then make a bridge with logic to why the person listing the home did a a terrible job and that's why I'm getting a good deal. I look for houses in terrible shape with bad marketing. This is what bad marketing looks like. The pictures look like this. They priced it incorrectly see this is just an example. ZAMPA A really bad listing agent costing their clients a ton of money. They're probably one of those one percenters who don't charge much in the commission and so their clients lose more money and you plant that little seat in their head. Oh I was thinking about doing that and I would say like so. Here's the houses that I don't even bother looking at because I know I'm GonNa have to pay top dollar for it and I'm not about to get into a bidding war. They have professional photography. If you taken these wide-angle lenses to make it look really good. They've cleaned the house. They've actually put some time into trying to put in really good care. If I'M GONNA go on craigslist and I want to get a really good deal on a car. I'm running around an offer. It smells really nice and the vacuumed it. I'm looking for the thing that's still has some French fries in the seat cushions and and stinks like a dog or like cigarettes. That's what I want so that's what I look for. When I'm buying houses the problem is every once in a while you come across the cellar. That has a really good agent and there's no way you can get a deal on that house. Factor pregnant overpay for it love it. That's great great south five hundred. It doesn't sound pussy right. I'm not saying I'm better than the next guy you need to let me. Sell Your House but I'm letting them know there is a science to how this works and if you understand it you can be on the right side of it yeah yeah. I think awesome yeah that's great because I think too often. We look at real estate agents as commoditised. I could go with the Keller Williams. I I you at the century twenty one person I can go with whoever and they're pretty much all the same. They're gonNA take my house. They're going to throw them on the MLS and they're gonNA wait for somebody to come in and give me an offer and so essentially what you're doing is you're pointing out that that's not the case and the your customer needs to think about the fact that the service that they're going to get is really going to be dependent on the choice they make right now the decision about to make right now and so that's GonNa love that that's great and I'm I'm drawing an analogy. That isn't a house because I could tell them this this about house and what they're gonNA think is we'll of course you say that your agent you'll say anything but if I use this craigslist car example their their brain goes oh yeah that's a good point. I could see that especially. I shaped like you said you're not being pushy. You're not like in your face. You're not just say anything to get the deal. You're just giving them. Another perspective that rounds out the little experience for them and you can move forward okay so so you're able to use this at all. This experience you have is an investor to establish more credibility tablet more trust to plant seeds in the minds of the cellars that said so those are some of the things that you're doing to really set yourself apart. You are became top selling really quickly but you weren't enjoying it right. You're only there is only there is only maybe maybe twenty percent of it. You are liking forming that connection so who was the first person that you hired and what was that person doing. This was my friend Krista now KRISTA. I had known from Church like ten years ago. We'd been friends for a really long time and we kind of drifted out of each other's lives and I became a cop I kind of moved away and lost touch with almost everyone that I had known and I had got my license so I had to now. Go get social media. I've only had social media like three three years. I had never wanted it at all. Because all the people I put in jail as afraid they were. GonNa come find me and it back so I found her on social media we started talking again and she would always volunteer to help when I had closing but I had to be at work to work a beat or or add on a listing appointment and I wasn't able to drop the gift she would volunteer to go get the gift that I wanted that. I picked out a target and go leave it at their house for them or put the bow on their door like I I wanted my a standard of service to be really high but I realized I should be the one to do it and she was filling in the gap for me a lot so when I realized that I had hit ceilings with my business that I I could not take on more than four five clients at a time because I would just get overwhelmed. I knew I needed to leverage off. Administrative stuff in calories was really good about teaching exactly how that process works works and Krista was the one that I realized should be the one to do it with me excellent excellent so what else was she doing in addition to all those well. I would have back up for a quick second and actually before we asked specifically what she was doing side note. The little things that you're talking about here are obviously just not little things right. You're talking about the bow on the door. You're talking about dropping capping off the gift and that goes back to what you're talking about earlier. Real estate is such an incredibly low barrier to entry right. That's why there are so many bad ones out there just a side note that you're just like. You've got surprise and delight all over you right. I mean you going so above and beyond and that in and of itself I can imagine just grew your business so exponentially that you became such an obvious referral and you became that colgate crest really quickly by doing those those special touches those awesome things that really set you apart and there's cool cool. He talks about it as if they're not a big deal. Even it's just what you do but most agents don't do it yeah so so completely far above and beyond so l. was Christa specifically doing the administrative roles or was she doing other parts of Your Business as well. Kristie started off by doing all the administrative stuff so when I had a new lead and I needed to put their name into the database. She would do that when she took over scheduling for me right away like what I basically started doing was I hired her and then I every time being a mistake I asked myself. Why do I make it. The majority of the time was because I am not a very organized person. If you and I are talking Carol and you're like David. We really need to talk about fill in the blank. Link out so yeah we do. Let's do that. Friday and I will have every intention of talking to you on Friday but between now and Friday there's a two percent chance I'm going to remember that I said that and it was really hurting people's feelings it was giving them the impression. I'm not important to him. He doesn't care about me or they would say well. He must be too busy. which is the worst thing that you could ever hear my running a business so I quickly cle- realized if if this is my responsibility to remember this I'm Gonna I'M GONNA fail every time so the minute somebody would say yeah? Let's do it I would take a screen shot of the text conversation and Senator Krista and we made a Google calendar where she used my email to log into it and she would schedule what we were supposed to do. Put all the pertinent information into my calendar so that Friday today when I forgot I was supposed to talk to you and then I got the reminder ten minutes before I can hit notes and boom everything that being careless supposed to talk about where when we last spoke all the knows I need to get right caught up to to speed so that we have a really good conversation but I would work her in systematically to almost every single thing that was not a sales person job that needed to be licensed to do awesome and that's a really good tip for our listeners right just from an overall business perspective what a great way to seamlessly integrate Chris to into your system so that it's kind of behind and the scenes and that your customer doesn't have any idea that you are. You're going through this process of you. Promise them you're GonNa talk on Friday. You screen shoot it. Send it over she. He takes care of it right so it's not it's just a great little great little actionable tap. I think that our listeners can take away from that and so what she's doing this. What happened to Your Business. What would happen is. I started to enjoy doing it more because I I would have point was scheduled and it was. Maybe we're going to talk about selling your house and on the phone call. I'd have to pull up your address grass I'd have to you'd have to wait for me to work on the. MLS look some cops and I'd be thinking. I really wish that I had done this before the call you know what I really wish. I talked to my appraiser before this conversation conversation. Wouldn't it be cool if I say already talked to the appraiser by Your House and this is what they said so I started to make checklists for every different kind of call. I was going to have to set me up and I had this analogy. Oh Gee of like you're GONNA put the ball on the tee. Whatever that takes a Golfer. I just WANNA step up. Have Someone Hammy the club and focused on hitting it 'cause hitting it is the most important thing you could do in in a sales job is closing that deal making you feel like. David is in charge knows what's going on. This guy wants to sell my house so I started to realize Oh. I really wish that I had run these concer. I really wished we'd called some of these pending sales and asked them. Hey what did you go into contract for you above asking price or below and I would just slowly have Krista start doing all that then on the phone calls. I'm walking in there. Superman totally equipped right. I've got all my full gear going into battle where the other realtors were like. They were just happy. They remembered to make the phone call so I started closing that people really quick which is another really important thing with sales because if you leave that door open for too long somebody else comes in and they're they're trying to tell your girlfriend why they're the better boyfriend for her. You're right and that's when you can like you. Lose your girlfriend so to speak so I I realized that being set up was actually making me much more successful and I could take a lot more clients. That's awesome so she wasn't just doing in your administrative work. She was doing research and that research is ultimately which was was allowing you to prepare better for your sales meetings with your clients or your potential clients and and and so essentially she was she became your your coach. I mean she was giving you the data that you needed to go in and closure closure sales else. I've always I've always loved Batman. I've always kind of secretly wanted to be. Batman and I looked at her like she was. My Alfred like every everything that has to go on behind the scenes so that I can look like the superhero she's got taken care of. That's really cool. Sierra enjoying doing business a lot more where you closing more transactions as well closing a lot more transactions what happens is you get into this really cool like virtuous cycle where your clothes more transactions so you gain more experience so you get better at the job you get more confident. That competent shows up when you talk you get. Diane should get more experience and the whole thing slowly starts to get better at what I found was that I was very committed to to be the best I could be part of. The secret was getting stuff off my plate that was draining me and finding someone else that could do it so another example of how I would use Chris so let's say that you guys are buying a house and you get a home inspection done and you're freaking out because you've never seen a home inspection report. You guys are experienced with real estate but you know to see fifty things on one of those is not uncommon and when it's your first time you might have a mild heart attack seeing now that I was spending an hour and fifteen minutes on the phone absorbing everybody's fears where they would just kind of like a rip into you what about this and what about that and I can't pay for this and the after the whole thing was done they would get it all out and then you'd help them understand how to see it and they wouldn't be so scared. They feel better but I was walking away like nothing left challenges. That's that's not my strength. Thank the staff exactly. Where is that is a strength of her. She loves to be that comforting presence. When you're worried when it gets to pay your hand and say it's going to be okay right it and she would have had more time in the day so I would have Krista have that conversation with the client before they got to me she would be my sponge that would absorb all that negativity and she would turn it into positiveness. Take a negative judo person right absorb it and give you back positively at I'd have her. Give me a list of the bullet points that you are actually concerned about. What are the things that we actually have to to get fixed here. That's what I WANNA. Make sure we do and now I have a seven minute conversation with you. Instead of an hour and fifteen minutes I know exactly what has to get fixed and I would say okay Chris. I need you to find a handyman and give us quotes on this and we build a spreadsheet with all the handyman for the different area that we worked in. She could make a quick call and everything. SORTA became systemized through that process. That's very cool. That's awesome yeah and it's a really good reminder. I think it was episode. Two of this podcast that we talked to a guy named Trevor Mock who who owns carrot dot com and we had a long conversation with him where he said the exact same thing you just did which is a lot of entrepreneurs. They feel like they should be focusing on the stuff that they're good at and they should be delegating the stuff. They're not good at and what trevor and you both have said. It's not about what you're good at and what you're not good at focused on the things they give you energy and delegate those things that drain your energy because as the as the person running your business the most important thing is the energy that you have if you don't have energy eh your day shot. If you wake up in your first meeting at nine o'clock drains you you're now your business is now shop for the entire day so so focus on those things that give you energy energy and get those things that don't give you energy off of your plate totally and Batman definitely gets energy out of solving those problems not out of listening to an hour and a half of of concerns and fears so Batman wants to fix things so that should tell me where the bad guys are willing to go get every last one of recon work and try to like look at the heat maps in the you know re run their criminal histories to see all this stuff you want someone. That's kind of helping you out that way. That's deck. I had one of the things I wanNA appoint for our listeners who aren't necessarily real estate agents. There are laws and every state's going to be different but there are certain things that your administrator your assistant can help be with and then there are other things that legally she can't help you with because there are certain things in your business that only a licensed agent can do. Did you find it any point that you were you. were running against running against like the limit of how she can help you because she wasn't licensed or were you pretty much. was there nice clean break where everything she was doing was well within which was allowed to it rarely happens where I needed her to do something where she needs to be licensed hardly ever in the beginning because we had this. I'm the only one that hits the golf ball but you gotta make sure it's teed. I don't WANNA walk up to the fourth hole and have to wait for the person she it up. I WANNA come up hit the ball move onto the next next thing to try to grow the business in this world real estate sales almost everything that you need a license do would be classified as hitting the ball so she couldn't discuss discuss price price with a client but she should never been in a position where she would have to. She should've had me have all the data when I have that conversation and that she can move on to do it now. She is license. We can fast forward a little bit it. She got her own licensed so she can help with because her confidence grew over that period of time and she can do more things for me but in the beginning it really never was a problem at all got it before we move onto the next part of of our show. Let's hear from one of our show. Sponsors real estate. Investing is known for a lot of things mainly making a very select group of people a whole lot of money but being an online cutting edge experience is usually not one of those hallmarks. 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DOT DOT COM and enter bigger pockets business in the how did you hear about a section again go to fresh books DOT COM and enter bigger pockets business in the how did you hear about US section okay so so you've gotten to the point now where you are able to enjoy your business us again. You're able to enjoy the parts of doing you're able to offload the stuff that drains your energy. Things are going well. What's the next step in the evolution of Stephen Green real estate agent so I think the coolest thing that I learned about this. was that like most people. I assume that when you become a real estate agent is just just a job. That's your job. You're an agent Gary Keller helping understand. You're not it's not a job that is a business and if you choose to do every job within your business. That is your choice but somebody has to do. It doesn't mean that literally every piece of this could be leveraged to somebody else and theoretically I could find someone more suited for it or better at it than me which would actually improve the business which is weird because me getting out of the David Greenstein could be the very best thing for the David Green team. If I put individuals in place that are better at it than what I would do so what we're doing right now is. I'm slowly bringing in people and training them to do a lot of the things that I'm doing so we start with the stuff that drains me the most and takes the most time so listings. I've got extremely systemized I can with I can have KRISTA. Give me all the information I need. I show up at the house. I give you a presentation. You're blown own away. You sign a listing agreement. I bring it back in hand. It's them I literally do not see that again until offers have come in and they've been prescreened and we've talked to the listing agents agents and got them to come up even higher with the offer so I don't even get involved until it's like ready to be plucked right off the tree and then I go to the client and I explained what their options are and I tell them but I think we should do ninety nine percent of the time they agree with me. I go back to try to get him a little bit. More on the deal we get assigned handed back to the the transaction coordinator and they run with it unless something goes wrong the buyers make a request for repairs or the appraisal comes in low at that point. I would step back in but I'm training people that they can handle that part instead that are just expert at understanding the contract understanding how to take leverage way from the other side in the very beginning before we signed the contract so that that doesn't happen nearly as often at eventually eventually. We'll just be me going and listening points. That's all that I'll be doing the there will be someone else doing the rest part this that takes up most of your time a real estate agent businesses your buyers that makes sense. I want to come back to that but I also want to. Dive in a little bit more on you bench there that you have a couple of transaction coordinators earlier in the Convo you mentioned that I think you said idiot three agents and two administrative people on your team. Can you give us a more detailed picture of what your team looks like what all the roles and responsibilities are of those specific five people in addition to you. That's a really good question. Okay so there's there's kind of two branches of the David Green team takes okay on. You have admin that worked for me. They helped me to sell more houses very pure. I get a client. There signed up under my name. My admin helps me to do that job. So I can do better at at at at more scale then you have agents on the team who I'm training to learn to be a crest and a colgate to their sphere what we talked about to learn how to talk to people how to have a strong presence. We go over things like frame control in a conversation so that you're taking the frame and you're talking to someone in. They're more likely to see things from your perspective. Educating them on how real estate works so that they can grow business underneath mine and were split with them. They keep half the Commissioner Nike Pop the commission them all the support and I carry all the fixed costs because when and you're starting new businesses fixed costs for wicked sink you very very quickly they benefit from my brand recognition from my training in order to accelerate their learning curve I take pieces from the transaction of my clients and I let them do it so I let them go and let the appraiser into the House the home inspector into the House meet with the handyman when he has to go measure. The House for work needs to be done. It helps me because it's one less drive that I gotta take out to a property and it helps them because they get to listen to how these people talk and learn stuff about real estate that most most agents need nine to ten years before they ever get Rapson to learn that stuff. I also let them help actually showing the houses so the clients I give a presentation I explain what's going to happen. They get introducing showing assistant. That showing assistant is going to call them every single day and say what houses did you see that you like what questions you have about these homes. Let me go talk to David and find out what he thinks then when they're ready to see houses they go show him and as soon as they're done. I call the client and say hey tell me what you thought. What did you like. Did you not like what questions do you have. Is there anything you went around an offer on. How do we need to tweak the search so it'll be better the next time and they get massive experience massive experience the most agents take them years before they could ever do this because they're only working with their own clients and it's a very synergistic relationship that it helps me and it helps them and then through helping them. It also helps me too because I'm I'm GonNa make more money as they become better. That's right. That's and that's really great really good hands on training right. You're talking about taking pieces of every part of your process every part. If you're transaction leading these people not letting these people having these people encouraging them to really just feet to the fire. Go do it and that's the best way to learn. What other type of training are you giving giving them in addition to the actual. Doing those pieces like you're talking about. You know different things you're teaching them and so on and so forth is they are they through weekly meetings or is thank. You have trainings. What kind of training process would you recommend for listeners doing something like best productivity coach that I give a percentage of my side of the commission into to work with them. That's like an accountability coach and she's a very experienced broker. She's done it for twenty years. She's telling them okay. Your agreement with David was a you're GonNa talk to twenty twenty people a day. Let's talk about where you're having a hard time having those phone calls. Are you actually making them. Is your schedule getting in the way we have to adjust to do. What are you saying. Why are people oh hanging up on you? I are people talking to you for two hours at a time right. She's kind of working with those people and had to get more business going. She's also the one teaching them very ground level things. He's like what forums. DB Fill out how to fill them out how the contract works things. I want to be like at the upper level side of the business where she's kind of dealing with the day to day stuff. We we have a weekly meeting where I basically through every single escrow that I have and they all get to hear about the challenges. Were having how fixed it what came up the way that I handled it why I handled handled this one as opposed to that one. Let's say that I'm working on a listening presentation. I mean be giving the next day I will pull up the cops that I'm looking at walk them through this is why use this competences competences why. I didn't use this one. This is why in this case I'm. I'm okay to go twenty grand over the highest price because we're seeing the days on market is really low. These are with the other agents said but this house also over here this part of the state completely different we cannot be as high as the highest combat armor will sit there forever and I'm letting them see what my thought processes like and I'm watching them to see which ones are like that makes sense. I love it and which ones are just kind of staring blankly. I don't get it. You know it's awesome so it's really it's really a two-week straight in this whole training thing that I love that you've you've also it sounds like not only have you systematize all these different parts of Your Business. You're also systematising the training people in your outsourcing a little bit with your productivity coach so again that you are not focusing on that day to day those operations types of things. There's someone else who can handle that. You can focus more on the people development piece of it which in turn turn make your whole company more robust and let you continue to grow and grow into the things that you love. That's very cool. Now I have a question. I'm going to go in a different direction. I'm GonNa talk a little bit about marketing because the the interesting thing about real estate teams. Are you started out your career as an individual real estate agent so you were David Green. I am Mr Colgate David Green and Mr David Green but once you start bringing on other agents within your team it no longer matters who David Green is because yes certainly people are going to hire David Green. They want to even green to help sell their house but would you care about is that they hire the David Green Team mm-hmm and there's a difference between David Green and the David Green team so at some point. I assume you have to start your changing your marketing from Hi. I'm David Greene. I'm the expert work to David Green Tea and this is the business that is the expert in his business is going to help you whether it's me or one of the other agents on the team so how did you kind of transition position the the branding and the marketing from year. David Green to the David Green tea very good question so I'm still working on finding the people that can replace me in the parts of the job that are not administrative or showing home stuff this I I like. I like to divide every job or task into two categories. There are what I call checklists work meaning you make a checklist and somebody follows a checklist and theoretically anyone could do that. You can hire a virtual assistant. You can hire a personal assistant. Call all the city and turn on the water for this new house that we bought. That's a checklist task. Okay then there are skill tasks and skilled tasks or something that not anybody can do that. There's a specific skill set that is required to be good at that that would be meeting with somebody in person and giving him a presentation and making them feel comfortable with signing up with you or negotiating the repairs with another agent. That's just call and say we'll give you this much money. There's a whole dance goes on behind the scenes at me trying to figure out. Are you really going to back out if we don't give you this or is this just your client. Stay in it and can I make you my friend so that I get you venting about your client. I can figure out how serious you really are so I can save my client money. There's a lot that goes into that. That's not something you can just drop somebody else into and do well so part of your business is always looking for new people new talent to bring into the business and I would argue that that's rallied for me much harder than it is to actually learn a new job and get really good at it that part has been the right person for and that's what prohibits scaling so. I will be in this role until I find a several people that can play those roles just as good or better than me. Gary Keller has a saying he says people are not loyal to you but they are loyal to your standards yeah and if you really think about what makes me better than the next agent it's not that. I have a better personality or a better haircut obviously but I have a higher standard for how I conduct act myself like I'm willing to go back and forth with a buyer's agent. WHO's writing an offer on my listing for an hour and a half if I think it can get us another seven thousand dollars even even though the money I'm getting out of that is nothing it's not worth my time but I know what my head is. The pillow and I said I was going to represent you guys. I needed to make sure that I did that well. I don't feel like I need to be there when the photographer is taking the pictures of the home. I have nothing to contribute in that situation so fine to let somebody else. Go Open the door in order to replace me though I need to find someone who standard is just as high that I can say to you guys this is Mary. Mary is going to be the one that helps you with selling home. She works with all of my sellers. Mary is better than meet. You guys want Mary so that's that's how I'm working to get myself completely out of business during the transition phase to answer your question we use the word we a lot in fact. I just said we a lot of it is I if you look at the production for my team. I'm ninety percent of it. They don't really sell a whole lot of houses right now. Mostly they're helping me. It's almost all me and my clients that are that are doing the work but I'm still constantly saying we when my assistant calls someone she has to say David asked me to call and tell you that Phil on the Blake Right. It's creating understanding that is okay that several people are going to be helping you with this. As long as you know. The standard is the same for everybody and David is still in charge of Al.. He knows what's going on. It doesn't have to be mealy calls you and says hey we scheduled an an inspector to come by the home of this. Would you like to be there but whoever makes that call has to do with the the same standard that I do and that's as I grow as a business person I start to realize the only difference between a chick-fil-a somewhere else is the standard that chick-fil-a has that's what makes a franchise franchise possible is when you go there. I went there this morning actually and they I remember I finished my order and they said my pleasure forget that they say that you don't hear a lot of that the bay area right hi pleasures not very common where I live right but at chick fillet that's what they're going to have to say and that's probably what I would say to people who are looking to grow and make more money at their job you raise your standard entered in money will find you. I promise you even if you just can't get along with anybody at all. If you raise the standard that you hold yourself to how you do your job how you serve your employer you will make more money and for people growing their business in the role at me. It's the same thing find people who have very high standards so even if they didn't get paid would do it just because that's how they live their life. That's awesome and what are you doing to find Mary. What do you do you know Mary the the person who's going to have those David Green standards. What are what the types of activities are you doing on a daily basis to try and seek out those people who can do those things to those standards that you established you know hopefully in five years we do this again or last less and I can say I finally cracked the code but to be completely transparent this. It's hard the hardest. Pirbright it is absolutely it is I could not agree with you more any business any uneven job in which you have a leadership role in responsible for finding the right people is not is that not the absolute hardest part right is just getting the right people on board and just finding them. It's especially when I think the economy is good. People don't want to have to work as hard because you can get away with less so what I the way that I've done so far is that I don't ever let that myself get into the mindset of I'm at work. I'm not at work. I think it's very dangerous especially her SPA business owner. I am always at work always twenty four seven. You're always on so I'm hiring a girl. She's she's starting Monday. We we have like seven part. Take your hiring a woman. What did I say the backlash coming up. Now you know just just a wonderful talented skilled woman and she starting starting on Monday and I found her. She was working for a towing company a very small company but she's running the entire office. I mean when you walk in there was very are you clear you're not paying attention. You don't know what you're doing. I don't even know if you're awake right now. This girl was doing everything and I watched her as I was as I was waiting with my buddy and I noticed that she never stopped working. She never lost her rhythm when people would come in yelling she nevertheless recall is very impressive and I just realized that would be a really good person to talk to so I do this with when and I go to get a cell phone. I pay attention. Are the sales people really good right are they are they are they certainly without being pushy are they taking advantage of opportunities without looking like a slime ball and if they are asked for their business card right. I want to start staying in touch with those people. I invite him to a meet up that I mean the half where I teach people about real estate I do it. When I go restaurants with the with the bartender or the wait staff I mean when you're going to the mall. The person who's selling Cologne might be just itching for a new opportunity and they just don't have avenue that position and you have to train your activating system to always be looking for that. I WANNA follow up on that because I think is really powerful in. Let's let's make this even a little bit more day right. So this person this woman who's starting for you on Monday that you found in the towing office that you just running the show and she'd be the next Rockstar on your team. Take us through kind of an actionable plan on how you got her onboard because there are plenty of busted small business owners who do recognize that talent but especially in in the the real estate world. Let's be honest like we talked about earlier. Not always the greatest reputation right. There's a low barrier entry. How do you go about recruiting that person's. That person wants to come on board with you. You're so luckily for me. Williams actually has a material that makes it easier for you so they they have what's called a Keller personality assessment. which is a personnel segment? I I think it's witchcraft. I have no idea how it can tell you so much about yourself. Just from taking a test when I read mine I was floored without accurate is so I'll send that to them and they'll fill it out and it will we'll come back to me with a very long description about this person's personality how they react under stress how what their social scale is and then it also gives me what's called the job match report which says with all the twenty-eight positions at Keller Williams franchise has this is what their high match for all the way down to a low match tells you based on your personality. This is a role they would probably like so that's my first screening tool. They don't necessarily have to be a perfect fit for buyer's agent. Maybe if they're a really good fit for a single agent that's fine because it's a sales thing but if it shows all the sales stuff is really low and they rank really high for accounting type stuff or numbers. You don't want that person as salesperson unless they have a very strong track record that shows even though it's not their personality can still be good at it. That's my first step then. I bring them in and I basically verify that assessment with them. I make sure it's accurate grit and in doing that. I asked a lot of questions. I think most of us don't ask enough questions in general interview and I would say like let's let's go through a little thing here. Carol Gerald told me what is it about real estate. That's appealing to you. Oh I just love I love designing of homes and I love all those great shows on TV that show us what our homes have have potential for and I love seeing people walk into the front door of a house. That's GonNa be there someday and be like wow in helping them get that house okay and are are you more motivated by the financial means that are. GonNa come from this career or from the emotional spike. You're gonNA give when you know you help someone get a house and you can help design it for them. I'm going to be completely honest honest with you potential employer that me personally it's all about the emotional thing and being able to connect with people and help make their dreams reality okay so if you have to take take time out of your weekend or away from maybe your niece's birthday to go show that person houses because that's the only time that they have free and you know that you're gonNA miss out on one emotional oceano spike to get up potential other. Do you think you're going to make that decision to do with the best you have or. Do you think that because you don't really need the money. You may put that off. You know I never looked at it that that's a really good point. It's got to be honest. It might not be my top priority so those types of things or why you WANNA ask more questions right. Everyone's going to tell you you. I really WANNA work in real estate. I'll ask them okay. Do you think you'll do well. They'll say yes. I'll say what will you do. Well and they'll tell me I'll say. Give me an example of a way that that showed up in your life before for this excellent. It's probably without probing right. It's being without it's just saying tell me a story. Tell me more about yes exactly yeah. People live talking about themselves and they're going to share a story that reveals all the Info you could ever let it out or another thing. I like to ask him. If that's if that's who you are how come you're not doing that in the row you have now. Why are you coming to look look for this opportunity. Why didn't you do it. There and there's legit reasons. Why like this girl admiring. There was nowhere to go. They were never going to pay her more than fifteen dollars an hour. It's all the company could afford. She had that that made sense to me but a lot of the Times people are will tell you what they wished they were doing with their life for who they WANNA be. It's not who they are right now and they come work for you. They're going to be the person that they've always been and so. That really helps verify what they're like. Then the next step would be at what we call a thought process interview where I ask a bunch of pre-programme questions like what did you to prepare for fair for this interview. Who are the three people you most admire. And why do you admire them. Gimmie three two three examples of a time that you were supervise well. What does a good worker mean to you. You you go through all these questions and that really helps you figure out like their values. What does this person value in. What would they be like if they worked there. Then we get into a little bit more serious stuff where we actually go through an employment history you talk about the last four jobs they had what they light with the learned what they were disappointed by and what they wish had gone differently and and I get a really good feel for if you see most people you'll pick up the pattern. This person gets a job and when it's harder than they thought it would be they slack off right this person starts something and runs with with everything they got and if it's not easy and it doesn't come real easy within three months they lose interest right every time this person gets a girlfriend his head gets into the into the clouds and he can't focus on whatever is going on and so you're looking for those patterns because you know that's what you're going to get with yourself and then the last part we do is my favorite. That's what I call the motivational interview. We have have them. We start with a piece of paper dried into four categories. The first category is job. Next category is money and then they get to pick two other things that are really important to them in life. Most people pigs like family or friends or relationships or spirituality something like that and I run into this exercise where we start off with job and I say okay. I want you to imagine that I walk in this room right here one year from now after you've been hired and I say Jane. How's it going and you say it's freaking awesome. David could could not be better. Tell me what this looks like from the job perspective and I make them actually give me a list of okay well. I'm already already been promoted twice and I'm running this side of the business and I'm really good at this and then I dig deeper. Tell me how you did that. Tell me what went well. Tell me what challenges you had to overcome do it. Tell me how you feel inside to know you've done that and I'm basically trying to pull out of them. What is their heart's desire. Their deepest strongest motivating eating put things that drive them and we do that for every category. Now I go to money and ask the same question okay. I'm making three hundred grand a year. I'm driving this kind of car. You're have this much passive income. What does it mean for you to have that passive income. I feel like I'm finally not the loser. Everyone thought it would be so me how that impacts your your your mindset every day when you wake up and I'm digging very deep a lot of the time during that right and at the end I will circle all the words that showed up some writing down as they're talking repeatedly and those words you circle is what shows me what kind of person this is right. A lot of the times driven will show up ambition or happiness or whatever it is that that person's looking for you will see the pattern after running through that exercise then I just WanNa make sure that those things that drive them are powerful motivators within this space. I made our listeners to understand how gold this information. I'm serious so so caroline I spent fifteen in twenty years in the corporate world and I think I speak for both of us rights. We've sat through plenty of hiring seminars interviewing training things and the companies buddies that we worked for literally spend thousands and thousands of dollars to bring in trainers to essentially take a day to tell us all the things that you just summarized in ten minutes literally you just summarized in ten minutes how somebody can take their interviewing game in their hiring game to the next level so for anybody out there. That's listening to this that thinking about hiring their first or their next or their hundred employees fourteen member rewind ten minutes end realistic because that listen to it again and again 'cause Dave rarely just told how does how to get to the core heart and soul of somebody's character in how they're going to have that will align with what is available for that job and that is something that is not not an easy task to do and Dave just broke it down hardcore absolute gold. I if I if I were GonNA talk about this I would have devoted hall and that's that's why we should be listening to the BP money podcasts with rockstars Jake BP money. No that is absolutely everybody buddy she did alive. Scott everybody should be into the BP money podcast and the BP real estate podcast but they need to go in the BP money podcasts and talk about what money you can make by following the advice you learn about on the business where the real goal. It's one big happy okay so that was absolutely fantastic. I I love that. Thank you David question so now that you are a world renowned podcast host your best selling author literally early you are an investor and you spend a ton of time doing speaking in bigger pocket stuff but you're also the head head of David Greene real estate team. How do you split up your time and how do you. How do you ensure that your this goes beyond? Just just the David Green Team but everything in your your life. How do you ensure that. You're devoting enough time and energy to the things you're doing that that everything can flourish. That is a really really good question what I do what I've learned that I have to do in order to make this work is I can only take on start a business or take on a project that has some form of synergistic quality with the other stuff that I'm already doing so I love to speak and educate people about real estate. Which is why I'm involved bigger pockets. They have an awesome waits for me to be able to do that and they have the best reputation around for real estate education. I wouldn't be able to go start like a helicopter pilot business business while doing this it would it would pull away from one or the other but if I'm speaking to people about real estate investing and I also mentioned that I sell houses and they should call me when they wanna the House Acura they wanNA THEY WANNA bite investment property or they just WanNa use these principles that I've learned to represent them in the in the purchasing of a house. I'm killing two birds with one stone own so to speak. I gave my thing and I found clients. While I'm there I can also safe. You guys ever find a house that you WANNA flip. Call me. I'll make you a partner in the deal and I'll walk you through Rua we do. I'm now lead generating for flips so there's one hundred hundred and fifty people that are they're not. All of them are going to want to buy a house or sell a house in that moment. Not all of them are going to want to have their grandma. Grandma needs to sell her house that I can flip but the more things that I do real estate related the higher I increase probability of finding some form of lead out of that free education that I just gave and it's free for them to they want to be able to refer someone their friends and family to an agent who's actually going to be good. They want to find someone that can buy a house cash and show them walk them through how to do it. Whatever the case may be and I can then tie them in with. Hey you should be listening to this podcast. You should be following the bigger pockets Youtube sube you should be reading blog articles here and so while I'm bringing them value they're bringing me value and that's also synergistic those really only relationships. I wanted my life at this point. If I don't don't bring you value then you shouldn't have me in your life and if you're not looking bring me value to that. I don't really need you in mind. It's perfectly fine to have that mindset but I think that that's the key. Is You have to find synergy in what you're doing. Excellent excellent that is it's such a well rounded approach right like you said you're. GonNa stay in the mind. Space that your rain. You'RE GONNA maintain your expertise in the area. You're in an branch out a lot of ways and continue to grow in. It works for everybody all the way around this especially because I think a lot of times when we try and do too much. It's not just trying to do too much coach. We end up doing things that require us to go through a new learning curve and allocating curve takes a whole lot of time. If I want to go start a new business business and I need to spend a year learning that business. It's a lot different than if I go start a business that I already have the core competencies in the core skills because then I can do that that new business in five hours a week or ten hours we fifteen hours. If I have to go through the entire learning curve I need you to devote myself for some period of time which means I'm ignoring or. I'm not not putting the time into the other things that I need to be putting into. Its that's so good. Jay and that's I think the inexperienced business people don't grasp how important that is think about if you are a professional the NFL football player and the your season ended and you wanted to find something else to do to make money during the next six months when you're on the off season. If you tried to go become a professional national soccer player that learning curve would be changing your entire body. You'd have to lose a ton of weight. Your endurance would have to go up your muscle. Mass would have to go down. You'd become much less of the fast twitch muscle person much more of a slow twitch for endurance it would be completely different but if you went and played rugby minor adjustments would have to be made and you'd be playing shape right away you kinda gotta look at business the same way. I was able to do so well as real estate agent quickly because I was already doing wells real investor. My sphere knew me the as a real estate guy very easy transition to make. I had systemized how I would buy houses out of state. I had checklist for everything that had to get done. I just applied that same principle to all the stuff the had to get done in an escrow now. There's maybe ten times more things as an agent but that principal will work in the same way wasn't completely new learning curve and I think that that that makes you look much more successful than somebody else would be. Who's doing something completely different like you said this jumping around from being the thing that doesn't have anything in common yeah and that actually brings up another thing when you do that. You're reinforcing the brand that you're working so hard to build so when you build a new business that's completely independent of anything you've ever done. You have to start creating the new brand after staff sired art. Just build on what you've got. Why would you keep reinventing. Credibility is the hardest thing to build and staying in the same industry that you're already in order to have that credibility and you don't have to start from scratch there. You're finding expanding your breadth of knowledge and it just permeates throughout the whole process so before we get into the a former David I have. We have one question. We liked to ask our guests near the when we get near the end of the episode. What type of advice do you have for anybody. WHO's looking to become come a real estate salesperson or started team. Even maybe if it's applicable take it a step beyond real estate. Just anybody starting a business or starting a team or getting ready to hire someone. What's another another piece. Just one piece of gold nugget advice that you would like to share. Maybe something you wish you know in the beginning that you think is so super valuable now. I really want to write a book on this topic. Because is it is maybe I'm passionate about it because I'm on this end of it trying to hire people in his so hard but I've just developed a huge passion for you really should crave excellence in whatever you're doing. You're vocational wise whether you're a house flipper or a house painter or a bookkeeper. Your goal should be to be the very best you could be at that thing and I think what irradiates me is. When people say I'm not having success at this area so let me just abandoned it and try something else and hope that works out there and they're just bouncing around from the thing the thing hoping that they can find something. That's easy the advice that I would give the people that want to start. Something new is great. You should go give it a shot before you do. Crush rush it with what you're doing before you say. I want to go to the next thing you should be able to say I am the best waiter at the restaurant I work at and then maybe go find a nicer restaurant. Ah with a with a more expensive venue and bigger tips and be the best waiter at that restaurant force yourself to your brain to have to go through recognizing patterns will make you successful recognizing using how the eighty twenty principle plays out in that environment. I learned a lot of stuff about leverage waiting tables because I would get busboys. Do a lot of the stuff that I didn't have to do so I could take on more tables Abelson. Take more orders and make twice as much money where the other waiters were didn't want to tip the busboy an extra twenty bucks. I was happy to give him fifty bucks. If and then I can take three times as many tables right. I wouldn't be good at this. If I hadn't have done that I and so that's the first piece of advice I would give. People is don't think you're GONNA hit a new relationship or a new job and immediately. It's just going to be easy. You're GONNA do great the same things that made you suck where you are. Now will make you suck when you get to the next thing but if that's the perfect fit for you how heartbreaking isn't going to be if you fail at it because your work at the wasn't good or your attitude wasn't good or whatever the case. Maybe S S awesome yeah I so I heard a quote a couple of weeks ago. Maybe it was a month or two ago and I don't think it was on the show one of our guests but it's really stuck with me the quote even I have no idea where I heard it but the quote was nothing is good that could be great and you have to think about that for a little bit but basically what that saying is if you think you're something is if you think you've done something in well. If it's possible for you to do it better if it's possible for you to a great then it's not even good. It's not anything you need. You have to compare something not against against objective but how good it could be and I did a horrible job of explain that but think about the listeners to think about because it took me a little while to really internalize what Med ed but once once I did it really it changed my whole perspective when everything I loved. I loved that quote well. The world is looking for somebody who can do something great. Every single boss is looking for someone with high standards right even that most of those bosses WanNa get out of that role or they want to expand into more of it. What it holds us back is finding good people. They can you guys could be flipping ten times as many houses. If you had people that could do the jobs you could do to the level you could do it. You didn't have to worry about things going down. That's the hardest parts that keeps you from doing more so for the people that are frustrated that they don't like the job that they have or. There's no opportunity. I'm telling you it is everywhere. The problem MS that you're not ready for it. If you were ready for someone who would probably already approached you and said. Can you come. Do this thing guy guys like me are looking all the time for that person. Who's doing really good. Every time I walk into the bank and I see the girl that's irritated that customers there or the guy who doesn't even bother looking up from his throne to greet the clients like I would never hire somebody with that type of an attitude You spot the person right away with a really good attitude who wants to get into stuff so I feel like if people in the world woke up and realized if I start doing really good at my job I will have a lot more confidence that make it easier to get my next job because I know that I can do that job and I can make more money and then I've learned things two different jobs to give me skills now the third job I get that I can do even more they would find themselves in in the right role pretty quick update David. I love listening to you host podcasts but let me tell you something the this is this is where you belong giving advice and being the guest on podcast 'cause. This is absolutely awesome. Okay we could probably talk for another the two hours but I think it's about time that we jump into the next segment of the show when we call four more where we ask you four questions that we ask colliver guests and then at the end. We're going to give you an opportunity to tell us more about where we can find out about you and get in touch with you and learn more about your business sound good wonderful okay awesome so I'm going to start the first question but I'm going to put a little bit of a spin on it because typically we ask people dave. Our first question is what was your first or worse job rob in. What lessons did you learn from that. I'm going to challenge you to not tell us about your job as a waiter. 'CAUSE I want people to go back and listen to other be podcast. I bet you that I think a more well known part of your story. Challenge yourself to dig to some other unknown facts about Dave Green and I I our worst job in lessons that you learn from it. I got one for Ya Awesome. I think on the BP money podcasts. I think is episode twelve where I talked about the waiter think so one thing I've I've never talked about this is my first is my second John. My very first job was at baskin Robbins because that's the only place I could get hired and I worked there for about four months before I jumped next door it to the Togo's which was a little bit better. I got that job at the Togo's and within four months I was a shift manager and then about three months after that I was like domain manager and I was eighteen eighteen year old kid that was it was very surreal to be running a store with ignore teen adult but you feel like you're a kid. I was still like in high school. Maybe about senators right right. There's no ground. Tell you to make sure you're not just going crazy. It was like why would leave me with the Castro Day. How do they know that I'm not gonNA steal it. It was surreal but I would. I I basically ran the store. I would order the stuff we need it. I would do the scheduling. I knew what everybody got paid. That job that I took taught me if you work really hard so I could only make so much money at a Togo's and and when I had to leave and go to a restaurant where I could make more the guy was actually really upset but what I learned was I had the confidence is to leave and go to somewhere else because I went through the ranks so fast so I would watch the guy next to me making sandwiches and say I got a bill to bake faster than him. I have to be the fastest sandwich maker here I would study. What are the hand motions that you have to do. I'm going to grab the bread with my left. Hand grabs the bread with my knife. I'm going to bring into the same point every single time that I would practice that when no one was there describing the bread and the knife and bring together right then the sizing and systematising even your sandwich yes because ingrained in the fiber of your being yeah and when it was busy I would stand out from all the other employees because we had this lunch rush ripping through and doing a really good job and everybody else was going slow. The bosses see that that's why we WANNA make you managers. They just saw how fast I was working and anyone can do that. It's not like I have some crazy hand eye coordination no other human being can have. I was just more a purposeful about doing it. Now would get really good at okay. I know that I need more. Turkey and I'm running out of it. So when I walk by Grad the roast beef I'm also going to grab Turkey and on the way there I'd see that Guy Atas Nama lettuce and I grabbed them bag of lettuce drop it off and they did you even know I needed that. They thought I was Batman but I was training my brain pay attention to what was going on in the middle of stress in the middle all of chaos which came in very handy as a cop which came in very handy waiting busy table so I see now those foundations got laid because I was giving my best so what I was doing and then that opened up doors the future sandwich making is good. That could be great. I I love that quote. If you could be great you and you're just good. That's you shouldn't that'd be happy with that exactly exactly thanks for explaining that much better than I was able to question number two. What is the defining moment when you decided decided that you had the entrepreneurial which you ready to go out and do something on your own late bloomer that area I on the on the disc profile I was very high sea and the next was a d when I became a real estate agent and had to be like the boss would carrying all the responsibility if it fails. It's on me. My a D score actually got a lot higher. I became much more bold much more assertive. I'd make decisions a lot quicker but as a high see we don't like risk. We don't like things you can't control or you. Don't know what's coming. I was I loved investing because it was a numbers thing I could rely on numbers make every decision. It wasn't until I started selling selling houses and I became the top age in first year and I started getting a lot of people saying you're really good at this and I knew inside. I don't even really like this like I can't really tell people that but this. This is not my thing right like listening to people. Tell me how scared they are. After working as a cop for ten years is very hard like oh the sliding glass door sticks. That's really scary yeah yeah. I know what's horrible. Isn't it houses in other states that I've never seen and it's it's going fine and they're worried about the screen door. Having a you know ripping it I think that forcing myself into those positions and seeing that I was successful opened up at this whole side of my brain that I never had confidence just flooded that area so it's not like a cockiness. I don't think I walk around acting. I could do anything and who are you guys but definitely there's a lot less fear about new things because I've done enough new things and realize my brain will recognize patterns that I will figure this out and I will at least be decent added if not great that led me to start to crave entrepreneurial experiences so now I'm starting alone company. I'm opening alone brokerage so that we can start doing loans as well as real estate. There's a huge amount of synergy either. I already know how loans work because I have to do it to make the deals work a lot of the time I know more than the lenders do a lot of the time my clients coming to me and saying here's the two options. My lender gave me but he didn't explain go. Can you help me figure it out. Why am I not just doing those loans. I have very little anxiety about that. Whereas Oh God five years ago I'd have been terrified awesome really good growth in a very short amount of time okay third question. What is the worst advice you've been given in. What did you do with it. The worst advice that I ever got was when I was first buying houses in two thousand nine and ten and everyone was telling me don't do it. The world's going to end the sky's falling real estate investment. I only bought one house a year when I probably would have bought three or maybe four and I if I would have bought four houses year instead of one I would my network would be about two million dollars higher today. Just from that one piece of bad advice and what I learned was that they meant well. These are not people who are trying to sabotage you in their perspective they they really thought buying real estate was risky and it was a bad idea but they didn't understand finances. I was taking advice from people that didn't understand what they were talking about and what I did with it was was. I learnt don't do that anymore so now if someone wants to give me advice. I'm happy to hear it but if they don't have a tracker success in that area. I just don't really give it a lot of weight. That's great advice. Awesome love it. It's it's very easy to tell somebody. Don't do something something bad could happen. It's just too easy you can't you can't lose. I mean I'm so they're they're protected. You'd rather take the worst case scenario Mary where they missed an opportunity than than they got crushed so yet it's that's. That's a great great point. Okay question number four what something David Green has splurged on but it was totally worth. It was worth it totally worth it. I Ah Okay probably wars. Oh I had to answer both questions. Yes Ah yes. I've got a note. There is so much attention. I knew there was something I was remembering that mistake that I made and shared the mistakes. I bought a very cool car when I was like twenty one years old. I knew a guy that owned a car dealership. I had saved up a lot of money. When I graduated college. I had one hundred grand in the bank just from waiting tables how so I wanted to buy car and he said you can have anything in my entire dealership just at two hundred bucks to the invoice that I paid for it so that like my transport fees are covered so me thinking I'm a good businessman. Hispan- went to the showroom floor the coolest cardiac. I'm getting the best deal right took them off a little bit but I got this has ever seen rouch mustangs. They make these things rockets. Absolutely I bought a row cougar. There was only a hundred of them that were made by h twenty one and yes and it was so nice I mean tricked out lowered cool body kit. The problem was I use it as a commuter vehicle. It got keyed all the time it had these low profile tires that were constantly going flat and I ended up like I should have bought just a nice little Honda for like ten thousand dollars. Here's a guy it was a terrible by wasn't wasn't just that I beat the crap out of that car which I'd never should have done. I missed a chance to flip a house because I was seven thousand dollars short. I didn't understand partnerships. I wasn't listening to bigger pockets. At the time I just didn't. I was seven grand short of the money I needed a partner on this deal and I couldn't do it and I lost about forty five grand that why would have been my I half of that Prophet and all I could think about was that stupid card. If I would have bought the Honda Outta had the money you would've made me forty five and the opportunity cost of that cool car was huge in the end right like I could have been the down payment on a Ferrari or something to bend a little better so that was my splurge. It was not worth it. You don't need a cool car. When you're twenty one years old Zach. This was two thousand and three year so two thousand three seven fifteen years so let's see if you would have invested that money at ten percent interest over fifteen years. You would have a heart attack the nickname you'd be J. Salts in the the trust me okay so so do we get. We get a split totally worth it. Here's the good one when I first I met Brandon. He asked me to go out to Hawaii with him and all I was thinking about. Was I gotta pay for plane ride. I gotTa take time away from my business. I'll be losing deals while I'm there. I don't WanNa take the time away from the business because I'm going to lose too much money. It ended up being one of the best investments I ever made. Brandon became my best friend. I I love having that guy my my life. My relationship with him is very solid. It led to me becoming the CO host of the bigger pockets podcast. I learned a ton about him and got to know his family and while I was there I was so refreshed that I took three listing appointments via skype on on the computer and I came back to three listings that were all million dollar houses and a super good attitude and everyone was happy to be around me and I realized this is why I people keep saying you have to take a break. Be Like you're not your best when you're just never changed. Love your car just pinning it and going going going so I thought that was just a a fancy splurge. That really shouldn't have taken but it ended up being a great business decision. Yeah sounds like a best businesses flourish ever unintended. Lee So very very cool okay so to wrap this up David. Here's the question where can our audience find out more about what you're doing and connects with you the best way to connect with me right now. How is on Instagram and I'm David Greene Twenty four if you if you follow me on there and send me a message that's your best chance of actually senior message and getting a hold of you if somebody wants to actually like apply hi to be on the team or learn more about getting their licenser as real estate agent they can email me my email actually on instagram. I'll give you my email on there. Just in case I don't WANNA get blown up by like spam spam bots or something for putting out here and then I'm on bigger pockets DOT COM so brandon I co host the bigger pockets real estate podcast and you could mess his beyond bigger pockets but I probably most likely to see if they do not instagram. That'd be your best bet awesome awesome David. This was absolutely awesome for those who have been listening since the beginning beginning the challenge I put out in the intro of this podcast was to see if you can pay attention and figure out how many analogies David Greene made in this episode sowed. The answer is five. There are probably more but I got five. Five analogies in this episode accent is trying to hold back to I still had so you still had five so anybody. That's listening that that took the challenge from our intro. The answer is five David. This was awesome unbelievable content like I said I'd I'd like you better on this side of the nothing you're dot grade on the other side of the microphone but I love having you on his chest and I'm sure listeners are GonNa get so much chatted this so thank you again for being on. We really appreciate you Batman. You are amazing. We look forward to having you back in a couple of years to see where the David Green team has gone. This was a blast. Thank you very much. I appreciate it Awesome Angsana Actual C. Section that was awesome. I really did not want that interview to end. I think I could talk talk to him for like another hour or two just like about everything not just the real estate stuff we could have talked about the hiring stuff. We could've talked about the branding stuff. That was just. I really liked that interview. What did you think oh. It was awesome not in a million years. Did I know there was this other whole complete side to David that I was completely. Lee Unfamiliar With and I was just blown away by all the great tips he had and again. I just love that whole hiring exercise. He went through. I thought that was absolutely amazing and the whole concept of just craving excellence and just just going so far above and beyond what was possible was so so huge I loved it. You'd never expect that from somebody who was imagine a Togo's at eighteen for why was that like how does that happen. The sandwich the sandwich making process crazy crazy talk awesome okay. Do we have anything else to add before. We let people get back to their day. let's wrap this up okay. Everybody have a wonderful day. She's Carol. I'm Jay Outgo crave excellence in whatever you're doing today. Thanks everybody bye

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