20 Episode results for "GCI"

Whats Your Relationship with Money | The Masters Lab with Dave Werth & Peter Hernandez

Elliman Daily Podcast

34:29 min | 6 months ago

Whats Your Relationship with Money | The Masters Lab with Dave Werth & Peter Hernandez

"You so good morning. Hey welcome. it's tuesday. It's a little after nine nine. Not this specific on my clock and this is a master's lab and out good call share. Show me the money. That's what we're gonna talk about. Say we're in talk about money so who just got like who's like shoulders just tightened up soon as you save money. Some people some people go. So that's exactly what we're gonna talk about. Peter how we land on this topic. It was kind of a roundabout weird way when we were going through That stores class were developing for agent training and we were running through the various topics and things and we got to financials and projections and things like that. And you you're you your head. Just thought ooh money people have an interesting relationship with money. We should talk about that tomorrow. Like what's your relationship with money and our thought such a good good topic because you guys are gonna get sick of me saying this but real estate in life such mental game. That if you don't have the right mental attitude towards money you're gonna suffer. No matter what activities you do so. I think it's a great topic so We're still talking coffee in the Awesome coffee let's talk about your coffee now So what like. Let's talk about in the chat. What's your relationship with you guys feel about while interesting money because i think when people say money they think of scrooge mcduck in like bags of cash. I'm talking like your relationship with finances. Both in your business in personally. I've loved to hear kinda where everyone's out with it. Maybe you should ask you. Are you comfortable comfortable. Money saving Organize uncomfortable yeah working on it. It's a tool. It's a means to an k. All things you do you think. Do you think you might have a negative connotation around it and if you do what would it be more comfortable very comfortable kind of freedom. Yeah freedom not one negative comment. It's interesting it's easy to make an easy to spend. It's hard to save good points to make more with easing grace okay. My knee doesn't grow on trees but my parents said i like money more than likes me. I can call so. I'm glad we got a little variety. We've got all kinds of people on different parts of the financial spectrum. So the reason i thought it would be a really great topic. Is that a lot of times. They're stuff going on in the background with us that we don't even realize is happening so i'm gonna give you a really great example. I'll give a personal example that my parents also used to say money doesn't grow on trees and that you have to work really really hard to make money and i learned all these things that are really young age around money and the challenge with that is is the minute your mind creates any kind of rules around financials or money or ability to receive it or save it that carries over into everything you do so for example when i started my real estate career My wife and i probably had about eight thousand dollars in credit card debt. We bought our first house in may of two thousand seven which was a fantastic time to buy a house on negative amortization loan. I signed my own employment letters because late the loan was that shady and i was at that point. I think i was working. Had been working at enterprise rent a car making light twelve dollars an hour selling extra insurance and my favorite quote from Stepbrothers is will ferrell talks about enterprise in the great sales training program in all the opportunities. Because it's totally they sell you on that but we'll say i actually did get really great sales training on that But at that time when mindset around money was my parents it was you have to grind. It's kind of scary. You're always like one foot into bankruptcy like that's like that's how my parents operate. I'm sure they'd be thrilled sharing us. But like that's how they operate is like we were always kind of like you know. Broke his right around the corner. Or whatever it might be and i was filled with all these limiting beliefs now defining heartwise as we had all this debt and we bought a house at the wrong time and we had a new baby and like i was going through shoes every five weeks at enterprise. Rent a car. And here's my wife. Guess what her professional issues a financial adviser and so we. And i'm like how does this work. How are you. A financial. Adviser were eighty grand in debt. Like bought a house with a name like news handle his things and what we both kinda came to realize in a big at least financial summits. We used to sit down at our dining room table in like put out all the debts and everything on the table and look at it. We both realized that we just had been programmed from young age. My wife grew up. Like pretty You know like they were on like a welfare at one point. I mean they had a tough tough upbringing. Different mind by the way. I wasn't parents said we were going on welfare but were So anyways you know we both kinda have this moment where we realized that we both been program from a young age around really native belief systems around money and it wasn't until we kind of had this moment we say okay. We're gonna shift this. We're gonna shift away from like you have to grind it out you have to you know Carry debt like is soon as we made the mindset shift around it everything started to change and so like peter said you know we we talk a lot in this business about what's going on between the years but it really really truly is a mindset game and i didn't realize that that eight thousand dollars in debt. We had accumulated was all what was going on in the background. It was kind of like secretly chipping away and making it bigger and bigger and bigger and It's it's insane to think about where we were in where we've come purely based on a shift around mindset and the relationship with money would change. We used to spend money. We didn't have. We used to say. Hey if we want it throw it on a credit card you that all had a change into like we have savings we gotta fun. 401k's we got like do all the things we got. Never go back there. And and this is one part we're tiger. Today i had to shift away from k. To beat work really really really hard and leave everything else. Like to the side in order to make money so i don't i don't know peter view kind of been in that that scenario where it's like you have to grind it out order to make money. Yeah my dad. Drove that intimate. He drove a work was probably unhealthy. had a lot of guilt around not showing up for work not working hard enough not worrying about money not worrying about life. Not you know always worrying always grinding all that and you know it's it's a balance between that and and and not enough right not focusing on money not not doing the retirement not paying on your debts and all that so there's a real emotional warfare that goes on i think between everybody's brain when it comes to money So go ahead. i'm no no keep going i. I have some thoughts. That i'm trying to him into your conversation. This will figure it out. Go ahead keep on our conversation peter. So here's a really interesting concept starting with this one and then this is kind of where i was trying to go with it was. What's your relationship with money as it relates to work ethic now i talked to a lot of agents and they go off man that top producing agent. That's making a million half year. That gal has no life. Her marriage must be a wreck. She never sees her kids and in reality. That's not true now there are some. Don't get me wrong. There are some. But i think looking at the work model around the finances. You wanna have is a really slippery slope for some so peter like do you know some agents that are wickedly successful. That have a life that they have. The best lives can talk about that. They're going on vacations you know. They're they're sending their kids to private schools. They're they're they're they're living life to the fullest. They're enjoying themselves they. It's it's they're not worrying all the time but they have are. They fast paced yair. They officiant of course but it's not like they don't have free time. They build free time into their into their lives. Do they own the off hours like in like late night. Yeah exactly so. I think that. That's a big misconception. But there's a lot of misconceptions on dave about that about you. Know i wrote down a bunch of them. If you want to hear him i was thinking about. You're here yeah. You're some of the misconceptions that that i get and this these are all you'd is every time i've met with an agent and we've gone over goal planning or business planning. These are the things that come out. I just want you to hear this. Money is the root of all evil. That's one no life all work. That's another one to be wealthy. You have to be dishonest here that a lot. I'll never have money just a basic belief system. Here's another one. My parents were porch generational. Here's another one. I'll never be able to buy a house away. Prices are going up. Here's another one for those of you obsessed with money so much that you can't get it obsession. The obsession of it almost has the reverse effect in the last one is is. This one is where my dad used to drive into me. Peter play it safe have a paycheck. That was my dad. That was what he would tell me. Play it safe so those are all. I think belief systems that could hold you back in the end. The first one you said is one of the biggest. If i if i actually make that kind of money i won't have a life. I wanna have a life. When i'm doing coaching with agents This one comes up. A lot of money doesn't motivate me. I've heard it three times in the last two weeks i will leave the names out of it because i think maybe one of them thomas call so sorry did but it's we worked through. That money is not important to you. Money doesn't motivate me. I don't worry about money. I don't worry about my effective commission rate really. Why is that. What's going on there. That money's not important to you. While i you know i do it because i do it. Because it just really love. Working with people in showing houses occa- coup to me. That's a somebody that has lying to themselves. Because here's the thing what's not saying all work in all business is centered around money but it is it. It is kind of the point right. isn't that the point. Peter isn't the point. Yes there's other parts to it. But i mean did you start a business to not make money make money you want. Do what do you want to be right or do you want to make money. And i think making money is very very important and having a healthy relationship not letting control you at. I saw a lot of butts in the comment there about. It's a tool that creates personal time. I saw some really great comfortable. Gives you freedom. These are these this is what he does. And it's a. I think it is a is a tool. I think that's a great a great term. It's a resource off by one food. I'm going to have to take money to the store if i need a new car. I need money if i want to go on vacation. I need money. If i want to like have a retirement. You know when. I'm seventy years old and radi years older whatever and i don't wanna have to like worry. I need money with new agree at that. does that make me evil or to want that. No i also want to give to charity. I also want to support people that don't have money. I also want to make sure that. I give back which is a huge piece of it and i think when you wealthy people more than anybody in the world the opportunity to get back. You know this. I'm going to go on a little bit of a round here but when you take some of these billionaires and you hear that they gave like a million dollars or two million dollars to something i think to myself. That'd be like me giving fifty cents. They have the opportunity to give billions to people and they should because no a billion dollars is plenty for anyone. Trust me so pm. Ten billion dollars. You should just nine away in my opinion. I'm getting a little political here but it but it's true. I mean we have an opportunity and a responsibility with money as much as we do to drive personal pleasure from it. Am i wrong and thinking up. No i don't think you're wrong. So here's an interesting thing in this. Was i got this from coach. Maybe ten years ago. I was going through this change in relationships with money. And we're gonna talk about tracking of money and visiting your money here in a second. And he said to me he goes listen. I'd set these like really big goals. I think at the time it was to do. Five hundred thousand. Gci was michael around there. Something like that and he said yeah he's like you. Can you see yourself. Ah five hundred k. m. like what you would do it. Can you really really see yourself with like. Can you like magin putting those kind of checks in your bank account. And i'll be honest with you guys. I couldn't not at that point i could. I was stoked. If i could get two hundred k but i was setting these big goals at five hundred k. And he said to me. Hey day you have a financial thermostat. It's like the thermostat in your house. You crank seventy. The house isn't gonna get hotter than seventy. It's gonna be pretty close to seven if you crank into a hundred. It'll go to hunter but it's not going to go higher and that was really sound advice for me because here i was setting goals. That were five acts of what i could conceive and believe and visualize myself doing and so this is something that maybe you can try is like what can you actually conceived. And i think in. Don't say this negative way it was. This is coming from my experience with it. It took a while for me to get my financial thermostat to align with what my goals were. And it's not saying that you can't set big goals but if you can't sit there and see yourself putting five hundred grand in your bank and knowing what you're going to do with it in having clear vision about what your life looks like as you do it and that life has to look like something you wanna live. It's all misaligned. And i think that's a really important one. I think that's a really important one. Peter because i know too many asians Really really big goals when they just don't believe it. What's the what's the quote it's Dale carnegie it. If my mind can conceive heart king believe it. I can achieve something like that. Don't hold me to that but it's something along those lines. That's very true when it comes to finances. So i'm not seeing back off your goals. I'm just saying you gotta you gotta really believe you're gonna get there if you're gonna set something big and the know what it's gonna look like winning get there or at least hello concept of it. He and interesting short talking about goal setting right now and i think goal setting is is so important i i believe every year. You should look at your goals reset challenge yourself on. I think it's very motivating. Thanks very purposeful. It gives purpose does to ticket heap growing and evolving. And a better version of yourself. Every of your life sending goals around everything. But i think when it comes to money like where we're talking about like say. Hey i'm gonna make three hundred this year or i'm gonna make one hundred and fifty this year or i'm gonna make. I'm like i had some ages. They really want to crack that million dollar mark. They wanna make seven figures really badly. So so dave ask you so when you're coaching people. I know you coach. A lot of people do like like some people like to shoot for the stars and if they hit the moon that was really what they wanted excited other people want to just set it at the moon and hit the moon right in and do it that way I think as individuals we have to determine which is best. I we wanna like a set goals. That are chiba. Where we want to set goals kiss stretch that it forces us to become super versions of ourselves. How do you look at it. I goes back to what what i kind of touched on. I'm down for any goal. you have. I'm down like when i coach people when i sit with people. I'm i'm up for whatever. You got five mil this year cool. And maybe that five mil polls you know two x three x of what you're at before because that's how you mind works. Maybe you need that like such bonkers goal that it's gonna pull you through all that smaller stuff that you're stuck in like but at the end of the day you have to believe that you can see it feel it know what it's gonna look like have designed it and that kind of feeds back into what we're talking about a little bit before peter when people the people that don't have the people that are grinding out the people that are losing relationships and getting sick. I think that has a lot to do that. They haven't really victimized visualized the money piece but the haven't visualized like all the other half of the rest of it's gonna look so just kind of takes on this wildlife of its own and it's very misdirected and goes down this path so when people set goals i'm cool is how we do it. If you want to set the barlow beat that fine if you wanna set the bar really high and try to pull yourself through a friend's caroline in suzy. Can you guys mute yourself. so i'm i'm good with either. I just gotta believe it in when we're working together like i can smell it on people and make a million dollars this year. I'm like okay. Coup what's the most you've made seventy thousand a cool good. So what are you gonna do when you get to a mill. Oh i don't know that's usually how it falls flat. It's kind of like it. Sounds good. It looks good on paper but like all. The emotional tying in the mental believe the alike real. Heavy work has not been done. South should say you should surround yourself. I believe with people that. Support your goals. You know that that that encourage you and when you say you're gonna do something. Don't just say. All dave i wouldn't do that. Yeah you're really putting yourself out there. I tell people my goals anymore. Pr i had a manager. You know like i was going in. I was in agent young age. And then i went into my manager and i'm gonna make three hundred thousand this year and she looked at me. She paused if she said honey she said why. Don't you shoot for one hundred and fifty. I was so mad. I was furious. Hit three eleven. It actually forced me to hit the goal in just a little about. Do you think. I went back in there and showed her. Of course i did. Because i had to prove that i could do it right and i said it again. Danna questioning rate quit same rate nomura drasko grasp ago addicted. Got us all going doing it. It's horrible but encourage people like someone says. I want to make a million dollars. You know like album thicker throughout our smart because maybe to get from seventy. The next step is two hundred. That would be a huge stretch today. Go from two hundred to four hundred. Oh i got a hand raised so let okay that and then we've also got david flight. That wants to talk about the heavy heavy work. So divy david david star. I don't know man. Davey davey okay. I haven't seen davey like that before. People used call me. Davy crockett when has grown up. Drove me brigham nuts but anyways what up david. I really liked how. He was speaking about the financial thermostat. And that really brought to mind Kind of my own situation I have like worked like a nine to five. Since i was fifteen years old. That's like more deaths like around half my life reagan. Thirty some odd and About five or so. Years ago i met my fiance and she comes from a whole different life right. Her family is extremely wealthy and Really she started speaking to me about poverty mindset versus like wealthy mindset. Right and we're talking about financial thermostat. You have to ask yourself as a person are you. Are you looking at money. Out of fear or out of opportunity writing so i kinda shifted my mindset on looking at a money looking at money off of fear and started looking at it as opportunity if i look at it alpa fear. I say man. If i don't make this much i'm going to fail right. So there you set your threshold at just. What is going to stop you from getting that pain right. Yeah that's how i grew out. Yeah i if these had eighty thousand dollars in debt. I'm like oh gotta pay the water bill exactly. Yeah so yemen. I mean the biggest vice. Because i've had a healthy relationship with money ever since i kind of changed my mindset. The big thing. I tell people is Tried to change it to opportunity realize your sky is the limit on here. An look at money in a way where you say. Hey you know what my spiritual and my mental well being in welfare needs to be the foundation of new making that money. So i can so i can help right then looking at it out of fear. Now be out. Thank you off air. Yeah i'm you tell us how you feel about money on mute navy android good talking about david's what's the heavy work process. So the heavy work is shifting from not believing believing. That's what i'm talking about when you when you are saying. Hey wanna make a million bucks. The most you've ever made is seventy and when you really visit yourself like this. I don't know how to explain this. I don't think i'm explaining that well but if you really sit down in a quiet room and you're like what are you. What am i really capable of. What can i really see myself doing with earning the money that i say. Wanna make most people. Don't think go as far as they are saying. Meaning if you wanna do five hundred grand this year it's like can you really see it an n. Can you believe in. Do you know what you're gonna do with it and do you know what that's gonna feel like especially if you made this year and you're jumping to five hundred like that's life changing like life changing money for people and so when i'm talking about the heavy work is like let's say that you sat down. You're like i wanna make my goals. Five hundred thousand this year. And the most you've made is let's just say seventy five seventy five thousand which is totally fine. I think oprah says seventy thousand is like the threshold of happiness but that was like probably ten years ago so things. So let's say seventy five thousand the jump from seventy five to five hundred is astronomical and what you can do with that money so visualizing meditating sitting there thinking about like what are you gonna do. Can you see yourself rolling into the bank with one hundred twenty five thousand dollar check in that going towards your five hundred thousand dollars goal. Can you really really see yourself doing key. See what it's gonna be like to close that or maybe if you work in a lower price point you know how many what you gotta do like twenty million. Yeah you do about twenty million in sales at two and a half percent to get pretty. Close that five hundred. It's like how many houses are you gonna have to sell. You can have self forty. You're gonna sow thirty south twentieth. Can you see that. And then thinking about if you've been operating on seventy five and you go to five hundred. You're going to have a lot of excess money sitting around so then what happens. You buy a ferrari i hope. Not but if that's your thing go for it. Are you going to buy a house. Do you know what it's going to be like as far as having a cpa to help you handle that. Are you gonna than needed bookkeeper like really start digging into that. 'cause the more you can in the more detailed you can get the faster you start moving towards it and the only reason. I'm saying that this isn't like out of a book or like this is just from my personal experience of knowing what the journeys going from being eighty granted debt to being in a place that i have extra money. Were like wait. I could buy a boat right now. Like should i have. Who's gonna tell me who. I should if i my wife told me not by a boat but i like need outside perspective. So really thinking about that and really. That's the heavy work. David is like really sitting. There mapping it out and then once you got it then it's keeping it every single day because then it's going to be attacked. People are gonna constantly tell you how you can't won't shouldn't how it's and that's why i said i'm like derek by the boat. I might don't tell me why. That's when i just lost my thought. 'cause the boat the boat eric brought up. The man threw me off. Let me just make a comment. While you're thinking about your thought so thinking about the boat. The i know right. It's i agree with derek grandma and a gift. A couple perspectives on that. What might drive you to becoming what drove me to saving money. Into earning money was becoming sick and tired of being sick and tired. I mean i was sitting in our little bachelor apartment behind. You know restaurants with sticky trash cans in denison are living there. And i'm thinking to myself. How did i go from palisades to hear what i mean. And i'm sitting in there and like trying to figure out how gonna get out of this mess. You know what i mean. I just got to a place where that would became my motivation drive on the other. Hand the spectrum right now. I have a friend who you know. Got cancer any all the money in the world. I mean so much money so much money and he was flying. Belgium newish flying to switzerland. And all these different places where they had spent experimental medications and things to try to cure cancer. Nothing worked in ended up dying of cancer and left all about money behind right so carry and i thought about that align. We thought like you know there's no time like now to live. You know so you know once you once you have these disciplines in place and once you start making a little bit money. Don't become a miser by the boat detects right because you need to. You need to enjoy life. Because we didn't we have no idea lower beer. And that was such a lesson to me around money. Dave that you can hang onto it but you know for what so so. It's a combination right. You have to be thoughtful. You gotta work with financial adviser. You gotta know yemen after the future. You don't need more than enough is my point and seed so this is funny. I'm not picking on anyone but this is exactly. Why don't tell people my goals. 'cause as soon as i put it don't do too. It's gonna it's a money saying don't do it. And then like if the crowd the crowd whole rises right got ruth whose got like an amazing boat and she's like by the boat and then i got jeff like don't do it. I got an a thirty six foot boat. Don't do it. I didn't care by a small one by small and don't buy a big one. Don't you can rent a boat right jeffrey. You don't need to buy. Emi just read it. You actually can timeshare boats now to my buddy. John actually is kind of in line with what you're talking about. Peter he just bought pretty much this exact belt and he just said he goes listen man. He's like mean he is five years. He's like Sinks at the end of five years great. We had a great five years. I'm gonna use the crap out of it and like his mindset around money. I mean he just went through a huge buyout in his come emmy. He's got the money but like he's always been like that. And so i love that the last thing i want to say on this has really wanna get this Hasn't heard me say before. Two things you've got visit your money daily and that is the one really positive thing. My mom instilled in me at a young age in in. That means literally look at it every day because then it's not scary. If you can see it in you can. You can see what's going on. And because a lot of people like hide from their bank account and then the overdraft or they do like weird things. There's crazy fraud that they don't even know about i. Keep i keep the app on my phone chase account and i look at it every day whether i like what i see or not doesn't matter it's just about visiting everyday so that's one piece of the second thing As it regards to your finances is you've got to be specific about what you end this kind of winds back to that heavy lifting again. He really specific about what you need to make versus what you want to make. And then have somebody else help you track it. Like religiously track it higher a bookkeeper. Even if you're like why. I don't make enough money like do it. It's gonna cost one hundred and fifty bucks a month and have somebody map out. your expenses. Categorize them give you a beautiful spreadsheet every month even if it's not pretty that is that is essential to building a great relationship with your finances because there's the other piece that if you're completely in the whole right now you've got crazy debt and you're getting crushed by it being able to see you so south. Dig yourself out of that. Hole on. Paper is super powerful. So when i was in eighty thousand. We didn't draft to check for eighty k. Because i sold a house. It was literally like five hundred bucks year. Three hundred bucks there. It took us about three years. And then when we and we watched it we kept on a spreadsheet had financial summits at our dinner table every sunday. Night and that sucked. Because if you have a spouse and you sit there and you look at your money every sunday night and go through everything you spend that week and whatnot. You had like a ranger week as not fine but as you see yourself. Climb out of that hole and then you get to zero. And you'd go. Whoa were were were blank slate. Then the game changes and even like halfway out of the whole you start getting really excited about possibilities and the fact that you're doing so well so being really specific knowing what you need to make knowing what you wanna make tracking it literally every single day and hiring somebody to help you with. That is critical. It will change your your even. If you hate money you'll you'll enjoy it by the end of that process. So i'm gonna go by boat now and nana. I haven't permission hasn't been granted yet. We're almost we're almost at all yet. That's great great call. You know i was thinking that if you're not good with money give it to someone that is like i give it all to carry to manage my wife she's fabulous. She is absolute best My closing thought is this dave. Know your value. Know what you're worth shearson but don't make the deal about earning a commission. Make it about being the best broker and giving the best service costlo your clients and watch the money flowing. No don't don't don't undercut your fee. That's not the same thing knowing your valley value in charging what you're worth but don't make it about your commission and you will make a fortune yet damon. Thank you for the support on boats. Every for joe you're both days. I wanna go for a ride when you get it okay. I might go on grass goes. It might be easier but yes wrote cap all the advice. I guess have great mike. We'll see an excellent or tuesday by back.

peter Peter magin dave ferrell yair Davey davey Gci Dale carnegie david chiba
Podcast: Are You Ahead, On Track or Behind For Your 2020 Goals (And What To Do About It) | Tim and Julie Harris

Real Estate Coaching Radio

23:30 min | 1 year ago

Podcast: Are You Ahead, On Track or Behind For Your 2020 Goals (And What To Do About It) | Tim and Julie Harris

"Welcome. To Real Estate Coaching Radio starring award-winning real estate coaches and number one international bestselling authors Tim and Julie Harris Real Estate Coaching Radio is the nation's number one daily radio show for realtors who demand. Authentic Real Time coaching. Get ready for flood free unfiltered, full-strength honesty about what's working to get you into action helping others and making money now in today's real estate market. Or, hosts Tim and Julie. Hairs. Three to one we are back. Hey, guys. Welcome to August third. I hope I'm not the first one. Let you know that it's August third. We've got a fund show for you guys today. And please do make sure you're listening to our Sunday podcast Julian get some of the strangest feedback. After, our Sunday podcasts where we basically just talk about whatever's on our minds for really until we're done talking yesterday, it was for ninety minutes but a lot of the conversation we had based on the feedback we had was very meaningful and Julian is approach to mindset and motivational that is not raw raw sort of approach. You know all that stuff has a place where not discounting it but we like to do is we keep things very practical. We'd like to keep things very. A mentally and emotionally attainable. So then the financial aspects of it or easier to accomplish, and that's what we did. Yesterday anti-castro. In case you didn't listen please go back and listen and also. I am told by Pod Bean that we now have well over three thousand podcasts which actually I think might be a mistake I think it's more fifteen or sixteen hundred, but I'm going to find out. Yeah. But the you guys can go back and listen to any of our past podcasts from the past. I don't even know how many years have we been doing this we're one of the original we were doing podcasting back before podcasting was even something beyond. podcasting the term was created by apple and back when we started doing our podcasting, there was only like two or three places including itunes. You could even listen to a podcast and blog talk radio. What's the other one, and that's where we started with, and now there's just dozens of places that syndicate podcasts and podcasts now have become a probably what many experts are arguing are going to be the most influential form. Of Media and communications and high level dissemination of information since the good and Berg press if that's just a bunch of nearly stuff that doesn't mean anything to worry about it, here's the moral of the story. If you don't have a podcast, it's become incredibly easy to start one and you should all seriously think about doing it because podcasting more than video more than blog posts is going to create a very powerful. To use an old seo term long tail. Benefit to you as you you know, as you scale out your your real estate practice and as you scale out, any other business you decide to focus on biggest podcasting is something that people have the the behavioral patterns around podcasting your unique whereas video. You have to sit and watch it right or a blog post. You have to sit and read it with podcasting people multitask, go and do their laundry and take their kids to school in what we're seeing happening is a lot of people listen to our podcast at what appears to be the same. Every single day on their way to work rather at Jim whatever right and so that's going to be once you've integrated yourself through having earned the right to basically be part of. Your listeners lives on a regular basis because you're you're able to D-. Essentially, you're able to syndicate and disseminate enough quality information. They want you part of their lives in an ongoing basis once you get that number up to around one thousand, then it really starts to take off. A lot of people start podcast they get discouraged because they you know essentially don't pick up enough listeners and whatnot but I know people say people that are started podcasts the head like five downloads nobody was really listening is probably all their mom trying to make him feel better. Like six months later, they had like five hundred and then a year later, they had like two or three, thousand, thinking two or three thousand. What's that? That's two or three, thousand, two or three thousand people the decide to listen to whatever you had to say took the time to actually download you and listen to you off their mobile devices for the most part. So it's a major major opportunity for all of you in the best part podcasting other than the time it's absolutely free. So, do seriously considered starting your own podcast me to start talking about podcast today, but Julie, welcome to today show. podcast named that because of the IPOD. Truthfully. Don't even know what it's so funny how long ago the ipod actually was now maybe and replaced by of course, iphones but anyway. And they should we do have a lot of coaching clients have their own podcast and and you know one of our clients in Washington he does an instant offer thing on his podcast get lots of great listing leads from it. He occasionally, we'll do buying sulphur clients he'll bind flip himself. So lots of different uses. All right. So we wanted to talk about a quick little but very impactful topic that I'm doing with a lot of elite coaching clients and we'll certainly touch on it in premier coaching. And that's called on-track ahead header behind. This is a fun game that I like to play with putting coaching clients on the spot are first of all first question is, do you even know if you're on track ahead or behind it assumes that you had a plan it assumes that you know what your magic number is number of listeners you gotTa have at all times to meet or exceed your transaction. Your income goals based on your transactions. But. You know we're talking about coaching clients here. Most of them know, right. So in order for you to figure this out on track ahead or behind, you've got to know a few things. One is defined that what is on track? Well, that would mean that you're doing the number of transactions that you said back in January or December when you set your plan if you said I, gotTa do forty dollars per month. Based on my average net commission of five grand per month in order to meet or exceed goals and if you're doing that. On Track A lot of our coaching clients are actually ahead. Which is fantastic coaching clients that are actually going to make way more money than they did last year and credit but the reason is, is because the Hard to sell inventory and a lot of these markets there at selling. Yes. It selling selling fairly quickly. One of my clients morning also pointed out the fact that not only is her stuff selling consistently quickly. But also for expenses are as small as they've ever been in the history of most of her career because she's not having to have stuff that market long marketed forever. Now, there are some exceptions. Of course you go with high end and some of the condo markets in Manhattan there's always exceptions but in in. The markets that are still starved for inventory not only are you selling stuff fast and more of it, but they have not that many expensive. So they're saving tons of money. Yup. So one of the things that we did this morning as we actually raised her goal because she is absolutely on track this is somebody who very accurate with tracking numbers. So in order to recalibrate that goal, we had a few things. How many deals is she selling per month? That are listings that are buyers? What's her lead flow look like? What is her spokesman? Is She getting her business? What's her average net commission? Okay. So then we can say she wanted she's considering raising her goal by two hundred, thousand GCI. Got, five months left right now you're out. Yup. So how do you go about doing? That was the conversation well, we want to know what her actual history was this year to be on track then to raise it by two hundred, thousand, we divide into two hundred, thousand GCI, her average net commission and that pumps out how many deals we had to find. Okay. So now it gets better from there. In her case I believe that was about twenty four more deals in five months which she can do based on her history. Okay. So the next thing that makes even more fun, let's say twenty four deals. Now we look at her lead follow up. How many deals can she already identify of that twenty four so you're saying how many more deals? Do this all the time you remember how many deals are hiding in the leads that she's already got that she's just being lazy and you're talking not just leads a new lead you're talking in her maybe her pending contracts and just basically everybody that she should be. She should be asking and be more deliberate with asking for a referral business. Yes. In this particular client's case, she's she's pretty frosty on elite fall up and she can identify probably we have some from last weekend that she's got a dive into, but she's probably can identify six to eight out of twenty four needed deals to increase by two hundred thousand resent mean it means that she has people that she is falling up on who should be listening in the next two to four weeks who are highly motivated and should both lists all close yet this year see what I'm saying. So it's not that she has to find twenty four new deals before we go thinking. Like that, we have to say what's right in front of you that you can convert, and then we know the real number of new deals she's gotta find, and someday we also talked about the fact that it's not always hiding in your lead conversion sometimes for some of our listeners, it's actually in your existing listing inventory in your one price reduction away from making that deal but you're sitting on it because you think the marcus can sell it for you. Now, in her case, she didn't have anything even her hardest to sell property sold last week but it you know it can happen for different just for an interest sake and I, won't get you too far off track as. Well, how many of the deals would be fascinating beauty go through your offer close deals like maybe the ones? Yes. Pending now because you'll remember those probably and when she originally had the original initial conversation with each of those. Deals that are about to pair, and if she were to do that because you know this is the first name, this client Tammy. I don't think I know Tammi. At one of our events Oh, Okay Virginia. Oh. I think I do remember Tammy. Children, but to kids, right okay. I remember Terry Very Nice Lady Yeah. So. If tammy were to go and look how many pending she has right now. Do you remember number I? Don't remember the pending number offhand. Okay and to figure out, win the initial conversation happened with those people and also what the real source was. The real source conversation something a lot of agents get screwed up on in their heads and I know we did because. So this'll give you guys a for example if you go through your list of closings you've had so far this year and I I realized we're. Speaking aspirational for some of you because you guys are saying I'd love to have to figure out how to make twenty two, another two, hundred, thousand dollars a year, and I can make it from existing deals I get it but you guys need to start attaching yourself emotionally to the fact that you can be right in this position to it just takes stick to it. Ness in my question with regards to win did these original conversations whether they originate because here's what the answer is. Inevitably. Some of them probably happened nine hundred twenty days ago. But a majority of the deals that are paying are now probably started six months or longer ago, and some of you guys lose track of the fact that if you're making money now it's from the work you did as Jillian, fond of saying the past you right. So if you are if you're doing great right now, you need to thank the past version of you if you're doing horrible right now you need to you know. The pants. That's right and then you move yourself forward six months to a year and ask yourself the future version of whether that future version of you is going to be waiting to you know kick the current version of you in the ass or the not that future version of you is going to be saying good job Julie. Right I mean that's really where it comes out comes down. To now here's the other little interesting thing. So you have to know at least know conceptually that deal that you ah conversation that you start today in a market like this this time of year during pandemic and a recession, and all that stuff is probably gonNA revolt result in a paycheck maybe one hundred and twenty days, and in some markets a hundred and eighty days from now and our market. When Jones and I sold real estate now given this was a billion years ago but the average days in the market in the Moss was one hundred and eighty one days that was just normal and we could brag about our averaged in the market being one hundred and twenty one days that was seen as something we could brag about it and we'll see presentations and I remember when it dropped. In Ninety, three days the sellers thought we could walk on water 'cause half the time of, but still you guys emotionally are not even ready to deal with that. So then there's the time it takes from initial contact but here's the other thing that gets scree. Some of you guys are not really good at tracking and it's very easy to make this mistake if you have multiple lead generation spokes. And maybe once centers of influence in past clients and others you're you're prospecting your. Expires and for sale by owner maybe another thing as your just different sources, right different sources of lead generation, and then you get a listing lead and someone's calls you out to less their house and you're on the let's say you're smart. You're using our seller prequalification script. You go to the point where you know why did you decide to have Jillian I come out and talk with you about you hiring us the job of selling your home or wherever it says in the script and then what that sellers Going to do is they're going to give you the first answer that comes their mind. They might say, well, I got your postcard sold by neighbors house or they might say something similar to that. But it's not until you ask the secondary asked that question again, will you really find out the true source and that's where life starts to get more interesting because if you just take, you really have to know why that seller in we're focused primarily helping guys become listing agents in our coaching company. So why is that? decided to hire you in the first place never assume that the first answer that they give us the actual answer because it's almost followed by. If you ask the secondary question, then you'll you'll self-discovery because it was some other maybe it was a personal connection or maybe it was because you actually had contact with them three years ago and you made a good impression on them because they walk through one of your open houses the better more factual precise information. You have the better decisions you're gonNA. Make in your business because then you'll discover is nobody says social networking your Multiple sources to right. So maybe they got your postcard and they know you from school your kids go the same school and you're nice to him at an open house right. So I, I, like hearing that as a coach because it shows that you've got multiple spokes working in tandem and you're doing a good job you know now with that said, if you truly want to be successful long term and. We teach you this in our book Harris Rules available on Amazon and Barnes, and noble almost four hundred, five star reviews. The one of the things we want you to do is we want you to have multiple lead generation spokes right but the mistake the most agents do is they make they focus on the easiest least predictable and frankly least beneficial spokes I they do all the pass of stuff. I. And that creates a lot of uncertainty in your business and increases your likelihood of having your business fail. So what you need to do is you need when you're really truly waiting to take your business to the next level embraced the concept that essentially all of everything that you want in life is on the other side of doing what you don't want to do and you don't want to do it. At the highest level. So Julie and I love to ask this question because you all know the answer even though you try to deny it right. So if you had to take to Julius like if you had to take ten listings between now and the end of the year, you have five listens to take five months to take ten listings. Some of you could do it no problem like Julius coaching. Client. Others of you would have no clue how to do it at least you wouldn't necessarily know how to do it because you hadn't done it before but most of you would eventually put thoughts in your head together. Okay, well, I can't probably by enough leads to generate consistent ten listings by the end of the year. So I probably have to learn how to pick up the phone and call Biswas and expires I'm probably GONNA have to learn how to work with notice defaults. I probably have to learn how to work with short sales I'm probably GONNA have to learn how to work with probate. I'm probably GONNA have to do all the real work of real estate they require skill but see how you guys all know. Every time of course they do they just deny it like to hide out from the truth they do and it's been why? Though it's because ultimately, you guys have to deal without wire yourselves in some cases straight up lazy other cases. It's lack of exposure to the fact that the smart way to build your business essentially doing the heavy lifting leads elite generation. I is your primary spokes but here's what you'll discover and here's what you'll discover consistently once you get good. At the proactively generation, the other stuff, the fluff stuff that's very inconsistent that sometimes doesn't work but requires a lot of your money. Frankly, you might choose to never do, and that's the revelation that most of you will never experience because you never learn how to do the real work of real estate anything tag on us. You know I think it is harder for this generation of agents because the stuff that poses work Pinot, the stuff that like a lot of the social. Media stuff and just listed just sold calls the the non-confrontational types of things look like work. You know like the made up work covers the real work of real estate because you feel like he did something but that only lasts for a while you know you can just bang away at that kind of thing for a couple of weeks and then you wonder where results are and then you have to get serious. So the you piddle around with things that pose as. Work. That aren't the real work, the longer you're dragging it out because you do know what the answer is of course they do. Of course you do it's like all right down the list of peace on a piece of paper or wherever of all the things you don't WanNa do you rotate business and the put a little star by each of the things that of the things you don't WanNa do that would lead to a paycheck in the least amount of time And you'll find out it's the same thing now but isn't that fascinating? You guys profess that you WanNa make money you guys profess that you want basically become listing agents and all the rest of it. We tell you what to do and then somebody if you just basically go la La I didn't hear you la La la I'm going to go back and make some facebook videos. I'm going to talk radio and that's that's look you can do that. But understand there's a cost and the cost is essentially future you being disappointed with the present version of you. So how much longer are you going to let that go on in your life? It's a lifestyle it is. So homework for them is to play the game on-track ahead or behind right and you know the math works the same. So even if you find out that you're behind, you still figure out how far you behind by identifying how much money that is divided by your net average commission. That'll tell you how many deals you're behind by if you're severely behind, you can decide to declare. It a new year and just start fresh. But if you're only behind by like six or eight deals, go those deals. That's what the job is, and before I get to premier coaching I'd like to end with that. We used to do things I like and things I hate, well, before you do I have a question though because we need these guys better direction you're talking about. Some of these kicking ass and having a great year. What if you are if you're behind well, that's what I was just talking about if you are behind identified by how much money. Okay. So I'm behind by X. number of dollars, and so that's a number divide that by your average net commission that will tell you how many deals you're behind by how many deals can you? Identify. It's the same math. You're just you know behind instead of a head, and if you want a real drill down map to follow, just use our ninety day massive action plan, which you can get for free for texting the word survival two, three, one, nine, nine, six, and it's one of the I seven books links that we send back to you you just literally the real estate. Ninety Day, Massive Action Plan. That is what it's called right confused. Sometimes, you thought of all these names ninety massive action plan tells you exactly what you should be doing over the. Next Ninety Days Day by day. You guys absolutely be taken advantage of that. Just text, the words survival, two, three, one, nine, nine, six, and you're also when you do that, you're also entitled to become a Member of our free coaching program which gives you access to a daily Semi private coaching call. have. Time. We went here. Well, I don't have a thing I hate because you know just turn the news for that but things I love. All right. So for all of the craziness twenty, twenty, twenty, twenty to do something right and that was get our astronauts back to Earth splashing down yesterday hasn't happened since one, thousand, nine, hundred, ninety, five, that kind of landing. But boy was that spectacular to watch and the whole beginning to end with their trip to I I S S and their trip back textbook everything went great. Just you know I mean you and I are kind of fans. Of Elon Musk's he's such a big thinker but what an accomplishment so I just had to point that out the two thousand twenty is not full I mean it is full of crazy dramatic stuff. You know murder Hornets in the like but there are also a lot of really brightly shining things that are going. Well, you just have to look a little harder for well, there's a total reset that's happening of things that have been needed reset for a long period of time. So Julie is literally walking off to go to Premier Coaching Julia did you take your phone? Okay and Yes. So those of you who are in Premier coaching makes you attend the daily private coaching calls live. You can then have direct access on some days where Julie's running the call herself, which is happening today others days, our coaches do it. So if you're in the if you want to join the Free Coaching Program just text survival two, three, one, nine, nine, six, text, the word survival, two, three, one, nine, nine, six, and starting I think next week, we're going to start having an added a daily coaching call for our paid premier coaching members were after the one that she's doing now, which is essentially for a Webinar after that sessions over, then there's going to be a the the. The party's GonNa Continue. But only for members on our private facebook page where you guys are GonNa log in and you're going to be able to have the coach sitting there you know answering your questions and you're going to be able to directly communicate with the other members that attend those sessions it premiere, and that's going to have multitudes of benefits to you. The obvious one being that you're going to learn to do some make some money helping people in your state business but you're also gonNA make more connections with other top. Producing agents from around the country and potentially exchange referrals. So we are improving everything that we're doing in anticipation of next year being a dramatically different year enroll state, and we know that when there's a huge, you know change that happens in any industry but let alone the entire economy, which is obviously taking place. Now, the need for to get educated up, it goes through the roof and that's what's going to be taking place the rest of the next year. The first thing that all of you need to be doing is joining the. Free Coaching Program, just text the word survival two, three, one, nine, nine, six, please understand that they're free coaching program is a Smidge of the content that we provide is the normal coaching program but Lisa's great place to get started. So you guys that is your homework text the word survival two, three, one, nine, nine, six, text, the word survival two, three, one, nine, nine, six in the meantime guys. If you need me for anything text me directly at five, one, two, seven, five, eight, oh two Oh, six. Thank you for continuing to make this the number one listen to daily podcasts for real estate agents in the United States and maybe even the world. This program has been a presentation by Tim and Julie Harris Real Estate Coaching for more information on the real estate coaching and training programs visit our website at Tim and Julie Aristotle Call. Remembered tune in weekdays at noon for upcoming shows until next time. Thank you for listening to real estate. Coaching radio with Tim Julie Harris.

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$600,000 in closed GCU from YouTube Organically

Real Estate Marketing Dude

28:41 min | Last week

$600,000 in closed GCU from YouTube Organically

"So how do you track new business. You don't have to chase it. Tie mike cuevas real estate marketing in. This podcast is all about building. Strong personal brand people have come to know like trust most importantly refer but remember. It is not their job to remember what you do for a living. It's your job to remind them let's get started. What's up ladies and gentlemen while another episode of the real estate marketing. Dude podcast. i what is up. Everybody where we're going to do today is bring you live individual agent Actually doing the shit we talk about every fucking week on this damn show so she know there's people out there doing it. We're not doing his his stuff but He's doing you know based on what we do for a lot of people so this is like every there's a lot of people doing this exact same strategy and we're going to focus today specifically on youtube. How the hell did he get into business. Two years ago. Twenty eight years old and he's going to close near six hundred thousand dollars in closed. Gci one hundred percent from youtube. Well he knew the strategy he knew how to get found. He creates content. He started doing it consistently and guess what people start knocking on his damn door and he did it without spending a dollar in ads. I think we're gonna find out though because this is what interview so without further ado we're gonna go ahead and introduce gases name as mr cody stack. What's up cody. What's going on guys. Happy to be here. Can't wait to jump into this. Yeah dude we appreciate having you on the show here. Why don't you go ahead and tell everybody a quick rundown who are you where marketer you in then we'll get on into the interview yeah sure. So cody stack. I've been in business for six years but just been on youtube for only two years now. So everything i do is almost exclusively youtube at this point. All one hundred percent organic and free like you said i've You know. I'm on track by then to twenty twenty one over the last two years i will have closed about six hundred thousand dollars in gross commission just from youtube so in addition to that i'm doing you know friends and family and investors and all these other people i still have my market still so But as far as just lead generation new business coming in a hundred percent youtube right now and absolutely love it. You know this stuff works and you know if if you're thinking about doing you gotta do you know now's the time. Yeah and because like You know you're in salt lake city. I was checking out your channel. Pretty impressive so if you go to his channel We'll give you the link later but look up living in salt lake city. I mean to do. It owns every single search term out there and then you can see what his view counts are and You know he's going to own that probably forever. Which is the best part about it. And there are still some markets. You could actually still penetrating get in there. Some major cities as a matter of fact where people really haven't done the done. The videos had done that that the content yet but it's limited. I give it another twelve maybe eighteen months maybe in the country and then all these search terms all this content. I think you're sol. It'd be something else with youtube because there is a specific strategy that for whatever reason i don't know why but i sort of know why like that people search for and why these videos get so much views and attention organically which is the key And what is the percentage of buyer or people that come through as how many percentages are relocations coming into the market versus Let's talk about types of leisure and get off youtube. Then we'll go to types of content. Yeah sure so. It's it's probably ninety percent relocation a lot of people move in from out of state. It was kind of fortunate that i started my channel about six months before the whole kobe. Pandemic came about. And i you know business was. The youtube channel was just getting started a starting to get traction. And then that hit and you know it. Kinda was a blessing in disguise at already had six months of content out there because i picked up on a lot of people trying to escape from the northeast from california from the west. All these different places trying to get to utah to You know because now they're working remote they can work anywhere or they're coming here for the job so we have you know. Utah's growing like crazy. We've got a big tech and healthcare seen so a lot of high paying jobs coming in and people getting new jobs here in the area or just working remote and wanna you know have access to the outdoors so Tons of people. Coming in. Probably ninety percent relocation i do get the occasional lead That already lives here in utah. And they're just kinda doing research and they find me and say hey. I just came across on youtube. Your staff would love to help our get your help with buying a place but You know and then i also do. Get a a probably. I've probably had three or four investors. Reach out his while. I do a little bit of investing content on channels while talking about how to invest. You know what to look for. I'm remember real estate investor myself outside got into business but anyway made some content about that. So you can. You can really attack that angle as well. If that's your your niche. I mean you can go after that. So there's tons of different niches. You can go after but for me. It's been mostly relocation. Yeah that's the key niche A lot of times people will be like a we get the question all the time like if you start just creating just real estate content like hey how to buy and sell same timer Blank the home selling process like it's very. You're not gonna get any views on youtube. Are you like you're gonna is a lot of people are going to search out that type of content. It's bad content. Yeah it's just that nobody searching it right. I mean there's been thousands of agents who have done those types of videos and nobody searching for that type of content. That's why you know when they're when somebody's looking at buying a house and they want to learn about the escrow process or inspections or appraisals. Most people i found. Don't really care about that stuff. They're relying on you to just tell them what they need to know handle it. Make sure they don't get in a bad spot. Take care of the rest right. They don't really care about. The details of how appraisal is valued. They care that their home appraises so people aren't searching for that. They want to know more about the area. And more about your expertise as the agent who knows that area and can get the job done hundred percent when i moved here. You guys In california i say this often on the show but I went to youtube to look up and see him. Like what the fuck is does. Look like what are the housing. Look like what does the strip like. Where am i gonna get beer at. Where am i going to take my kids to the park. I just wanted to see what it looked like you know and Oftentimes the reason why this is theory. But i think it's accurate. I appreciate opinion on it. But the reason why i think so many realize come in the market is twofold one. They're doing what i was doing. Visually looking to see what the area is and then when they see someone there that trust factor and that's what video does ninety percent of its based upon the body language and the tonality were were expressing us not the fucking content. So like if you're if you're approachable on on video they like your personality which is why they call you that because of the content you're spitting out most of the contents so boring to be honest with you. It's how you're saying it that people are actually interested in and they're like looking like this guy and then they call because they just want those boots on the ground whereas if you look at local business and how local businesses transacted over eighty eighty five percent of. It's gonna come from someone you already know using the past personally matter bumped into so when you look at that. Someone relocating in doesn't have that referral base. They don't have that that network which is why a lot of online lead generation which is why everything on youtube convinced so much relocation is because they're simply just not being referred to the people that they normally would if they're making a local transaction. Yeah yeah exactly like you said. I mean hit it right on. The content is as an agent. The content seems boring and repetitive. But for the person who's never been to your area they gobble that stuff up. I can't tell you. How many texan emails and phone calls. I've had people contact me. And say i watch your videos. I can't believe i'm talking to you. Your videos me like celebrity right. You already status. Yeah i've had people like you know basically say that to me. You're like. I can't believe i'm talking to you and it's a little weird but it's like they know me because they've watched hours upon hours of my content. I have no idea who they are but they already know me like me. Entrust me like you said. And that's the most important part of business right when it comes to real estate this some. I preach all the time to especially newer agents or agents. Who aren't doing a lot of business. It comes down to people it comes down to how you present yourself the body language and the confidence that you have to be the person that they need to trust in order to get that job done. It doesn't come down to how well you know real estate or how. Good your youtube videos are. Yes that will help right. You wanna have high quality videos but my first videos were absolute garbage. I mean audio socked. The video sucked stuttering. The editing was bad. Everything was bad about it. And yet i've got i don't know ten thousand twenty thousand views on some of those i videos and they still consistently put out a hunt fifty to one hundred views every couple of days so it doesn't matter right the the content and quality doesn't matter it's how you present yourself authenticity. Authentic daughter watches like youtube all the time. So i get all these youtube celebrities for mr bee's to like you know you know you name it and you watch their content and the reason why it's it's like reality. Tv like people. Perfection doesn't exist a second. You try to be perfect as the second you start turning everybody off but let's go back to why the look of the positioning on this and this isn't just like this is on youtube like people who are just farming. Their local market with video to are attracting local. Mark clients exact same way because you put the personality with the name and people just want to feel like that no like entrust so we did a podcast with the do name grant wise. I forget what episode is. It's been a while but anyways he's done a study on this or he researched a lot of this and when he came up with was like hey on you when people are on video. It's like ingrained into our brains because as kids. He's like. Why do you think your kid runs up to mickey mouse gives them a hug and thinks a superhero. It's just some drunk dude in a costume. And yet your kid thinks that mickey mouse a superhero. Because the kid was seen him on television and tv growing up so when they see him in person you get like the celebrity status and there's actually studied that. I wish i knew the name of it. But it's very interesting and you're exactly right. People are like feel like you're celebrity doing it and the positionings crazy on that Yeah so let's go through a couple other things because a. You're mentioning youtube content. What do you do for editing now. And concentrations. A lot of people Over think these scripts but it's really just like keep them conversations. But i tell people it's one on one. You're just telling people what you already know. And you don't need to be a expert in binder. Citaristi need to be an expert in your community. Yeah exactly i. I rarely talked about buying or selling real estate in my videos like the specific details of that process. It's almost entirely about. What's my area. What does it look like. What are the pros and cons. How much does it cost to live there. All those different types of things on the video. That's what's most important that people actually care about so you know when it comes to making content. That's that's what you really gotta focus on how much contact put out. Newmont measure like what's your frequency. Yes so Right now about one per week. I've been trying. Some different types of videos have been doing some home tourists and stuff to try to test that out. See how the what the feedback is. So i'm i'm kind of somewhere between one and two videos per week if you were just getting started if you don't have that Backlog videos on your channel already. I'd say you absolutely need to be two. If not three videos per week in my opinion to build up that base of videos of people can go watch at least until you've got ten to twenty videos out there. So yeah i'm about one per week right now And most of them are in the office or out logging so You know it might be just a sit down video like this right talk about my area. Show some stuff on the screen. And that's it or will be out in my area filming. The sidewalks houses the businesses. Everything that people wanna see and You know those are the two types of videos i do and then you asked about editing. In the beginning. I edited everything myself. I wanted to kind of understand the process and figure it out but I've since moved on. And i've got a virtual assistant who edits everything for me at this point. What kind of performance difference you seen on talking head stuff when you're sitting down as opposed to you being out on the street on the beach. Showcasing demonstrating area. Yeah that's that's a great point. I would say that a lot of people. I think people really get attached to my videos on the blog. Tight videos where. I'm actually out and about doing stuff that those are the videos where people are like. Yeah i saw your video on this on this city and it was great. Because i got to see how many trees there were you know was there. Dirt was there. Sidewalk was paved like all that stuff. Whatever just kind of how visually look so people get attached to that Which is nice. But at the same time i think people appreciate the talking heads off because they can just throw it on while they're driving that i'll have to watch me or anything. Necessarily they just listened to it kind of like you would a podcast or whatever so they both do. Well i think I do think you need both in order to be successful. Good point there's you got informational like community informational content in you have community demonstrate demonstratable content like the tours the downtown areas. That's what people wanna see those do really well. And you're right it's sort of like Like the wlac stuff people over think the formatting of it but Scripting is very simple when you just break down Storytelling and essay writing in how you were broker ports when you're in second grade. It's the same shit attention getter introduction body out your attention. Getter introduction body outgrow so the follow. Y'all have y'all have the skill set to do this. It's not very difficult. Just that for whatever reason i don't know why. Cody but people buckle at the knees. When the record button goes on. And i'm always like dude why you buckling at the knees bro. You're grown ass. Men you just sold a twenty million dollar property and just made like two hundred thousand dollars. You're going to let this red light. Make you buckle at the knees. Like come on bro. Like your tougher in the net. Why does that. Why do people hesitate. So i don't know. I i haven't figured about when you started where you sorta like. Hey i'm just feels weird or yeah. It's definitely weird to talk to a camera. I'm not generally that type of person. I mean i've gotten too used to it now and now i don't even have an issue. I just click it on and i just go and you know i i stumbled through it and i can edit it out and redo it and you kind of learn that stuff. I think a lot of people get how hung up at the very beginning. They think ask to be perfect right. They have to say the right thing. That can't stutter. Have to you know have a smile on their face. Whatever like all that all. That shit doesn't really matter. I mean it does matter right like you wanna do your best. But like don't over think it just hit record and just get a video out That's the biggest thing. It's not the scripting not the content. It's not anything else. It's simply hitting record getting video done looking at it saying oh i could have done this better fix it next time. Release the video and get on with it. Yeah i mean. I could tell you firsthand. Just some people over thanked the first video. I'm like dude like no one cares. Frankly no one cares. What the hell you. But like the more Imperfect it is in its own way. Oftentimes the better. It performs wasn't that von. Yeah because it's authentic authentic right and the thing is you put that first video out you might get twelve us anyway right like that very first video over time. It might give us but at the beginning you're only going to get ten twelve fifteen views. Maybe you know so. It's not like the whole world is watching this. It's not like you're on cnn or something. You know with tons of exposure right off the bat you know so don't over think it and the beautiful thing about youtube is look you know some of those. I videos. I've gone back and remake them and they do great. Now that my audio quality's better my video. Quality's better better on camera christmas better. Whatever all that stuff. You can just remake the video. Nobody even sees the first one anymore. You know so. It's not the end of the world if it's not perfect because lessons what Else do see coming out on on a with youtube. You know a lot of a lot of people are familiar with the eighteen months ago like the hidden strategy. Rate how you do but now you know. See lower the pros and cons videos and all that. Are you seeing any other avenues. Open up beyond the tours beyond the pros and cons atop neighborhoods. The cost of living's all that stuff. Are you seeing any other avenues. Coming down the pipe for different areas of content creation. That people haven't quite seen yet. Yeah that's a that's a great question I think the. I think that youtube will still be the number one platform in my opinion at least for the next three to five years. So it's gonna be video content number one number two you know. It's going to have to go beyond pros and cons In cost of living and all that stuff. It's going to have to go into more logs. I think that's going to be more important showing area especially for relocation and also once you've built up an audience. I think it's easier to niche down a little bit in. Start talking about commercial real. Stay start talking about investors. Start talking about these new construction. Whatever might be if you want to go into new construction. I mean you can build up a portfolio of home tours and talking about new construction in how the framing process works in whatever and who knows maybe pick up a builder client they give you fifty listings right because they know like. Hey cody can sell. He's good on video. He knows how to market and he knows the construction process. This is going to be huge. You can use that once you've got you know a repertoire of videos and the confidence to display that on video That can be really helpful. So i think that's going to be you know niching down is going to be another thing that gets more important I've seen some agents on youtube. Or who only investment type stuff and absolutely crush it for people in their local market Going beyond that. I think that You know increasing. The quality is going to be extremely important going forward. I've seen a couple agent start to pop up That have really figured out how to be charismatic. How to entertain how to joke. How to Really kind of be a performer when it comes to youtube and i think that's going to make the difference right if i just sit here. You know cold. If i just sit here like a cold statue. Nobody's gonna really relate to that. But if i can be charismatic. I'm moving my hand moving. You know whatever People are going to attach that. And i think that's going to give you a leg up so Doing higher quality content. You know maybe going. The professional bibliographer route All those. I'm just kind of shooting off the hip here. Some different ideas. That i'm exploring and kind of the direction that i want to take my channel to continue to maintain that top spot in my market. It's going to evolve though that by member like twenty uncles at twenty ten. I remember riding around in chicago on a scooter thinking. I was so cool and with a flip camera doing a selfie video like yeah with the sunglasses on was probably the cheesiest thing i ever did in my life. But just like i mean videos evolved and i remember back then. You didn't have to do anything just like facebook live came out. You didn't have to do anything you just got on. Facebook live as it goes live as he live and that guy a lot of attention but yeah you're seeing the need for added content versus the talking heads because the talking head stuff. Everybody's doing it when everyone's doing something you have to zegers agar do different direction because You lose attention. Tell me how your multi purposing the content beyond youtube. Are you just putting the content on youtube. Or what else are you doing with it beyond. Yeah posted on youtube yeah. It's one hundred percent youtube. I've i've thought about repurposing it into a podcast format but you know just never gone that route. I don't know if it's just 'cause viewership would be low or or whatever. But i've just had so much success with you too that i've just stuck with that so I do a little bit of repurposing my again. My virtual assistant helps with this He'll take video and just kind of cut it up and occasionally we do something on facebook or instagram. Just a short video. It doesn't actually. It's not actually a linked to the direct video. It's just kind of short clip. But that's basically it. I mean it's one hundred percent youtube facebook. You send me your database video mill. modern anything. Nope we don't do anything like that. We just You know basically just let you to do its thing go kuku Any other tips That you can Anything else you wanna share You you just gotta get started like. That's that's the biggest thing just get started if you're in your market i mean the the space now I've been doing some research on. How many other agents in the mark you know just in different markets trying to do this and you go to one city and there might be five or ten agents trying to do this right so five or ten is still not very much compared to how many agents out there door knocking cold calling or trying to do facebook ads. Everybody's on facebook ads or at least was you know i've been out of that world for a couple of years now but like two years ago face but everybody was doing facebook right People were signing up for these these websites and generating these leads. And they're getting fifty calls a day right from these people from these different agents so although there might be five or ten agents on youtube in your market if you're better at video if you're more confident you're more consistent and you put out higher quality content You will get business from it. The thing i love about you to As well that. I think people don't realize as the closing ratio is extremely high. I'm probably at about seven to eight percent closing ratio for lead to reach out and then eventually actually end up buying or selling with me and the beautiful thing. Is that the people who do reach out. Want to work with me right if they didn't wanna work with me. They wouldn't be contacting me they wouldn't call me. They wouldn't email me. They went text me because the maybe they don't like my personality. Maybe they don't like how i presented something. Maybe i pissed off because of something. I said whatever And that's fine. I'll never know if they don't reach out. You know because there are just some random view on youtube but the people who do reach out respect me as an agent. They respect what i do and they want to work with me. Which is a would you say. Seven eight percent conversations. You have people that initially comment on on a video and say like hey. I'm interested in moving in when you talk to them like first time on a phone call or something to like. That would be what you consider seventy eight. Just you guys know like one. Two three percent of the national average for zillow or or other type of legion. So he's saying saying it's three times as much on conversion. Yeah yeah exactly so. I'm considering a lead anybody who reaches out to me so it's not even a comment on on a video. Most people who are interested will actually reach out as of right now. I've probably got. I don't know i'm probably about four hundred fifty on. Let me just check real with about four sixty six four hundred sixty six leads over the last two years So that's that's less than one per day. But that's how i get closing ratio that so high somewhere not seventy eight percent range from last time i checked so these are people who have reached out either via a phone. Call a text or an email said. Hey i'm thinking about moving to utah. And then they eventually do. And it's not as diverse difference guys. We lead generation attraction like when they reach out they put them in some kind of weird drip auto responder. You just being human and following up to human way. Yeah i just do it. One hundred percent human. I mean again. I i have that first. Initial conversation with them if they're in a position where they're moving in the next. I don't know maybe four to five months. I keep in constant contact with them. I'll check in every couple of weeks or whatever but to be totally honest. A lot of the people check in with me right. They're like hey. I'm coming into town like are you still available to show me some houses so they honestly do a lot of the check in for me if they're out more than five six months You know i just i. I've got a system set up with virtual system in mind and they they kind of check in every two months or so with a with an email just hey. How are your plans progressing. Anything we can do for you. And that's it. You know nothing. Fancy i i use an excel spreadsheet to keep track of my leads like i know people are like all about the crm and whatever i keep it super simple and it works. Yeah that's it. I've like or do you need. You need some super-duper hours. This is not online. Lead generation has called online attraction. That's what video is video doesn't generate leads at attracts attention and then your personality generates a damn lead. It just allows you to basically give your sales pitch without yearly giving your sales pitch because that's all people really hire when they hire el-sayed agent. They're not hiring. The fact you have a real estate license are hiring. What the fuck you could do with it. And whether they trust you. That's it moving a big deal. People were like shit. I'm scared. I don't know who trust where to go. You know. that's a big deal. That's what that conversion has taken place during the consumption of the content. You're creating no other thing other than that guys. Don't over think this stuff. This is a giant popularity contest and more content. You have the more popular you become the more conversations you create just like if you bought a lot of leads from zillow you'd have a lot of conversations they'd just be different types these conversations come to you. It's totally it's attraction. So there's a major difference be marketing and advertising. It's we're talking about marketing and if everyone should do a little bit of bowl. I'm sure cody does. Some sort of lead generation stuff probably on his investment side What else are you doing lead generation. I mean this is taken off but are you doing any even need to yet. So yes and no. I do postcards and keep in touch with my sa and past clients and stuff. I send him a monthly mailer. Yeah love that marketing. It's not even legion just marketing so as far as like lead generation. I don't do anything you know. I the way that i look at it. As i can go out there and i can call facebook leads or cold call for three hours or i can just put it to get video together in three hours and video. Keep working for me. You know. I three hours. I spend you know fifty bucks to get edited and put it out there and it works for me. Twenty four seven three sixty five and so that's kind of the passive income of youtube and lead generation and real estate is making video as a way better use of my time than trying to go out there and cold caller lee generate for three or four hours a day. I one hundred percent agree while put. Dude cody once. You're everybody how they could find you. I'm sure they want to check out your stuff and see how you're doing it. Yeah yeah so you can find me as we mentioned before living in salt lake city utah just type that into youtube and hopefully i should pop up as number one at least for the first. I don't know probably eight out of ten videos. I hope you can find my channel. There feel free to jump on their copy. It still you know whatever you wanna do take the video and just make it your own right Feel free to copy the content for your local city. So that's where you can find my my actual youtube channel. And then i've got another one called the youtube realtor where i talk. I make videos just like this kind of talking about how to be successful on youtube how to be successful as a real estate agent Just all general real estate agent stuff so just just look up the youtube realtor on on youtube and you should find it appreciate you man. Thanks for sharing all the stuff and congrats on all your success. That's awesome To keep going like a folks if you actually take action things can happen. It's not rocket science there's Check out his channel. Listen look what he's doing and just take action and do it. You either have to ways of doing this. You could either do it yourself and figure it all out or if you want someone to do it for you. Contact a real estate marketing do. It's what we do. Script at a distributor real estate content If you choose part of your strategy that's what we do or maybe you're not into blown up your channel. Maybe you want to build a local celebrity. Branding just hit in your database. That's buying two but either way it's just not a shortage of people that can help you whether you learn from a guy like cody or you contact us so if you like to explore more what that looks like please visit us on our website at real estate marketing do dot com. It's real estate marketing to dot com. And thank you very much for watch. Another episode of the real estate marketing do dot com. Podcast social subscribe. Scribe your channel. I g and facebook. And i swear to god and to get the talk channel ain't got the minute but appreciate you guys and we'll talk to you guys later and see next week bye bye. Thank you for watching other up though. The real estate marketing. Do podcast if you need help with video or finding out what your brand is. Visit our website at. Www dot real estate marketing dude dot com. We make branding video consecration simple and do anything for you if you have any additional questions. Visit the site. Download the training and then scheduled time to speak with the dude and get you rolling into your local marketplace. Thanks for watching. Other episode of the podcast. We'll see you next at.

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How to Run a Big Business and a Big Team | Monday Morning Mojo | Bree Hughes & Bill Begert

Elliman Daily Podcast

33:57 min | 6 months ago

How to Run a Big Business and a Big Team | Monday Morning Mojo | Bree Hughes & Bill Begert

"We're good morning everybody. This is the monday morning mojo in every third monday. Now re hughes is going to be leaving our call because we want to cover subjects that are for agents and that thirty eight forty million volume year range that wanna push it to one hundred million. This is a subject. That's really on brees. Mind right now. She pushes her business forward. And so these calls are going to be standard around interviewing people and and and looking at concepts and ideas that will help agents get to that extreme high level so this is a call for top producers. This is a call for people that are really serious about being big in this business today. This is the most amazing call because breeze put together an outline with bill. We're going to talk a little bit about teams. What bill seas from his level. Here's why i think this is really important. First of all. Bill writes a lot of the team contracts for the agents in the company. He we've used them all make sure. They're all eagle. He knows from production of the teams. And what the individual agent or taking a working for the teams. He runs the biggest team for sure and has more people reporting to him than anybody in the company. So truly dealers. The guy that breach to be interesting for this call. This is our second call. Right where the first one was always with julius film in which was amazing and then now jumping right in with bill are i well so this is called the number two and we haven't really named this. We're gonna come up with a name for the sad for this particular call but anyway turning it over to brie brie. It's all yours. Well thank you. I'm excited to be here with everybody today. So i'm bill bill and i had a little a little pre call and i guess we'll jump right in As peter said the this call came out of the desire. I guess my personal desire to up level my business. I'm i've done about forty million in or in gross sales the past two years. And and i'm kind of stuck in the like what got me here won't get me their situation and what i had said to bill. I think a lot of people in my situation. I don't want to say it's easy to go from zero to forty million but if you're a hard worker you're a good salesperson. You're hustler you can do that. As a single agent to get to double your business to the next level you really need to take a step back and learn how to run a business from an operation standpoint and if you're a good salesperson you really suck it operations which which is. My problem is that. I suck at the details on an operation. So you know. I'm spending a lot of time and energy trying to figure out how to make that work and how to bring on the right. People in their it systems in the process sees bill. We should start where we discussed. I mean first of all. Tell us you know i think you had said you know what what percentage of agents really are at that level and achieve that level of that hundred million fuss producers company-wide. I mean it's not a large number so let me put a little bit even bigger perspective. The number of the percentage of agents who actually become successful as real estate sales people probably thirty percent of the total number of people who were at the firm May maybe floats. Were between thirty and forty percent. The rest of the people are people who you know. They got in the business and they're trying to establish themselves in. They're trying to if it works. They've switched from some other career path. Let's say or Maybe they're in the sunset of their years where their businesses on the decline. Like there's reasons why it's not you know it's either ending or starting or maybe it's just not working or they are your junior agents working for other people like the number of people who are actually managing to sort of be entrepreneurial business that brief speaking about maybe a third And those folks. are you know. Make enough money that Both they and the company make a living off of it And the number of people then who get to like. Let's let's let's consider the ones who make let's say between two hundred and three hundred thousand dollars that's the lion share of successful agents would if i'm not as two three hundred g. c. i or two hundred two hundred. Gci that's that's that's a very good income but successful business allows you to cover your costs and liberal comfortable comfortable life then you have ones who sort of get to the next level and i would characterize that as like maybe let's say between three hundred and five hundred thousand dollars These are still agents. Who can work probably almost entirely on their own right. they don't need. They may not need almost anyone's help. Or maybe they have an assistant an admin assistant. Who's who's helping them out. I mean. I know agents lauren moss. When i worked at corporate in in new york worked almost entirely by herself even without an assistant and made almost a million dollars a year for a long time before she. You know i mean. She's got even even better than that now but she did it. A colossal amount of work basically by herself with the help of one other person. So that's entirely doable. Right you can with a with a very capable admin or junior agent by your side you know you can probably double even triple your money. That are that are. You're earning agent can do. But as you start to get up to know over half a million dollars a year. Gci you probably starting to have more business than it feels comfortable to be able to handle by yourself. This is why so many agents at that level are gonna want at least an assistant. You know some some abdin someone to be fielding the call someone to be handling lot the paperwork right And and they need to start thinking of themselves. Not just as themselves. You know out there hustling but themselves as The ceo of a business and they have a sort of operational infrastructure that. They're managing so while i really agree with you. But the fact that like the skills of the successful agent usually are very often the same as the skills of a Operational manager you are nevertheless you know the visionary in charge of building the business and you need at least have the vision to say. Okay i need to. Have you know someone who is answering my phone. Someone who's dealing with a lot of the paper that flows through here someone who's coordinating my calendar and stuff things that i don't have time to be doing or focusing on but nevertheless needs to get done and need to get done capably so my clients always being serviced right and i struggled with this a lot Last as last year outsourced pretty much all my my marketing like. I don't do my own social media. I have somebody that mails out all my postcards. I had my magazines. I put a lot of that stuff on autopilot. I don't have an assistant yet I struggle with like okay. What are the things that i really don't need to do. Your thing like calendering and even frankly like reading emails entering the only like where do you start with like making that list of okay. Don't do these things anymore and hire a person to do well. That's a really good question. I think the thing to do. Is i kind of take a step back and take a good look at like what are the nature of the tasks that i'm doing all time right. What what are the essential things that my business requires should be done on a regular basis and which of them require my unique skill set and brain power to be able to manage right managing client discussions managing negotiations over the sale of a home. Managing you know your client like getting listings and keeping those clients happy. Only you can do that. Probably very few clients are going to accept anyone but you and their trust is uniquely in you around those those kind of shoes. So you have to be the person to do those things right but a lot of there's a ton of clerical in california's more clerical work in real estate than any any place in the country and that that needs very capable management right so many of you used he sees some of you do the. Tc work yourself and hats off to anybody. That does i think that's really admirable but A lot of times managing those kind of issues All that paperwork and the sort of minutia and detail those things. It requires a different kind of mind and unique interface with the person. Who's doing that. You need a lot of communication with that person. But you probably don't need to be that person so okay so you find that out you you get somebody to be your transaction coordinator or your your assistant who can do the tc work. Whatever however you structure it And then you have things like you talked about like marketing man like creating the marketing materials making sure signs gets installed making sure it gives. Taken away You know having a presence on social growing growing your sphere of influence like those are things again. You have to be engaged by them. You have to be sort of managing them from a big picture point of view and make sure it's sort of progressing certain way but you probably don't need to be the person doing it all right and maybe your skillset would lend itself to to be doing it at all like. I don't know graphic design all due to figure out how to post something clever on facebook. I'm not very good at that. But you know there are people who are and and that may be if you decide that the direction your business needs to be going then you may need someone to be joined that for you having said all that i. I've seen a number of successful team structures and let me just talk about sort of the three that i think are sort of the most effective for second. One is You know the agent who has an adamant an admin assistant or like a numb like. Say a number of admin assistance. Here you see usually. There's an admin assistant and maybe a tc will and that's it and so it's it's the agents themselves plus people managing administrative matters and that can be extremely successful. Many many agents here in california who are quite successful that's the that's the essence of the business structure that they have and at that can work really really well You know the assistant is like we talked about doing her calendar scheduling. All the inspections. And things you know. Maybe they like do an open house if they're licensed you want them to be licensed That kind of stuff and the tc is doing all. The you know the transaction file assembling that all of that which is a lot of work and then they themselves are managing client relations and whatever Dan the second one that i've seen and this is one where you know who's Sales potential is potentially almost limitless. The one i. I always kind of admire the most is essentially a four person team. Maybe five but usually four where you have a team lead. Who's the breadwinner right. Who is the person primary person that has the the client base the sphere of influence And maybe they work or maybe it's too breadwinners in partnership that's very common to Or the team leader works so in tandem with another agent that they are essentially working as a unit and that way they present themselves unit to clients and they can trade off before for each and beyond vacation once in a while or decline. Does it only want you breathe. Maybe you know maybe they'll also accept me if you're not there right so that they can fill that that role so to team leads that let's call it a junior agent right. Somebody who's licensed. Who's out in the field. Who is doing a lot of the showings and things like that or you can. You can fob the deals to that. Maybe the team leaders don't have time for you know if you have if you're getting requests for rental business you might not like to lose that income but you probably don't wanna handle it yourself either right you. Maybe don't have the time. So you have a junior agent who fields it or like for people who want starter homes you know you get those kind of requests a of your your clients now. They have kids that are getting their first homes. You you don't wanna disappoint those clients because you know you've served them a long time when you're going to continue to but you don't have time to serve the kid. Maybe you give jewelry and forth a licensed assistant so someone who nets what. What is your stressor on. Assistant being licensed because you said that a few times and a lot of people work with assistance. So what is the benefit as you're building out a team to ensure that your Assistant is license. The number of benefits i i. It covers you from a legal liability standpoint. Which is very important though if the if the assistant is licensed. It doesn't matter what they say to people anymore. You don't have to police them about. Did you tell people the price of this property. Or how did you. If i said you showing. What can you say or not say if their license. You don't have to deal with any of those questions right so having them be licensed is really the best situation and that way you can also incentivize them on business too if you choose to go that route which is very which is very nice because lot of times they. The assistant will want to make salary. So you put them on checks and balances or you. You know you have a way that gives them regular income But when they're licensed then you can also supplement that income by incentivizing them with a tiny percentage out of the deals that they work on or whatever. That's very nice. You have some also talk a little bit about incentivising compensation so for to hire a good assistant in your opinion. What you see across the board is that fifty grand a year sixty grand a year a hundred grand a year or is it fifteen dollars an hour. I mean what would have sweet spot to to get a competent. That that. I'm a strong believer that you get what you pay for. So if you're willing to pay people you know a reasonable salary. You're going to get somebody with reasonable skills If you want somebody who's at least somewhat experienced and who has a license I think probably fifty thousand dollars is the least one. Should expect to pay them for getting somebody who was unlicensed. I mean you know you might pay them less. Because they're the kind of work that can do was also more circumscribed right. They can't do any sort of you know. Licensed style work. It's probably not safe to send them on showings and things like that because that can be you know dicey so you know. Now you're talking. Maybe a more of an admin salary to start i dunno forty thousand dollars ish A very very strong assistant. Somebody who really knows what they're doing. And maybe as helping you and one other agent or whatever. I mean you know really competent. Personal assistants or executive assistants are making six-figure hundred. Thousand dollars will will I've heard of one hundred twenty five thousand dollars very generous salaries but for that. You would expect somebody extraordinarily competent. who's available. Who's at your beck and call whenever you now. You're calling him at six. Pm they're answering the phone and they're ready to help you whatever you need or on the weekends or whatever. I would also say that. It's really important that there be some boundaries around these things. I recently was talking to an agent. Who was looking to build a team and she a new team and she wanted to have like an operations person and i said what is it you want this person to do and she said i want them to answer the phone for me. Twenty four hours a day seven days a week. I said no. I said no you. Don't she was like yes i do. I need someone that i said. They don't exist number one and number two you you you. Shouldn't you need them to get some downtime from you. You're you you will burn that personnel nine months. If that's what your expectations are like it's good that they should have two days off a week through like the american labor laws exist for a reason and it. It's helpful to you actually. So don't look for them to twenty four seven but it's reasonable that you should think that they're going to from eight. Am to eight pm or something wrong. If you if you're to eight pm you have a good reason to be doing that and you want them to be answering the to know that and be there for you. So we never the powerhouse with the assistant four-person team and then and then you have the sort of much larger teams right teams that grow even bigger than that where you have you know ten twelve people whatever you know even even bigger these are sort of like getting megaton the bridge in a brokerage like the earnings than the domes where where the age of has achieved or yeah exactly jade mills kerman because well the brothers whenever people who have achieved such a degree of notoriety and special specialization that their businesses under themselves and their lot and they have so much business that the the team leader can't possibly manage it all by themselves and their clients don't even expect them to write their clients get them like you know at listing pitch and when it comes time to really like be negotiating sale maybe but for the rest of the time they're essentially being serviced by team members and that's perfectly okay because people are are you know they're happy to know that they're having the benefit of that agents sphere of influence And their and their public persona and platform working for them. That's sort of on a on a different level in a way because they have to achieve that level of notoriety themselves like that sort of supersedes rang. And they're just becoming a branding kind of a a celebrity in not in that sense so each we can't we covered auto ground. We've we've talked a little bit about the percentage of people that make it structures that make get to talk to me a little bit about the tools and with operation of course comes leverage tools and You know i know element is investing a tremendous amount of money to be able to arm the agents with with the right tools. So you know from your perspective to voting see these this top ten percent agents are are they using the element tools. Are they out there. Spending millions of dollars on fancy websites. Like what what. What's what's the secret. there. I sort of see a combination of approaches. I'll say this. It is entirely possible and two is entirely possible to be successful on kind of levels that we're talking about using elements platforms there. I mean elements platforms are proven to work. And you know the company's been in existence for one hundred and ten years so it's doing something right and you know i know a lot of agents for whom mobilizing the element name is growing. They're actively as their sort of brand the brand that they're with whistler associated is growing their business and making them successful right using using the marketing materials that we provide make sure people know that they're element agents mobilized making sure that the element Logos are there. When they're putting themselves forward. Kevin de silva sorry kevin's on the call but kevin is an agent who I don't think he'll mind if i tell you that. His business has been growing quite a lot in the last couple of years. And that guy. The word elmo crosses packs like every day and he had he putting it out there that he's an element agent and it's working for him right. So that is it's quite. It works proven to work. Do i use only. This is only my fifth year in business years. One through four. I did zero personal marketing whatsoever. like If our responsibility to make sure that you don't have to you don't want you right. And so we do a lot of work to put you know a lot of pretty fine marketing material together and i think since the brand refresh. It looks better ever so What my my first recommendation suggest a lot of people especially as they're sort of you know building up and getting going is don't worry so much about creating your own separate brand identity from selman. I think a lot of people get bogged down in that. They think they've got to do that. In order to be successful you don't as you grow to a certain level. Of course you may reach a place where it benefits you to start to differentiate yourself or to a stop. make sure that you've established An identity that people can associate with you. While you're on your way to that point i would say is the most important thing for you to do is begin to establish your benefit as as an expert in your markets or or the kind of properties that you specialize in selling. If you like bre- you you're well known for selling in san clemente right. You're like the queen of san clemente and and in most of the like social media that you produce the marketing that you produce. I'm sure you go and you reinforce that idea of your expertise in that market. What you've sold their before you know about its homes. You know what you know about the community in its culture all those things and that's the kind of thing that you want to be like messaging out to your sphere of influence and and establishing yourself around a sense of expertise in particular markets property types. And you can totally do that inside of the elman brokerage model while you're on your way to building your business up and so that's the first thing i would say. Let the platforms that we have worked for you. Especially as you're getting going then once you achieve a certain level where now starting to have all this business and people are starting to recognize that. I'm the expert in san clemente e. You know now. I probably need to make sure that my name become synonymous with this idea itself in addition to or instead like not putting douglas aside so you still have to mobilize her name and everything do. If you're is is with us but now you wanna start to sort of make sure people are saying. Oh a brief. Whose i know i know who she is. She's she's a who specializes in my area who wanna reach out to from thinking of selling so But the element name is probably one is going to open a lot of the doors for people on the way up and the other thing. Is that the more agents especially as they're starting out like try to establish their own brand identities separate from d. e. the more fragments the sense of brent. Like of what brands are out there. What entities out there and the more it All work together to mobilize element name the better. That is for everybody inside the organization right the more. The element name was synonymous with residential real estate luxury sales At aspiration to a better life in your your you know in your living all those sort of concepts that you good brokerage wants to be associated with the better that is for everybody organizationally. The i'm sorry also boxer. That's it makes sense. I mean i. I think i've done a pretty good job at it like that. Then like even. I mean i'm trying to actually grow one of my focuses on growing. My business is growing my expertise beyond san clemente Very defined market. And i'm trying to extend upstream to coastal orange county. So the biggest way that i do is marketing know. Every friday. pick a property in nyc of on properties. Whether it's in you know. I did one in malibu last week like just end and i do see results with that the where my clients will call me and blessed on my gosh i. I didn't know you had. This listing in newport beach. Whatever you should talk to so and so and so. I do think even getting to a point where you have. Your own. Identity is still attacked yourself to the firm and the cross marketing and the identity of the firm in austria marketplace huge bats. A really good one. I mean the whole cross marketing concept that. Tell us champion in which element now you know is wanting everybody sort of take part in is a really good way for you to be able to expand An infiltrate other markets that are around the ones that yard kind of all of them right and to and to spread the word amongst a new sphere of influence. Also definitely think that's a good thing to have like two minutes left peter. Do you have any anything to add any questions. Any thoughts on our on our mojo and hot against shot. The people wanna ask agree. I think you've founded side job here. Man you were really words like unpack each s good dialogue going. You're you're a well. Thank you pack. This how can we leverage digging it. Out from the interviewee point of view. We got to bring you on war. That i don't know how he felt about this. But was that amazing. You guys heard from guy that runs like the most powerful company in california and aspen. I mean literally on a day-to-day basis frost. Me you had his job in. You had hair. You'd be completely gray by now. I guarantee you look. It was really good. That being said i really have nothing to add. I agree with everything you guys all said. It was amazing. One question that some donald carbonara asked is compensation for junior agents. We didn't really touch on that. We did touch on assistant compensation but do i think that's a good question. I think you referred to repeater did If any of you are thinking of forming a team with anyone else. It's it's critically important. They should have a team agreements. I have a template agreement with that you can sort of work from And which you should obviously show your own lawyers before you sign it And make sure it works for you but one of the things that it contemplates is. How will you decide to divide money's between yourself and the team member And this is a sort of the key question that people want to think about the the question for you is if we if we do a deal And how much of the. I going to get as the team leader. And how much are you going to get as a team. Member who worked on the transaction. And i think that that should be decided by whose client was it if it was if brief the team leader and i'm her team junior team member if she she hands me business that you know. She doesn't have time to deal with herself. She says you're gonna run point on this one right. Well i should give her a greater share of it. Because it's it's tur- client right. But i'm going to handle it. I'm going to manage it for her. So maybe we would split it. We would agree okay. We'll split the money fifty fifty five team. Brainwork to levi. Pay for so whether or not. It's my client but like i pay zillow leads for the team or i pay for website google ads or whatever i mean i guess reasonable. You could discuss that. I would say if your financing the obtaining those clients out of your pocket and they're not doing anything for it. I would make it the same as before your business. You're essentially you're handling to them. Given the you paid for the leeds. It's not like organic the way you got it. But that's i don't think that's either here neither here. they're great. i let it. Let me thi this up. So like an agent that wants to join a team. You have no rights. You got to be willing to work in the mail ru you've got to come in improve your worth. You have no right to lead. You have no right to anything. You can't start at the top you to work your way up. I'm just going to say we're like bluntly and and right now because it's the truth. Take jacob on the team. He went worked there for years for free and now he almost makes a million dollars a year because he proved himself. He proved his worth. You think i mean. I'm fortunate my team. Members are very short very helpful. But i do think a lot of people looking join teams. Sometimes like they get so caught up in like the slit. And i wanna make more money. Whatever and they they don't realize the blood sweat and tears and the financial. You know i spend right now spending like an average of twenty thousand a month in operating expenses so when you look at it from that perspective if you're a team member that's been zero in like there's a lot that goes into it right now. The team leader for the team leader. Pay people you want him to stay pay. You want it to be on your team forever. Give them growth opportunities showing how they rise within your team. Give a mattress we whenever we hire managers. Anybody we say you accomplish these things you get these things. This is how we look at life. This is how you grow people so a lot of team leaders wanted all for free. And i think a lot of people joining teams want it all for free. So but that's precisely the reason why having an agreement written agreement is also really helpful right. Because now everyone's on the same like you agree with the parameters will be. You agree how the compensation is going to work. And it's all tied the four corers about agreement and then if there's disputes later let's let's go to the go to the paper and see exactly what it is. We agreed so one. Last thing. The congress saying before is if i if i have a client on the junior person. But it's my client but i'm going to leverage pre as my team leader. I'm gonna levered her knowledge and she's gonna sort of mentor. Mayor helped me to sort of make sure it happens. I'm still going to have to. I'm still gonna pay or something but it's probably a small now. It's gonna be a smaller something right. Because i'm bringing business the table that she didn't it's kind of free money for her. So maybe maybe in that case you would take only twenty percent and i keep eighty or twenty five percent seventy five whatever you would agree. Maybe ten percent ninety percent if you're feeling generous or if it's like my mom right now you're probably gonna take you you'll be like i won't take much so well. This was super super helpful. I know we've run over few minutes on one one question. A the in the chat. Somebody said they would love to know heather in their custody. Grit and i agree. I love them so they they should definitely be on our on our list of one of these calls because they have a really unique framework with their partnership do partnerships are a unique sort of team experience. That can really work but As i'm sure how they will tell you. I don't wanna steal any thunder. Because i think this is a good idea for conversation it takes. It takes a certain pair like you and that person really needs to be close in a way. You're you kind of sharing a brain. I suspect heather could probably speak to each other every single day even during the pandemic shot and they they have a sort of mind meld but if you can achieve that if you have a friend like that partner like that that you can trust on that level that is extremely powerful and can work really really well. Without a lot of other enhancements. Offline will thank you happy. Peter thank you for letting me be the co host once a month super fund and anybody has topics or questions as we continue to evolve. This you know send me. An email should be attacks. I'd love to bring content that people find helpful. Great job have a great day. Everyone by roy.

lauren moss abdin san clemente bill bill brees Gci california julius hughes whistler associated Kevin de silva peter selman
Kat Hatayama : How to Become a Prospecting Machine | Friday Morning Drive

Elliman Daily Podcast

32:35 min | 7 months ago

Kat Hatayama : How to Become a Prospecting Machine | Friday Morning Drive

"Good morning everybody this peter hernandez this is the friday morning drive. This is the call of it starting at all. The tired element podcast series. And now we have all these great calls. They got feldman's role play. Got deconstruct with stanton. We've got broker brilliance. We have all these amazing calls every day of the week and so it's super excited to be here today in. I don't wanna waste any time. I don't care if people aren't on time for this call they're just gonna miss out because this is the call you guys all wanted. This is the call that says like. How do i learn the prospect. Who do i call. When do i call. Where do i call. What do i say. Where do i go. Do i do it here. Do i do all the questions. We put in front of picking up that phone and just calling. We're going to address today and we're going to address it with a prospecting machine cat katayama. I tell you. I spoke to her yesterday. The preference call. I went home. And i may ten calls myself. I was so excited after this. Call jeffrey talk to me. Why is prospecting so important. And why is this. Call the call that we should probably listen to every single day. He prospecting is what you do like without prospecting. You don't get business in prospecting can be cold calling. It could be sphere of influence that that all is prospecting and we teach them a game your job as a real estate agent as a broker a realtor to get incoming business. And you can't just stand on a corner nueva assign and hope people stop and have a conversation with you so i'm excited for this. Yeah me too. So cat is she stopped. Haven't been that long really but she figured out really quickly what she needed to do to make money right away. Cat welcomed the call so exciting to have you. What what tell us what market you're in how long you've been in the business and you know and and you want to share anything about your goals or anything. Just kind of give us some context. Yes thank you so much for having me. I'm super excited to share this with you. I am in the manhattan beach office. I live in playa del rey. And you know i kind of wanted to start also by saying that twenty twenty was the best year of my career which i feel like is such crazy thing to say and a lot of people wouldn't agree but it's the year that i learned and it pushed me to do what i'm doing now and i am just so grateful for that because i used to base my business around door knocking which can be very effective. But now i've found that calling is much more. And i completely structure my day around what i do with cold calling. So that's amazing so some people are still waiting for open houses to reopen not. I mean i mean funny. But i'm serious people. You pivoted quickly. Well you have to adapt right. You have to figure it out. I think that either you do the work or you. Don't sell any homes. And why are you in this business. I didn't get into this business to sell three to four homes a year. Got into this business to be the best m the best yet. No but i will be so. I look at it as a long term goal in what basically happened in two thousand twenty was as we all went through a change in our business tremendously and i had a partnership that was started in january then dissolved by and i was like. Oh my gosh all this change. What's going on. I don't watch to not have enough scr open. I don't want to not have a pipeline. I don't wanna wonder when i'm getting a listing getting client next so i went to boot camp and i learned how to call. Call call when to call what to say and this took months and months so my perfect now. I'm always going to be a work in progress but every single day that i'm doing it is getting closer to being really good. I mean i look back at how i used to sound even three months ago. And i'm like oh my gosh. I sounded so so bad. And now i am like i know what to say. I know how to handle objections. So much better. Because they're usually the same objections so want to hear it so many times. It's the same objection like right now. We're hearing a lot of well. I don't know where i would go. Don't know where you'd go. I completely understand that. But it's a great problem. The habits fistful of cash. Don't you think right. So it's just learning how to overcome objections. And and then what to say and so. It's taken me a long time to get here. But i do it every single day. Consistency always beats skill. Set so i think a lot of people are always worried about. I don't sound good. I don't know what to say. What script do i use. It doesn't matter just call you know. Just call take a script sound like a robot awesome and tomorrow you're gonna sound a little bit better than two weeks ago. Sound even better right. it's just doing. How did you get over that. Though i mean. We're all scared to death to pick up the phone heater i. It's so funny. Because i had a lot of things working against me even my husband who i love so much. He came into the room one time and he was like you sound really bad and i was like i know. And he's like maybe. Is this the right thing you should be doing. And i was like you know what the people that do it. They have success from it. And i'm just going to keep doing it until i am good. And what's beautiful about coq coin to is you. I was thinking about this this morning. Because i have a morning routine and walk for ninety minutes and i was like okay. So what am i gonna today. And i was thinking about it and i feel like with coal coin. It's almost like you are storing food for your bear. And you're about to hibernate and what i say about that is every single day that you are making your contact so i try to contact twenty people a day i look at how many leads i got a look at how many points i got an so say. I got to leads a day which would be a great day. Maybe they're going to sell in six months and they say that and so i have a system and so i put them. You say you're gonna sell in six months while i'm gonna call you in three always chop it in half and it's basically you like you're storing stuff so by the time that i'm doing follow up for three months from now. They're in that folder and their lead. That i'm gonna call. I've already talked to so every day. I'm just compiling leisurely. Deletes in a big fat pipeline. And so then. I know who to call. I called new people. And then i do follow up and now i have all this stuff coming. My weight's almost. I don't know how to handle it a good so i was going to ask you about that. So you're making twenty calls a day on average you told me on the call of sometimes seven sometimes thirty. It's not always exactly twenty but now you're getting all these people that want appointments or information or they're saying you know what that house sold for. How do you divide up your day into liked. No not your day. How do you do is your prospecting between follow up in actual coal call. So it's twenty. Contacts in twenty contacts takes a lot of calls. So that's why i won the beach success. Challenge because you wanna talk about twenty five dials. I'm doing like three hundred miles. Four hundred miles. I did that yet. That a day and also while i'm cold calling if i had a good conversation with somebody and i make a good contact. I write them a handwritten note card so like here right and it's always Amazon super cheap. Get something colored. Looks like an invitation. Put my business card in it. And then i write such a great conversation about blah blah blah. You know. And i write this and i sold your neighbor's home. Forty five offers except and so. That's why i win the success challenge but i So i am making about three hundred or four hundred dials. Because it's just going and you can get any of these systems. I mean Volkan mojo. it doesn't matter what system you're using as long as you're doing ask us. I use volkan seven. Okay and do you ever run out of people to call you. Never never oh my gosh so. Let me tell you what i do. This is this he could see. I'm so passionate about it. And i used to hate it by the way so idiom star and i pull the new expires so the thing with these expires. Idiom is when you can legally call people start doing this type of thing and idiom called the new stuff. They're worried about whether you've been interrupted. You just wanted to be legal. Yeah i am not worried about i. Wake up at five off. I'm like oh it's been you know. I've been up for hours right so i'm not worried about that. Of course i have heard like. Oh you know it's way too early. You're calling me. They're the reason. I called brand. New expires is because they're the most motivated. So my list goes by motivation. So the brand new expired cz are the most motivated because it just came off the market. They usually had a bad experience with their agent. And you are in a timeframe to get in touch with them so adm right when it turns eight am. Those are the first people. I call because it's a race right. It's the first person to connect with them. And they're usually nicest when it's just you. When they've had two hundred people call them. They're not as nice after that. I call expires so expire properties from three years ago two years ago. Anybody who's on my list. I call them. And by the way what i do. I put up my whole sheet before. I even start dialing so i take exactly who i'm going to call and i put in a culture so it's new expires old expires. And then i go into circle dialing in. I'll tell you about that but that way the phone can just keep ringing so that way. Even if it's a new expired to an old expire to a circle dial call. It's just going so. I don't have to mess around on vulcan and change it so i go into old expires. They're usually also the second most motivated you know also with this market. It's crazy hot. The conversation is really easy. Because you know if now you're gonna sell now's great time. And then where i found the most success and what i enjoy most is what i call circle dialing and that is around that just sold so even if you don't have a listing in it's not yours didn't just cell call agent find out how many offers they had on the place so that you can have a little bit of conversation when you call people and for instance i call around the listening that i just sold and to listings coming up from doing this so this that this is fantastic and everybody here us this much you can pick anybody's sale encircled around. Have you ever thought of that. Who started that. That is amazing. Yeah and you are to listings from it. High to listings. I'm listening appointment right after this call in studio city and then i have to listen. He's coming up in downey where i just sold the house. So i'm definitely all over the place. But i've never had this much business in my life. I think makes you a question. Because i'm you said something. I don't wanna make sure nobody glances over at that. Follow up letter. Send you follow up card. I think i personally think that's amazing. What's your response to those. Been like to be honest with you. Not as much as i'd hope I've had maybe two people reach out. Ceo thank you so much for the card You know what to be. Honest what i learned also making these calls is there's active in there's passive and with cards. It's a nice touch. it's a friendly thing. And i'm calling anyway so while the phone is ringing might as well be doing something and i have a system but i don't rely on that to get business. I just. it's just part of michael calling routine. So i send maybe five to seven cards a day and it's great because i'm in manhattan beach office. I'm cold calling. I have my cards stamp on. And then i could just put them in the mail right there. So it's an everyday thing it's just consistently doing that and It's it's more passive though it's just like social media ads or something like that you're waiting you're putting it out. You're waiting for them to come to you. Well i'm not a patient person. So i'm coming to you you know i'm making the calls. I'm following up. And then i'm getting in the door. That's so. I think some people are getting really uncomfortable right now. They see this energy and this activity and this kind of fearlessness. I can tell they're getting uncomfortable. How did you get over the fear. How do how do you develop the muslim to become like you because we all wanna be prospecting machines and we want to be happy and comfortable doing it. While i off anybody can reach out to me. Please do i will be. I love paying it forward. Because i was in the beginning as well but this is the key so a lot of people are nervous about getting on the phone so start small. Start with the time that you call so you call for twenty minutes. Awesome you paul. For thirty minutes. Perfect heap inching forward. I call for thirty minutes state. Great okay we'll tomorrow for forty five. Wow okay so start with the time that you call in and just take it slow and then so after. I did what how many how much time i called. Maybe i made to contacts or something obviously very small. Then i got into the mindset of contacts so i started at seven contacts and then i started at ten and then somebody said to me. I don't remember but they go. Oh if you wanna make a million. Gci you need at least twenty a day. So i was like okay. Do twenty a day and so now. I'm doing twenty context today. But i don't focus on that so much. I make sure i do that. Usually but i focus on listing appointments. So now i need to get in. Somebody's door from calling. Once a week. Events where i focused my time. So it's listing appointments. And i think eventually i'm going to focus on listings so not just listing appointment but okay. How many listening. I take this week. I mean what a crazy thing to say how many listings did i take this week. I you so excited right. I mean just like it's all mindset. It's all like you know it's just getting there and it takes time. I think the big thing is that people want instant results. And i was like that like not working three months of it. It's not working or whatever. People are still me rejection fields so tough and now it's like i'm having so much business but you've got to keep the momentum going so maybe two listings coming up. Sure and i closed three or whatever but you gotta keep doing it every day. Because if you don't it's like a car that you're pussies not pushing it. It'll keep rolling a little bit but eventually gonna stop right. We talking momentum here. that's so five days a week six days a week. Seven days a week. I mean are yeah. I'm doing about five days a week. But if i have a really busy day i'll call saturday like if i have a busy day. Like today listing. Appointment to all this other stuff that i need to do. I'll make sure to call saturday morning. Because i need to make my contacts a week. So obviously that's one hundred contacts a week so five days appalling but if i have something up than i figured out in a weekend. What's what's the typical call like. Like what do you say like. How does it go the typical. You're making so the one. I'm having a lot of success with right. Now is the circle dialing and it's because this market is so crazy so Basically i call and say. Hey this is katherine. I'm a. I'm a local realtor in the area. I just told your neighbors house. At the corner of brook park and true we had forty five offers. We went a hundred thousand over the listed price and with this crazy market. I'm just calling to see. Have you had any thoughts at all of selling in. And they say no or say which is great because yes. I'm like awesome a lead perfect and if they say no i say no. I completely understand that you could get way more for your house now than you honestly ever thought you could. Would you at least considerate. Usually they say well what's way more. What's way more great question. I'm actually going to be at this. Listing right down the street from you today and tomorrow at five. I can stop by ten minutes of your time till you get your homes even the type that selling in this market today better tomorrow good. That's good to release when he did look like her house. Their house may not even qualify. That was really building up and then bring it down. Make them beg you to come by. We wanna know if our house is qualified. I love that so i did this. And it's so funny. Because i'm getting so much better better better on the phone and so i did this. I picked up the phone on monday. Within seven contacts. I had an appointment that afternoon. I go to the house it's gorgeous. I'm in the house with them. I mean it's fantastic bill all this rapport and then they go. You know what i don't. I don't think we're going to sell this one but we haven't income property in lakewood and we'd like to sell that do you work late would do i- lakewood. Of course i work late. Would you know questions are coming up like you know. Where do you find the numbers. Who do you call all of these kinds of questions. How did you answer those questions for yourself. That way rather than use answering the question for everybody. I don't care if you're calling walmart or you're making wrong. Dials left and right. A contact is a contact. How i measure contacts is somebody picked up the phone. And i got into my spiel. So if so. I invest in bulkin. Because it's really good data. It's expensive but again. I have really good data from it. I can usually find the right people. And i just. I don't care who this i'm calling. You know a lot of the time they say. Oh i sold that house when we sold the house. Craig bridge move. I moved to whatever. And i go from there. I'm like oh okay and just continue the conversation at it. Doesn't i think a lot of the times. And i was guilty of this too. We sit back and we're in like analysis paralysis like well. Who do i call. What if it's wrong number. What do i say bob aglo. It doesn't matter. Consistency beats skill set. Just make the calls. Just meet us. Healthy beat skillset. You writing that down. Jeffrey. that is insane. I think all the time. And catherine i l one hundred percent agree with you because if you consistently do it you will absolutely build the skill set and get better. Yep one hundred seventy back. So it's funny because i always said this to peter the yesterday but it's like a blind squirrel looking for a nut right there looking in the. They're just looking looking looking eventually. If they keep looking. They're gonna find a nut they're gonna find it they're gonna dumble into it and they're going to find it so honestly if you do this every single day you're gonna get a deal from it. It might be in a week. It might be in three months. It might be in seven months but just do it every day and you will get business. What about distractions get distractions case. So i have my calendars color coded and most important parts of my day on my workdays are in green. Because they make me money. And i time block like you wouldn't believe so i call and i make my contacts in the morning and afternoons are for appointments everything else. I delegate peter you and i even talked about figuring out how to have lunch i how do we have. Oh well you know you should order lunch and have it ready for you great. I don't have to think about it. I can just focus on what makes money strengthens meaning. I didn't teach you the stuff. You've figured this all out on your own. I just like. I'm a sponge in this one having so much fun with it i you so prospecting makes me. Money listing appointments. Make me money and negotiating. Deals makes me money. I'm actually at a point. Now maybe this is premature. But all the buyers that i have i m referring out got a handful of agents. That'll take them from you burbank. I laser focused on listings. I leave focused. I love that you have to be part of my family or really good friend for meter represent human to by about when your husband came in and tried to distract you. What happened guys boever. Only yesterday i couldn't believe it. I start i start volume eight. Am and in the beginning. You would be like. Oh you know this is happening today. I'm like i can't talk. You can call it. Like i literally will be like this. People don't know what the airpods on my best had talk. And he's like okay walks out also very very structured in an entrepreneur. So like he gets it. You know so i just like i love that the court and and you just gotta be pigheaded. Disciplines pigheaded disciplined. I'm going to open it up for questions. Because i want. I want people to ask you questions. Fire anything wander. Who's got a question. Try to stumper go ahead. I want to ask a question. How do you do with the rejection. how do you deal with the ups. How do you deal with the calling me leaving alone why you like. How do you deal with that all my gosh. So that was so hard in the beginning. And i think that's why we don't do it but a rejection handling rejection is like a muscle so the more you work out at the gym the stronger you get and the more you can lift so now i get it. I'm like okay by like it doesn't faze me and it's definitely something that you have to work yourself up to for sure and in the beginning it's really hard and that's why you need to take these baby steps hall for twenty minutes hall for thirty minutes next week called for forty five you have to build yourself up slowly to it because if you just try to go from zero to hundred you're gonna burn out you're going to give up right so you have to slowly introduce it into your everyday activities and once you do all of a sudden. I'm calling for three hours a day. Four hours a day. I have the time. And i'm like wow twenties. In twenty s. My contact will a day. But if i can make twenty eight thirty thirty five and the people that i surround myself with also impart masterminds and stuff. They're making forty two contacts a day. I'm like forty two context day. Like oh my gosh. And somebody called me. He goes yeah. It takes me about three and a half hours. I'm like wow man. You're good and that's amazing. Obviously so. I wish i could do that questions. I have a question. Good cat had cat. It's margaret from brooklyn. I'm very impressed with you. But my problem is and my question to you is at what point do you stop calling a person who you're really hot on and you call and you call you follow up. At what point do you say enough is enough when they tell me to not ever call them again or you know they tell me that so with like new expires for instance. I have a system. Where i brand new expires at eight. Am and then. I call them every single day for ten days. And maybe that's aggressive. I'm not really sure. But i don't care. Obviously and the reason i do that is because either a they didn't answer or be. They told me no. I'm not interested in hung up. But then i call them tomorrow. They will remember me. So i called them again and i do the whole thing again. You know unless you really are like do not call me again. Then i wouldn't call you again. That's really it. That's a really good point. That really cat are they. They don't remember. I don't remember author think we're the center of the world. Yeah exactly you have to remember that. Also when somebody's really mean to you and they reject you. It's not personal. They don't know you. You know people can be really bold through the computer through the phone but they it has nothing to do with you literally nothing. So that's something. I had to coach myself self. Talk talk about self talk. You save yourself talk so i. D daily affirmations have a gratitude journal. That i've been doing since january. Twenty nineteen in inside this journal that i do every single morning i start my day like this. I write what i'm grateful for it for you know tacos last night for dinner like it doesn't matter what it is. I'm grateful for this. And that. And then i write down my financial goal so i write down exactly how much money so i see that number every single day and i also think a lot of people are really nervous about The competition and i have never felt like i've never felt like nervous about the competition. The only person ever competing against his myself. So when i look in the mirror i say things like i am worthy Money comes to me easily. You are the top agent in los angeles. Everybody wants to work with you You know that those types of things. And i always say them to myself in the mirror and i never think about anybody else. I don't i mean you could sign up for vulcan seven today but doesn't necessarily mean you're going to do what i do so i'm not worried about it you. Jeffrey and i talked all the time about putting your blinders on and just keeping your eye on the prize and running the race and quit looking to your right and left and over your shoulder and what everybody's doing right. I mean it's a waste of time. Isn't it yeah definitely. It really is and you get caught up in it. It's just a waste of time just as much as who am i going to call one. Am i going to say put a script in front of you and just make the calls you just do go. Getting into action is what is going to pay off not anything else. Nothing else right. Just talk nothing talking to learn and figure it out right experiment. Yeah saw fail. Get screamed at awesome. Get screamed at right. Can you wanna to talk about skin. It's like we really. I mean i had somebody. I've had people call me back and scream at me awesome. Okay great you know has nothing to do with me so i rattled me now. It doesn't cut to me. Was when i would cold call and always was those knows of those screaming so i was actually thankful for that. Got the phone quickly to get to the next person. That's how i always looked at. It was like hey great. No perfect click. I the next person. I wasn't wasting time. So actually i took it as a positive. I can to the next person quicker and agreed. It's that mindset and you build up that muscle memory in that skin and then you almost get surprised when the person says oh. Can you tell me more what what well. That's that's the thing too. You know when you have people that are like yeah come over. You're like whoa come over like you have to learn like god so you have to learn to be as accepting as a yes as you are to a note right. So it's like don't like don't be afraid of the yes like you should know what to say as well and i also touch on the scripts the scripts that i've used and you can use any scripts you like but the way that i internalize them is. I recorded myself with baroque music in the background. And that's just something my coach told me to do. I guess it helps you learn. And then i'd walk my dogs and i've listened to myself over and over and over and over and over until it was completely internalized and now at a point where somebody says something. Throw me off the script. I address it. I will repeat it in a firm. It and then i go back to the next question but it's so fluid. It sounds like a conversation. And i wasn't like that i i was very much like we were gonna go. Oh you don't know where you're going to go. That's great well. have you thought about. I used to be like that. And now a mike. You don't know where you're gonna go. Well i completely understand that. Just more conversational. Yeah that's that's amazing. So you're like an actress. You're somebody that's like once. You want an oscar. You want an austin and you're practicing oscar. So so voicemails i mean what's your take on that you leave voicemails i do although i am hesitant to now i just i always want to be in the legal side of things right. And so if i do voicemail i'd be prerecorded voicemails i'm like hey it's catherine i just saw your neighbors house at the corner. Brook park true bubble blah and claw. Me i'm looking for a or. I need a home for all these buyers i forty four buyers that are homeless right now and they really need a home. Please call me looking about selling catherine again for four ball. So i do. Leave a pre-recorded voicemail exactly so that way. It's really quick and i don't have to deal with it all the time and it's vague. It doesn't say. Hey peter it just says hi this is katherine got it. Got contact management system. Do use one. I do in spoken again. Us all vulcan great. Wow what other questions should we having here. Who's your coach. well. I have through vulcan. I have a couple of different coaches which they provide as a service which is great And then i really. I have a coach from. I'm from connecticut. And i have a colleague over there. Who's doing really really well. And i. i have mentors. Who have peter. You're one of my mentors. I have another mentoring. i two mentors in connecticut. I have about five mentors. And i'm constantly running ideas off of and i m. I headed in the right direction. How do i expand my business. How do i delegate build systems. You know those. My mentors are my coaches. So i have a cooling system and i have mentors and figuring out along the way. When you're this is my last question. I'll let jeff ask the last one after me when you're down maybe you're having a bad day. It'd be had a fight with somebody. Maybe you're just not feeling good. Do you make the call saturday. Yes i do because my personality is. I don't feel good about myself on us. i do. I literally will not feel good about myself so i'll call at six pm. Because i need to do it otherwise not going to have a good night but of course to get it done in the morning because then i have a good day. You know. I feel good about myself when i do what i'm supposed to but i definitely have been trying to figure out how to rest relax and not burn out because as you can tell i have a lot of energy but by the end of the evening. I'm drained right and so i will watch mindless television for thirty minutes because you were supposed to get back to me with your calendar member had happened. Yeah we gotta go over that. Because you're like this is my issue at terrorists. I feel like slow her down all. She's gonna bro. I'm worried about your burn out. Yeah so that is something that i'm learning to do. Like for instance tomorrow. Usually i work all day tomorrow. I'm taking the day off. I'm going to go home. And i'm just going to relax and all if a client calls me. I'll listen to your scripts either. Don't listen near scripts that i want you to go. Blake in this. This okita are the ones who genuinely enjoy it. I know you know. Like i genuinely love real estate. I'm going to be hiking tomorrow with colleagues in real estate. And what are we going to talk about. Probably twenty percent personal stuff and eighty percent real estate. I just loved it so you know taking a second to step back you know is hard for me because i do enjoy it so much. I'm gonna ask. the question. has peter the honor of asking the last question a brand new agent and says i don't recall i don't wanna call. It's not me to tell them. It's not me. I understand that. And unless you have very fat sphere of influence you're gonna like timid. Sales people have skinny children basically. That's it timid. Sales people have skinny children. So if you're not willing to pick up the phone and you're not willing to reach out and do the work then you are in the wrong business because the beauty of our business is. There's no cap on commission however you however hardy work is what you get back here. I don't think we ended on a better line. In that video muted hitting muted. Peter muted. I said i had to move because the dog barking. But thank you for today. This was probably my favorite call in a long time. You are amazing. Thank you so much for joining us. Jeffrey we promote this. What everyone should hear it absolutely out the whole day copy. Thanks god of amazing. You have a great friday and a great weekend. Don't feel less than you can do it to ikea.

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BAYER US VP of Corporate Affairs, Ray Kerins, on Crisis Comms and the Role of Communications in the Covid Economy [Episode 34]

Damn Good Brands

24:33 min | 7 months ago

BAYER US VP of Corporate Affairs, Ray Kerins, on Crisis Comms and the Role of Communications in the Covid Economy [Episode 34]

"Welcome back to damn good brands. Rake kerns is senior vice president of corporate affairs for bear. Us raise current position is the latest in a series of senior communications jobs in the pharmaceutical and life science industry before joining baer in two thousand thirteen ray was with pfizer serving as chief global spokesperson and overseeing global internal and external communications as vice president of external affairs and worldwide communications prior to that ray was chief global spokesperson for merck and co. ray has very extensive experience on the agency side as well including nine years. Gci group and five years porter. Novelli industry awards include. Pr weeks outstanding in-house professional award and a two thousand nine forty under forty recognition. Also from pr. Week ray. his bachelor's and master's degree from iena collagen is a graduate of harvard. Business school's bayer executive leadership program without further. Do here is ray kerns senior vice president of corporate affairs at bayer in conversation with libby taylor. Ceo paul dyer. Hello welcome back. This is paul dyer with you taylor. I am joined here today. Raker earns who is senior vice president corporate affairs for bayer. Us re manages all communications relations policy for bayer corporation. ray also oversees the bear. Us foundation serves as vice chair. Bears political committee is on the bayer. Us country council bray. Thank you so much for joining us here today. Paul's absolute pleasures great speech again. Severi i thought we would jump right in the kind of the current state of the world as it relates to the communications industry. So if you think about over the past year life sciences organizations including bear have been looked at for leadership in the economy in the country in the world. Perhaps more than any other time history. So i wondered if you could maybe just enlight- miss elizabeth charlotte of what it's like. What the special sort of challenges and opportunities have banned being a recognized global health leader during this most challenging health crisis. This particular pandemic has been one. It's you know they they call it. A hundred year pandemic. We haven't seen like it in our lifetime and hopefully never will. But it's reason that i've actually stayed in healthcare all my career. Most of my career will say You know having worked for previous bear working for pfizer for a whole bunch of years and stuff member. There was a moment in time. When i was down. Senate disease control. And i was leaving pfizer time and thinking myself. Where where's my career going to go next and reading very open about myself having a lot of conversations lot of new organizations and yet but i've been sitting on the school health roundtable from cdc for the last fourteen years when my career. I'm sitting in a room with leading epidemiologists of of the united states government. And we're talking about the ratification of polio. And i'm thinking to myself first of all pumping. What am i doing here. This is an incredible opportunity for me my own career to think about i can actually have a voice in. How do we radically eight one of the most harmful World and it was a moment of reflection time when i was talking to different industries and i decided at that moment i want to stay in healthcare and so now fast forward to where we are today and there's no greater time for us where important time for us in the work that we do as an industry and while it's always been a challenge from time to time about respect and reputation etcetera when push comes to shove and you're staring down the face the global pandemic where people all around the globe are unfortunately die. You realize the important role that science plays in all our daily lives. And so yeah. This has been the injury as rallied. In a way that i've never seen in my career and it gives you a great sense of pride to be associated with such organizations such bear the corporations who are out there trying to direct the impact is horrifying virus. So ray you're you're also volunteer firefighter right well at my age now oversight even hired time. Ben volunteer firefighter. So the kind of person who is willing to run into a building. That's on fire. Both literally and metaphorically in a metaphorical sense. You've mentioned visor. But you also worked at merck during the Recall potentially one of the most calamitous crises in history of health industry in the modern suitable industry. So what. I'm wondering is it. Is there from from your experience in crisis and all of your deep experience in crisis. Is there such a thing as a playbook for this or is it more. Prepare as best you can can make the most of what's available to you in a moment their fundamentals. I think in general when it comes to whether in healthcare or whether you're an automotive industry in the world the fundamentals that gives you an ability to make sure that reputation that you have prior to your your issue is intact when all said done a couple of the top ones and i i don't think there's any deviation regardless of what issue you're dealing with number one be honest and be truthful The transparency of of organizations that when identify problem. I think about the back to the days when we were in kindergarten me and if they were laws we learned back them you know. Tell the truth when you know. Know what you know. Be honest before right I just think this is a moment of time a reflection when you look at any crisis us look about freddie look about the world trade center while we fell in love with the nation's mayor Way back then. Even if he didn't know didn't know he still stood up and sent you a. Here's what i know. Here's what i don't know. So i think in this particular arena. It's the ability to engage and educate which has been of course strategy for me and my team for many a year and I would rather sit down and have a cup of coffee now now hard to do that but the but the the analogy of is still holds true. I don't have a cup of coffee. We have differences of opinions. We never gonna agree to everything but once you understand the therapy people who actually living breathing and caring about how to ensure you fix the problem reputation one of the great forms of having such a strong reputation in doing what's right even when people aren't looking is because when times of challenge come people will give you the benefit of the doubt but you have to take that seriously any opportunity few to step ward and actually bring solutions to the table as opposed to simply just trying to paper over a particular issue. I always put people first and people first meeting you. Think about it from your area. I'm i'm a fall. A father of three children that got a father who is retired. Us army Pd think about the impact that his life we're dealing with certain things don't be that nameless faceless organisation cooperation whatever it is put people first. I don't like to send out Simple statement sometimes. You have to their real serious legal issues. But once put people forward put the research or or the medical professional or the executive put them aboard Have as discussion. Then that can be at any level so there again there are fundamental here. Sure when when times of crisis will around here is one that we're dealing with right now. Again pandemic standpoint. How do you impact be ready to support We early on donated run the first companies that donate to national stockpile. It was medicine that was requested by the united states. Government out how to get in we got. We put it forward. Will the president the vice president and the secretary of hhs all three of the multiple time we're talking about company companies was. We didn't ask for that in fact anything we will. We wanted to make sure that we're doing our part to impact endemic. This is way before any vaccine was even approved and so i just think there are there opportunities. I joke a lot about that kindergarten example. You know be a good corporate citizen. You'll learn to back when you're giving and some of those fundamentals time for fortunately we have supercharged environments. They're hard to but let's all work together to find solution as opposed to figuring out what this person did wrong with. That person did wrong. There's no time for that anymore. People are dying and we have to find a solution. And i'm so proud of again the industries. That have come together right now to figure out how to help. Save lives was a lot in their ray user things that he said that they're really just jumped out to things like you put people. I engage in exchange educate. And then he said you know building reputation means that when something does go wrong people will give you the benefit of the doubt and that makes so much sense when you think about it from a perspective as a company i mean is is a very diverse complicated company. Headquartered in germany massive us presence young people typically associated with pharmaceuticals also consumer products. You also have a consumer crop science. Division that encompasses the formerly notorious monsanto. I'm a lot of moving parts there. And some curious you know when you think about the finding corporate reputation independent of the pandemic all the different things you want people to think about your company or your reputation How do you define that and hasn't changed in recent years in particular with all the new technology new tools and platforms. We have a position that we we lean towards on any given day of the week. And whatever how we operate whether the big significant decisions or way we engage communities standpoint on a local level and the same is has been with us for many many years and signs for a better life. Science can save off so many problems that we have in this world. And we're seeing of earth scientists behind what we do how we operate whether in agriculture consumer health pharmaceuticals. It's taking that signs and seeing if we can help people live better happier healthier life and so whether we're engaging school children are making science make sense program. We go into schools. And i'll talk to bear employees two hands on science training right now doing the more virtual course but for one twenty five years. We've had this program up and running or whether it's findings new advancement in oncology or whether it's working on on the consumer side second part of your request which i want to respond to is it's interesting you know. Bear invented aspirin over one hundred years ago and it is called us stay bear. I say aspirins one of the first thing people think of whether it be aided or needed awareness to it. It's quite interesting so we aren't looked. More is a healthcare company but we are now the large agricultural company in the world as well and when we when we took on monsanto which by the way take a deeper look at the organization it is truly a biotech company. People have their opinions about their their previous engagements their biotech company and so when we looked at their science and we thought ourselves. This is quite interesting. Fits well in. Our portfolio now aren't challenged. Insure that that science continues to advance. Were supporting the culture industry final. Communists say the on this one is when you look at the global pandemic one of the two things. You need the most right now. One of the things that you're looking for health and embarrassed well positioned in both those areas now and has been for many year to help support again around around the globe but also in our backyard and so that comes in multiple forms it comes in how we engage in how we work with regulators. How we work with Administration governments around the world when it's also how we work directly with local communities than when we allow support for food banks food. Insecurity is a huge huge challenge working through direct relief and making sure you'll get their medicines that are needed in parts of the globe. That frankly we may not have operations. There's a lot of opportunity still. But when i think about science and i get concept of science for a better life is driving force in how we operate his organization. It's also a masterclass in simplifying. The message one of the things that you brought up a narrow was about going into high schools so you. You've been really outspoken. About the need to get more students into stem programs in america and several years ago. You made a bold pledge you were going to reach one million students with hands on stem programs. You reach that goal year ahead of schedule and then up to your target five million students. So can you talk about two things first of all. How are you doing When it comes to even the goal and set. Kim how does working with high school students build bayer corporation you think about. I mean these kids are a long ways away from being shareholders or even you know voters in some cases so you know how how does it build. Bayer corporation bear corporations Reputation will frankly Building the pipeline k. We need more statutes. Science technology engineering math. We need more engineers mathematicians and interestingly we do a survey every couple years of students in schools and what we found is frankly kids lose. Interest in science in middle school primarily girls young women and even more so People of color and so the challenge there becomes weakening gauge them at this level middle school high school level and put that spark of science back into their lives. Because a lot of other things going on. I'm the i'm the five or three teenagers as we speak. I can tell you. I can see it firsthand. I have two little girls. Thirteen fifteen and i can see where their interest lies and their lot of competing things right now that but now think about twenty years from now when when frankly that next significant challenges gonna come away as a society. Do we have enough scientists and do we have enough even diversity aereo of science. We insure that. We're taking on the biggest challenges so we do it because it's the right thing today and by the way we actually enjoy doing it too. I don't is the the idea of leaving work for a couple taste. Going teaching classes the schools. It's kind of. It's it's fun exciting. We also know we're solving this. This greater challenge. We have for later on So that one particular program has been real cornerstone for us because we know solving a larger long-term problem but we're going to the root of where it starts which is in middle school. I mean who thought yeah we do stop on the collegiate level to some stuff even earlier ages we know there's the sweet spot and so utilizing scientists data to identify the problem from a long-term benefit is kind of where we are and why we do way we do it and ultimately if it has at knock on Positive reputation impact going forward. We'll take what we're doing the right thing to do so ray. You're really involved personally with the us chamber of commerce and you're actually elected chairman of the global innovation policy center for the chamber of commerce. And you're working directly with a lot of current and former ceo's there and obviously have worked directly with a lot of ceo's in the pharmaceutical industry. One of the themes we've heard in the last year is that ceos have been looking to the communications function for a new level of involvement a new level of leadership as there were courses have been distributed as stakeholders have had different expectations in the wake of social justice in calls for reform. All these interlocking Related topics some curious from your perspective working with so many ceo's what has changed in the past year in how they view the communications function in the role. They they need you to play as the head of communications function. Will the two parts to your question. I want and i wanna i one. I think it's an important piece. I got involved in. Us chamber of commerce of seven eight years ago and at the time it was primarily because one my bombmakers boss said to me in a review which was a good view that you're thankfully but he said he's you know you run Really think you need to own a particular policy issue. I think that'd be good for your career. And i remember thinking to myself but i've read it all again. I've had the saying i've said for years. I tell my team people who love you. Who really care about you. I see my boss to love me but who care about you will tell you the truth. Your job solicit right so these annual reviews when they come up or the quarterly. Check ins really. Do take. Listen and don't get your backup too heavy on it. So i decided to get involved in a particular issue which i find interesting which is intellectual property and he's an issue where whether it be governments or organizations can steal. Your idea is that. I think is complete wrong idea. You feel whether it's tech entertainment. whatever. So i've i've joined the globe innovation policy centers as board member and became vice chairman and became chairman which had the last couple years and i sit on the us chamber board and from that it prolonged it coming opportunity gave him to get a seat on the us chamber board and eventually now i'm a member the nominating governance committee a member of the executive In fact just yesterday. We announced a new. Ceo first female ceo of chamber. Which i had the sanctuary the ability to to vote on and helps secure so i i only bring that part because i think again using a how these things come along. You don't just go. In and be made chairman of the debate racial policies on our become executives. You have to be engaging you have to be involved and so message is whether it's the chamber whether cpt a or whether it's whatever you're working on get involved is a patch foreign gopher so deirdre questionable related to the engagement here. We seen a significant shift. If you asked me a year ago would intro. Communications be as as important as it is today. I would have said no no. It's unparalleled in par with all these. It has become the cornerstone for us during his pandemic. Because people are many regards are working from home. Secondarily the company in how you're engaging during the pandemic which impacts your employees they wanna know about it and they wanted to more than in previous pass it would have been like okay a couple of notes here and there would be fine but are now to engage. Employees days has become significantly more important because he's getting embassador. Who like like you. And i are spend most time. You know working from their from their homes until communications has become that much more important in how he engaged. Take that now and do the extra outside. Okay fine now. Here's your employee base. What are you doing now for your ngos for your communities. How even engaging in more in different ways. Legislators who are states and federal governments are trying to figure out this pandemic as much as we are are really engaged them ultimate communications relations sized narrow become more important so yeah so corporate affairs has become some of a significant opportunity. Think when. I'm what i'm seeing through the us chamber through the ceo's. I'm working with. They're looking for more innovative ways to be a lot more engaging than they have in the past and you know there are certain times when you have tough times cheating. Cases oftentimes gets pushed it aside. We'll We'll we'll talk more not anymore now become even more. The emphasis has become so much more significant than i. I missed asking my colleagues. I'm asking that goes listening. Challenge yourself the day the day change where it was putting out a press release including ounces would have no digital media and how engaged our employees again challenge yourself to think about a different ways of engaging audiences the most important to you because we all think about yourself. We're all looking for information. We're all looking for instance just don't exist and if you don't engage people ride their own arab and that's not good for anybody. I think that's a brilliant place to wrap up your ray just being respectful of your time and recognizing that i think that that challenge of challenge yourself probably can extend to just about every aspect of this conversation people who are struggling with some of the changes in the role. Nick spectate issues of the all today. So thank you for your time and we appreciate you sharing all of your insights here with our listeners. Thank you postman. Actually pleasure appreciate the opportunity to come in and talk to you all about facing together as a nation in you know as humanity in with work together Solutions if we work as teams soo on different sides all right here is always some key takeaways from this conversation with ray kerns number one internal communication external communications more than ever. If you've noticed that internal communications has recently become more central to corporate strategy. You're absolutely right. Is more employees have begun working from home. Effective internal communications has turned out to be critical for telling employees what the corporation is doing and keeping them engaged and informed this ladders up to corporate strategy as well since employee awareness is critical for properly executed. External comms number two invest in stem bear made a pledge to vote corporate resources to educate five million high school students in stem subjects. 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How WBMX and the Hot Mix 5 impacted Chicago and House Music as a whole - Part 3

The Byrd's Nest

1:19:55 hr | 9 months ago

How WBMX and the Hot Mix 5 impacted Chicago and House Music as a whole - Part 3

"Theft birds bird parker. What about michael and you enjoy media or goal to our page one of my best. Today we stop the conversation. Michael holmes learning i e. Aj radio personality the personally. I've had the opportunity also add a few times. She's a great individual and definitely one of the ambassador than what we do. My name is first lady. And i'm a dj a radio personality radio programmer. A mother wife and just an all around sweetheart house music and w a impact. You become the well. I was already a dj before the hot mix five started so i started dj in nineteen eighty. So by the time. I got to high school in. They started doing the The last time. How mixes excited about what i was doing. But what made that's so great outside of the fact that you've got to dance in the middle. School was the fact that it opened up what i was doing to commercial to commercial. Airwaves you know so wasn't just hpk. Or w n you are or the uk. See doing any kind of house in or anything like that. It was now major radio which it was about to Mixing a said. I say was about to go mainstream for a lot of people because they didn't have those types of things on black radio anyway but not on black radio from your favorite song from back then from the beginning of just from the from the eighteen but house music or just music period off music. The hot mix five. Yes oh man you know. That's a hard question. Because i really don't know right now. The thing that sticks out in my head about the have mixed five on the radio was farley's tarzan yell. That is what sticks in my like. All of the music is just like they are but that tarzan yell was the one thing that just stuck in my head. That was the that was the moment you knew. Then it was time But i don't know i don't know i can too me to remember. Yeah can't call anything's of course you know your dirty thirty like love injection and Let no man. Put us under dr love and all of those types of things but even some of the other South rhapsody Suzie q. Her song. I can't call the name of the song just off the top of my head. Right now There before the grace of god martin circus so all the ones that everybody else would know. Those were some of the classics for me. Because that's that's what we heard. And then of course. Michael jackson all of michael jackson songs you know and they weren't really playing how the work plan house music so i couldn't. I really couldn't honestly say. Because when i was a sophomore there wasn't a lot in i loudly. Now that's so. So i wanna give first lady a little bit more of an introduction and say the reason that she is known as first lady was because she really was the first lady on commercial radio to start playing the music that we understand as house music. It was it was pre house. I don't know what we were calling it back then. But i think it's important to hear your voice when we're talking about something that went from an underground scene. Both you made a really important point. That i don't think we've talked about is that it was an underground club scene right on late. Seventies nineteen eighty or eighty one. This underground club scene but it was also an underground radio scene. You made a good point was that you know w. r. k. k. c. other college of stations were playing house music and were doing mixes and first the first endeavor i would say for commercial lies house. Music was for wd. I and that was the predecessor to Be a maxon later on. Gci could you talk about sort of the transition from that from that. That radio station that was sort of still underground even commercial to be a max. That was much more. Broadly accepted by by folks. You know what honestly that would be more of a question for hugo. Because i believe he played on that station but for me. I wasn't even into radio at that point before a the bmx part. I was listening to your k- k sees. I wasn't listening to the station at that point because i hadn't gotten bitten by radio book so got it. So what was the hot. Mix five Influence you to get into commercial radio. No actually know what happened with. That was when i got a chance to mix on. Gci that's when i met Lee michaels who is the reason that the hot mix five even existed and definitely that they got on the radio because he's the one who put together and put them on the air It was originally supposed to be six but you know things happen and so it ended up only being five. But as i would go up there i liked what i saw going on. That didn't have anything to do with mixes and I was at columbia college. At the time and binding was my acting teacher and she was telling me that. I should consider going into radio because she thought that i had a personality for radio and so i gave it a little more thought and then actually started antarctic and so once i started interning. That's what made me want to get into radio. But how i started mixing on. Gci was just a challenge to farley was hey how come near no females on radio and he said make me take. I did that was on a tuesday. I believe it on thursday. I was on the air so the conversation between heat. He and lee michaels was pretty simple. Hey let's put a female on because nobody else is doing it. Lee said you have one. He said yes and it was as simple as that. Of course now is a little more goes into it but that was basically the way that that happened. And then of course the next day. Louis jordan jumper peres that put xavier on. Bmx that friday and xavier exhibit gold. Yeah gotcha down. Well so so lee michaels. Who definitely is is a part of this program You know such an influential guy really important part of the story absolute piece that he's kind of the through line between the hot mix five and you which you say. I actually met lead through farley but leeann is relationship grew he known to me. I call him papa. Lee and Actually i was i. Then he left and went to a. It was komal in california as san francisco. I think it was. And then he and i met up again in new york. I was working at kiss in new york. Actually i was working at hot ninety seven in new york. I went there to work. A kiss with isaac hayes. Then they moved me over the hot ninety seven then lee. Michaels came to w. b. ls with is wls. One seven point five. That's their heritage stationed light juicy. I would be for us and lee reached out to me and said would you wanna come over here in work for me and i said sure. Of course one work. Papa believe and so that's when i ended up Going over to be a lesson working with him again but our relationship has has continued even now. And it's because of the initial challenge that i made to farley while we were standing in the lobby area. I guess you could call it a dj international records while you mentioned farley. A couple of times farley was a central component. The only black person who was part of the hot mix. That was you know what. I don't know and i i never questioned it because i kind of looked at it as they wanted to had a multi-cultural kind of situation I don't know if it was farley. Had the bigger name in the streets or he was the one that They already knew. I'm not sure how they came to get the people that they got in the. I'm not. I don't even think lee has ever told me that story. Kenny was the one who got farley. Okay i got. I just got that from hugo. Kenny was the one who got farley. 'cause farley used to carry kinney's records now see i'm getting. I'm learning to yet. You got stories so for those who are listening. First lady has a little House music whisper and hugo hutchison done her husband and also a pretty well known. Dj in these parts of chicago But yeah so. Lee was really. I don't even think we realized how he was changing the landscape of radio with the hot mix five. I really don't think he realized what doors were going to open up for so many people just as you and i didn't realize starting to dj was laying the groundwork for so many other women. We never thought about that. We just did what we were doing. And i think it was the same way for the hot mix five. I don't think any of them really realized what they were what they were setting the foundation for and how it was affecting not just people in chicago. I don't care who you were at twelve o'clock monday to friday and you were at your radio listening for that for that mix and then at nighttime they would do A mix and then on the weekends so we would constantly be listening to these five guys. And then of course when lee michaels moved over to w why he couldn't take the whole hot mix five with him. Because i don't think everybody wanted to go or whatever that scenario was before. Lee said i'm going with you. And so then they created the master. Mix six so. That's where i came in was with the mass mix six on. Gci the hot mix five stated bmx decision. I'm saying yep. Yep we talked about that with With lee michaels brooklyn question is do you think the style would a boom the way i did off because it was such a big radio station. I think that what happened was the masses of people. Got to hear it it. Yeah it had such a you know that frequency. Both of those frequencies had such mass. You know that you can hear them all over the place whereas you couldn't you could only here in. You are to a certain extent. Then you could hear casey to a certain extent. Hpk was a certain extent. And then you couldn't hear you couldn't hear them anymore but you could hear one or two point seven you could hear one seven point five and that made a big difference because your he and she lived in will met got to hear your that lived in a hobart or live dan. You know naperville these folks that ordinarily would have never been exposed to the style of of music or way of playing music because most times you go someplace in the dj would play one song it would end and then they play the next song they would end so the concept of keeping the party going with no stopping the music is just going in and you can stay on beat while you dancing or wow what is this. I think that was one of the things The biggest part though ranil honestly came from when House music actually scr was created. I think then Not just the hand expi- but just the music as a whole corporate america started hearing it and started realizing that they could put it in movies or put it in commercials in sony so forth so then after a while the the appeal change. They can call house music anymore. You know it had to be called dance music now. That's a whole 'nother show. I think another hard mitt we got. We gotta get into that. So first lady The happiness five farley. Kenny scott all of them did pretty well in chicago. But i don't see same psych. They didn't enjoy the kind of fame that some of the folks who weren't a part of the hot mix five enjoyed at the beginning of what we call the house music cannon so we think of their names don't typically come up as much as you would hear chippy vince lawrence. Well you know others would have lots on that. I think that well with chippy. And vince lawrence And people like that. They were actually making music. The hot mix five wasn't well ralphie was. They weren't really. They were but not like these guys were and they were already accepted in the underground And their music was already going overseas farley was. I don't know that kenny or any of the rest of them. Maybe ralphie did. But i don't know that any of west of a besides farley right with overseas period That's what i say besides ralphie And i don't know why that is. I don't know if it's it's kind of like the fantastic four vs super jane. That timespan we weren't we didn't have the luxury of marketing and branding and sponsorships and In agents we didn't have all of that we were just you know we were just doing what we love to do. Their word You know like if you were given a party at the at the at the herald was not Radio advertisement you know what the but they were. But i think the difference between a super jane is is another of female. Dj group. That sort of was you know in the nineties. We're able to sort of tour and do all kinds of cool things and i agree with you. That decade made a huge difference. About what technology could do for you. But you know i won't. I won't harp on this. But it. But i am often curious about like why some of those deejays especially ones who were in a group like the hot mix five. He didn't launch their careers in a much. More big way they were so huge in chicago and it so much to commercialize it and then it seemed to fall off by by the end of the eighties. You know no more commercial house music. What happened you know i. I don't know what happened From their standpoint. I would what it would appear is that you know. Everybody doesn't have the same agenda. Everybody doesn't have the same goals so some people this is what they did And and it was what they felt they were born to do and they stuck with it. i they all had the same three hundred sixty five days a year twenty four hours a day. They just chose to do different things with them and and that's it wonder what happened. What happened to the radio. I mean y. I mean why as a radio personality. I think your insights are really important. Here why i did house music fall off commercially in chicago. Well what happened. Was you also started to get a the situations. Where corporate stations. Like your your iheart. Now they were buying up stations and and their programming Theories or philosophies were different house music was not at a level for them. Corporately where it was important. So i guess it kinda got phased out of had an opportunity to be regular rotation if you will It became unimportant or became a part of just a show one day a week. Different people that are running the particular radio stations have different visions on what the programming should be like And who the audience is for a lot of times these programs that come in from chicago but their programming to chicago so they don't know what drives us and the assumption is that the same thing drives us all the music. Yes drives us all but the type of music gogo music doesn't drive chicago. It just doesn't is not the gogo. Music is bad is that it doesn't drive us to the east. Coast and dc area with the gogo is right right so for for us After a while you started to get the rap music that came in. And i called it rap music because that's what it was. Hip hop is what the culture is called. But that's a whole 'nother show but that's where the dollars were being spent they were hustling and to a certain degree and this is my personal opinion no reflection on anybody else in the world but me i feel that chicago lost hustle had the hustle continued in the streets the way the hustle rap music was they were selling tapes out of their callers and everything else putting on their own shows and supporting their own movement whereas in chicago after a while negroes got lazy class not sweet i have i have a theory i wanna tested with you so when we think about house music the house music movement in chicago versus a hip hop movement in new york or even in chicago because we do so to switch to format. You know you're hearing hip hop hip hop pop right and house. Music fell off the commercial landscape. After that makes five fell off the kirschner commercial landscape and they were doing their own things and they were very productive and all that but but it certainly was not at its height reached that eke as it did in the mid eighty s. I'm wondering if that had to do with something of where the music came from. This is my theory house. Music was was certainly not of the street as a way rap. Music was there's a hustle that's associated with the street. I know what you're going to out associated with kids who go to kenwood posh south side neighborhoods their parents by the equipment and who you know. It's a very different movement. what what do you think. I'm talking about class distinctions. And that's all that. I think that because yes i agree with what you're saying. I think that after a while the thought that house music came was born out of the gay community. You had some people. This is thought this is this might theory. You had some people that wanted to shun away from it. Just some not all but i think there were. There were some I think in the form of of rap they had their own thing going on and because it was street and because they appear to hustle and because it was violent not all of it but some of it The lifestyle in new york is different from that of the lifestyle in chicago and having lived there and having lived in chicago. I can definitely say that. I just think it was a difference in agendas but to your point had chicago. You know. we're known as the the gangsta capital of the world so to speak you know ooh chicago scared but then reality. We didn't fight for what we for what we gave birth to somewhere around there. We didn't find myself included. So when because i was in radio so when the opportunity came to be on a station that was a twenty four hour rack station. I didn't say well. No 'cause you guys are not playing house music absolutely not. I said absolutely. I will have the opportunity to be on the very first twenty four hour rap stations city in chicago. Yes siamese a never said hey can we throw some house music in here. No because it was a rat station but at the same time john. H johnson may w. j. p. c. the investment at nine fifty. Am they made the investment in wrath. They made the investment at. They saw the investment. That doc brown made in myself and pink house to do rap shows in as brokered programming and then trials mucci Talked to janis. Johnson said we could make money off of this. Nobody did that with house music. Nobody a approach someone and showed them that they can have a whole station. That just played house music. Not at that time. And i don't think we were ready mentally to approach it from that way and if we weren't why didn't we do it and i sing we because i'm not gonna exclude myself. Because why did i bring it up. So maybe i love house using so winning you seeing born in the future. And what is your role in that as the program director at ninety five point one. Fm chicago. The one thing that i am wholeheartedly into is keeping our music alive so we have our friday night house party. We have the saturday night. Get down which actually plays the rb and disco. That came before house music during the week. We have a mix at lunchtime. We have a mixed at drive time which plays yes step was music. Because i'm i'm not going to allow the steps music to get left behind either because a lot of steps our house hands so there is room for all of these music genres to be in one location. We can respect them all and love them all but we just have to be willing to do it and to a strategically and i think we do every once in a while. You'll hear hey you'll hear. Let no man put us under your hit. You'll hear theresa griffin wonderful. You hear us to know how to love me right or used to hold me so you move your body pockets. Come go with me. You will hear those songs in regular rotation because that's who we are and as long as i'm program director and the owner tracy bell who's a black woman the only black woman and fm stations. Long as she allows me to do my glock. That's what i'm gonna do good props to new and tracy black girl magic spoon it we gotta do it. Stone pick took my name's mike assault kind and i am the author of. Do you remember house on oxford university. Press and the book came out in january of twenty nineteen so about to turn two years old which is crazy. It took about eight years to write the whole thing. Yeah my day job. I work as an arts administrator in. Providence rhode island. But you know i have this side hustle as a scholar and a side hustle as a dj. And you know love this music so much. And i'm really just thrilled to continue thinking about it and talking about it with people who also love it awesome. Well thank you michael. I can't express how much that book means to me. It is an a piece of work like not other and for those who are listening. I highly recommend that you buy it will start with that. It's called do you remember how chicago's queer of color underground by mica isao kind and i want to Emphasize that sometimes when we say were the queer under queer color queer call undergrounds at people may sort of think that it has a very particular slant and i want to just be really clear that that is certainly where the genesis of this idea comes from and the book is that and so much more so i want. I want folks to know that if you want a comprehensive as comprehensive as i can find reckoning a what was happening and the chicago and in other places as relates to house music. This is the book so please purchase it. And i'm sure that dr sowell kind would appreciate that as and i think you'll be richer doing it. Thank you. I appreciate that. Yeah and and you know. It was important for me to emphasize the queer people of color. Who were at the forefront of the house music movement you couldn't it wouldn't be here without their labor and their musical and social contributions but house music is so inclusive of so many different kinds of people. And you know what i found in chicago is that There's no one who doesn't touch house music culture so i i hope that there's stuff that's of value a note to anybody no matter where you find yourself in the culture absolutely so let's get started. What did you learn about the hot mix five. When you were doing research for your book well the hammocks five one of the really cool. Things that i learned about them with was that they were really key to the popularization of house in the suburbs. Right so that with without having house on the radio in particular kind of way right because there were disco hot mixes on. Wd a i before the hot mix five really took off before they were you know before they're the they were brought together by wbz mex but it was This genius stroke of the folks Who were producing their show to bring together farley. From the from one side of the city farley was sort of like a south side and he was at the first impression. Seen the candy. Like that whole jew underground juice bar scene and then you had Mickey oliver who was kind of north side guy and then you had kenny jammed. jason You know that you had this five. These five people who represented different parts of the city in different parts of the culture. And so it really brought everything together all the different soundscape robbie rosario bringing in the tino listeners. Who you know on the northwest side of the city We're also partying dance music. And you know we're connected to house music culture in their own ways. So it's this amalgamation was really this key. Piece of the hot mix you know brew that makes sense. Yeah that makes a lot of sense when you talk to other folks about the hot mix five. What were some of those impressions about their contribution to house music. Obviously commercialization is a big deal especially for something that is it was largely underground No matter what part of the city you're in it was still very esoteric So so that they were able to broaden their influence across the city at obviously in the suburbs Where you didn't have access to kc some of the local College stations that might have had a hot a hot mix hours What what were your impressions when you talk to other folks about the hot mix five. I think one of the really cool things about the hot mix. Five is that They were translating. What was happening in clubs musically for a radio format right in that idea of taking you know a set that would maybe be at least three hours and compressing it down to thirty minutes meant that you just had a different style of mixing that emerge and then that fed into the teen social culture so you know so the hammocks five would go out and play live promote their show and they play live in the same way that they were playing on the radio and that changed the way that deejays were playing out. So i think that there was. There's that key musical contribution a really like taking the constraints of radio and feeding those back in the house. And i think that's key to house music becoming pop music in the late eighties and early nineties. Like you don't have This kind of explosion of house music remix is for major label popstars without artists. Like the hot mix five really making that that musical translation from underground playing styles to radio if that makes sense us and it's one of the things that we talked about a lot as to why there might have been a bit of a divide in people who were sort of culture I would say purist for lack of a better term people who came from some of those early house music underground clubs that were used to listening to twelve minute. Mixes i mean twelve minute versions of a song that that that were part of a whole night of mixes and many of home. you know. we're not big fans of the hot mic style. Because it was very different than what they were hearing in the in the in the clubs. But i appreciate your point about that You know helping to bridge the gap between what we understood in underground to what became pop music and much more commercialized music and how. Dj's than emulated that. I wonder what what you understood. Or what you heard about In in terms of those teen groups you know so the the variance between that early teen group and the groups that were influenced by the hot mix five can can you talk about the difference there. Will i think with any subculture. There's always especially something like that's based in youth culture. Right there's this he's fine gradations of how early you were in on it and what your experience was so you you know. People i interviewed for my project about. They may have come. Come of age with older siblings. Who were part of the underground juice bar scene kind of before the mid eighties when the hot mix five took off but they were introduced through the radio so they had this sort of like Before they were going out to parochial school dances or saw cops at their high school or the roller disco parties. They were listening on the radio and sort of learning how to be in the culture through music but there they always have this little sibling relationship to it. And so you know win win. They're listening to that. Radio show their older siblings are like well. That's not the real you know. They're they're distinguishing themselves. And that's like an important part of how people you know. Create these generational distinctions right around like what kind of cultural artifacts you have access to. Yeah i think that's a really great point and some of what we've also talked about is. What was the next generation. So i don't want. I don't want to get off the hot mix five. I want to get back to that. But i did. But you're reminding me that sort of there's evolution you know in culture culture evolves so we've all house music culture evolved and what was what. How would you translate that. What does that mean like. What was the house. Music culture evolution based on. And i think you do a great job of it in your book because you you sort of track that at what what was the. What was the evolution like. Eat if you had to put the hot mix five in the middle west sandwich. What was on either side of it. Wow that's a great way of putting the question. I think that. I think you know you have you have the The underground disco culture. Which has as you were speaking to it. You know with these oftentimes super extended that maybe people were doing on. Reel to reel or they were really just playing to records and cycling between to just keep a keep a motif going and really like riding rhythms on a single track forever and ever and then you have this. Hot mix five era where there's like Italo disco and kind of Other kind of underground sounds being mixed in with things that were popular you have europeans now taking things that are coming of chicago and being influenced them in influenced by them and those are coming back into american markets. So you have like you know. Pump up the volume you know. These kinds of crossover tracks that are influenced by chicago house but are now coming back through import and i think after that you know the top of the sandwich. The top of the The button on top so to speak is maybe tracks by artists. Like crystal waters or cece. Peniston these kind of pop crossover artists who are american rb and pop singers who are producing music and using the tracks like you used to hold me that are underground chicago trax but are crossing over but then you have those other tracks that are like on mtv jams in the early ninety s. Those those house tracks are did. They're the they're the children of office five. Who are the children of you know frankie knuckles playing walk the night for twenty minutes prog-uh from him. We powell resist police eight. That's amazing. I absolutely love the way that that you frame that because it continues to evolve and and i think one of the challenges that chicago have is. We don't necessarily recognize that evolution. We kinda see like house music early to mid eighties and then we see You know. Calvin harris go. How do we not get there like how what happened. Like why are we doing. Calvin harris like what what. What are we missing. We're talking about like evolution. That's several generations downright and there's movement to right you have people from chicago aren't just staying in chicago. They're growing up and moving out and coming back. And there's this whole circulation. I think of the folks of the generation who really I guess i'll speak to specifically the generation of of artists. That kind of came after the early queer progenitor like crazy cannon and michael okwu and craig loftus the people who followed them and really created the juice bar scene. Their audiences went to college. They went to the military. Or you know didn't necessarily or. Maybe they stayed in chicago but they had families so they weren't necessarily partying in the same way and hip hop became huge. So you have these other influences coming into black culture and pop culture. And i think also you know aids crisis in kind of like ways that house music got beat down because of its association with gay people and gay culture in america. I don't think that happened in the same ways in the uk and europe. So i think you know when we do see the calvin harris's and the people you know like disclosure selling back to us what we created or what black folks in chicago created there. Is this sense of like well. Wait a minute. But i think at the same time we kept creating like there's always you could play continuous kind of sounds from nineteen seventy seven all the way up to today and and kind of chart these incredible moments like. Oh man. there's there's this track that really became the foundation of what people call uk garage music and it was like a chicago producer but it was like a kind of two step. Beat that someone just did on a remix. And i'm forgetting the name of the track right now but it's one of those ones like That that sort of like a one hit wonder kind of thing in my mind least And that that spawned a whole cultural movement for black folks in the uk in europe. That has very little relationship to like our dance music culture here so all those circulations. I think I think we have to be mindful and like embrace the moments that weren't necessarily those top forty one hundred percent pure love moments or janet doing together again but like those other little smaller moments that were also influential and influenced by this culture and own them and really claim them and say like your win. trying to think of a good example when when these things were germinating in the in the late nineties when win you know I'm thinking about in artists like maxwell had remixes in the late nineties that were club tracks. Why don't we kind of own that in the same way like we want to own the stuff later like let's embrace all of it. It's all good or there's good stuff in all of it. Yeah we do. Tend to skip over the ninety s. I don't know but for for some reason. I think it was sort of like. I don't know how to describe it. But i was a dj in the nineties. I had lots of residencies. And i can look at like crates and crates records that we just don't play anymore. You know from that era Your there few like crystal waters and you know a few others demure quiet you. You'll hear some of that here eastman. Jack's yeah oh yeah. We can't forget and stuff coming out of new york masters at work a lot of their great stuff. I think it's partly because the you know you still have amazing. Like percolator is ninety. S right like you still have amazing work coming out of you have all the stuff that marked verena and derrick carter and kashmir and gemini like all these amazing. Dj's who came after y'all but it was like part of a more established club. Culture and dj culture was much more established in there was so much going on with the rave culture at that time out right back again. Great compensation michael really knows his stuff back with us on our next episode. So let's get into the washington this episode right now. You love house music. You want chicago house music whether you live in chicago plans a visit or just wanna keep up on. What's going on in the see personally after to house music events in the chicago land area. Find the house music every day of the week. Top by someone sprays deejays various locations. Find out about upcoming events in receive push messages for these events from this dolton app. Download the app. Today it's taboo. The house music love the next house party is happening around the city or find out about the latest house music podcasts. You can find the chicago house music apps wherever you download apps for your phone joins. The debt know that really appreciative. The awesome we give visitors from all over the world. People listen to impact of makes them. What about the havoc because the impact on against chicago all opening all of my guests this episode parco hall being a part of what we do. And i'm looking forward to much love to my team with iraq. Entertainment took my turn into a reality. I wanna give shout out to the cfo. Seattle and seal of the bird's nests. My wife got the cold that bird. Thank you so much. I appreciate of always being a South now this to mix for mickie mix from nineteen eighty-four station be became. He's in charge interest food Your a honey point seven. Fm we are the originator of the hot mix. Everybody's copying was still number one because of you and we're proud of that tradition. Thanks am from not took a leaving point Thas pro max. The news cap thanks. Well we've got best sean. You are the man with the key competencies. Just don't care got sick Took fulfill out for only took lean crap point seven less talk. The so airport took mankind only took off from home was maybe maybe maybe maybe maybe maybe maybe maybe maybe maybe look did i did. Mark committee league think through jabs on. Am fourteen ninety two point seven fm bmx. Can't took into. I'm i don't care and then you gotta stand everybody. Everybody that land. Everybody took the old. We're jack up. The house leaders took part. Now you live with it will meet. You even have to pay your friends and we'll be happy to. We can go to acapulco with our friends in hell time. Pope talk put food food and last week on talk. Take down down down. Written pro been written down pro dow bull. We saw it on. Am fourteen nine hundred and one or two point. Seven fm bmx okay. We won't be relax.

farley chicago Lee michaels vince lawrence ralphie Lee Gci new york martin circus college of stations komal lee michael jackson hugo hutchison Hpk ranil Kenny scott Michael holmes Kenny Louis jordan
Long-Term Care Investigations: Critical Steps To Mitigate Risk

The Harris Beach Podcast

21:41 min | 1 year ago

Long-Term Care Investigations: Critical Steps To Mitigate Risk

"You're listening to the Harris Beach podcast show that explores evolving issues in the law and how they shape organizations. The way business is conducted in how we live and work. The information provided in this episode does not and is not intended to constitute legal advice instead all information, content and materials, or for general informational purposes. Only thanks for listening here's Today's host. Hello and welcome to the head of speech podcast. My Name's Brad Carta Valley. I'll be your host for today's episode. Nursing Home New York across the country have become zones in the spread of covid nineteen. This has led to abroad call for investigations at multiple levels to find out what happened and why? The State Department of Health and Attorney General Latisha. James are looking into nursing. Hold compliance during the outbreak at the same time. State and federal officials are also calling for investigations of their own with a persistent question. Why did this happen? And what was the role of state policy in this tragedy? But grew of regulators and investigators, according to the governor's orders could put homes at risk of having their operating certificate suspended or revoked. This environment, cold operators bus take a proactive approach. Assuming that you're doing the best you can the best. The gators will see that isn't enough. Today on the podcast. We're joined by Terry Flynn. A former US attorney now here, speech partner with our government compliance destinations, group and you're. Also a member of that GCI team as well as our healthcare industry team ended attorney with several long-term Care Clients Jerry Miracle. Discuss preparing your organization against liability and compliance risk. Critical actions to take during the nation in post incident measures Eric Jerry. Thanks so much for joining us today. It's very difficult to say exactly. How this will all play out of course, but it's pretty clear that long term care facilities need to be ready before we talk about how they should respond during Investigative Phase I wanna just talk more generally. Eric what are some of the ways that long term care facilities in similar organizations can address liability and compliance risk on a daily basis. Everyone's a great question. And before before the the risks and the liability issues can be addressed I they have to be a dentist side. So when we reference long term care facilities, there's obviously a whole spectrum of facility type of licensure categories and depending on the specific type of facility, the risks and liabilities that that they're dealing with may vary, but at a very high level at a macro level each facility. Each provider type will want to. Together a specific plan to assess their individual needs the needs of their staff, the needs of their their louise resident in as part of that identification that they work their way through identifying the potential risks than issues. There's also a an assessment piece to that so if you pull together a plan, and that's a large part of what we do is working with individual facilities to identify potential risks and issues full together plan, and then engage in risk assessment as to how, but defied issues are going to be addressed. You know one of the primary challenges, and there's environment is dealing with identified issues that disabilities have limited time limited resources to address and also the situation where which I assumed it Terry may address later on where you have individual directives, objectives or requirement that maybe conflicting. When we say hunting you best address these I get a plan together I identify them rank them, and then engage council or consultants advisors to work through a risk assessment as to which issues will be addressed and how? Other some of those issues that. Would be considered higher priorities. You mentioned. Limited time little limited resources. If. They're a couple of areas to be strengthened. Where would you start? Another good question, but this one has an easy and short answer, right? They first and foremost the priority of these facilities or the patient or the resident. The individuals that that they care four. ENTRUSTED THEIR CARE and safety to facility. So when we discussed plans and get potential risks, liability compliance, they should investigations, the driving force in in those analyses is patient care, resident care, and ensuring that the safety and help of individuals is for you know first and foremost, but protected highest on the list, so eric after residents, patient care would be next on the list. For most of our facilities next in line is, it's the same answer, and that the protection of the safety and health of their staff and employees and the vendors they use in connection with providing patients and residents with care whether they're doctors or nurses or age. ensuring appropriate TV assuring appropriate breaks protections, precautions all of that ranks very high on the list, and in we assist clients would bring these plan together of first and foremost as we said residents care then we're. We're looking at the employees, and and again human safety safety of individual in after that you really looking at whether it be reimbursement, requirements, licensure requirements, but all that is secondary to ensuring health and safety of the individuals that are actually on site in the ability. So, we should probably be clear. We're no way talking about avoiding responsibility, clearly, long term care. Facilities our duty to the public and the residence tap to comply with all state. Federal Regulations. That's sad. Generally speaking, how difficult is it for facilities to be or exceed those state and federal standards? Here and I have talked about this issue because it's a hot topic now you hear lots of folks asking about it, and and sometimes you hear that freezing, voiding responsibilities or avoiding or failure to satisfy certain responsibilities are obligations that. And that's not really a fair posturing or description of the question as we said earlier in some cases that. QUOTE UNQUOTE ALL IT extensively applicable requirements is is a an impossibility right because you'll have certain whether their state and federal requirements whether there for licensure reimbursement as we'd said, or whether they're patient or resident care guidelines not all of those requirements brought up against one another cleanly right some overlap and some conflict, and and that's really the purpose of point together. A plan is to identify the primary objectives, and then to sort through the applicable requirements and limitations, and to make a purposeful decision as to how individual facilities going to address those those issues. and that that documentation piece of it. Really can't be overlooked right as as you talk through responsibilities and avoiding responsibilities and saying well. No, that's not really it. It's more situations where in certain instances all responsibilities can't be satisfied. Bad twin documentation becomes critical rate any deviation from your standard practices, their protocol or any deviation from an applicable requirement. It'd be purposeful undocumented sometimes individuals were. Moving fast, they're going unquote doing the best they can as you said. Just prior to introducing. Everyone's doing the best they can and pulling on the laboring, or but on review that that may or may not be enough for May, or may not have been the most appropriate, so if there's a deviation from a particular requirement of some your question, some responsibility that's not being satisfied there should they should be purposeful. It should be knowing it should be with approval of either the the the administrator or the board and it should be specific purpose which generally. Generally. Going back to your second question, generally to ensure increase, patient, care, or safety safety of of employees that you you, you may have a various requirements that satisfying them in this particular environment. It's deemed to be so awful towards resident care or safety. In those situations, a facility may very well may make the knowing knowing and purposeful decision to to not satisfy particular requirement in furtherance of ensuring that the the safe gained care of of the individuals facility. Thanks for that Eric. Terry turning me in for a second so. Should situation turtle twin? Each Long Term Care Facility. I'm sure it's extremely concerning. What are some of the most important elements of any response and investigation, and again your worship, a long term care facility? What should I? You send bring up the beginning of the call. What we are faced with today is both state and federal authorities identifying that there should be some form of investigations conducted regarding that only how the nursing homes of the adult care facilities responded, but as well how the regulatory authorities responded, and did they provide proper guidance. So in this situation as Eric mentioned where issues are documentation safety of the. Clients of the patient safety of the employees paramount. It'd be very important that in this situation as well as any other situation when you're facility of this nature. You have already a documented plan. Is there a plan that identify? These state protocol that applies to your type of facility of Eric said depending on your type of facility. There's different regulations under the law, so let's say you were nursing, Home Persons and Adult Care Facility they would be different to some degree and therefore your clan. Should have documented the differences and most importantly. Regulatory requirements that facility must meet. Second. It must identify the risks that are parents in that type of facility and what you have done. At least in writing and protocol, and hopefully through safety training and through purchasing of supplies and preventative Chiro. Who Your employees and the patients. And third. What is your detailed response going to be in such a crisis? Have you planned it out? So to your question about what you could be doing as an investigation comes first upon what you would hope that you ever divisor and plan. The notes your compliance and knowledge of the state and federal regulations relative to your facility. You have practiced it in some form or fashion trained your personnel. In some form of passion as to how the plan should operate. And then you can then properly deleted by showing that you've documented compliance, so the invitation comes into play. You're to need a Marshall together that plan. which has all those elements I talked about and Marshall together is Eric described the documentation that you hopefully have created that will demonstrate to the investigators and to me the prosecutors Andrew than media and federal or state people. And most importantly, the stakeholders, which is the family of these patients or the family of these employees? That you responded properly. And that documentation was showing. You find an investigations, and you'll find this even a quarter of law. When the witnesses testifying they contemporaneous statements, contemporaneous recordings have stronger credibility because they are a reflection of what occurred at the moment and something written days weeks later. When everyone has time, they kinda clean it up and make it look better and put a ball on it. So, if you're recording contemporary Asli Day what is happening and what you're doing or what you're trying to do, and what maybe the government is telling you in response when you seek advice, or if they're not responding to you as you document that that'll be very strong evidence, both to the government and your defense, so the media and the families that you did something so documentation is paramount, and as you've seen recently Brian. Federal and state both federal. Congresswoman and Chris men have spoken within the state of New York. State Attorney General has announced that she's going to do investigations, but governor has announced that the Department of Health do investigations, and there's various comments being made back and forth here as to what the facilities did. As well as to what the government did or did not too, so if you document what you're doing. And you maintain those records properly, and you think in parallel to the plan Eric identified. You will be in a much stronger position as being best negation starts. They were able to immediately demonstrate to the regulators how you responded how you document your care and your reaction to the risk and hand. Thanks for that terrorist. Follow up question. Really Facility is going to require council. On investigation. Is Responding to an investigation. Something, that a long-term care organizations general counsel would typically handle, or does it require sort of augmenting with a special set of legal skills for outside the organization. You will find your talk to regulators both state and federal level and various facilities like this and other companies that have been through similar proceedings that they have found out under the current law. That you will need outside counsel because you will need the benefit of the attorney client privilege. The ability of in house attorney in any company to assert the privilege of attorney client, and then to protect what is disseminated, has been seriously eroded by the courts in the past few years. And, so in house counsel is limited in their ability to prevent anyone from seeing everything. Yet when you retain an attorney like doing any situation of any matter every day. The attorney is able to assessment and to give legal advice. Privilege manner so that you can make. Full knowledgeable decisions without being worried. Everything you do is being subject to review so when you retain the outside counsel here. She can obviously provide you buy. Assess the planes. Assessor. And give you the guidance to deal with it immediately and professionally. And if you don't have the outside counsel, and obviously someone listening may say well. Isn't that interesting? It's an attorney thing, but it's reality everyone and if you don't have out in attorney to. Work with you on the investigation. You don't have the ability. Later assert their privilege when it's needed to protect you and to protect your operations. I want to close with with one last question for her both of you. In the aftermath of the pandemic or having investigations? How can facilities use the events of the past few months to improve? What are the questions they should be asking. How can it collapse? Best Practices So that moving forward. Planned and structure are in place. Well I'll tell you what I. What I've learned by time, both as a formulas attorney and now as A. Private attorney representing individuals and entities. There's one very well known company that I've worked with among many. That always has a meeting after there's an incident and regularly it was I open experience day in and day out. We would be in meetings and they would constantly say at the end of the day or the end of a moment. How could we have done it better? How could we have done it better? They constantly us. The situation had acknowledging that even though they may be good at what they do. No one's perfect and that's important that the governor will be reminded of, but if you're able to demonstrate, and you go ahead on a positive way in regularly looking at how you could have done a better and taking notes and assessing it, you will be better for the experience going forward, and I have recently met with quite a few general counsels in. In the upstate New York area and in a meeting I listened to these upstate council give their different experience, and they covered everything from real estate to entertainment to healthcare education to commercial real estate, and they had different experiences, obviously in this situation you learn from these general counsel that the more that they took a moment to evaluate, and to take note of what they did right and maybe didn't do as as well as they could have done. There the better for it, and you can see in the room as I talked, and they were more confident going forward that they had done that so constantly assessment. Councilor Reevaluation what you've done as you move forward through this crisis. Or as you move forward after this crisis will make you the better. Agility better manager. The better operator is you more Ford and more importantly. Will, help you demonstrate the government. You're a healthy proactive. Individual entity, and you'll know is I'm sure many of you read a lot and in today's world, both federal and state regulatory. The government will constantly asked whether you do have a plan that is viable alive that you're complying plan is active, and as a result you're able to demonstrate that you're constantly changing and modifying it a hand you do that, not all you'll be the. The better for personally, you'll be the better for defense. Wise when you have to demonstrate down the line, government or anyone else that you were you did the best you could to prepare for the crisis. The hand and you continue to modified as you before so that's my personal experience with the clients and the people I work with and as well as the government themselves. I, I agree with Terry. One hundred percent beyond going reassessment, both good, and the bad is is critical, and and as you go through this pandemic crazes than Ed providers are constantly faced with new challenges. their their compliance plan, and their processes are being tested, and how they respond to those tests than those challenges, opaline is with ongoing refinement. Right what worked and what didn't and preceding, and and at the end of it could be in a position of having a more refined. Refined plan more refined process, and hopefully being in a more buttoned up position going forward, I can add to what Eric said. The reason why we're on the PODCAST, share with people thought as they deal with the crisis a hand so simply these adult care and nursing home facilities. The government comes knocking on your door and from what they're telling us. They're going to when they come knocking on your door. You have to be able to respond quickly and professionally and first impressions purchase important. And you have to do that by as we noted proper documentation professional, a compliance plan that identifies the risks and obviously preparing yourself to show to them that you've worked with your consultants in your lawyers to properly plan going forward with crises. Everyone is imperfect, but obviously you're doing the best you can. In the circumstances in the advice you've been given. And if you do that, you will put yourself in a stronger position when you have to sometimes confront. Encounter the representations or the questions being thrown at you the government and you do that by working with the attorney and learning how to document and plan accordingly and if you do that, you're going to give your attorney yourself a strong upper hand when you have to counter. The allegations or the Spurs fans that are being made against your facility, and you'll be able to demonstrate that you operated a properly. You comply as necessary and you believe that your facility and you are not legally responsible or should be subject to any types of fines or suspensions or even. Revoking of your license for the work that you provided or the services you gave. Derek Carey thing so much for joining that during cycle hopefully very helpful discussion for more information including how to reach Eric and Terry and for link coordinate your healthcare blog. We'll continue to explore these long term care issues. visit www dot hair speech dot com. Thanks for listening to the Harris beat podcast. Be Sure. Isn't Harris Beach? Dot Com to join the conversation and access show notes. Please rate, subscribe and leave a review. Wherever listened to your podcast?

attorney Eric Jerry government Terry Flynn New York Harris Beach State Department of Health Adult Care Facility general counsel Brad Carta Valley US attorney gators James General Latisha Ford GCI administrator Harris Department of Health Spurs
Trendsetter!

Best of The Steve Harvey Morning Show

05:52 min | 4 months ago

Trendsetter!

"It's father's day at kohl's even though kohl's believes dads deserve more than just one day. They deserve to be recognized every day. That's why they have tons of awesome gifts. Dads are gonna love year round from outdoor entertaining to team apparel in assessories to watch baseball. Hats and fur doors to active wear from top brands like nike adidas under armour. You'll find all his favorite things at kohl's so shop now at kohls dot com. It's the perfect way to thank all the dads in your life. Your near shows right. Well then listen up. If you've xfinity internet entertainment starts at free with flex so you can get really into shows. Find your favorites faster with just your voice. The office from peacock to hbo. Max end disney plus the whole squads here the falcon and the winter soldier. And he's louisville. That's way better way to watch. Restrictions apply subscriptions acquired axa streaming services including disney plus requires postpaid xfinity excluding essentials one device included additional devices. Five dollars a month. Get it up. Get it on your mind. It's time the steve. Harvey morning show electrifying mr fine incredible death defying and always relying. What own talent. What cold information. What owed stimulation. Why 'cause we good at it as non better in the morning. Then the steve harvey morning show. I'm not asking you this making the statement. If you didn't think was so you would already have turn your radio but you know what the deal is. So welcome to the ride. The graders ride in of radio. Bod known nokia who they name is what time they come on what they call they show it ain't to ride doggone it notice this is reality radio. I coined the phrase. They stole that just like they stole. Show you though ladies and gentlemen one of the original kings of staple own your tv six a man who loves his dedicated to the uplift and edification of all souls who wants to be up lifted an edifying Won't this here. it is anyway ladies and gentlemen. Whoa no steve. Harvey morning show has ward. Desa oh i turn my radio for that you. You're having their radio shows. Steve harvey good morning early. He'll i've telling them no when i went. Gci chicago city of for doug banks and the mesterolone got the morning show. That was it man here. They came every comedian. They taught they thought they could just plug a comedian tournament to radio. They didn't know what but one that's all it is now is three now. They all cute rickey smiley deal more. You ain't nobody anybody more me. Ricky rickard friend never say a negative word about him. That's my ladies and gentlemen calling for real high game on radio win. Mony told him that day on june. Know what i testified. Everything you've done. I seen told which this food nephew term nupen house is a cafe in the house and sigma here but with the sigma to signal here when he ain't here that knocks wade out. 'cause they were five five one old man. Shirley do not speak to you. All right. we're gonna kick the show off with a little league l. We're going to ask the chief. Love officer steve harvey right after this thirty two minutes after the hour. You're listening steve. Harvey morning show. Get really into your favorite shows movies all in one place with flex a four k streaming box you get free with xfinity internet. Find what you want with your voice on netflix. Hulu disney plus and more no more jumping in and out of apps and get peacock premium at no additional cost. It's a way better way to watch learn more. At xfinity dot com slash flex restrictions apply requires postpaid xfinity internet excluding internet essentials one device included subscriptions required to access streaming services. The problem of racism is before us threatening very existence. How are we going to free humanity from this virus. i'm either mix candy. The host of be antiracist a new action podcast from i heart media in pushkin industries. You hear from folks in the world of politics academia and beyond listen to be antiracist on iheartradio app apple podcast or wherever you get your podcast.

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How WBMX and the Hot Mix 5 impacted Chicago and House Music as a whole - Part 2

The Byrd's Nest

1:35:19 hr | 9 months ago

How WBMX and the Hot Mix 5 impacted Chicago and House Music as a whole - Part 2

"Give me out there. This is the bird coming back to you with another episode. We believe you handle the kennedy. We appreciate you. Tell you about apple. Podcast thrive of our series on how fast chicago and how all over the world last week we looked at the history of mc five heard from a few people about what saturday night live. Ain't no jobs party show on wgn x. Meant to them in the past the conversation with different days about the last interviews on house music and the party when my pain decided we wanted to go deeper these topics i decided to bring a co host for some of these episodes this week. We're going to start the conversation with amazing. Co host dj. Laurie branch house music. Pioneer and then to taus radio host on. Wfan you are. Laurie has been a guest on the bird's nest before i've been on her show and every time we speak i enjoy you and i'm impressed by her knowledge on things. Laurie what is your initial docile. Wvu medicine amish five. Thanks for now. My thoughts around a hot mix five or that was really a time for house music. It was the beginning of what we think of as sort of an allegation to a more commercialized presentation of this art form. That really had been underground and again We weren't calling it hot. We weren't calling it house. Music and nineteen eighty one when the hot mix five w. bmx started so one of the predecessors. I i think we will talk about disco da. I would another one. That's important was Her can't who had the show called punk outshone. He started doing that. Back in one thousand nine hundred eighty And so there was really a couple really key. Influencers that gave birth to you. Know w this vision at wbz amax But mr lee michaels really put the breath in it and Understood how to elevate out make it such that audiences across the city. Not just the underground club kids. You know who are listening to this. But that audience across the city would have access to it will be really be able to grow it As a as a camera For for people back in early eighties So they were important part of that story last week. We spoke with this how the happen expired impacted him data. Dj this week. We're going to speak to another. Dj that basically plays on different of town to get his perspective on how fast and at the end of david redden progreso deejay and producer. How music either. Dj for well over twenty five years produce a fifteen year. So what clogs have you played at red dog china club to go bomb shelter man bar cinnabar china club. Crowbar is pretty much every club. That was around the The the heyday of the nineties and he played outside of chicago played outside hawaii. Detroit new york orlando miami Looking forward to go to uk manchester. Well hopefully this notice pandemic stops and a dula traveling over there. Uk and ireland. So david tell us a little bit about the music that you've produced in the past. I've been doing from from everything for remixing to doing. We works two mile tracks producing right. Now is just you know just been grinding and put a lot of work in with tracks and remixes and stuff. Everything is looking good you just to house music or you do. Other styles The music i make this is definitely chicago house music crate. So let's take a listen to one that you just released called. Don't private talking everyone. Every chick repeatedly listen to. But i pretty much listen. Everybody saturday night. Live guy party dance. Mix the funny thing was on twelve o'clock six and you just you just fascinated. He was caught up into it at the time. That was that was the in bang with with music on radio. Mix if they were going on at that time was just. It was incredible. It was fascinating. It was like you ever heard anything like that. It makes you want to go to iraq. Started marinates daily was. This was that you had to have those jams. What record store where you going to employ lubes rose rackets coconut a street side. I mean it was back. Nanny was just so many record stores. People don't realize how important import etc to. The game was was store. Gramophone around fifty years but airports was that store. It was that store new. I mean everybody was in their araya. Frankie hatchet to atmos ride. I mean you get to see these people. Actually if you didn't know it was in that store promoters as well tony bitola to donald. Marshall jefferson lewis. You didn't know they was in stores. And they have their own particular picks to is like you win in their store on picking saw frankie pick. You saw louis pacing bands and you can go ahead with a cassette. I want this track is everybody did that. You harm it or you had it on cassette because you know what it was time to just say you grew up on a side with the west side doing anything different than the south. Doing back there eight. You know it was one of those things that you know this this presentation this whole thing. That only the south side was doing this net. That's not true that cleared at the west. I had a lot of stuff. It wasn't just the factor. You had debate you matter and a lot of people keep forgetting. Bmx was on the west side. Which is part so The cleared out because a lot of people have that misconception of where the radio station who was or what but a lot of from the westside lewis myself. You had terry cooper there and my brown. Brian rodr these from the west side. A lot of people are not aware of this round. Bryce tickly who intensity expat to us or music mix. I try to keep it. Chicago is as much as i can. With the style with the eight zero eight nine and put my own stamp on it but you try and yeah try out a long time ago. Dj battles and all that stuff but it was one of those things we go through the protocols to to to do you know this was after this was after. They had a julianne and bill. This was this was later on. I mean they was looking for some other. Epic of some cats agra. Crosby get guys. And and frankie hollywood rigas daddy and nass route nine remember. This was around when the tastes. Everybody was still on going down to taste now. I mean it was a lotta deejays that cart win. Because at that time markle's phone was the program director lee michaels. I believe marco spoon was was the program director so he was into to what was going on at that time and they was waiting but they want to keep it more of that traditional you know boom boom boom get in get out booboo getting get out style of a plan and you know which is cool vibe. Because that was their nick. That was their gimmick. You know going in dumb donors repeating this planet towel and i and i'll just wasn't ready for that that nineties era yet. You know what i mean. They wasn't ready for that underground shelter law grave sound at the time for bmx. Before we started talking you mentioned italo music. Talk about the importance of that genre in our community. Alabama is basically european european day of music. That was the sound in the beginning when the basically what the trial was clan earlier before a transition right into quote unquote tallow was all like hypnotic tango. Kappa coa. you know. I mean a all that type of stuff all that moscow disco all that tallow town so that music you know not. Nino's music may be captivating me to go. Does this cut a lot of people know these tools. Have you know this this. You heard certain things of how the record went. You've got like all come to find out the buys me like dog. You need to an old. You know you need to to do his. It was like walk the night. You had boston's leather me. So all those are italo record and then slowly. It went from that up temple dad her. Like the whistler let it whip and you're a you lay you close the door and then eventually it went from that transition dowsman. I hear you about italo music. I think that's one of many genres that contribute this invention that we call house music walked. You mentioned walk. The night that was the scat brothers. Who were from los angeles. So it was rock and punk and music from europe and i agree with you. That many of those alternative influences had a key role to play so much music. That came out that inspired. That's what may house needs to meet everybody's thinking that it was disco. Yeah disco walk the party but people keep forgetting that tallow music played a bit part. Mvm pardon him. love visit. Which is on i. Scotland airy find the hottest day by some dj's various current events. Push message and download the app today. I must have the next time for find out alternate hockey find gap wherever you download apps for your phone income. Get a chance to talk to your. Thank you how podcasts and impact chicago and house music all over the world. Who was a bit of your history. Well i started out in my hometown norfolk virginia. And the young age of fifteen years old Was just kind of a big fan of radio in. And and i really got more interested in it from a technical standpoint than the actual on the air or entertainment part of the and that was due to largely because i had a heavy influence from people around me and my my dad and another gentleman that i worked for had a television repair shop and i used to spend my weekends in there Fixing radios and televisions and organs and anything that was electrical or electronic. We repaired it so that was really my my real. Grass roots part of Gaining a love for for radio then. I was fascinated with with one local stations. There will several really but one in particular that piqued my interest. And then when. I got a chance to go down to that radio station and saw these guys sitting in front of this big massive console and this big microphone hanging down and it just blew me away s. I gotta do this this. This is what's up right so it can start started from that and that was the beginning of the in our i was. I was hooked and then from from there. I i got a chance to be on one of the local stations there as a top forty station and i was the only black person on that station. And then i stayed there for a number of years and nineteen seventy-three. I went to st louis to urban station. To one of the top stations in saint louis k. a. t. and then i went into the music business for a brief period of time. It was a regional promotion manager for mercury records out of atlanta. And that was interesting. But it's just It took me away from my my love. My love was being on the radio. And then i went back into radio up into new york and then the san francisco and then back to saint louis and then down to la about surround quite a bit. And i really love what i was doing. It was fascinating. I i got a chance to go to various cities. Radio stations that i dreamed about or heard about. And it's just you know my my life and radio is just been unbelievable and i ended up in chicago at K i station actually worked out was wgn. Then i went over the bmx. And then i went back to gci. And then i left. The market went to san francisco again and came back. Bmx so i was like a ping pong ball there for a while in the mid eighties. And just having a lot of fun just doing things that was beyond my wildest dreams during your tenure at wbz mx how the habits five introduced to useful. And what type of influence they have on you in radio. Well here's how it all happened. I was in a fierce battle with. Wg ci we're both basically playing to say music and same approach mainstream urban station playing all the hits and they were ahead of me at that point. They were beating me by at least two points and they were fierce competitor. As so i said you know what. I gotta do something. That's a little bit different. It's a gun to distinguish bmx from gci and began to go around to some of the clubs in the area. And and i got over just fascinated with these guys sitting up there on these twelve inch techniques turntables and mixing from one song to the other and the dance was packed. And i said oh my god this is like not that i had never seen that before but i said nobody was at that. Time was doing it on the radio now. That was a station. That was a disco station earlier in the Mid to know in the seventies That did disco radio more or less. But they're gone away. So i took the concept and turn it into a contest really and i began to search out and trying to find the best mixers into chicago land area and then i had people submitting tapes. And then i chose. Actually it was six. It was gonna be the hot mic. Six and that six person didn't show up and it became the hot mix five so i actually hand picked the original hot mix five put on wbz mex and the rest is history. That is remarkable. And i think it's probably the first time a lot of our listeners will hear that story so i really appreciate you sharing it off. So you mentioned the the radio the predecessor to that Live feel which was what was called disco. Da i i was in highschool that came out and that was what one of the reasons that i started to love what what was disco puck the predecessor to house music. Some those deejays. Who were doing that that for the first time as well so I think everyone was excited. To hear the hot mix five because we were all mourning the loss of disco. Da which happened. I think in one thousand nine hundred. Eighty and i think kenny. Jason was on that station. So i was about to mention that. You one of those Kenny jason was one of the mixers along with peter lewinsky and and a few others. That were a part of the disco. Da crew until. You got him from don't you. You gotta because he was great he just so happened to be one of the through lines between culture shells. So that's cool. You like san francisco but you came back to chicago because we're much better city right partly. Yes it in the spring and summer. Yeah yeah and a lot of money at me. So i was. I had to succumb to the to the money helps to. You've got farley keith. Kenny jam and jason scott smoke conceals julian jumpin perez. Who am i missing joel. Julian was not a part of the original. Wasn't personally original. Scott sales mickey oliver kimmage ammon. Jason ralphie rosario and farley keith. Or follow jack master funk and i remember those names yeah side of him on on occasion back in eighty eighty one eighty two So i love to hear your thoughts on on each of the members and you can go in whichever order sort of what was the unique. What was unique about them. That what you that attracted you to them and wanted to include them in that cohort well. Each one of them were different and a lot of regards but mainly they represented a different segment of the chicago. Land area Mickey oliver was out of the south east part of a chicago or indiana And then finally obviously represented the the inner city ralphie and kinney were kind of North side Ralphie was canada. He was really young but he had a little foothold. In the hispanic community and scott sales had the the white community in the north west in western suburbs and so i wanted to include the difference between bmx and g g. I had a heavy larger black based than we had at bmx. So i said well. I had two choices. I could go in and take away a lot of their black audience and bring them over the bmx but they had a really good foothold on that. They're the audience was really loyal to them. So i said well let me go a little more general market since we were only sixty percent black they were like eighty eighty five percent black in terms of the arbitron makeup so i chose to go a little more general marketing included a bigger audience and it worked consequently though we took away about fifteen percent of their black bass which added to our sixty percent we were at seventy five to eighty percent and then we had a significant number of hispanics and whites that came into the to the radio station. And that's what blew us up. It really took us to an all time high. And and then i was there for a year at a year and a half and then contract. Negotiations came about an. We couldn't come to an agreement in terms of the pay. So i went across the street the gci. They paid me more money than what was being offered to me. It'd be mex. And then i went over and made that station the more and then i went to back to san francisco. Bet they were sorry to lose you. Well yeah. They lost ten million dollars in the value of the station by doing so. They're listening to this. I'm sure there Having lots of regrets would you know that the said i mix up format was a hit. Well i did know that it was gonna be as big as it turned out to be I knew it was going to be sensational and would add something to bmx but not until we did. Our first live performance out in in a venue that i know that confirmed that you know what what we had put together was was a huge success and that was at a davinci manner. We got that i was on stage. Introducing the radio personalities marco and baron league and all the rest of the team there and you know people see yeah. Yeah yeah michael here. But when i introduced a hot mix five. It was like i'd introduce the beatles or the temptations or something is it was phenomenal. Oh my god these guys who. They've never even spoke on the radio yet. Were bigger than my radio personality. I'm paying a hundred and fifty thousand dollars or more to this. That's when i knew and the ratings followed that. I think we had them on the air for maybe a few months and i think it was just before ratings came out so it wasn't validated by the ratings at that point but the response from the streets in the phones and they were like rockstars is it was amazing. That is amazing. So they were like rockstars then definitely they got attention all across a co across the city. Not only from the radio for making those live appearances. Talk about the connection between the radio and then sort of them having a different kind of debut as radio stars Which had not been done before. That wasn't done with kenny jason. When he was with this we had a puck out show with her account. I should certainly mention that because we had mixes there but even then that wasn't done so talk about that link between radio and real life and and and how did you make that happen. Well what what. I realized that they had a major impact on the success of the station The first thing i did was i tried to get them under some type of an agreement contract even though i had already named them and got them to incorporate as a company an independent company and we at the time we could not afford to pay them The kind of money that. I wanted to pay them so what i worked out was with the station. I worked out at least four times a year. We would put on a major event and then we would split the money with them after expenses but majority of the money went to the hot mix five and that was away way i was able to pay them and that turned out to be a a good way of keeping them on the station and they were making more money than the average dreamed of at that point and So that that's kind of how that came about And it made it more important to do those events you know whether it was out on the beach on a free concert but we had sponsors so we split some of the sponsorship money with them but they really made the money when we went into. What was the college over on the west side of chicago malcolm. Excellent no not bow mex- who's the other one it was Chicago stayed or yeah. I've chicanos okay. So we did it there and then we had over five thousand people showed up and i said dale. This is it. I knew then and it was like it was sensational. I just stood there in the rafters and just look down at that crowd and the the command that the the hot mix fat five hat on on crowd and then it will mix for one. Dj to the other kind of hand off from one to the other. It was seamless in magical because people would just stand there and just stare at them you know plan with these twelve hundred and way before the digital era loaded question And i wanna ask about you know if i'm not mistaken. A lot of the radio shows were carolina format into place pacific music or specific songs. They get the freedom to play the music from all over the world that came in different languages. Well well i did. Handcuffed them the whole point of having them on was what they were doing in. The club was not being done on the radio and as a matter of fact because of the freedoms that they had it also influence me to add some of those songs into regular rotation. So i i had a real open mind to the music selection and i don't think i ever said to me man. Don't play that saw that sucks. You know i. I gave them the freedom to do it. That was the whole purpose of putting them on was given given the audience. Something they they didn't get on a regular basis we started out with many mixes or fifteen minute many mixes And then i think it was once per show. No no many mixes during the week. Friday or saturday night. It was the you know friday night. Jams and Saturday night live. No job chicago dance party. And we rotated the position of those Five from if kenny started out on this saturday next savvy might have been in the second hour so it was never the same all the time and and in each one of them have their own little style. And i think that's what made it different. What would you say was the height of the of that era. What what was sort of the pinnacle of success of that program. How would you describe it. Probably about a year into it. it was very systematic. At that point we knew the power and the impact that they had and it was. It was all about what we do next. Because anytime you start something new in order to keep it going you've got to add something to it. So that was. That was when i got to that point. And the ratings this were consistent book after book rating period after rating period They were just huge and then about that time maybe a year year and a half later. it into it. Gci came on and they put together. Some mixes did not impact on what we were doing it. They waited too long to be quite honest. And i told marv of that. When i went back over the gci marv you waited too law man. You know you you gave me too much time with the hot mix five to own and you just sat over there and play regular rotation we establish something that you should have chased me on and if you had you would have taken the wind out of my sails and we would not have had sustained success that we had when i went back to dc. I brought the hot mix five with me and that we went into a court battle over that and the judge sided with me and stating that will Well maybe bmx. You need to come up with a new group because you didn't have a contract in kind of deal that would preventing them from going so I was able to steal them away in a couple of other personalities. And we made. Gee i one again ever seen anything like that again you know the hammocks or with being back on the radio like that. Well whether it'll be high house music or something else it'll be something whether it'll be mixes i always believe in. There's always something new. That isn't being done now. That will bring about a change whether it's a hip hop or whatever i don't know but it will be something that will bring about another change at some point in time if the powers that be. Have the the balls if you do it. I mean you you gotta you gotta break the the regular regular and do something different because the people listeners out there waiting for something to make them go. Oh wow man. that's great. I'm in vegas now. Could drive from here to new york and down to miami florida back over to l. La and drive up to san francisco and here the same stuff because you got a handful of companies own the majority of the major stations and program. All the stations are saying because it's easy for that vice president of programming to do that versus to have fifty sixty one hundred different program directors programming to their local markets. If they don't get that there's a different attitude expectation Need of music from the different parts of this country. You and you go down to new orleans you know. Well it's not so much today because iheartradio owns the majority of the black stations in new orleans and so they they sound like the same station in atlanta new york or philadelphia so but there is a culture difference in. That's being ignored right now. Yeah yeah absolutely you know i. I love to chat with you a little bit more about why house. Music has not kind of taken off. I think the era of the hot mis mixed five was probably the peak of it for us. We we haven't had. Does that was what what happened. What what happened. I think what happened was very simple. It's easy for the humans to become complacent and just keep going around and around with the same old same old in that that happened to the hot mix five and i love all five of them like the kids but they. They lost the fire in the belly. And i've said this to a mall. And they allowed people from different parts of the world to pick up on what they did and enhanced it as taking it to a whole new level. Edm is is an offspring of house. I mean i hear house all wrapped into that you know. Cats like Well those those european so-called dj slash producers calvin harris all. Those guys are in floors from what the hot mix five and some of the Jocks did in new york and dc in philadelphia. And what have you. It all started from wbz mx and local clubs there in chicago. There's no question in my mind about that. Too fact what happened was some of them had the the the ability or the understanding how to produce mickey did some producing kennedy's dabbled a little bit farley. Ralphie probably had the biggest success in and he went into the dance music world. And maybe he did some remix on madonna and some of the other big names doing that time during the eighties. But they didn't really take it to the next level. I think they could have been the calvin harris of the nineties. They didn't they didn't seize that opportunity. I encourage them to do it but it just didn't happen then. The second generation of mixers out of chicago and the third generation now is a fourth generation. And it's my my biggest. Disappointment is no one has really taken it to the next level and a couple of guys Was it She's forget some of the names now but some of the guys did move into producing and that was a good thing. We have a few few pretty well known producers on me. Look at the chosen. Few terry hunter. Certainly you can't go on club In america not here. One of terry hunters productions There's there's several of steve silk early so many are still doing it. But i like your point though. I think that the fire in the belly is a really interesting comment and it was something that we we've talked to other folks about what happens when the fire dies and And it seems like a. Did you know around. Yeah what was the last year you talk about last year or so. What was the last season last year. Last few days The hot mix five. What happened there. Well i'm left them at gci. I left to go to san francisco to caney l. And nobody in san francisco believe not was doing any kind of mixes on the air either. And that was one of the things that i put on. I called A mondo who used to be the host of the saturday saturday night live and i said a mondo. Can you believe it. Nobody in san francisco's of doing mixes on the radio. So i sent for him to come out as it bring me five of the best mix tapes we got on the hot mix five and we're gonna put him on the l. fido saturday night and it blew up. It took that station the number one in three months. It's amazing i mean something that it you know it it to me. That point was not that big of a deal. But i saw that opening that opportunity there and i said well let let's tried in. San francisco is a big population here. I it's allowed clubs here in the in the bay area said. Let's give it a shot. I can't believe nobody's doing it. And this was a top forty station. It was like the the modes abebe m In in chicago. Playing top forty deadbeat music and i took all that stuff i started putting in some urban stuff and some up tempo some ballots and luther and stuff like that and the station went to number one. That's great but it's about doing something that the the competition is not and as long as it's good the people will gravitate to it. Because they're looking for something why weren't properties as like ron hardy or frankie knuckles apart of well. Franken knuckles could have been a part of the original hot mic. Six frankie at that time. For whatever reason he was late bringing his tapes the tape quality was bad he was offbeat no he just didn't cut it they didn't make it. He obviously got to be a lot better. And the last. I saw frankie. He was playing in a club in new york city. It was a a record company party and he was up there in in jamming and he went bad at that port. He got the my better. But i i had a lot of respect and and was hoping that he would make it but he just didn't and in radio you got to be consistent into a Several other people in. What was the other person's your name. Robin hardy. I don't remember receiving a tape on him. Maybe we did. Maybe i don't remember. I know yes. Yeah i i hear you so it was really a strict competition. You weren't sort of going off of who was popular. It was really bad. Who who was who could produce and be consistent and and fit what you were trying to achieve absolutely. We need in radio consistency And that fire in the belly can't be calling then fifteen minutes man. I'm a you know my real relay working today. You didn't know that yesterday. I will say one other thing about mixing so just in the in the purest sense of the underground dj world. Just the one that i'm from. Is that there a a little. Bit of a of a schism. There was like folks who hot mix in there were folks who were more purist who didn't believe even hot mixing necessarily like sort of the fast pace idea of moving so quickly from one track to the other you you'll hear some of our us oh screw. Dj's talking about letting the record pre producer record to be twelve minutes you scholarship to play at ten minutes of it and so there there was a little bit of You know from from from the folks used to hang out with the warehouse and other crowd would say at. That's that's kid stuff. I'm not you know so there. There's there's a kind of a division if you will in the people who were like the original house of and i looked at as individuals style force and then gimmicks Mickey oliva was i think. Probably the king of defeat. Tina thirty second mix. He would go into a song and before you can know realize that he was out of it and into something else and I think he was probably the number. One guy doing that. The most Can he did it sometimes as well. But mickey i think that was. Kind of his is feature his style his gimmick. I can appreciate what you said about. Plan the majority of the song of what have you but in the club. That really make sense. When you gotta groove going on the radio sometimes that might not be as impactful because the audience turnover is faster. You know you get in your car. New drive from the south side to the loop might take fifteen twenty minutes. Well if you got one of those twelve minute songs on the majority arrive is going to be on that one. So if you don't happen to like that song then that's a two now so it's a radio mindset in the background. That makes a lot of sense. I don't think we talk about it that way but of course of course i get it. Yeah it most people are gonna see if you don't like it. You're going to change the station. Which is not exactly. You got to sort of keep people's interest right. And then you with that gimmick of going in You might do ten songs in ten minutes or fifteen minutes. That too i think to the listener became amazing to a certain degree that that somebody could get in and out of so many songs so quickly. So that was that was a skill in a style But i don't think it's everybody can't do that. Everybody's shouldn't do that. Technology back de to now on those a lot tougher. Yeah absolutely as a frankie knuckles stan. I'm guessing frankie might not have wanted to do it. I don't know he's he's not here to talk about it. But no i never. I never said a word to any of the. Dj's i want you to do this and you do that. I said do you. The reason i picked you is because of what you do and what you do and what you do so come on in and do you. And that's what made it so phenomenal michael's i wanna tell you what you started is always gonna be something you you you step the apparent on chicago with doing that and i thank you because i got interested in house music because of what you were doing so and i'm pretty sure the whole chicago here. Thanks you for for doing what you've done. Thank you chicago for supporting my efforts. In believing in what we were able to create. And i happen to have been the guy at the helm but there were a lot of people in the background of support me Whether you know the hot mix five in the air staff that i had the management of the station. The ownership The secretaries everybody. I didn't do it all by myself. And you know what if it wasn't always a collective yeah mantis good because internally got some pushback from some of the people inside the station they didn't they didn't wanna do it. It's a it's about winning. It's about doing something that will Be a magnet that bring people to the station. And i was allowed that freedom by the ownership and the upper management the general manager that i reported directly to in the owner they said okay lee you know crossing and you did a hell of a job so thank you for that thank you. Thank you guys for for being influenced. I'm sorry for the mental damage but but yeah. It was a lot of fun and i would. Listen there's there's another generation of deejays is coming along now and it's incumbent upon you to influence them support them and reach back give them a hand and pull them along and that's how you keep this thing going and let me just say a something else If you are house head good be creative. Don't just do what you heard your mentor. Do find your own niche and do you take it to another level because if you don't you and you somebody else will and they've already done it and they're making millions of dollars. You know what i heard. That guys like Mr harris is the highest paid producer above and beyond anybody else in the world and he parlayed his brand into fashion and everything got makes three hundred thousand dollars when he well when they were able to come to vegas for one night in his all pre produce ain't nobody sweating over no turntables and brings shouldn't on a thumb drive a stick. It in is sink two lights and everything else. A smoke bombs going off in the komo guys. And that's what i used to say to the hot mix five. Hey guys this is bigger than you guys. Sit here in this room. If you don't it to the next level somebody else will sing recording doing whatever but and i don't think it's too late if the if the chosen few the hot mix five or whoever got together and really did this thing right. There's no reason why you guys could not be in vegas when it reopens okay. We need you to do a masterclass. Louis mr i wanna thank you for being my guess thank you. I appreciate your perspective and the knowledge everything go back and listen to this and see what i can take and see if i can do something different. Please do out there waiting for you. This is really amazing. I can really talk to you for much longer time. But what you've been married again. I would love that me too. So i want to take the opportunity to thank our guest mr lee michaels my co-host or branch coming on and being part of what we're doing. I really believe into some special. And i wanna take team which is river rock entertainment. Everything they've done to me show just as possible. They turned my dreams and told me that reality. I think in so much for being a part of what we're doing. I think my ceo cfo seattle seahawks and my wife to close at the end instrumental in my life. And making sure that. I'm all right. Thank you the thumbs up to make sure that we continue to keep you guys what you love and house. This has been a great interview with lee. Really appreciate the time. And now we get the pleasure of hearing a farley jack master funk mix that was originally played on wbz necks in nineteen eighty-four on more music point seven breed abbott. Judge beat at this music. It must be folly jack master funk give me a phone call at five nine one two two four four and i'll get your house. Request on tonight is track night though says five nine one two four four. My name is and i'm on on more music. Two point seven. Let's go Jack master enjoyable music point seven south old just Faster taste saturday night live. No jive dance. Mix it up with folly. Jack master fuck a request. Five nine one two two four four get it in we promise to get it on two point seven music in person and barley jack master font mr both feed did jack master funk music one zero two point seven took patch from couldn't figure those requests for probably jack master funk at five nine one two two four four or five nine one. Wb wreck with it took early. Checked master took skunk. Can't slow scott scott back back knocking them dead. Saturday night live eight. No jive dance party with farley jack master funk taking your requests five nine one two four four five nine one w. Bmx among farley duck master phone taking you to another planet house music at its best on saturday night. Live anal jobs dance. Party was who checks on. What two point. Seven jack in the free us phone call at five nine one. Two two four four and i will play your requests. Track night saturday night. Live ain't no gye tale. A look and farley. Jack master font talk talk could between twelve o'clock for fox before could fix took it took f. f. Took him apple took listed off. it's took took third. Think excuse murtaugh talking to talk. A look brought think took throw up. Future took food coach previously saturday night. Live ain't no jive dance writer. Mix it up with farley. Jack master funk ticket request of nine one two two four four five nine one w. p. x. Let's see what's happened to dan and bridget. On the south side got you on. Friday took report third threat. John off master told turkey building walks up to appeared to master the took can.

chicago wbz san francisco farley keith mr lee michaels Laurie branch wbz amax david redden red dog china club Frankie hatchet tony bitola Marshall jefferson lewis Laurie terry cooper Brian rodr Bryce tickly frankie hollywood rigas lee michaels marco spoon
New Report, EXP Realty Predictions | Harris US Tour Day 7

Real Estate Coaching Radio

36:21 min | 3 months ago

New Report, EXP Realty Predictions | Harris US Tour Day 7

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And we're back. It is July 12th. And this is technically day 7 of the Harris US tour and we are about to leave Estes Park Colorado. Correct song by Julie's like quizzing me truthfully. I have no idea where we are driving. You've done a lot of driving and yeah, we've you know, how many miles we've done already. I think over a thousand something thirteen. Almost fourteen hundred miles since we slept in Dallas. Yeah, and the Audi RS6 Avant is doing fantastic. Yes, yes, we gave it a name. I think we, I think we christened it already after the salesman that sold us the Audi. The Audi salesman named already should have planned that from birth. Probably already the Audi. So we are leaving are on our way to where Jackson Hole Wyoming is next, which is a total of how long how many miles going to be. I didn't count them but 8 and 1/2 to 9 and 1/2 hours through the mountains, we'll see how it goes, but raise the bleeding planned for tomorrow, right? That'll be problems. Most of Wyoming, right? One of our last big day long drives. I would think That will have for a while, cuz we're going to stay, how many days in Jacksonville, four days in Jackson Hole. And then after we're in Jackson Hole, do you have any idea where we're going next? You don't know. So the only thing we know for sure is the next real stop. We have is going to be in about a month in central California. Yes, for Monterey car week in Jacksonville in there, who knows? We'll see, I guess it was, right? So we had someone invite us up to Canada was right on the border of Montana so which we my boss, who knows. Yes. Honestly we do want to go to Yellowstone. Yes. So Grand so Jackson Hole Grand Teton and Yellowstone, will be our next week's worth of travels, right? Because the little sprog obviously hasn't been yellowed. Exactly. And you know, it's kind of funny as we're blasting past all these beautiful you know, mountains and scenes and we saw a moose yesterday. Yeah, that was, you know, we put all over by the way, we're posting pictures and videos on a gram at at Tim and Julie Harris, so if you're not, if you're at all curious about our 2-month law and we are thinking probably twenty State US tour, you can obviously follow us along At on, at Tim and Julie Harris., but it is kind of funny to watch. So in the back seat at, you know, 7/2 years old, who she's essentially, you know, just plugging away at her devices or, you know, growling about Greg playing pink or her stuffed animals or, and then, here we go, past the moose, and we have to point it out to her. She's like, oh, cool. And there's can I pet him? Yeah, exactly. Well. So, so far along are your observations cuz we've been on this is real estate coaching radio the nation's number one, you know, real estate podcast. And as such we have been paying close attention to any of the real estate things, we've gone away owned, by the way. Today, we're going to start a multi-day series on an incredible article that just came out that Julie and I are going to be reading to you guys and discussing on this podcast. But obviously, we're going to stick with armed with the in primarily. So what's, what's the price you're so far? Well, I have to say, oftentimes with our coaching members and sometimes podcast members who email or we talked to, there's a theme of birth. Sometimes they're stuck getting ready to get started and they want to study some things more. And they feel like I've got to know this before. I can do that. And we always as coaches say, you know, even if you think that, you know everything about real estate, which is impossible, you gotta let that thought go, there's always going to be something that surprises. You, you think you saw it all and then something sneaks up on you and that happened to me and tell us I and I don't think you had ever seen this thing called Earthship biotecture. Absolutely not. Okay. So we're leaving Taos on the way here to Estes Park and we saw one kind of funky looking Earth. Plus solar house sunken into the side of a public kind of the planes beginning of mountains. Basically, it looked like if the hobbits were essentially aliens, making houses in the middle of nowhere. Yes, with probably, I don't know, five to twenty Acres surrounding it somewhere down there, and we thought, well, that's interesting. And then we drove another minute or two, and then there was another one, and another one, another one, this was an entire, I don't know that you would call it a subdivision, but certainly, it was a community, a community, and I don't know, There were when I'm from miles for miles and miles. And so we finally saw a sign that said, Earthship biotecture great, which I had never heard of before. I don't think you'd ever heard of before, we certainly never sold anything is if we had heard of them, we would have stayed just to have the experience on a VRBO, which there's plenty there. That's right. And we did search to find out what you guys have got to go online and see pictures of these. You won't believe him. Yeah. There called super sustain buildings via thermal dynamics and passive solar. And I have to say, you know, my the skeptic in me was like how sure that's just a kid out of the box, let's break that down. So thermodynamics means, obviously, they're harvesting, you know, the cooling capacities of being built into the ground and they are. Remember I said, these are like, you know, futuristic Hobbit houses. And so, when you look at these things, they're buried into the ground and then the whole roof structure of what she can barely. You know, it's all solar panels. Yeah. And then you have six elements. So this I was a little skeptical thinking, what kind of craziness is, this is just looks really bizarre to me, it kind of looked like, was that do New Jersey. Something, you know, one of those movies cuz it was so different, right? Liked it up. It looked dystopian to, I don't know what I, it was one of those things where I had nothing to compare it to, so I didn't know what to think, and then I looked it up. I'm actually extremely well-organized, put together and experience, they have six things that go into these houses. Clean water energy food shelter, sewage treatment and garbage management. These are completely 100% self-sufficient Off the Grid homes but that goes to a theme that you and I noticed we started talking about really when covid-19 became a thing, right? And you start seeing these mass migrations out of City centers and all that. And so, the point being is that Julie and I were essentially throwing spitballs at the idea that because of the Advent, I just said spitballs and Zoe gave me a dirty look, and now she's rolling her eyes looking at me know, so it's not okay at home balls, but with the Advent of starlink and all this other technology and now you discover that indeed, there are completely off the grid homes and the the only thing that wasn't Off the Grid in a lot of these houses remember correctly as they actually had. Our storage tanks, they had to bring their own water, that's right. But as far as their you know, the Heat and the electric all sorts of, you know, you could think you can run your house completely off electric if they have solar panels and battery backups and the whole thing. So that's cool. Yeah. So if you wanted to check this out, go to Earth. Biotecture, you can even rent one to try it out. So what I answering my own question, one of the things that I'm kind of learning from that I thought was not surprising but very interesting, right. From like a humanistic sort of observational perspective, there you go of thank you very much, is how each of these communities and we're young traveling sometimes eight hours but like tomorrow between one city and one you know community and one state to another the way that people look dress and act is more distinct than I honestly remember. Yes. And I I think I love it to be honest with you cuz I very distinct in the cities. Everything's the same right? Sure. I mean Dallas is not that different than Atlanta for example. Exactly or off Different from say, for example, any other city of similar size, you go to Orange County in Dallas, Texas. Not that different. Different. And that's the thing that I'm really finding. Incredibly invigorating by on the sojourn is that still exists in our country and I love him. I really smaller and medium-sized towns do really have their own, they have lost it and they're fighting for it. You can tell it's right, some of them feel more casual, some of them are more artists colonies. Some of them have some other theme going but you can definitely tell a feel for a community. Even, you know, we noticed going to gas stations. Yeah. Sometimes there's a different feel or whether they're like, Pro traveler anti traveler hyperlocal or not. So, you know, it's just interesting studying humans, I suppose, right all the way down to their mannerisms, how they? And he can definitely get the vibe with different. You know, political leanings, and communities to. And the mask is really the best way of knowing what, what sort of the political leanings are. And obviously, When in Rome, you know, we whipped our dog, Salman we had to stop and different areas, but it's, I guess the other thing was fascinating against being observational is the different ways. People are, you know, in different communities, how they're Heather hair differently and like, heroin Chic, where were we before this as we're in Taos, Taos, right? So in Taos, basically, it's like I would say, an upper middle class mostly hippie Colony. Yeah. Would you am I summarizing it? Well, she has known as an artist Community. There were a lot of famous artists there in museums and things like that. So it's got that Do Your Own Thing. Artists sort of hippie Flair to, like, every fifth stores that sells Birkenstocks. Okay. Then we and then we drive here, and it doesn't have that same Vibe, but it's still, there's an element of It Outdoors e, but it's more of like mountains and hiking and Adventure. Well, Estes Park. I thought where we are now? Feels very, very true. Yeah. Well, there's about five million candy shops must much too. Is always Delight. Candy shops, Art Gallery, teashop t-shirt shops. And this is very touristy. So if all the places we've been so far, Estes Park wage In here, long enough has, I think the least distinct feel of all the communities. We've been about aliens and if you live here and we're completely, you know, getting this wrong forgive us. We're just passing through and first impressions right first impressions but let's do talk about this. The amazing Hotel. Yes, the was The Stanley, the Stanley Hotel where The Shining was written and filmed I believe. Well he was motivated by. So so if you guys remember the movie from the seventies called The Shining, with Jack Nicholson in it and Red Room, Red Room and all that. Yeah, I mean so that's the, that's the hotel and it's this. But this is a magnificent hotel that was built by the stain. The Stanley Steemer, a Stanley, Stanley, Stanley, Steemer family, and then prior to that, they actually were competitor. They created essentially the ability to take pictures and they sold that Kodak, right? And so this was money. That was basically created in the twenties. And the thirties came from the East Coast out here. Massachusetts primarily for tuberculosis treatment, because back then, they didn't know what to do about that. But fresh air, Mister Stanley had tuberculosis in this doctor decided know what the heck to do. Told me move out here and he did, and he brought all this as Fortune with him and he built this. Just ridiculous Hotel, it's magnificent. Yeah, so if you are ever in this part of the country, that's a great place. Is to investigate and if you have an inkling towards, you know, Ghost Adventures, there's some things you might want to research online about that too. Of course, while you're in the part of the world where there's lots of ghosts indeed. And so we want to thank all of you who have been sending us travel suggestions and just a little hamburger joints and things like that. And Instagram, we've been reading all of the comments and we appreciate it and yeah, it's fun. So let's talk about something real estate because frankly not having a real estate base podcast, then our normal genres games. Well I love doing it so it is giving me some pipes. So this is an article that we're going to share with you guys and this is an article that came out. Now, I want to give you a warning. This is my this is the only warning him to give you about this. So please bear with us and I know some of you and I don't know why to be honest with you, as some of you take offence when we talk about exp Realty and again, just I want, we're going to read an article and I'll we're going to also post a link to the article in the description of jazz podcast. So it'll be on iTunes Stitcher. It'll be on our main website. Tim and Julie Harris., I want you to listen to this article and Jill is going dead. You can kind of skip some of this to Waukesha but Julie's going to read it and I want you to think of it from a perspective of investing, and that's how I have an open mind. Like so for example, if you know, for example, like Julie and I were pre I thought of Facebook investors and that was a great investment. And then imagine if you'd be able to buy like Julie and I bought, I mean, this is because we're, you know, we're not spring chickens, we bought Google when it went public. We were able off but apple right, well, we didn't buy Apple when it went public, but we have Apple shares that go all the way by early. We've owned Apple shares for basically thirty years, right? So that's the perspective. I want you to keep in mind too strong, reading this article because the premise of this article just, you know, punched, I'll give you the bottom line first is the stock ticker symbol XP. I might very well be one of the best investments in forever. So again, this is about exp Realty, it's about verbella. And it's about, you know, essentially the the the competition and all the, you know, all that Julie and I are not, you know, whatever disclaimer we have to give here, we're not dead. So advisors are not stock Pickers, we do have the XP I stock. And again, just listen to this with an open mind cuz some of the points this guy made. And again, he's not a real estate agent, he's not in the industry. He is an investor 4 a.m. until you runs other people's money. Meaning he probably runs a private Equity Fund. Yeah, that's right. And remember, even if you're not yet an exp agent, you know, you can invest in expi stock. Sure. Even if you're not thinking quite yet, because eventually, they'll all come around to it, think about it from your investment standpoint because this is largely focusing on that. And again this this is not an agent or a broker this is an investment guy, right page and we're not pitching you on the XP. We just want you to listen to this, because it's been our premise, and this is what, you know, Julie and I aligned with the XP and December of January of 2019, and we did that because we believed that exp was in perfect alignment or maybe we were perfect and alignment with the XPS core Mission. And one of the just going back in time a little bit. Just so you guys know what motivated to do this original. Is that real estate coaching and training was only, we were only able to really solve half the problem for our clients, the other half. The problem was on this. The fact that they were with traditional real estate brokerages, there was no mechanism in place but not build wealth unless they bought real estate and in a dead other investing there was no mechanism in place but usually own any equity in the brokerage's they would work with. So Julie and I were always left with this sort of incomplete feeling as realistic a coaches because we couldn't deliver a complete solution to our our, our clients, and until the XP. And when we learned more about how exp works, and how it benefits agents in a very real Financial sense, it's not commission, splits is not things like that. Well, it's all those things, but listen to what this analogy analysts had to say about the stock and then open your mind, especially because he's coming from outside of our normal world and he, he gives place, he gives, you know, both sides of the argument to I'm going to start with his initial quote because I think that this defines, you know, stocks can be intimidating to people who don't do it all the time. And I think he very nicely defines, what you thought. You looking for, he said, a few company, quote, few companies, come around during an Investor's, lifetime that have a probable chance of changing one's life. If enough capital capital is allocated to it. These companies bought a rare combination of extremely high economics are run by high-quality incentivised owner-operators have defensible characteristics, High consistent, growth with the potential to continue. High-growth wage and are trading at a fair price. Okay, so he says that exp World buildings otherwise known as expi is his next bet. Let's see, where do you want me to jump in next whatever you feels that these guys will mention, it says, I feel expi has a rare that rare combination of great economics, run by high-quality incentivized, owner-operators, emphasis on plural. Because you know, agents in Express owner-operators has defensible characteristics, High consistent growth with absolutely Monumental runway for growth. And investors are totally overlooking the opportunity, which means it's still priced reasonably. It's priced from home, Mean again he suggested price it up hidden sofware, he thinks it'll be in a decade's time, okay? So the opportunity. So let's level up there to get some perspective. So expi axp, reality right now has close to 60,000 agencies saying 57,000 agents. I'm sure that's accurate. And based on the current monthly, net growth of the XP, there will be about 75,000 agents worldwide and I believe I forget off the top of my head. I'm sorry for not knowing this the XP agents but I'll eat believe e. X p is now in fifteen. Different countries. It might be on the way to Fifteen different countries, but you're talking about Colombia and Mexico. Spain Australian, Portugal, I mean Canada obviously just all over the place everywhere everywhere and it's the Michael Valdes who's in charge of international. Expansion is obviously been a very busy man, indeed and will continue to be. I'm sure. So he, this investor goes on to say, expi is providing in real-time a masterclass in the superpower of incentives. I am betting that expi takes the lead in them. Corruption of the real estate industry. They attract the best agents. Align them all to think like owners and pass the savings on to the consumer. The world is unequivocally better off because of expi. Furthermore, you get lots of optionality. He says, I bet Glenn Sanford and Company throw in a few Amazon like surprises along the way. So I think he's saying that it's still innovating, of course. Yep, let's see. So should we go on? Let me read. What is a little history of the, you know, that's good. I think, that's interesting. Okay, so again, coming from an Investor's standpoint, he's studying this as somebody from the outside and I think that's really valuable for agents that kind of always in our own world agents and Brokers and coaches, you know, to hear this. So he goes on to say, the current real estate industry has been around for roughly a hundred years. Agent commissions, are roughly 5 to 6% en ingles, many people begrudgingly pay the price but good real estate agent skills are still worth a lot. Real estate brokers traditionally have taken forty to fifty percent give or take of the commission split off. This is where bloat and redundant costs in agent commissions are found brokerages have been brick-and-mortar State establishments, where agents have an office where they learn and congregate. Real estate, however, is done in the field. Many agents operate from home. The value of a traditional brokerage has been eroding. Technology is enabling agents to work remotely. The traditional brokerage is not worth as much as it once was. And I do think that covid-19, Took off in the 1970s with really maybe even late sixties with franchises. And when you have a franchise and again I'm not going to step on the next point when you have a franchise like, Julie, and I, we knew the guy who was selling a lot of the wrong size, is for Remax, back in, this was be back in the eighties, he was selling franchises over the mid Mid West, and then we knew a lot of people were selling Keller Williams franchises and this was in the nineties and the way that would be basically as someone would by Linda and Jim mckissick, for example, friends of ours from Howard Brenton. Okay, so Linda and Jim, they bought, I think they bought five states. So they bought the region of Kentucky, Ohio. I mean, maybe it's first state to somewhere in there. So Linda and Jim bought, I'm explaining the economic model of a franchise. Great, wonderful people, Julie and I love him. I love him forever. So they'd bought this region for Kim Williams. They bought it from Keller Williams. So they, you know, were essentially, you know, buying this big multi-state region. Now, their job was to go out there and sell franchises so their jobs. Now, I'm explaining this, you suck. I want you to see how this model work, so you have corporate, then you have, you have the regional, you know, again there's I'm my mind is fighting with my wanting to explain all the other people that are a little. I'm trying to simplify it, but you have corporate. And then you have these people that own the different regions and then you have the franchise holders. Now, what I'm, what I'm skipping is in between each of those three cogs. There's also a lot of other people that are getting paid. This is the reason you have to understand, this is the reason that expi is so profitable and so profitable for the sake of real estate agents. And so, what you have then is you have franchises. So when Julie and I like Linda stated our house, when they were in the trying to sell franchises for Keller, Williams back in the nineties. And we talked the many times we were thinking about helping him start a Keller Williams franchise in Columbus, which we never decided to do home, but the point was is that you have a franchise. Now, when the person starts a franchise, then they have to rent office space and they have all these fixed costs. They have obviously a, you know, well run broke off. Kelly Williams, where everything's done at a very high standard, you're going to have incredible fixed costs and I don't remember our Sean kokoska told me once. I think he said the average Keller Williams franchise and don't hold me to wage. I think, of my remember correctly has a fixed monthly cost over a hundred grand a month. I think it was like a hundred eight, grandsons experimenter. Yeah, and so the point being is that's money. That's going just to keep the brush of operational. Now. And again, I want you to think about this inside the actual franchise, then you have the office manager, you have the team lead, you have that this, the other thing, all these individual roles, all these people who have jobs, who are all there to help run that particular brokerage and then remember all the people that are getting. So when a real estate agent, you know, when Bob sells a house, right? And, you know, Jackson Hole Wyoming and he's a text Jackson. Hole Wyoming Keller Williams that money that he is from the, the commission that's generated from that sale, is not as getting shared, obviously with Bob, for having me the sale. But all the other people and all the other things that are beneath Bob and corporate. And so that's the reason a lot of times these franchises, what happens is they have additional fees. It's not just about commissions, splits in a traditional franchise model, it's about oh, you all your commission split is off but now you have your annual, you know 6% this your royalty fee and you have your this and your other thing they have to charge those fees. So the people that on the franchise is can actually make a profit and if you have the market like this, where you're seeing commission off road especially in the buyer agent side then you're looking at even more of a business model that's under a lot of stress that's right. And enter you XP and this is the reason this guy's thinking that the x p is such a disruptive model because e s p. Is virtual has no is not a franchise and all the people that would have been an in between Bob making that sale. And all those other people they're not part of the conversation. They're not necessary, right? There's no franchise holder, there's no region holder. There's no corporate office. That's no one. This is so go ahead. That's right. So he goes on to say that the best agents already have established books of business in a majority are paying job. Big chunk of their commission to a traditional broker few, if any have any ownership incentive in their current brokerage model. Now, you guys might want to grab a pencil cuz we're going to do a little bit of math. And did you know that still a vast majority of the real estate office urges and the United States, if you've always wanted to try meditation, but think to yourself, when would I have time? You should check out headspace, headspace is your daily dose of mindfulness in the form of guided meditations in an easy-to-use app. Headspace is one of the only apps advancing. The field of mindfulness and meditation through comprehensive clinically validated research, headspace, really can help you feel better. Overwhelmed, headspace has a 3-minute. SOS meditation need help falling asleep. Use headspace, wind down sessions and parents. Headspace has morning. Meditations you home with your kids headspace works for you on your schedule. Anytime anywhere headspace is meditation, Made Simple go to headspace, Georgia. For a free one-month trial, you'll be able to access headspace is full library of meditations for every situation. This is the best deal offered right now. Head-to-head space.com flashlight, sweet today. It's at least. Maybe even the world are still non-franchised independent brokerages. Yes, they're timid really real estate type deals. Yeah, that's right. Okay. So and yeah that includes a lot of Brokers. They get sixty percent too. It's amazing. Yeah so exp comes around and offers this again, you might want to get your typing fingers out or jot down some notes here. Okay, XP says will take 20% of the commission, get 80% up to a $16,000 cap. Once you've paid that $16,000 expi, then you get 100%, you deserve it. Just give us, 250 bucks per transaction. And After Twenty Eight sections, it's only $75 per transaction. So after you pay your cap, basically what they're explaining after you paid in your 16 Grand, after that, you have a $250 per transaction fee indeed. And after 20 it goes down to 75, South But after you pay in your cap, you're a hundred percent commission. There's no commission split which for the vast majority of Agents, you could stop right there. You could. You could mean that's definitely more value. And there's no annual fee and there's not enough. Space is just straight-up. Those are the numbers are, okay, but wait, there's more. Okay, he says, Let's help you build wealth, a few more ways while we're at it. Now, this is where you. And I really resonated with this because we've always taught having multiple sources of income, and saving, and getting yourselves ahead. So let's start and and I think we're probably stop here. That's perfect. Continue this tomorrow. Okay. No Cliffhanger time to write down some bullet points, guys. All right, so Point number one, revenue-share bring agency xpi and I'm sorry to exp and you'll receive a percentage of the company dollar. This is important because agents get tangled up in that the company dollar Revenue paid from XPS pocket from their sales activity. It is based on Gross commission, income known as GCI and is dynamically calculated and Ed. Need monthly. Okay let me explain that. Yes. So Keller Williams has innovated the idea of profit share their the first the did it. So you introduce an agent to your particular office and that agent sells a house and hypothetically, you'd be paid off the prophet that's determined essentially by The Brokerage and essentially the Holocaust all the costs, right? So a lot of you just like, I've talked to, I don't want to get too much into the weeds, but the essence of it is dead, prophets. Your portion of the profits paid on what's left after all the fixed expenses from running the brokerage, whereas, where dxp did, What Glenn Sanford did cuz Glenn Sanford, was the Keller Williams agent himself. As Glenn said, what happens, Thursday instead of basically diluting the agents, you know, incentive and basically making it. So there really is no incentive for an agent to recruit because if you're paying them off profit share and there's no profit cause a lot of the you know it's very difficult to run a profitable predict. The profit isn't the same every month. Enter covid-19 was what right? So what Glenn did, why don't we start paying agents off the top and no delusions so there's no home. Have like, let's say, you know, Julie sponsors Tim, right? And Tim sponsor and Tim sells a house and he gets $10,000 commission now, Tim's on an eighty-twenty split and all the rest of it. But Julie's revenue-share off comes off the top off the company, portion of the money that's being paid towards her cap, right? Which Tim is paying anyway. Right. So I'm paying my eighty-twenty split and Julie's getting paid revenue-share based on the actual sale, but it's coming off the cap. It's not in addition to the cast coming from the revenue, right? So I don't have any animosity feelings towards Julie from being my sponsor because I was going to pay it anyway, right? It's coming from the company dollar not thousands pocket and soon as I as soon as I count, there's no more Revenue, sharing paid once an agent caps. There's no more Revenue share on that particular agent. They didn't. Okay, so then the point number two, Equity gets stock. When there's several different times. You're a, you close the first sale each year that you get $200 in stock be when the sponsored agent closes their first sale, that's $400 in stock when you hit an annual cap, you get $400 in stock. And when you woke Icon start. Status $16,000 goes back to you in stock. Yeah that's and he well was on later to talk about how significant moving the needle is. When he's offer simplifying, it you have to qualify to be back on and you have to go well, a lot of people do and they get back. Oh, yeah. So that's the thing. So you go and you it's about eighty thousand dollars in GCI. And at that point, you have paid in your 16 Grand. And then once you sell an additional twenty years of a total GCI five hundred grand you qualify for Icon, which means if you meet the requirements, which everyone does. It's not like they're trying to prevent you from being requirements, you get your $16,000 back in the form of expi stock. That's amazing. Now, Julie and I personally know, people approaching clients, we brought the XP. I mean, I can think of many many that have accumulated hundreds of thousands of dollars because every sense you know two and a half years ago we came here and and when we went to the XP they've hit icon every single year. Yes you don't do it just once. That's a good point. You do qualify every year. So every year down Calendar year, when you pay in your cap, again, you can then qualify again to hit icon indeed. So the next part is take up to 5% of your annual earn Commissions, in exp stock at a 10% discount. Now, most expi off XP agents have that set up to happen automatically right at closing. So that means you get to buy the stock at a discount and there's no holding term on the stock. Once you buy it at a discount, which is awesome. So, that's an insane amount of value that he experienced. No competitors, come close to giving this much value and ownership to agents. He says, I mean, what shareholder in their right? Mind thinks this is good for them. Low margins and dilution is bad know, but many great things in life are often an unintuitive. Incentives are one. So tomorrow we're going to talk about the value of incentives. I thought he had a really interesting take on that because you know it just what you were talking about the difference between profit Revenue share that profit share really became you know, it was a big story in the beginning and then it became like nobody really talks about it anymore because there's not that much profit left over and especially with the erosion of commissions and all that. But I'm Speaking to those of you now, who have teams or you have brokerages, you're thinking about starting a team or think about starting a brokerage what you XP does. Is it creates another effectively passive source of income for you? You get the stock awards page on what you're already doing. That's real money. You get essentially you get the revenue share from the people basically that you sponsor. That's real money. We're going to talk more about the how the revenue-share works. But Julie and I again know many, many people XP. So here's a little statistic. For some of you guys 40% because, you know, this is very important that people understand this, the this will either. You'll either think this is a great number, you'll think this is not a great. Number personally, I think it's a great Number forty percent of all agency dxp receiving revenue-sharing 40%. Now, remember x p is growing by basically close to 100% per year. I mean not quite but basically that's the projected that's the trend right now. Yep. So if you have a bunch of agents that are coming in are coming in every single month, thousands or joining every single month, it makes sense. That not all of them are sponsoring agency sure. So it makes sense that your name, At 40% number increase, and more agents are going to be Revenue share. And this is the next thing we're going to talk about on the show tomorrow and remember to me, even if, for whatever reason they weren't doing all those other things for most of, it's just the way the commission works is going to be better for them as a starting point, for sure. And then they learn all the other things and sometimes they they've, I've had some funny experiences where they didn't realize they were awarded at their first close-up. Totally feel like, we're just, uh, come from or they brought. They sponsored agents and they didn't realize that they got $400 worth of expi stock for once that agent sells their first house. Yeah, and you have to show them how to login to page her face and they see like holy, wasn't I remember right before the stock split it was it was teetering around a hundred fifty bucks a share and I remember agents not knowing how they never logged it, they never took a seriously, right? And I showed them how much their shares worth, they couldn't believe it. You know, they couldn't believe it. Yeah. That's what fun call and of course agent brain made him think. Well, I'm going to sell it and buy a Corvette know you're not. Just wait and see. So a Glenn Sanford and with this model is affecting home. Done. Is it solved the biggest problems that most agents have? And frankly, it's always about lack of money management. Let's just be honest. And so x p is going to create another source of income from the revenue share, but also going to create long-term generational wealth. We're going to pick up where we left off today, tomorrow, and we're going to talk more about what this guy is projecting is going to happen with expi. So, again, I know some of you are a little bit, you know, maybe put off by this topic. Please don't be. Look at the subjection. Help me. I heard section objectively objectively, thanks. We both have a little bit of Road, brain. Sorry. Yeah. But, you know, the thing is, I think that agents that are like, oh, gosh, they're talking about exp again, are the ones that maybe never heard. This stuff, is why we're sharing it with them. Is, it's almost like fear or resistance to the unknown. And then when you hear about this, especially coming from somebody, that's, you know, it's, we're, we're quoting him. That's not just cuz we say so it's not cuz your friend has been trying to talk to you about it. So guys, listen, if you want more information on exp, just go ahead and text XP. 47372, is that right? I get it right, leave. So okay. Text x p. 2 4, 7, 3, 7 2. Or you can just go to y, m. S.com go to, or just like I said, text x p, 2 4, 7, 3, 7 2. I'm ninety-nine percent. Sure, that's right. We're sitting, we're rather standing in a hotel room right now in Estes Park watching. Zoe Hunter iPad, not used to the high elevation exactly. So Julian, I had to take a nap today cuz we're not used to the thin are walking around? I mean, my gosh, is that it's noticeable, right? And, is there as well, I think, you know, coming from the Caribbean where you have lack of humidity. We have elevation very clear air and very bright Skies. Yes, we're in a little recovery here. So hopefully you guys are liking this topic. We're going to pick up tomorrow and if you have any thoughts are ready to join the XP and you're looking for a sponsor that's going to be obviously proactive and helping you build your real estate business in the multi-faceted. EXP creates for you, Julie and I are formally applying for the job of being your exp sponsor wage. Just go to y libertad, or just text exp2, 47.72, if you're ready to join today, you can just text me directly at 512-758-0206 in long time because of a fantastic day, we'll talk with you on the show tomorrow. This program has been a presentation by Tim and Julie. Harris, real estate coaching for more information on our real estate, coaching and training programs and visit our website at Tim and Julie Harris. Remember tuning weekdays at noon for upcoming shows. And until next time, thank you for listening to real estate coaching radio with Tim and Julie. Harris. Various podcast is a part of the c-suite Radio Networks, for more top business podcast, visit see, sweet radio.com.

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Urgent! End Of Buying Leads Is Here | Dave Ramsey And EXP Realty, What Happened?

Real Estate Coaching Radio

35:58 min | 4 months ago

Urgent! End Of Buying Leads Is Here | Dave Ramsey And EXP Realty, What Happened?

"Believe it or not, in the early nineties. The tech giant that we know is Apple was in a complete nosedive but an unlikely Duo Steve Jobs and Johnny I've combined their powers to transform the company and the world from wondery and all new season of Secret Sauce. Breaks down. How this Apple computer Odd, Couple reached, the Pinnacle of silicon Valley's success. Listen to secret sauce on Apple podcast off Amazon music, or listen one week early and add free by joining wondering Plus in the wond'ry app, welcome to real estate coaching radio starring award-winning, real estate coaches. And number one, international bestselling authors, Tim and Julie Harris, this is the number one daily radio show for realtors looking for an OBS authentic real long time. Coaching experience what's really working in today's market had a generate more leads, make more money and have more time for what you love in your life and now your hosts damage. Lee Harris. This episode is brought to you by HP, instant ink. No one is reading your mind, but HP instant ink knows when your printer is running low and send you new cartridges. So you never have to think about Inc. Save up to fifty percent. You'll pay less than $5 a month for ink and never run out. Again, find out if your printer is eligible and enroll today at all should be instant. Inc.com conditions. Apply for details. Visit HP. Instant ink Spotify. 321, and we're back, and Julie. I am actually a little nervous about Today Show. Can I tell you why? Yes, please, we're doing review and comment on the news. Something we haven't done for a long time. I've done, it's Faith. Well, specifically, though, we're going to do a store. We're going to do a show on this article that was in on Inman news features. We're big fans of em. And by the way, we've been friends with Brad since the nineties. Yes, that's scary in a way. So it's called The New Normal. What if everyone just stops paying for leads? Almost sounds like a challenge, right? Why don't we all just stop paying for leads? Actually question, isn't it in my mind the way this reads? It's like someone's been brought to our podcast. That's basically, when you guys are in a longtime listeners, Julie, it's going to start reading this article. We're going to stop and we're going to comment if you if you aren't an in-demand subscriber, then we're going to, you know, essentially read this article to you, not all of it, but most of it. And then we're going to go through it and we're going to tell you and we're going to essentially prove to you with some of the statistics that they're going to be sharing. Why there's essentially the buying Lee dead. Business model is dead. Not if not dead, it's dying. And the result is going to be what? Julie, and I had been trying to get a hold of you to do forever, which is be proactively generators. So Juliet out any further delay. When did you just start reading right there, right? Yes you got it and this is not speculation. This is fact. So pay attention guys. There's no shortage of real estate marketing advice and strategies available to agents today from branding to content development to search engine optimization traditionally. However there was always another option for agents and brokers who wanted a turnkey hands off approach to lead generation page leads through an online portal such as Zillow or realtor.com she like okay increasingly. However the high price and low quality of pay Leeds paid leads along with the exercise in existential threat posed by the incursion of big Tech into the real estate industry has individual agents, team leaders and broker owners reconsidering. The wisdom of Outsourcing marketing to a third birth. D platform. So what if we all just stopped paying for leads or if you're a Harris coaching client, you will have never. You're not buying leads in the first place. So now you just essentially get to look at all the others off the industry who are coming around to your way of thinking, but I want you guys to, I'm going to give you guys a little think about thing and then release and pick up, right, where she left off and you can skip as much as you want. You just so we can. I mean, but I actually know Chris, so this is a good. So, anyway, the here's the thought for all of you, if what would you ever build your mansion on somebody else's land? In other words, would you go to the trials and tribulations of Designing a house, building a house, you know, doing all the things necessary, to build this big, beautiful house on land, you don't own, you would never do that with you. It's asinine even to think about doing that. And yet, that's what most of you are doing. If you're buying leads your building your Mansion, which is your business, it's your livelihood, it's your future and your building it on someone else's land, which is a, you know, essentially you buying leads, you're giving up control. So yep. What's the problem with paid leads? Well, simply put according to a growing number of all of you guys real estate agents and Brokers paid leads cost too much and provide two little return-on-investment. She's reading the Practical, by the way. In fact, Real Estate Pros lauded Inman contributor and founder. And I think somebody, you know, CEO Chris Lindell real estate in indeed, Chris himself, Chris Lindell, who predicted in his own opinion, column that buying leads could end your business in 2 years. Agents used to be able to say I've got the listings in the proprietary data. Now consumers and big Tech have the data, so what's your value? If you're swiping your credit card every day for third party company to send you leads, third parties, control your destiny. Not you Lindell Road, thus your mansion on somebody else's land. You guys with us, I know you are indeed Teressa or Theresa Hurley of Keller Williams in Pittsburgh has already stopped. Her paid, Zilla lead generation due to low quality and high-cost home. Says, I've been a licensed realtor for less than a year, and, and put my 12th property under contract and nice job. Most of my deals have been in the past few months because of my own advertising. So, here's an interesting thought for all of you guys, even though she might be buying leads through her own advertising, advertising means that she's still doing that. Making the same mistake. She's moved from buying leads from Zillow. Now she's buying leads from her advertising, it's the same thing and this is what I want. You guys to see the takeaway is from this article. The article is basically how these guys and all these agents are saying what we've been saying forever that buying leads is a very ineffective business model. Now I want a predicate that that by saying ten year well, more than ten years ago, 2007/2008 Zillow is a great source of leads. And I also want to say this back in when realtor.com came around Julie and I and our real estate business advertised with realtor.com because it was a great source of leads and then it becomes over-saturated. And that's the ultimately, the problem with any of these, great marketing ideas and the dog What you really got to understand is even if you, let's say, get a couple of these buying lead, things working in your favor and I'll give you a real, Salient example from the news, headlines, that happened over last week, and I'll just give you guys the the the talking points here. So, Dave Ramsey organization has something called the e l p program. And it's something that for years, July and I would tell our coaching clients at least seriously consider when the ELP program came out. It was a 25%, referral fee. It was a very clean referral, it was very just everything about it was, we liked it, it was good. It was essentially the type of business that's okay. Paying for it cuz it's an agent age or for a long distance. Well over the years guess what? It's got saturated then it got over saturated and then he started charging $250 a month and then there was a, you know, a 25% referral fee. And now I've been told though, I don't know, this has gone to 50% and now they've decided for some competitive reason. I can only imagine that if you're an exp agent, they're not going to allow you to be an ELP now could because there's, you know, maybe relationships between birth Williams and Dave, Ramsey or Remax and Dave Ramsey who knows who cares? But the moral of the story is if you were an agent who was dependent on buying leads getting leads from Dave Ramsey. Now you're basically you've essentially built your mansion on someone else's land. So these sorts of mistakes have a tendency to be repeated over and over and over again in different forms. So may not buying leads from Zillow anymore but now you're going to slip it down. Another slippery slope not realize that you're going to end up with the same result. Chris who said agents who are buying their business are going to be out of business in 24 months off. I don't think it's even going to take that long. So Julie, yes. So what does the day-to-day look like without paid leads? And you know, agents do get anxiety breaking up with these companies cuz they think they're getting something when in fact Getting Nuts. Well, they get anxiety because they don't know what else to do. That's right. That's the reason they got something, but they're not sure what to do not. So what do you do next? While agents will have to do their part and take a more Hands-On approach to their own marketing job? Focusing on their own analytics and their own activities. So they know what messages are getting responses. Some of them are spending money in other places, so it's the shift. So here's what I want to point out to you guys. This article is basically, you're saying they're going from buying leads back to buying leads. That's what I want. You guys to focus on what I'm trying to share with you. This article starts with saying, how buying leads is a bad idea and you're going to be out of business. And the article ends with these ages talking about the fact they're going to do the same thing. They're just going to spend their money in a different way. That's right. That's the gist of the article, the whole article. So like, for example, many agents, we talked to are focused on branding and content building, creating your own digital realm. On my presence, social media course, Very things. Julia, make fun of every day on the show social media virtual communication and driving traffic to their websites. Now, let's talk about that. There was an article actually, on Inman written by teak. Wiggins, an excellent article that says, the average agent gets a total. Now, this is a question. I'll pose this question a different way, listeners. How many leads do you think the average agent get home? Per year from their agent website. How many would you guess how many threat a number in your head? Well you're all wrong. The answer is zero according to the article that was written on Inman by T quiggins. The the agent gets zero leads from their their websites. Why? Because it's over-saturated because the opportunity other than spending money to generate Business Online, long sense. Gone that the, you know, essentially the Kings have already been declared. But Tim, what about SEO, can I just pay somebody for somebody to find my website? Well, okay. So lets you know, this article also talks about doing Facebook, page sizing, and all this other stuff, you guys are going to end up in the exact same place because your whole business is going to be predicated on. You never learning how to be proactively generators, as long as you buy your business as your primary source of business, you will always be on the edge of being broke, and that's the thing. You have to be clear of in your head. Now also be clear about this do Julie and I think that there's a place in your business to buy dog. Is yes, we do but it comes after you've learned how to be a proactive lead generator, not the first thing you do in this article doesn't even mention that this article goes on to talk more about essential a different ways. They're going to die leads and all these agents are going to end up right, where they started and they think like, for example, search engine optimization. So you realize how much time and money you're going to have to spend to even get on a high placement on the second page of Google. And it's so what's your alternative? Well Tim, I'm just going to do a pay-per-click ad and I'm going to put my name in my website on that first top spot. Okay? You could do that. You could spend a tremendous amount of money, you could go and compete against all the big brokerages in the United States. You can compete against Zillow and realtor.com all these other big companies, but you could put your ad on the first spot under, whatever. Keyword be under a Google pay-per-click, then you have to learn how to do it. Then you're going to have to make a website. That's going to want to make people want to actually often, leave their information. Then you're going to spend all this additional time and money trying to reinforce that actual Tivity, it is not easy, it is not cheap in the rules change all the time. And nobody tells you the rules changed until they've changed. That's what Google does. That's what Facebook does. All these platforms that go and change the rules, the rules for SEO, for example, change all the time because those systems don't want to be gamed. An SEO is essentially creating your website so that it essentially meets all the way, the search algorithm specific criteria Google's rules but then Google doesn't update changes the rules and then you're back in the hamster wheel, trying to chase SEO. So you create leads and you're always going to be dependent on buying business. It's an asinine way of building any business, especially real estate business. Why? Because in your market place right now, there are sellers who have their hands up in the air boss who wants you to come and help them sell the house and those leads are free. So, why would you do all this other? Well, I'm building my brand. I'm building my brand. That's why demet Kim, you don't know what the hell. That even means you don't know what building I got an email log. The other day, you know what, building your brand means. And I'm like, okay, go? Right ahead and build your brand, you got the best real estate brand ever, why is someone going to want to call you to list their house? Because you've got a pretty picture on your on a nice website with you in a dog, by the way, how much money do you set aside to build your brand over the years? And how are you going to invest, what hundreds of thousands in doing this until you actually start seeing any kind of Revenue? Do you guys understand what the concept of profit affect profits? What's left over after? All of your expenses and what these systems in these people are doing, is they're not running profit minded businesses, because they're not being proactively generators. Imagine a world where you could wake up in the morning and you could make say five for example, five proactive contacts to decision-making adults about selling their homes and we always Focus selling not buying because that's where the money is always going to be an estate, right? So on selling their homes, you do that. Every single day, you do that five days of the week, you take the weekends off, you do it every single. So it's 25 week. You made a hundred contacts per month wage Which are within the statistic from actual coaching. Okay. So today was a perfect example, and face. And by the way, your results will vary obviously, but go ahead. Okay. So we do of course, our victory speech is just to keep everybody inspired and proved that the model works, okay? So, I mean, it was like explanation after explanation on Facebook today and for our coaching myself, Premier coaching members, you get entitled to a daily song, private coaching call and probably three or four days of the week, Julie likes to run those Premier coaching sessions. We have lots of other coaches, but Julie likes to do it. Cuz Julie likes to share this experiences with you guys. So you, yes would have Julie as long as your Premier Coach on a daily semi-private coach and call on our Premier coaching private Facebook group every single day except Saturday and Sunday. Yes. So for example, a student, number one said I talked to for for sale by owners. I set one listing appointment. I have another one to follow up on for next week that was for contacts proactively generation. Next person said, I am spending the entire month. Was talking to my own center of influence and past clients. I will not go to bed any evening without talking to at least ten of them, but so let's talk what we're talking about now. We're talking about numbers that are predicated on your effort, right? We're talking about you being a proactively generator, and then what you do is your track your numbers. And so if you make you gave me an example of someone who was sharing the results. Yes. Who was it? Inexperienced, proactively generated never did it before. Went through the gauntlet of mode or doing the jumps stuff of buying leads, right? Santa reformed lead came to us to learn how to actually build a profitable real estate business and they were door-knocking of all things. Yes, but in this case, whether several examples, but in this particular case door-knocking for separate for sale by owners and I think two of them were, were second visits, right? So, they're doing their follow-up. She said a for-sure listing appointment with one of them. The second one says, I'm going to give it one more weekend and then I'm giving up that was for contacts, a total of 1 afternoon. Yeah. And that's probably two listings. I don't under average sale prices, but if it's like the rest of the country office for college, Tax and all the follow-up. She's going to probably make at least 25 or 30 grand gross. Absolutely. Okay, so the next one slightly more experienced but not by much was also calling on older expireds. Okay, gold mine took older expires. This one was about eighteen months old and get this. It wasn't one listing but two listings, both of them over $1000000. How can you guys? If you know if you log you bow are awful, you use our system, you then start every single day, you wake up, you do the real work, you get consistent results. Why the hell would you ever want your fate tied to buying leads when you buy leads? What are you doing? You're just hoping and praying that you're playing the leads rule it, you know, the what is it, the roulette wheel or whatever else golf, right? You know, we used to inspect guess we should know right? Where, hopefully, maybe you're going to get that 150 leads, which actually is going to be any good. And then your whole essentially financial future psychological well you know welfare is dependent on buying more and more leads and you're even assuming that the game. Only ones talking to that person. Right? And what about to compete? And then the fallacy and the arguments of these people, some of them, not all of them in this article that Julie was just reading out to you and the people trying to sell you. The, the job in the first place was that more leads equals better. You want to have more leads. Your mission in life is to generate more leads the person the most leads wins know that is not true. Leads themselves have no value their garbanzo beans. So why do they tell you that? Because they want to sell you garbanzo beans because you believe it, all they have to do is say, well you just you need to sign up for more. You need to do it more time or like to have more faith Impressions. I love that right by morally. It's all what I'd, what the hell am I going to do with all these leads? You put him in a CRM. So now you're spending three to five hundred dollars a month to trip on them. Here's another thing that you guys may not know long-term follow-up, be a drip campaigns is proven to be an essentially, a complete waste of time. I know some of you are literally offended by what I just said, do your own homework on Google and don't go to the companies that are correct. Sell you the system's do long-term leap. All up for you to use your, as your basis of your research. Do some actual homework on this long-term lead. Follow up is a waste of time, effort and money. The way you make money in real estate. As you make contacts you pre-qualify, you essentially prioritize around the people that are actually motivated. You set the appointment, you send the pre-listing package. You go on the listing, appointment, you take the listing you walk towards your magic number of listings. That's how you make money in real estate. Stop making it so damn complicated. It's you're being manipulated to believe that it's more complicated than it is. Why are you continuing to believe that? It's more complicated. It is. I know why? Because maybe this is the first time you've come across Julie and I and maybe you were the first like these people in this this article. They're all talking about. Oh you don't want to buy leads, what are you going to do? If you no longer buy leads, the the author writes as opposed to this question and what do they say? Well we're going to buy leads of course, ended somewhere else. What else we're going to do? We don't justify your spend. Where did it go from buying leads to buying leads? You guys understand how insane that is? Well, it's even more insane when you realize that survey after survey of people who have actually closed where they are asked, how did you decide who you were going to do business with them? It's always number one, eighty 6% of the time. Who I already knew? Yep. So your mission is so the one they know centers of influence and past clients the people that you know, are essentially people that and that is the first spoke. We ask all of you to build, we show you how to do that in the Premier coaching program. And by the way, our center of influence and past clients system is furry. We're not asking you to mail a bunch of tchotchkes and drop off. My mom buys on all the other, you know, goofiness, we want you to actually pick up the phone. Have real conversations. We tell you what to say. We tell you how to say it about real topics that they actually care about. Julie, I got a text this morning from somebody, I won't read the text, message, log and great, incredible content. At those first. What this person has done in a very short time in the but here's the question he's working for a brokerage. It was a discount brokerage. It was Las Vegas club. And in essence, he was managing this office and he himself was in charge of the group. That was inside the office though, essentially convert essentially pre-qualifying then going listing appointment, but the reason the way that they did this brokerage is generating businesses. They were essentially a flat fee discount brokerage okay that's what they were doing. And and he essentially saying I realized I can be a listing agent, I was I've been doing it. I realize that I can have them you know the tenacity to do the real sales of real estate cuz in this end in this entity doing this job always been receiving his praise, he has nothing to show for it financially and he and then he went to say, I heard that you have to have something like fifty thousand dollars and who said that, I don't know to actually get into real estate because you have to buy this, you have to buy the other thing. You have to have the cost of your real estate license and then you should sign up for a premier coaching program and I've flown in a phone. That's right. And you have to have, you gotta remember to? It always comes down to ever-increasing long term levels of success. Always comes down to doing what you don't want to do, when you don't want to do it at the highest log. And that is going to be for many of you. So, if you guys, here's kind of Full Circle, if you guys don't listen to what the message that we've been telling you forever about learning how to be proactively generators. When are you logged in Dave? Ramsey's going to pull the rug from underneath your feet? Is it when you're going to be invested in some other platform, buying your business and that's going to no longer work. Is it going to be when you know, all these other things that you're not in control of which inevitably always happen happen and you have no plan B and then you're going to fail out of real estate. And guys you might be doing its look, don't listen to people that brag about how many units are, how much volume they be doing. That's the typical real estate thing. I've sold thousands of homes. Okay, great. What do you have to show for it? What's your net income? I read my team and I we sold you know we had fifty million dollars of vol last year. Okay good. So that's awesome. You must have everything paid off and tons of money saved. Why are you still doing this? That's right. And they don't because they've been buying all their business, their cost of goods sold is extraordinary and often times and Thursday. Going to blow your mind, guys. Most of the biggest teams run profit margins to themselves of less than 10%. So we use this as example, but it's a really I think Salient example your team and you can have a tow package, I have a million dollars and you're going to have a net income nganh vs. Net income of around maybe a hundred and twenty two hundred and fifty Grand. If you're lucky, most of you are going to have a net income of around a hundred and twenty and that's where the GCI of a million dollars. Now it didn't used to be like that when Julie and I sold real estate, the margins were a hell of a lot more. Matter of fact, when like Gary, Keller wrote his book, The Millionaire real estate agent down and that whole book has been essentially, people bought the book put it on their bookshelf, but they didn't read it. Because one of the things that Gary teaches in his book is red light, green light when it comes to expenses. All you, folks, have long learned is green, light green light green light because you always have to lead with profit, you always have to build your business and make your decisions around, what's going to make you the most profit. The reason that you're in, the real estate business is to make profit wage. Not just to turn transactions. Yeah. And in fact, the single agent or the agent with one assistant, I think of people like Rob Johnson, okay? Who have, you know, learned the skill and not, predictably, and duplicative Lee. He'll he'll do a 130 to 140 million this year. Yeah. And his net rocks. He has one assistant assistant his, his, his expenses, basically, his assistant. That's it, took it in whatever support stuff for the listings, right? Well, he's on a commission split. So they pair for most of the sports, the first listing, which is even better in his particular situation, but I know the point you're making. So if you look at, for example, let's say, for example, you gave thanks for putting me back on track. Okay? You got the team that makes a million dollars in gross revenue. They've got buyer's agents. They've got listing specialist, they're buying leads. They've been working on their brand new logo, see two or three TCS. Everyone thinks of the greatest thing ever. They got a wall full of plaques everywhere. They everyone thinks that they're the best thing ever whether forget they're also paying for commercial space and leases and the receptionist and phone systems. But what's actually happen is the cost of the league. Increase the value of the leads is as decreased their essentially, the commission's especially in the buyer side of the transactions. In most markets has decreased. So these people have gone from making what they didn't even realize, when a scaling this up, cuz no one tells them when they were building all this, they didn't stop to say. So if I build this and I'm making a million a year in GC, I and I had this big team, you know, missed your coach. What am I actually going to make per year? Nobody asked that question. If they did, they got lied to about the answer cuz the answer is what I said on average. In this market probably about a hundred to a hundred and twenty Grand. That's what you're going to make. Why would you do that explained it to me because you know, you got Betty Betty just steady, she's a sole practitioner and then he's going to sell, she's only she's not making a million, she's not getting the plaques, she's not agent of the month. Nobody's getting tattoos over you know that but she took a total GCI. You know our friend Betty making Betty up, you get guys get the gist of say a hundred and forty Grand a hundred and thirty Grand her. Net is the same as the big team leader who has a million Ngci you guys understanding what I'm saying here? It's more scalable. So look at it this way. Not too long ago two or three days ago. We were talking about for sale by owners are talking about expires and all these other lead sources not to mention your influence, right? So we did some math and we said if you're only okay at it and you only choose your category could be any of those and you talked to 10 people a day and you set one listing appointment per week, so that's for perjury. And even if you only took two with an average net, to you of say ten Grand, you're making what that giant team with all of its working pieces and parts. And all of the spend you're making that by yourself. That's the point. Okay. On on, possibly only, you know, twenty-four deals or less. For some of you 10 deals, 12 deals or less by yourself, or with an assistant with virtually no cost and how long it takes a fart like it did. Last year during the one Kovac came around and basically, everyone was, you know, running around, you know, not knowing where their income was going to come from. Oh, like it, did back in 2007/2008, like wage. After the tech bubble, we've been in this business Jules and I like you did after nine-eleven. I mean, you guys get the point it happens and but you with this big team are not stuck with all this fixed cost. How much money have you set aside in order to cover that the times when the essentially sales stopped happening? Oh, I know the answer none, because you did not have enough profit in the first place to even barely. Make your own bills and pay your own taxes. That is the fact of what you're being taught to believe, these are the great lives of real estate. You know? And Julie and I are going to we're going to shout from the top of the mountains. Anyone little listen to us. We're going to say, it doesn't have to be that way. You don't have to experience this pain and suffering. You can actually build a real estate business, the right way, right away and have consistent profit. You might not get a bunch of plaques and awards, you probably thought, well, but you, you know, who knows. There's always going to be somebody that's willing to buy business cuz they're not motivated by profit. They're motivated by ego and wanting to be famous. That's their motivation. So you guys have to be clear in your minds about Thursday, It is the middle of June. If you want to take, you know, if you want to sell fifteen listings between now and the end of the year. What's the way that's going to most assuredly? Get you to that goal. The fastest way. Is it branding? Is it building a team? Is it doing marketing? Is it working in your SEO and your long-term lead? Follow up? You see the difference. Proactive means you're actually doing it. You know, passive which is what it is means. You're doing all this other stuff hoping and praying that somebody actually calls you a reaches out to you. We want you to do the thing. That's going to make the result for you. The fastest that costs. The least amount of money that has the least risk. That's the least amount of time. That's what we want you to do. So, you can start then wash, rinse Water. Rinse repeat. Thank you. Let me give you another example. This is a climbing South Carolina. Okay. So she had a listing, she actually has took things in her own neighborhood. She just sold one of them after an absolutely Rock and open house with multiple people, coming, multiple offers, okay? So she puts that on her next-door neighbor next month, Name of our neighborhood. And all she did was and this is from our coaching, good news, bad news. Good news is I just sold a house in our neighborhood with multiple offers and less, than two weeks, with two open houses. Bad news is we need six other people looking to live here, who's next? Okay. So, that's an example of very affordable passively generation, but what we want you to remember is always do the proactively generation first. And if you want to add the package, she also after posting that on her neighborhood nextdoor.com, name of her neighborhood, went door-knocking to say see my post and connected reconnected with her neighbors. And I think end up with at least two or three listings from that. So, Julie let we say this every single podcast. So why people are listening to us? And I know some of them are like, yeah, that that Julie her. She took a rude right now, so they're listening to us and they're saying, damn it. They're making sense, it's logical, I hate it. But when they're telling me is true, so what they're telling me is I actually have to em The things that I've been told that I never have to do that somehow magically the real proactive lead generation in real work of real estate. You know the people that have been trying to get me to believe that. Those weren't the only way is related to them real estate business in a meaningful profitable way where the very people that were also benefited from me. Believing that that wasn't the only true way to build your business in a meaningful profitable way. In other words, the lead selling people. Right? So now that I know that that's not true now that I know I can be a proactively generator. Why would they not take action on it? You know, I wanted to be more complicated and it's you know it's just easier to give out your credit card number and pray to the realistic gods, that something could work out. And I think, you know, confirmation bias because one of their, you know, mm leads and they're drip system worked out once that they want to believe in that way. It's more passive. You know, you can sleep in and wait for something to pop into your email, except when it does and you call them back and they ask you, if you're the listing agent, you either have to lie and Beyond ethical or get hung up on so well. Did you guys want to have lives of quiet? Desperation, that's what it is. That's why would you want to do that? Why would you want? You spend a lot of time basically surrounding yourself with other people that are doing the same thing. It's just you just basically have come to believe that that's just with the business is the business is essentially throwing darts and in a dark room, that's what you actually believe it is. You've actually believe and you're actually acting like you believe that this business cannot be predictable. Duplicatable you actually believe that. You're the only way forward for you is to essentially keep on doing these gimmick gimmick ideas and Chase and chasing the brake objects versus you actually doing the real work of real estate. Do you actually you guys understanding what I'm saying here, this is going to make you broke, it's going to make it so that you never get out of this industry. What it could be otherwise done for you and your family. And this is what we want you to confront within yourself. Because here's the truth, the pain and the anguish distress, the financial loss, all the pain and hardship and number three, Sorry suffering that agents who are passively generators go through, they rationalize it by saying, I don't actually have to do the real work of real estate. I figured out how to game it. They don't make any profit they make very little profit and what they the burden they carry her around with them of not feeling of essentially not having done. The real work of real estate not having predictable income, not knowing whether or not they're even going to be able to buy, you know, Christmas presents this year off all of that without borrowing money. All of that is way more pain and suffering than the little bit of stress. You have to go through learning how to be a proactively generator. It's really true and, you know, our coaching clients have really amazing Nets. You know what their profit is because they don't they're not spending that much and I had we sometimes we play a game in our Facebook live, which is all right. Here's the challenge. You gotta take a listing by Friday. Well, this case, depending on where we are in the week by Monday, you got the weekend to do it. How are you going to do it? And it's always really fun to see what their answers are, because these are trained up agents, right? They, they know. And so those are the ones. Don't those new ones? Don't. The ones that do are good example to them. That's why we do it live like that, right? So some of them because they've been doing what we've been talking about. So much they say I know that it's in my lead, follow up. All I have to do is follow up and close and use the script and pretty small price right in pre-qualifying. They've got their pre-listing packages together. They've got their presentation, Mojo down, and they know that they can close. In other words, it's predictable in a dateable, they know the answer and they have created those folks, which gives them the business to close on. So here's your homework for today's podcast. Okay, share this podcast with this many other agents as possible. Help us to engage the needless pain and suffering in this industry because it really has become, you know, an industry. You know, I was going to say epidemic but it's Mimi maybe even a pandemic at this point so please help us to help patients from having to essentially bail out of this industry because they're following that advice. You know as podcast listeners. What we're saying is true or you're coming to know that it's true. Now here's the action steps you should. Taking at the very least, and this is self-serving. But who cares at the very least purchaser book Harris rules from Amazon. It's got almost five hundred five star reviews review. Read the most recent reviews and you're going to see, you're going to read people's words who are talking about the fact, most of them were in this buying leads, you know, Nightmare. And then they discovered us and now they're essentially running profitable business office. When you read the reviews, you're going to realize what we are essentially have created is a movement back to Insanity movement, start out small and we started out small and they get bigger and bigger and bigger. You've been doing this Julian guy for twenty years and we've been coaching agents since nineteen ninety-eight. So we know what we're saying works. We have perfected the system. Now all you have to do is copy it and we'd love for you to consider hiring us as your coaches, and we made it easier for you, just text the word success, success, to 4737 to text or success. 2 4, 7, 3, 7 2. And when you do, we're going to text you back a link and then you can join the premier coaching program. The premier coaching program is shockingly Affordable for what you get? So, just text the word successful, 4737 too, and when you do, we're going to text you back a link, you can check out what Premier Kochi includes, which is basically everything you need is our complete system. It's not a watered-down or, you know, a half-measure program. This is Faith. Every single thing you need to do to build a very profitable proactive based lead generation real estate listings focused business. So a text or its success to 4737 to Jose anything else you'd like to say these days this week they might want to consider breaking up with their paid lead generation which is too expensive for not giving you basically anything at this point, right? And I know Julie said earlier it's going to cause you some physical and psychological angst to do it. But guess what? Continuing to pay for it. It's causing you Financial angst in addition to the physical and psychological eggs. So I'm trying to remove one of the three acts that you're experiencing an Altima. The only way to be announced free is having being a proactively generator and seriously considered following our system. That's what we do. We specialize in agents who are recovering from having essentially follow the same path covered with, you know, covered with thorns and primroses, you know, and where they're going to get back on the right path. They're going to learn to be of service to other people. They're going to learn to be proactively generators, flicking focusing off best energies every single day on, you know, an Essence. Most of our top clients, take three and four listings a week. Even in this market, we can teach you to the same thing. Question is, are you ready to learn text the word success in Life or 7? 3 7 2 and the meantime, you guys have a fantastic day and we'll talk to you on the show tomorrow, this program has been a presentation by Tim and Julie. Harrisburg real estate coaching for more information on our real estate coaching and training programs visit our website at Tim and Julie Harris, remember to tune in weekdays at noon for upcoming job. Is and until next time, thank you for listening to real estate coaching radio with Tim and Julie Harris. Various podcast is a part of the c-suite. Radio network, for more top business podcasts visits. See sweet radio.com.

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Productivity Killers | The Master's Lab | Dave Werth & Peter Hernandez

Elliman Daily Podcast

29:02 min | 4 months ago

Productivity Killers | The Master's Lab | Dave Werth & Peter Hernandez

"Okay peter your. Am you you. You got a really good topic. I think today. I believe so. Yes so. I'm i'm curious like to kick this off. Who feels that the really highly productive See people looking at the way. I see some sort of again so see a lot of videos not turned on all the videos just turned off like new. Into what standard are you talking to your own standard. Do you feel that you're highly productive. I defined. I think i'm in that place. Where and again as an early agent. I think i mean that place where. I'm highly productive doing the things i need to do. Scraping the dirt feeding the seeds and all that other stuff is just waiting for the popcorn. And the harvest to happen castro. I think to your point. It's to what standard greg for the standard that i want operate get up every morning with the sun in the reu stirring blue. Yeah we're doing. It's just that whole waiting. Yeah i roger from miami's answered not at all. Okay good busy but not productive. Yeah balance a big one so busy so much going on because so much going on with my deals right now just really tied up in my of her. That like seven times this week so Peter asked me he said hey with agents you work with like what's a common theme and i said it's the inability to be productive and and what i mean by that and kind of gave this little formula to peter. This is what i see over and over. Peter i want you to chime in see i wanna get your take on. The inability to be productive means longer work hours. People that work really long days like stretched out like oh man. I'm a six. Am to ten pm person right and that extended work hours means that then. There's no time for self care. Passion projects taking care of others Taking care of other important personal stuff and so it's kind of like becomes this weird cycle of just that inability to be highly productive. On the really important things will extend your days out and then there's nothing left for you and and i think that's where burn out comes in in this business is that inability to have the self care and feed your feed yourself with fun things. So what do you think peter. I realized you know work. Into two categories productive is one category category is important but not productive so non-productive activities aren't necessarily unimportant just not productive still productive activities produce. Prudently differs produce. What business we produce they create you know money opportunities that is active but So perfect example. Your deals working on your deals important righted very little but productive. No as i say you guys all get mad at me but if you die your deals show closing. I hate to tell you. that's true. The esker officer the mortgage person the broker will find another agent to over over. It'll happen it's not close the close. If a buyer seller decides stock of through good thing does not on here. Do you think this is super dark. If you die your deal is still closed. And i just want to exaggerate it because you know. We like everyday wakeup. I gotta hold my deal. Together that becomes. Our epi cubs are important in life who we are. I'm holding it together. that's right. They like if you go. Everybody's gonna say. Oh you know what. Peter decided not to work on this anymore. Let's not go ahead with it. Yeah so. I challenged an agent yesterday to turn your phone off from noon till nine. Am the next day to see what happened. Do you know what that was like for that. Agent this is a really productive agent. Right she does a lot of business you might as well i might as well said. Go through your kid off a cliff because it was about the same reaction for real couldn't even fathom that like the world will still operate without her there so i wanted to talk about productivity killers And i want you to kind of take stock of where where you fit in in that. I think we need new caroline. Okay think she's under peleton. So peter yes email. That's my biggest. Everyone smile earnings like. Oh that's me that's my downfalls. Let my mailbox. Sit for a minute. So this how many emails in the course of your day is a buyer seller or investor saying. Hey i'd love to meet up for love for property valuation. Or i really wanna buy yourself like how many emails. How many of those emails do you get in the course of a day one zero about a week maybe a week maybe a week maybe one too. I don't know. I don't recall getting that many emails where people said come list me or let's go buy a house or i wanna buy an investment property. So what are you doing in your email you there. I'm busy i'm available. I'm i'm i'm on top of things. I'm not letting things said. I'm returning things. I feel. Productive gotta respond respond guys have to understand is the productivity killer so many agents get in their emails first thing they do in the morning. This like the last thing you should be doing in the morning. Nothing good is going on in their all. Well i gotta see what happened overnight with my deals. I gotta put out the fires this morning. How many people are in the transaction and when know how many people are in your transactions. Five five ish will say olga had her hand up. How many olga. You can't hide on mute. Any deals now. How many people are in a deal. Oh listing agent buyer's agent buyer seller maybe mortgage broker escrow title lender the a let the other seven people handle stuff first thing in the morning. Forty who gets anxiety. Hearing that anybody down i i do i mean course. So so. What would be the anxiety. People feel. you're not available. You know not doing your job. Not being a service cat. So what time would be an appropriate time. So that people know you're available is it eight o'clock nine o'clock ten o'clock eleven o'clock no it's like when somebody sends you an email at seven thirty at night. You think in their mind with now imagine when you send an email at seven thirty at night. You expect the person to get back to you that night or the next day next day. Right it went. Yeah we we have to answer it that night. We all said the expectation that we're going to answer that night and our actions tell them we're gonna do it that night. Available twenty four seven s. Like the death of your business by the way saying that. I'm on call all the time. I know people in disagree with me on that. But i'm telling you like you can control that for sure. Heather says when you think you're holding your deal together a lot of times you're subconsciously making sure you get paid that's true that's a true true statement so if i said hey everyone don't jump in your email till at least ten o'clock in the morning could you do it. Would everyone probably thinks that you're still doing your job. I think so definitely. I took the first part of your day and crossed off everything on your list that you want to get done. That was important stuff that was going to move the needle in your before. You return the first email i would say you're you're a baller your productive. You're successful time to get everything done you want to get done rather than having other people dictate your day. Nixon doesn't think he can do it. I challenge nick. Challenge has been has been posed. See if he can stay email told a ten. See what happens. I've argued loan. I've already blown it today. I've checked it three times already while we're doing this. Podcast awesome good to see your present k next productivity killer paperwork for your deals. You hear that one a lot. It peter ally paperwork to do from deals here yemen paperwork done. Am avid is done. The deal it's productivity roy. I don't know why an agent gets into this business and doesn't realize from day one just about. They need an assistant. I don't get it. i mean. I don't know how you think as agents you can do your own paperwork and sell real estate now you can't i don't even i don't even know you can't be. You can't be a top producer. I don't know where that meant. I mean you can do one. Every other month. I get that sixty day escrow you can read it but that would be if you had a pipeline for deals every other month. But what happens is dave and you and i know you make a sale. You spend the next thirty to sixty days closing it. You pull your head out of a sanya look around you. I don't have any deals panic. 'cause you know what during that sixty days guess what you spent the money you made. Did heintz know who's doing the paperwork can answer. Have you had a client going olga when that drafted these disclosures never never happens the only ones you have responsibility for like your avid Purchase agreements. You're listening agreements. He probably got Obviously go through in review the disclosures. Make sure they're complete but neither is paper. Hate to say there's no paperwork. I see people mentioning. They have sees what do you think. The percentage on dave of agents that actually higher. Tc's for every deal. I don't know i have no idea. I see a lot of people doing their own stuff to save. Four hundred bucks or five hundred bucks in blows my mind it. Does anybody have an idea heroic. I took a poll. We could do the whole thing. I don't know how to do a pool thing. But i'd love to opole who uses t season who doesn't pulling at a question if you have a. Tc what paperwork would you be doing okay. Social media and browsing online productivity killer. Yup but you're supposed to use social media for your business. Peter and that's like where your sphere is in. You've got to lean into social media. I don't understand what do you think about that. I just lurking and just kind of browsing. Then you're wasting time but if you use it as productive as connecting networking with other agents and stuff like that then i think it's another form of coal colleen or percent or prospecting so if you're just there Sitting on the bench in. You're going to waste time. But if you're on the field like peter says they think you're winning garam also to dig a little deeper in it because i think this is important. What are the productive. I what are the productive productive activities activities for social media For me it's interacting with other people's posts posting tagging even reaching out to private messaging or even posting other people's posting tagging them Right now we have you know texas on board. So i think that's huge if you're wanting to network with people in texas so i think all those things are productive So keyword is productive so perusing cat videos is not productive but going on and building relationships and tagging social media can absolutely be a former prospecting. But it's being really clear about when you get in there. What is it that you're doing if you're just check even i think Like going in and just liking people stuff. I don't think that's a good use time. They're not looking most people. Don't sit there and look at every post and see who likes it. They're looking for you. They to be tagged in post. They wanna be. They want to respond to a comment. They wanted like a. Dm something like that but just gone through and liking productive. No the most people. You don't even care if you like their picture. But if you're interacting with them and creating conversations than your comment right then they really like if you comment on their thing or you reply to someone that commented on years actual engagement another productivity killer running off memory. Is i see all the time just agents using memory for calendars for to do this. Everything's in here. None of it's written out none of it's anywhere that they can go through and check it off keep track of it. We think about that. Peter i like keeping the list checking it off by. There's all kinds of ways to do it. Almost every app has to deliver yellow pads. Still work Everything everything is arable. One of the things. I find really important is when you're on a call and someone says something jotted down somewhere because it'll be so easy to forget especially a client the client or or you know if you think of something you wanna do and you don't jot it down. Let's say you get a really good idea for something. Maybe maybe it is a marketing idea. Know write it down execute It may not resurface and. I don't believe if you forget it. It's not important. I don't believe that that statement. You've heard that i forgot it. It must be important. That is not true. Truism in my opinion now and just china run like five or six deals going. If you're operating off memory and you're not jotting down important things that you promised to people or you said you were gonna do not get. There'll be a time killer time resurface. Invite you brain fog. I'm kind of jumping around on my list here. i like. i like your list though. I wonder can we re post that way. We post this list western on by the way. I think it's really good Me fox rainfall huge. What do you think the main caused with. It is Lack of exercise eating crappy food and too much alcohol and how about no sleep and not an crappy sleep. Yep yep those are the four. And i think that's actually from what i see. That's one people struggle with me. The most is like taking care of themselves so that they can like show up with clarity. And so because if you're not clear it's almost impossible to be productive. You can't prioritize. You can't think about. Like what i do. In what order you start dealing. What comes at you. And so i call it brain fog because it's a lot of things you know. He i think he got a. I think he got you know. Stretch your brain too so I would consider things. Like make. Sure reading enough i would. I would consider things like you know finding some games to play that challenge you. It'd be picking up a musical instrument learning to play at eighty going back to school. Just just keeping your brain super super Active and always learning and growing will make a huge difference in your ability to think and to cold thoughts in all those kinds of things so that would probably needs more attention than any of them. Well here's why we work really really hard all day. We're exhausted so we get in front of the boob tube in and just you know. chill out. Which isn't bad. Either that has to happen to once in a while. But it's it's great like when you had a really hard day at work and then you come home and then you actually. You know maybe In an study something or or or or do a crossword puzzle or do anything that would be. You know a little bit challenging for get into your email. Yeah that's that's a great way to get brain fog time with somebody yesterday in like so once my kids in bed than i just sit down and finish up my day. I'm like well. what are you finishing up. Guess what it was. The emails carry you. My wife is so smart in. Is i gotta i gotta check my emails. She looks being goes peter. They'll be there in the morning at ten o'clock we'll be right there. Yeah but there'll be a thousand more on top of dave at nine hundred. Ninety eight of will be garbage. Ones that you don't need to do anything. They're probably to import months. That's right What else have all. oh Doing it all so no leverage. No assistant know anything doing it. All a big productivity killing. Everyone kills her proud. Why would that be a productivity killer. Anybody that's why do you want to do it all control. Nobody can do it as well as me has to be done. Perfect you getting we you name it. We've heard it. So it's you gotta get you gotta get help wherever you can and for whatever you can afford which is going to be the kind of the next one if you're doing it all you're definitely losing productivity and remember defining productivity here. We're talking about light building the future business. It's not working on what's in front of you like. That's i think. That's a really clear distinction. Peter when i'm talking productivity. I'm talking about like building up your future. Self your future business working on what you've got right now is just tasking. That's just but we talked about this thing of it is like a two step dance. It's a two step one. Is you know plan. Put it in your put it in your calendar when you're going to work on your deals in the second step plan when you're gonna do productive to create new business and just stick to the plan so he doesn't think this maybe you'll think this is funny but this is how this is how tough it can be for. Some people a guy that talked to pretty regularly and his five scores right now. Five open deals. I asked him to call three people a day and put those three people into a crm. How challenging do you think that was. Does it sound challenging. Yes it would let me let me let me. Let me get some clarification. Does he have an assistant one. So he's running five deals by myself does he use. Tc's on the deals. That's darshan three three people. So you go tom ferry event. Because i heard it. Tom ferry shout in here. They tell you to call twenty people a day. Have you think that's going to work out. It's gonna last two days. Maybe one day. I go screwed. I got work deals. This usually what happens right so david so think of it this way to if you have five deals going right now if i had five deals going right now i would be like. Oh my gosh this is my moment. How do i how do i leverage these five into fifteen more. How do i mark. I have these deals in escrow. How do i get referrals from the five people. i'm working with right now to get referrals. How do i market this. You know in. How do i you know prostate circle prospecting around each of those listings. I'd be thinking all those things because when you have five deals going right now you have two choices. Turn it into fifteen or close them end up zero right and so the one thing. We're working on with him. Is this the up down up down up down. Get really busy. Get really broke. Get really busy get really broke and we're trying to even it out. So how much time. Peter do you think in the day could be dedicated purely to productivity and the fi feels would still stay alive. I think if you if you seriously did an hour a day five days a week. You're done and i don't think when you say that it sounds like enough to people that are truly is everyone. It's more than enough. We figured out that it takes him twenty five minutes to do three phone calls and get three people under crm and you know the comment he made which was classic is. This is the most calls. I've made in like six months. What do you think six months ago was. It was the valley. We're in the valley right. So the point is is that the productivity is really easy everyone but it has to be really cared clear about what killing your productivity right. So the list i have. Is this you procrastination. Is like the number one productivity killer right kicking the can all do later or and that leads to work better under pressure. You guys know this physiologically impossible because when you're under pressure it means stresses pumping you're stress pumping that means your focus gets really narrow on certain things and you don't think clear and everything We've talked about that. e email. Social media paperwork deals running off memory. Perfectionism doing it. All yourself being cheap entire about that one peter being shaped brain fog and lacking clear direction. Those are kind of your big big connectivity killers. So if you were to go and say. Hey i'm gonna wipe all that crap off the table for thirty minutes today. I promise you you would become productive like guarantee get rid of the email. Get rid of social. Get rid of whatever. Habits aren't even allowing you to get thirty minutes of that. The get it all off table for thirty minutes you'd be blown away by what you can create his three calls in sound like a lot. I'm promising you three calls. Every single day is a lot. It's more than no-fence anyone ninety nine percent of the people on this call are not Knocking out three solid calls today. If yeah no no no. So here's here's here's i love you dave because you're you're no holds bar. You're you're you're telling the truth you're saying exactly the truth now. Is that exciting as exciting as hearing the latest five hacks to success or the latest social media trick or here's what to say in a presentation or add this logo to your marketing for huge. Success is no that stuff's all shiny penny exciting stuff but none of it makes money like dave talking about but it is so so amazing but we know that we know that is individuals that this stuff with the neglecting and that we're putting off and we're not looking at is exactly what we should be doing. We know that everyone on this call knows that so just start. Doing it favors. The pain save yourself. The pain quit looking for the five hawks. If you look if you're looking for the five hacks you are a hack. I'm just going to tell you. And the only reason that i come up with this stuff one. It's content interesting things talk too about but it's all from experience. I sat in your seat. I've been the agent that hasn't made calls for six months. And i know where that leads you. I know what like surfing my email at eight at night in eight. Am does does nothing. I've been the guy that wants to do his own paperwork. So been there done that. And and i get the privilege of being around all you guys all day. Long get observe and see what works and what doesn't so my challenge to you is for this week and we'll follow up on this next week. Stay out here emails in the evenings and the mornings from stay off social in evenings and the mornings like set a time say. Hey by seven o'clock. I'm done with my phone and mighty and i'm not getting in that thing until whatever time he decided in the morning but after you get the productive stuff down you know. You have all heard this jillion times. Do the most important stuff. I it's true. There's a reason for it because if it doesn't get done so an off time in on time and before you click on it before you getting emails you get into social before you start doing all that. Make three phone calls. Try it for week. That's it could be the the formula to doing a million and gci battling. It doesn't sound sexy enough. I now two bomber doesn't sound super exciting three calls make a million dollars. So it's all got if i want to go over my new logo with you so i watch i watch your opinion on it. Yeah throw it in the garbage. Is my opinion us douglas. There's more money spent and smarter people that built so you're going to be very cool. I promise you or the hundred melt signature or anything else. Okay all right all right. I feel bad now. Yeah well go make three calls. You'll feel better. I say cloud yugoslavia dave love. Ya week tried out sia.

peter Peter olga peter ally dave castro heintz roger greg caroline miami texas Nixon Heather colleen tom ferry roy Tom ferry nick china
16 Hidden Sources Of Homes For Sale (FSBO, For Sale By Owners)

Real Estate Coaching Radio

32:41 min | 4 months ago

16 Hidden Sources Of Homes For Sale (FSBO, For Sale By Owners)

"Believe it or not, in the early nineties. The tech giant that we know is Apple was in a complete nosedive but an unlikely Duo Steve Jobs and Johnny I've combined their powers to transform the company and the world wage wondering and all new season of Secret Sauce breaks down. How this Apple computer Odd, Couple reached, the Pinnacle of Silicon Valley success. Listen to secret sauce on Apple podcast off Amazon music, or listen one week early and add free by joining wondering Plus in The Wanderer app. 321. And we're back in July, Welcome to our June 3rd podcast and we are working on one of our favorite topics which is, of course, how to find the 16 hidden sources of homes for sale. In yesterday, we talked about expired listings and scripts. I love the feedback we got, you know, you know, I have to tell you, this is something I hear all the time Tim and Julie. Now, listen, I'm using my boss voice but I'm just, I didn't mean to do that, but it does Tim and Julie, I really appreciate you guys reminding me to get back to the basics. And so right there, and once you guys to let, I want to let you all of, you know that there's nothing other than the basics ever, right? And some people will start out doing the real work of real estate for as short, a period of time to rationalize that once they get enough, you know, mentem somehow from having done the real work they could stop doing the real work and they start buying leads and that is the exact pattern of Destruction that agents will do, they'll get into real estate. They'll have these, you know, wage People tell them, here's what you gotta do, you know some of them if they're lucky. They'll actually find someone to tell them to do proactively generation prospecting. If they're lucky, they're going to land to an office or an environment, which is going to tell em, actually do real work. But here's where even those fortunate agents here. They here's where they fall into Misfortune, is that they will then have that same agent that's telling them, you know, doing the telling to do the basics down then then they'll say something stupid. Like in. Once you've basically built enough momentum, you can stop doing the actual work that you had to do to get there in the first place. And then you could start buying leads or form your team or working in Europe and I have direct quotes from our coaching clients who said they couldn't believe that their office manager said that to him and it just didn't sound right to them even there. Some of them, their Brokers said that more, you know, grizzled veteran agents. That's all you only do that stuff until you can afford to buy leads and then in the same, you know, the same coaching session we talked about her yesterday had a coaching clients say, you know, I don't understand why my broker keep spending down. Thousands and thousands of dollars per month to make the impression of raining leads, upon us when none of them convert ever for any reason. So the whole thing is just a very mish-mash dead belief about leads what people don't know what you listeners, twenty Thirty maybe fifty thousand if you will listen to the show today, what you don't realize is that the is it the is that? Yep. Singular is that the page that you're speaking to have? Never learned how to be proactively generators. They don't know how to do it and they're they've only been in the business long enough snow to buy leads. It'll prove it to you. How long has your broker office manager Mentor that in the real estate business and if it's less, if it's like they got their license after 2008 or something like that. I guarantee you that they've only been buying leads their entire careers there. So few agents sense essentially Zillow start selling leads and all the other companies that start selling leads. There's so few agents that if ever been told to do the real work of real estate job. On learn how to do it that there are, you know, there's a whole generation, you know, thousands and thousands and hundreds of thousands of agents that are dependent on buying leads forever. They have never taken the time to learn how to sew em. You say, Tim enjoy. Thank you for telling me to get back to the basics. The basics are all there if you want to call it. That they've always worked. That's why we go back to them. That's why we coach you on them. And that's why our coaching clients get the results they do. Yeah. It's like this Navy SEAL book. I'm reading. And you know, the Navy SEAL trainer says, if you want to get better at push-ups, you do more push-ups, right? And and so what agents do they get? Okay, I mean Ziggy when we talk about siggie every day. So hey Ziggy if you're listening, I tell you, I told you we talked about you today. Yeah right. And so with Ziggy you know she's started prospecting proactively lead-generating six months ago and now she's got 12 pendings. She's got eight active listings and she's getting them all from basically being a proactively generated, a hundred percent. Yes, which does count getting Things from her own listings. But she said actually, she was on today's Facebook live page. We talked about Ziggy lot cuz she shows up, you know, and cuz she has great stories. So she took the challenge. We have a little change going on in our Facebook live with our coaching members, that's pretty simple. The challenge is daily this week to speak with contact, you know, a conversation with the decision-making. Adult about real estate office, past clients, are people in your center of influence. Be a hundred percent caught up on your lead, follow up furiously fast lead. Follow up talk to just one for sale by owner a day, one expired and one other like probe a turbo or something like that. If your choice now it's like you did that for one day because we started it. You know why? Now it's done Tuesday, she did it on Wednesday reported on Thursday. She yesterday she ended up with two wire leads one for sale by owner listing appointment and that was with like 8 contacts. Well, so let's hover off there that took maybe a couple hours maybe maybe and it cost her no money and those thoughts It's when they close are going to generate her. If you think about the, the revenue that she gets from say, she earns $10,000 from a commission check. She doesn't have a bunch of long list of expenses from buying business, and branding and Mickey Mouse. Her net is really spectacular. It's basically what she earns basically and why are all of you struggling with that concept. Why are all because you're not, you don't look, I don't think it's because you're not willing to do the work of real estate. I don't believe that's true. I think you are I think all of you if you're told what to do how to say it what you know everything, if you're confident with the system that you're plugging yourself into, I think of you would copy exactly what Ziggy in Upstate. New York is doing. I know you would, and that's the reason that you're listening to Julie and I every single day, that's the reason. This is the number one listen to daily podcast real estate agents because mom telling you exactly what to do, we are confirming that your intuition about all these shiny objects being Mickey, Mouse is true. We are confirming. What you already know to be true. Confirming that you shouldn't be trying to buy business. We're confirming that you have to do the real work of real estate, always and forever. If you actually want to have a real significant business and your goal, your profit is your product. So if you're trying to really cut through all the Mickey Mouse of real estate, your ultimate barometer of your success in real estate really is the profit you're making from each transaction because you did not get into real estate, hopefully you didn't do be famous. You did not get into real estate for Awards and plaques you got into real estate because hopefully you liked house this. I mean that helps right and you live in one so hopefully you like it off. You do like working with people for the most part, that's true but ultimately it's because you wanted to have freedom and you wanted to have a sense of control but within what happens is you get into real estate because you don't know any better, all your hopes and your dreams and your aspirations get taken over by people trying to sell you crap or people giving you a quote unquote useful advice. That actually is useless advice if your goal is to make a profit cuz with that wage Outfit from selling real estate, you then reinvest that money and then you become rich and Rich's where your money works for you. And you know what, to have to work for your money. We talked about this in our book Harris rules, and we talked about this as part of life coaching program, speaking of which every single one of you should seriously be considering right now, joining our coaching program, and we set up a very simple way for you to hop, right on over to the website and log out our coaching program. And we are also offering a discount for all of our podcast listeners. All you have to do is text the word success success. To 4737, to Julie, said, as u c, c, e, s, s to 47372. So, go ahead and text the word success to 47372 and when you do you're going to be sent a link, click the link, you have to type in the word. Yes. And then you have to click the link and then you're going to be taking right to the website. And you can learn about Premier coaching. Premier coaching is the way forward for all of you. It's, you guys, tell me what else you're going to do. If you don't join Pig, Coaching and you want to continue in? You want to continue in real estate frankly but you're not just want to stay in real estate. You want to make this the most successful career you could ever possibly create for yourself. Are you really going to waste time to Patchwork quilt? Your own idea together? Are you going to make this some sort of creative Outlet, where you're going to be able to, you know, learn how to be a marketer and Advertiser and build funnels, or you actually just going to drill down Go to school. Learn how to actually be the real estate professional. That people are going to seek out to help with their real estate transactions. And from that, make it so that your work becomes famous your work, as a result are the results, the cumulative results that you've created for other people, that's what you should all be focusing on. That's how you create a career that you can be proud of for your entire life. So I strongly encourage you to seriously, consider becoming one of our coaching clients, just text the word success to 47372. All right. So we're getting back to topic. Yes. And we're talking about our 16 hidden sources of homes for sale. And today is for sale by owner day, otherwise known as unrepresented sellers cuz that's what they are. That's right. Yes, I start by telling my story about when I was in Home Depot. Yes, please. Okay. Now this was in the nineties. We had this happen again. When I remember I saw this happen when we're in Georgetown and Home Depot not so long ago. Oh really? Yeah, it's a recurring theme it happens. Okay, so when we're in Home Depot cuz I actually really like Home Depot, frankly off. Like to go and smell the lumber. Yeah, the tools are awesome. Anyway, so we're at Home Depot and every year in the springtime and you guys should just go to Home Depot and and do exactly what we know we didn't sell real estate in Georgetown, Texas. So just keep in mind, cause I don't remember what Joe is talking about, but I'm sure she's right. That I do remember the first time I experienced us. When we were in Columbus, Ohio, and I'm selling real estate, I went to Home Depot to get a lock box, and it was a dialog box that was for one of our rentals. And so, I went to Home Depot, getting the lockbox, you know, there's like three brands of black boxes, so I trying to figure out which one's the less the least junkie. And then right next to me was an end cap with these, you know, seasonal for sale by owner cats. They include a cart corrugated plastic, sign, a little signpost, a the pain, they did, they had the pin so you're it was set for sale by owner and then the seller supposed to write or the you know the perspective still are supposed to then write their phone number and I remember picking out my lockbox I didn't, you know, I was just there as a consumer and then log Two guys walked up, and we're looking in this, you know, they're just walking by looking at lock boxes or Kia's wherever they were looking at. And these guys stopped at these boxes for sale by owner signs looked at the box and I don't remember their names, but it was something like this. Hey, Bob look, you want to try to sell the house. I mean, I listen to him and heard that there are flippers, right? And I listen to these guys within like 15 seconds judge, decides to spend 25 bucks buying a for sale by owner sign or maybe even only been fifteen bucks. I don't remember to buy a for sale by owners, you know, kit and and and that's all it took. So they could try it out for a week or that's it thought they were doing that was the whole amount of research and time they spent to decide to be for sale by owners and yet our Industries terrorized of people like that. Yeah. They think that it's some kind of evil plot to em Realtors as we know it. I know it's very good Mission. They're all you know, agent haters and all this stuff so fast. But let's go back in time. How did Julian I sell over a hundred houses or first year in business? We did not list the subdivision. We did not have a family in the real estate business. We'd had no leg up. We had nothing. We went after for sale by owners, because we knew in the market that we started in that every for sale by owner. And this turned out to be true also wanted to buy a house after they sold their first house. And that's normally what we were dealing with while I first-time sellers. So we go to the for sale by owners and sure enough, they had no real plan to sell it themselves. What, the first sale by owner sign was in essence was a help wanted sign indeed. And, you know what I remember about that was so cool. And this works to this day. I mean, you guys are quintessential example and her listing appointment. She said yesterday was from a for sale by owner, okay? So the cool thing about that was each for sale by owner that we converted was not just worth one transaction. They would buy with us, we almost always sold their house themselves. We did a really Kick-Ass open houses which generated a lot more buyer and seller business. Each one of those for-sale-by-owner conversions was worth a multitude of transactions, that still works today. So let's do suck. For-sale-by-owner math just to really super convince them. Okay, so for sale by owner math, you guys might want to write this down and I'm keeping it super conservative, okay? So the national average is right around 350,000. So what are you doing? What are your cellphone or Matt? I'm showing them that what they are, what the value of being even, okay at this is right in dollar, you know, in serious commission, income to them, okay? And I'm using net commission dollars here, you know, on average, in other words, not doing this. You are saying oh, no. No, that's okay. If somebody else makes their money on that. I'm not going to make so she's showing you the opportunity cost of not having actually sought the opportunity. Exactly, so here's how it goes and again, I'm being very conservative cuz I know a lot of you have higher average sale prices than this and maybe you can convert more than this but just to keep the bar relatively long, if we use the national average of $350,000 right now, which is a record average right now, that would generally speak and create about a $10,500 gross commission. Check let's take 12 a.m. Percent off for cost fees Etc. Again, you can, you know, Jimmy with that based on what your real numbers are, but let's say you end up with $8,400 net on average, okay? So that's five or one deal. Let's say that you call and, or follow up on to, for sale by owners a day, just four days a week. Because we know you're doing other things or you're just not going to feel motivated on Friday. So to contacts per day, real contacts, not voice mail or texts, okay, 4 days a week. So that's eight per week. Now off that means, and let's say that you actually said only one listing appointment as a result, but you do that once a week. Okay, so, that's for appointments. Let's say you only take three. Most of our coaching clients. Take what they go on. But let's just say that you only take three out of four. That's 25. Excuse me $25,200 per month x. 12 months is 302400 based job. On the fact that your average sale price would be 350000 that you're taking 20% off for cost fees, Etc, that you're only successful once per week. And, you know, that's after calling making own contacts. I mean, you could do that in a day, but let's just say you did it in a week and that you were closing at 3 per month that means that it's worth at least 300,000 in that insane. Honest life. Now, watch this. Okay, let's say you go, by the way of Julie, if you remember back into her with us, in our early twenties and early nineties, guess how much Julian ironed our first year in real estate 300,000. Huh? Interesting. I guess how we did it. She just told you, yes, it's not that hard. And we had, I mean, we had student loan debt. We were sharing a car. We had less than nothing. We didn't have money to throw it anything know, you know. But we were still very effective at this. Well, but it was because we were not afraid, we were going knocking on the doors and we would we didn't even have really you know our scrapes we didn't have, we didn't know what the hell we were doing. We had energy enthusiasm, that's for sure. Yeah, but we knew that they had a house to sell. We knew most of them wanted to buy a house. Yep. And that's all it took for July. And I had to put two and two together from houses, right? Yeah. Okay. So watch this, let's say you then that that's making you reasonably okay. I don't you're not making a gajillion contacts you are doing good follow-up and you're only taking three out of four, okay? So you're hitting a 75% appointment to listing taken. Okay, so let's say you get pretty good at that and you get inspired. Well that's pretty easy to double 8 contacts to 16. You can turn that three hundred thousand and two six hundred thousand but and and I'm not even counting by your sides that spin off from it either way. Now, let's say, you get pretty good at that and you Branch out into something that is a cousin to for sale by owners. For example, for rent by owners, also, a fairly easy script and conversion truthfully, there's a billion ways you can spin off, there's three or four real defined, I shouldn't say a billion but you could go for rent by owners. You could then spin into absentee owners and by the way, we're putting a new apps to the owner script on the website. We're updating a few of our scripts like that. Yep. Also called I already emailed you about it. We could also, I'm sorry, you could also for rent by. I'm sorry. Yeah, for rent by owners, VRBO types. If there's a lot of those in your Marketplace, there's some fired math is a similar, right? There's so many different sources of people who have remember the whole point of the this podcast series is 16 sources of how to, you know, basically homes for sale that you're not calling cuz all you're doing is flipping on the computer and looking less. The MLS nowadays is probably pretty much the place, where the last place you want to go. I mean, I I looked, I looked in realtor.com last night for cuz I never go to Zillow, right? Except Zillow app. Awesome truthfully. But I went to realtor.com last night and I was looking for, I check on what's for sale and the different markets were you? And I have rental properties which we have Marcus Reynolds and a lot of markets and I always look to see them essentially like what's for sale or the everything is pending everything. Everything. When I go to where we started selling, real estate 43214, there's a total of 0 houses for sale. They're all pending stuff on them. Rhodes backing up to the railroad tracks, doesn't matter. And since I do this, probably, three or four times a week, I can tell you right now that most of those hit the market as already pending, so they go active in the OS and then get there pending the same day now that because the listing agent is not doing it coming soon or anything like that because the listing agent most likely had a buyer for the house even before they put it for sale. Yes, exactly. That's the power. Being a listing agent, Columbus is the number six hottest Market in the entire country. Which is higher even than Austin. That's crazy. Yeah, so but here's the, here's the other hidden benefit, whenever we coach this, I like to show them both sides right off. So this was all about taking listings, which will sell, which will give you other buyers and other listings that all makes sense, right? They all need more qualified leads to do transactions with, but you know what? One of the number one questions I get on virtually. Every Facebook live for a coaching members is, what do I do about my buyers? That either won't write? In such a way they can win, can't write in such a way that they can be competitive wage. Or are so frustrated. I'm about to lose them. And my answer is really two things. One is be the listing agent. You want to have this problem anymore but you know, we have to grow into that sometimes and number two, why do you keep on insisting? On writing. Only on things you find in the MLS where you're guaranteed to have to compete. That's all good for sale by owners fined. Explain it all goes back to the original point in this market job market. It's all about being a listing agent. If you want to call that getting back to the basics, then go for you. It's called getting back to being sane and and making it and creating transactions and making money on a consistent basis and feeding your family and taking care of yourself. That's what this is all about Basics are good real, exactly. So I'll tell you what they're thinking because, you know, we've been doing this for a while. Is there thinking? Okay, I want to do it. I get the math, I get the opportunity, I totally understand, but I don't know what to say. I don't know what to do and guys, if you don't see this coming, you're blind. Of course. That means you're going to join our coaching program. That's what we teach you, how to do. We try as hard as we can log. Your lives easier, right? And you don't have to make up your own scripts. Please don't download it, download free stuff. We don't, we don't, by the way, we don't give away our scripts for free, of course. We don't they're copy written down, you can't steal them. But as an app, a coaching client, you could certainly use them for the rest of your life. But you're so, we get to tell you what to say, how to say it, and they're proven, this is not something thrown together and our wage. And here's our philosophy on scripts, because I know a lot of these have some sort of like religious, you know, revolt against the idea of, you know, using a script and that's fine. I do intellectually understand why, but here's the thing, you don't know what to say or how to say it. So you have to start out with a script and that is what we call it conversation outline. And after you've mastered the conversation outline or the script, then you can personalize it. But many of you do is you personalize the scripts first and you don't know. You're removing the best part of what makes the script effective is all you would look, you guys want to know how you're going to make a lot of money and be successful in this business off. Copy other people who have already done it. Stop trying to create your own thing. It stopped listening to people that are just trying to sell you gimmicks. And if you think that you have to practice for Endless hours with a role-play partner before you actually talk to them real for sale by owner expired, that's a waste of time for the most part. Time you get better. I listen to their calls all the time. They get so much better so much faster. When they practice with real people stuff way you get better at push-ups by doing push-ups. Not by going to knock by reading, push up books and watching, push up videos and going to push up seminars other people do a role playing with people. Doing push-ups the way you get better at push-ups by doing push-ups. Don't all of, you know that. So if you want to procrastinate doing the real work, you'd have to also acknowledge the fact that you're procrastinating it. Why? Because you're trying to avoid doing the real work, do the real work, the stress of doing the real work will actually make it so that you get real good real fast as much easier. It is so much easier. So what's your hesitation to going after a for sale by owner? Now I know you're motivated know, you're excited? I know. Yep. Get the math and the potential I don't have I don't know how to get the phone number. That's easy for his posts are everywhere. They want you to call them. Give them recommended list for all exactly. Number two, you don't know what to say. We tell you what to say. Number three. You may say what you're supposed to say, you get an appointment. Now, what right? Is that, what some of you are living in fear of Julie? Tell me what happens if I actually get the listing appointment. Here's what we teach you. How to do you generally you proactively generate the lead you pre-qualified Elite. Okay let me we need to drill down. Seven steps listing price. Yeah it's called the seven-step listing process okay since you sent you sign since you spoke up smarty pants for the seven steps, okay? So generate the lead in a nice place. Follow up on the lead, furiously fast lead, follow up. You sit on leads, they don't convert. Okay, pre-qualify present, negotiate close, that's father, rinse, repeat not 7 a.m. way it is was it was counting, it's okay. Okay, all right but the point is that you follow the only use one hand, that's what trick me. I know. Sorry I'm okay. Okay, so hold the microphone but the point is that when you follow a system it's a lot less jobs. Scary, the pre-listing package is about 80% of that because, yeah, as we've talked about many podcasts, that's what gives you wings that handles the objections before you get there. So you see when you follow a system, everything is much less scary and it's much more predictable actually. So, you know, the other thing that I always go to, I mean we talk this is mostly listing oriented but here's the thing, if I were a buyer and I were working with an agent, I knew that they could be finding for sale by owners and expireds and things that were off Market that I didn't have to compete on and create so much stress for me and my family for a house. I really want but I'm probably not going to get and I knew that you knew about this and you weren't doing anything about it. You know what I'm going to do. I'm probably going to fire, you are ghosts you at the very least. Yep I am probably just going to start looking at for sale by owners myself. This is why people who are not real estate agents Dornoch themselves. Yep. Which is embarrassing to our field I think but it's not hilarious, though. What you just said I mean how many how many people Right now sitting at home, listening to Julie and I are in your on your phones and driving around, hopefully, you know, going to a listing appointment, please, tell me at least most of you are, they'll make me feel really good, right? But how many of you are essentially driving past four years? I owners all the while waiting at home for you is a letter from some buyer that wants to buy a house in your neighborhood. The buyers are being proactive about going after listings themselves. And yet agents are trying to buy Louis l, o u, guys. Get the insanity of what's going on in the world right now. Now I want to drill down what Julie was saying. So you send their pre-listing pack to pre-listing pack. Julie said, 80%, I'll go with that. The pre-listing package going to do 80% of the selling objection handling prior to you getting there. And then we take you through the entire listing process. We tell when you're at the sellers house, we tell you exactly what to do. All the way from the tiny little minutia points of knocking on the door, taking three steps back from the door walking in the house, we tell you exactly where to stand. When you walk in the house, we tell you exactly what to do when you're in the house where what to say every single step job There is nothing left to chance. There's nothing you have to think about we've done it all for you. You follow the system, you will get success you. If you follow it, you don't deviate from it, you will discover, and you, you know, so what's the step before this, you censor pre-listing pack. What's the step before that you pre-qualified, you know, what their motivation their time frame is you have all the answers that are going to take for you to take that listing, it's your game to lose at that point. You guys just follow our system. What they always say, I can't believe it worked first. The first time, they're like in total this cuz they went think it's harder. I know. And then then they become like a froggy and get actually addicted to the process. You know, that she said today, she said from the Friday podcast that what resonated with her was the thought where you should have as many coming soon track, you know, like, in the future to equal your magic number. But that, that was her next process. But here's, here's the, here's the dangers that if you're listening, Listen to Tim and Julie your head coaches, number one, hears, The mistakes you might make is you're going to stop doing the real work, cuz you're going to be too busy managing your deals. Hire a t, c delegate. Get someone to do the paperwork for you. You've got to stay doing the things that gets home, they'd never stop, never stop, no matter how many pendings you have, how many actives you have? How much money you have in the bank. You always keep doing the work, you never quit. That's the key to long-term wealth building. Stay in momentum right now. So what that is a, that is a hazard that a lot of the agents will, but here's the other one and this one's actually a very subversive, they start becoming more successful than they ever have. Been before they start making more money. This is the, this is the pitfalls of becoming successful, but you will become once you follow our system, they start becoming more successful than they ever have been for it. Then they start getting shipped from their friends and their family, especially other agents and all the while they're being marketed by Easy Button gurus, right? So, but that's not even that that aside, they're going to start hearing from other agents who are jealous, they're going to start hearing other people saying somehow wage, Dropping implications that somehow Julian. I got all this when we sold over a hundred houses are first-year. The rumors that were circulating around about us in Columbus. Ohio were basically people were trying to create this myth Faith, how we did it and then we did it again and then we did it again and then we did it again for almost ten years in a row, a hundred to two hundred homes because we were doing the real work of real estate and what they wanted to believe cuz their egos wanted to be harder than it was somehow Julie and I were we'd figured out for sure. We were cheating somehow, nope, we're just doing the real work, which they were unwilling to do and they could see what we were doing. They could see the for sale by owner signs or the expired fashion, show up with Tim and Julie sign in the front yard, they knew what we were doing but they weren't willing to do the real work fact. And and that, but that's those are the two headwinds for our friends Ziggy. She actually could become more successful and start feeling the other crabs trying to pull under the back end of the bucket, and that's what happens. So, guys listen, the bottom line is, is this as your you got into this business? Not the awards, not the apply plaques, not to be wage. Famous you got in this business to be free, right? Ultimately, isn't that what you want? Freedom of time, freedom of thought you want in that freedom. Only comes on the other side of being rich and Rich isn't some big. Huge number rich is simply where you have enough money coming in passively that, you no longer have to worry about your personal bills. That could be five thousand a month or ten thousand a month. You can do that by creating passive sources of income that come from the profit from selling real estate and that's defined through the treasure map. Your number is defined through the treasure map. This is another mistake. I see a lot of agents make is that they make the assumption that they've got to Thursday. Oh you know, two hundred deals a year. They've got to make $1000000 GCI in order to move the needle for them. One of the things that's most interesting, I think about the treasure map results when they do what's prescribed in that home, is that first, they have to figure out what it actually costs to even run them you know they don't have to treasure map is right. Well you don't own okay. If you guys want a free copy the treasure mouth. Yeah so yesterday so we do it's daily semi-private coaching job. For our thousands of Premier coaching. Clients of course thousands. Don't show up on, you know? But the fact, this is every single day, we communicate with them and changes acquire enjoy. So used to preach to the choir that sometimes she forgets your no problem, June twenty Twenty-One, if you want a free copy of the real estate treasure map, text 2021 to 47372. Now, of course, you get the real estate treasure map along with all of our video training on how to complete, it may become a premier coaching member in the way to find out about Premier coaching, and this is what all of you must be doing. If you're serious about your real estate careers as text success to 47372 and success is spelled s u c c, e, s, s. So text success to 47372 and when you do, we're going to text you back a link and you can just hop on over to the website. And you can join Premier coaching this off guys, what's your alternative? What are you going to do? You're going to still hope and pray, that lead Pops in that somehow your standard of influence and past clients. Going to say I want to do business with you. You're going to hope and pray that maybe you're going to walk into some sort of by earthers. Ready to buy and you can magically find them a house or you actually going to follow it. Organized plan to get you from where you are to where you deserve to be. You have to make that decision. It does. Require real work. You're going to have to do the push-ups. I'm not going to tell you there's a shortcut associated with what we teach you to do. There is not, it's called real work for a reason because it gets you Real Results. Yeah and even if you just follow some coaching from our Zoe off. Here's the okay. So wisdom of a seven-year-old I found in her closet on top of her suitcase, a checklist of what she wanted to bring on our trip. Okay, on our big road trip. I said, what's this? So and she said, well, I realized that when I follow a plan and a checklist, she she literally said, I won't have to screw around getting everything together, and I'll have a lot more time to play. Did she say screw around? Yeah, she's that's just started to say that because I think she gets that from me in the morning. Getting her ready, going? Stop screwing around. Get. Yeah, but, but I thought it was interesting that she put these pieces together on her own. I didn't ask her to make a checklist, but she said when I follow a c e. In a plan and a checklist, she probably has been hearing podcasts and coaching calls way but she translated that. As when I'm more efficient, I have more time to play. Yeah. How is that any different than what we talked about? You know, we actually might be raising a good human. I hope so. Which by the way, enjoy just touched talked on something else starting in July for all of July. And August, we are going to be doing a US driving tour package. We land in Dallas in on July 6th and we're going to be driving around the country and we're going to be logging our our sojourn with we're going to be a vlogging about it. We're going to be doing our podcast and we are going to be announcing where we're going to be around the time. We think we're going to be there and we would love to meet some of you when we're going to be obviously continue to the podcast every day. There's going to be a national real estate theme. We're going in different towns every day. Talking about talking to different people. It's going to be a lot of fun. Sure. We're going to be doing it for 2 months. We're going to be in a car driving around the country for two months last. Yes, yep. An adventure, it will be an adventure. So listen guys, please take seriously becoming one of our coaching members. Some of you have been listening to Julie and I for years on the fence, what are you waiting for? Just text storage success, to 46372, and you can go and check out the program and decide which path is right for you. So, go ahead and check text or its success to 47372, in the meantime, if you need to get a hold of Julie or myself directly, please feel free to text me. Do not call. I will not answer, text me directly at 512-758-0206. 512-758-0206 in the mean time. You guys are the fantastic day and we'll talk with you on the show. Tomorrow, various podcast is a part of the c-suite. Radio network, for more top business podcasts visits. See sweet radio.com, app

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How WBMX and the Hot Mix 5 impacted Chicago and House Music as a whole - Part 4

The Byrd's Nest

1:55:25 hr | 8 months ago

How WBMX and the Hot Mix 5 impacted Chicago and House Music as a whole - Part 4

"The big bird really appreciate you. Were excited about things around both here up today. I guess alfie can getting involved. We asked about the impact. On how bad. And is i would say they were a great influence on a lot of the regular commercial market because our influences came from you had you had the commercial group of people in the city at the underground people and the underground people You know our influences. Were ron frankie news. Box power plant that kind of thing and we considered a lot of people considered commercial house music and that kind of stuff a watered down version of what what we were doing. You can always count on the let us know about it. Hello my name is craig loftus aka grant priest. I'm a deejay producer club owner and entrepreneur rockier in chicago. So you know you may know me for one of my big releases. Mary mary and got quite a few of them under my belt. All right now. I'm currently working on two albums that should be released. This spring of twenty twenty one and Looking forward to hearing and seeing the reaction awesome. Thanks craig thanks for being part of the program so we're talking about the hot mix five and we're talking about an era that i think that you can add a lot of context to for us. you were there sort of at the beginning. You and i are contemporaries. We repair the same. Social club and in nineteen eighty. Eighty one eighty two eighty three. So we saw. We were able to connect dots between the disco era. You know the punk out area era and then you know pre house music house music culture to the house music. Canon and wbz maxine. Hong mix five really rarely fall in the middle of that range. So we we started hearing about them in the early eighties We knew farley key pretty well because he was part of the scene in the black community maybe We know the others as well. But i wanted to get a sense for somebody like you. Who was a beginning. dj Just starting to think about production yourself. What do you remember about the hot next. We'll let let me take it back to farley. Misses a very interesting story of how that was back at the playground days. And if you remember we also had the power plant going on to and It was so funny that we were hearing stories about this guy who could mimic frankie's edits Live on articles. And i've never seen anything like that and show. I actually went down as a spy to the playground and actually finally knew who i was. He led me in the booth. And i guess. I you know because of who i was he was going. He was on do his one show what he can do and he literally could do he. I'd never seen anything like what does that mean that he would minute mimic frankie and we're talking about franken knuckles. We're talking about in his edits. You know about that. Okay like say for instance Hidden leading man put asunder. You know those songs were old classic songs on south And things like that. what what how. We made them come back to life again in our era was by doing splicing edits of them. You know changing bringing the intro here. The end to the beginning you know in. All of this stuff is done. Split-second milliseconds and as i was saying i heard that there was a guy named farley. Keith that could actually Do this live on turntables. And i had never seen anything like that so actually went down to the playground. And i remember the booth setup and he had the deejay booth. The concert was actually hanging from the air To prevent vibrations and he literally was able to slam back and forth on beat in and find a spots on records in an instant and he literally mimic are edits. Like when we would have like a dome dome dome which we would cut into farley was able to do that live and keep the timing incorrect. I was amazed it was. It was an hour back to do my report until he yes he can do. It is unreal But just a little story so with that you know. Then the are starting to see frankie. I mean. farley was getting organized with the radio at they were putting out the hot mix five. I'd already knew kenny jason. I i was familiar with kimmy jason from A a which lori we can go back to That was i would say our first introduction to good music on what later on. Because i wouldn't even say the wd. I was about house music because it was about disco and dance and you about next music. Yeah mixed news. Let's say that mixed music. That was the first time we whatever here mixed music. I mean we were sitting and you know it was interesting. I was i was wondering about how many of the radio stations actually copies that format from wd because that was the first radio station that We knew and this was before the masses even knew about mixing on the radio and stuff like that day. I was doing that way before they even came out with mixing to be a match or gci or anything like that so You know we were really impressed with that. And then as that was ending than you had your birth starting the birth of chicago house music and like you said the radio stations and wbz matches right the smack middle of that when they start doing dorner shows the hot. Mix five I never like. I said i know majority of the guys in the hot mix five in the. Haven't seen them in a good while but All the guys were extremely talented. And i think that it was really well put together because they had different guys from different areas of the city. So you're going to have different following suit coming together as one tooling into the radio station at that time. Which is a very smart move it. We also gordon also translated when they did events you know as he bagged then we were doing grand scale events like navy pier and things like that which we could. We'd have thousands of kids you know. Those days are unheard of a long gone. But you know if you were backhanded. You'll be nothing for fifteen hundred kids to be in one rule jack and silly yep those hopefully days are not too long gone. I mean it does happen. But not usually in a in a in a on a consistent basis especially during kobe. But i wanna take you back. Thank you for that. And i want to take you back to accommodate about About frankie knuckles. Who did was not part of the hot mix five but who did contribute to The mix shows on wbz mx and one of the one thing that I think separated More traditional house music deejays. And i use that term by talking about the culture and the cannon Like frankie and ron hardy and craig cannon and others Were were the style is style of hot mix. Five was about fast paced radio quick attention fast cuts at its. That were quick and that didn't necessarily jibe with a more traditional community so not everybody was fans. Can you talk about that. You're right about that That was one of the things that are age group in our group. That was going out. You know we were like you said we're more accustomed to your classic Dj playing the song. Alway through you know Anticipation of the break. You know. actually you don't wanna things. Frank used to tell me all the time. He's like let the song breathe. He said you took the time to buy the record. Then trust the producer you know let it let it go through. Its motions of what it's supposed to do so that the record itself can tell you the story that the producer was trying to convey or the remits whoever was trying to convey with it. And that's where i i won't say had a problem with but one of the things i did not like about The music from homage five in the radio deejays was the fact that that it was real quick. You know instead of letting the record breed they would chop it up real fast and get to the break to mix another record in and i understand that was basically because of timing. You know they you know. That's that's how they short attention span audience so they had to let it roll. That actually was one of the reasons of. Frankie didn't last too long on. Wb wasn't her style wasn't his style at all. And i remember us having conversations about that were if you know he just. He wasn't comfortable with that 'cause he was comfortable with letting letting play in letting his breathe. So when you have frankie come on the radio A lot of the audit if our group of people locked into the radio the Kids that were listening to the next five and other groups like that they the their attention span wasn't that long. They're like wise guy taking so long to mix into another wreck socialized to house music in a different way. Exactly exactly that was. Do you think that had something to do. i'm trying to. I'm trying to rationalize understand a little bit. Buy why it didn't last so they. These guys were great. They made a lot of of inroads for a lot of other deejays. The radio deejays other mobile. Dj's kids in their basement. Who wanted to be like them because they hurry. These mixes and they were fascinated by it but it it couldn't last For some reason we never it never sort of went to the next level on a commercial basis. What do you think happened there. That i don't know but i need my question would be what would you. What would be a vision of the next level hip hop obviously in the next level hip hop wasn't underground format. That became a above ground. That went to skyrocket international. Every station in the country started playing it And hip hop. Louis be clear hip hop and house music. We're kind of on the same tracks the same tracks so what happened there. That didn't happen for house music. Okay see that's what i thought you. That's a different question for me. I thought you were talking about the hot mix five why they. I'm talking about what they represented senate house music. You know by the end of their tenure. They were playing real house music made by real chicago promoters i mean producers at others along with the classics that they they were playing And it reached a place where it just couldn't sort of go any further. Would you know at one of the things i believe is that that was an executive decision. executive by who. I don't know when you say bay or they did it or reason. I say that is because One of the things that you mentioned at one point house of hip hop was right together. They were getting airtime house. Music was getting airtime. Papas getting airtime. That's here in chicago now. Elk where. I don't know what was willing but right here in chicago. It was neck and neck and all of a sudden it was almost like a drastic change overnight. And that's why i say the powers that be that means that to me. I mean not. Knowing that the program directors i would have loved to have a conversation with the program director from back then to find out what was the decision that was made to stop playing house music and start to push more hip hop. Because that's how it happened. What's theory money money. Think the roots being The roots being in you know so the gay community impact. That no no see. Because i believe i would be leaving wild back. It did when when it was first introduced that said gay music but it had surpassed that it was it was on a whole 'nother level Like i say it was if that was the issue than it wouldn't have never made it to the ready to be a maximum see. I think you're right. I think it overcame that hurdle yet and it became commercialized. Because you had. I think five straight straight guys playing the music exactly that that kind of separated it from those roots gigging example. You have the group like when ten city majority wall. Ten cities album was being played on the radio now to to this day. Majority of all the Commercial house heads or whatever. When they hear tim city those songs they lose it they go crazy so that means that the masses enjoyed it. It was a executive decision. You know i believe that the executives figured out that they could take they could make more money in your pocket then. They could houses and they were able to be able to manipulate hip hop into another direction. That that say start opening up the conspiracy only did you hear You were producer. You pursue salata music tracks records in the eighty s. Did you hear your music in those mixed us back there. Yes yes how did it feel great. Actually also chief engineer for dj international at the time show a lot of the records that i worked on was on the radio. Every time we turned around there was another one. You know that that it. If i were original track of mind it was something that i engineered or something like that. So you run down the street and say look mom on the radio now. What was the first track that i did that with. Whoever lou remember. But i know had radio. I'm your free shirts. you'll be honest with you. Know a lot of people talk to will be kinda like tiptoe around the truth and they just don't give it all towards so what you're telling us. This is really appreciate you if you want to tell a story. Tell a story. That's how i look at it. I will say my girlfriends. I you know we we were. We were house music countours. We listen to everything. We went to parties. And when i say girlfriends. I mean that loosely. My girlfriends and my boyfriend is like all of us and honestly when when hot mix five first hit the airwaves. We thought it was kind of late. We rely oh oh what's okay. If that's what they're doing because we were still you know we were still. We were boosy and i was curious and that was doing the usually terrible. Who was a here this loop ten times and white. You can't dance to that. And so we have certain attitudes about it. And i think later on i got into it but at first we relied. Now we weren't feeling it. That's funny that's funny that you said that. Because i had a story like that in college. I went away to louis university right and you know i was missing i. I've never people didn't get away minute drive right right. They never knew i win. Wait until i was home every weekend. I'd never missed the party right well. This weekend was finals weeks. I had to stay do what i needed to do right so it was so funny. It was late one night. It was going to bed at every time. I would lay my head back on the pillow. I'd hear me no popeye. Jump up. I would hear no more and i'm looking around like what is going on so laid lay down. I hear me no. I jump up so i go outside. Look at my door like the projects. So i go outside and look look at around. I'll see nobody. So then. I go back to sleep then. I hear a whole mixed so come and find out. The next day guided stayed in the room rag. Next to me was a house it would not defend. Call back then. He was into house music and his little alarm clock. Radio was positioned right where my head was in that he would play his cassettes tamino. Popeye actually became very good friends and started coming back to. The party's going back to this weekend. You know so we we. Did you real good friends with that was so funny breath. Don't ever when you say. I want to me talk. I know to say like in the past. I think you guys embody the a part of this term. So that was great losses great. Bj and producer of next week. Another great producer and dj. I'm pretty sure you guys are familiar with his name. We got mr brick or i pledge allegiance to the house crew. It's the only sound that makes me move. That makes me strong. It takes me high. The music lewisville. Oh by. I pledge allegiance to the house. Girls that will always be around so on the one sent here to announce that you can stop the talk laurie. Hey rick how you doing fine. Thanks joe i know we're supposed to get together. I was waiting on you waiting on some people you see them in whatever start smiling is a and met her but i was a fan going back to what you know. It's so jurors admitted nations. That dow was kind of my introduction to the whole world. You know house. Music at southside bridge was a nations. And all my friends and the soyuz and you know the first impressions and you know The the The penthouse roosevelt all owns joints. And you know watching you. Watch all. Yeah almost giants. I remember them well. No hey this is rick. Lenore producing vj. So rick are you building. I'm great man blessed. Just we'll get through one day at a time when i tell you such honor to have you man. I spoke over. Couldn't wait and get all come home to taking the time to do this. I've always an ass man really this. This is the honor pleasure to just sit and talk about it. So i appreciate you out so i wanted to age slow on you. The eighty thousand man. So you know for me. I'm with a about a child of the eighties. right group. one west side of chicago had a special connection but someone different connection with. The medicine happens five because And i didn't know it at the time is that they broadcast carlo. Our arms you see nobile mix park chicago julia yang. They didn't care about that as much. But i walked by place. I would ride my bike. Wall a place pretty much to re times a week going to play basketball. Ymca never knew that was wbo. Maximums that and I got older. I started getting really into promotion parties. A dj quite a bit. Because i started eighth grade last time i had to be a sophomore. Is is a pretty big parties. A junior i was would which would have been three Was working pretty closely with tony. Batista and and his production team and Be a maximum hot mix five or had just taken over and it was. You know it's funny because you watched house music which wasn't houses there. At the time. We always think about what they were playing alive. Italian imports. what we call new york soul music or dance music and it was evolving dies in chicago. That were going to be. Catalysts flashy created our sound and. i'm using really hadn't gotten involved yet so you know it was still a lot of you know that you know that italian disco and and and those types of things when bmx. I came on when i was five or started but the fascination of you know just watching the dj watching them bill team which is something nobody had ever thought but honestly like that in take over radio and prior to that you know we. We had discussed the i. And i listen to jason treatable wicky. Those guys and i always wonder how they did it. The great thing about having sunday didn't demystified so much that than getting a chance to work close with them Dj promoting parties being actually asked to dj along with them in parts of the allowed to stuff on the north side of the point in. You know this ralph on kenny jason. On the north side. It was that next step of learning how to be crow very hard to be a professional. Bj in they made it look easy they looking for my next question has appealed to walk into. somebody's go. You will hear your song blazing out there those speakers except your salary can't stop the houses basically to me. Where the apples for today. Thank you it was a durant nexus between that and it's five because a kind of noodles is a little bit started working with them off and on different parties blouse. Fire here you know it was. We would do parties. Where hormonal book us they can only afford. You know ralph feel farley for an hour so they might hire me or couple of other guys league. Play two hours you know they jet today. We're doing three or four parties tonight. So i kind of known them a little bit to have them really be such a big part of driving at record of my party layer. We started making the record. I remember my father was really did. He was not a big fan. He's like needed finishing. Go to college and do good and you. Can't you know spending time in the studio until he heard on the radio and the fact that my sister was doing intro on it he was so proud of that because it was his baby girl was on. It wasn't my record. That boy was correct right. And i remember entire summer. Just it really you went. You know that that you know it was in every mix and having those guys who have no work with looked up to specalist over. Reach out to me. I get a copy of a far the venues. I didn't believe it was real by honestly. This started in that song made quick was much more of while saw last time. It got to be a mess with the lack news at the underground housemates had record did record. Bmx made it. Open it up to just entire sin. You did matt of color race gender. You know it was that they would want that made in commercial but you know really gave a stamp approval. Put people tell me why hardest playing your hardest direct record ellerey. I'm like how did they even have they this before we have vinyl and i remember johnson fox lose it just just like like i did. I give us a lot hard. I did not give it to my to play the people responsible that it was. It was really validation. That was what mattered for these long. Gotta gasoline every. What thank you was you know. Just we have been We went into studio but honestly we were. We were learning. We got involved all the recording to everybody. Knew were recording I you know i partner thompson. Loud critic seems once. I pay we do this then. Y'all i'm not saying that we couldn't but i remember being in the playground and you know in jesse plans track. It'll be cut the jesse the stock. But i remember saying why just and it wasn't that you always just it was i made it very real heroes appear. You're someone that you know that you one of my boys right. It's a guy we know right can do this. I think weakened and owls validation so it was leading Quite often on. Donna's because we will learn now dwayne the and olson a dinosaur still learning the you know we can only overheard the original version. Mindedness is is hilarious tonight and You know opportunity. Just go ahead finish the record and It we just you know it came out way. Don't give a magic. Do you remember the hot mix five Playing that track is on the radio. Yes what was it like to To hear it for the first time it it was it was crazy it was it was just crazy You know my sister. Has you know gene still talks about. She was at the time. I already graduated timing on the radio But she she still talks about. How just oh my god you know that you that you all in. We could not it. It was in pretty much every mix. You know weekends hot lunch to. That's when they will do. The highlight mixes and stuff every every mix. I wanted to ask you which. Dj was playing. All of course they were all of them and with they started like like. Do i have to have that. grew primarily in the club. So you know. Ron hardy at the music box Micheals buki planet raise. It will went off for which i you know how to guy but I started having you know guys asked me on radio. A record on non iraqi. I'll take take it. finally. I'll take and you know we were really trying to give that out. Because we were afraid that it was just bootleg and and within that was a very real phenomenon. Chicago at time housands. Gerald couldn't get directed in stores. We were independent. We did it all ourselves. We didn't we weren't dealing with the national chicago transit. And you start all label who wanted ourselves and we distributed it ourselves In their challenges with that when you're an independent like anything else and so there was scary times and making sure with you get in keeping marketplace with the side in radio woods massive employed at record of outside of just the black underground club scene. Which was you know was pretty pretty dug in at that point as was you know a lot of the acid in the air stuff in our mind though but they're working marshall jefferson. That were really again in the black's near the radio. Really take it in. You know i remember. I honestly remember. I remember it more from the radio than i do. Remember it from like the clubs and it might have been because it was nineteen eighty five and i was trying to go to school so i wasn't going out every night but But i could hear that makes five mixes you know. And and so. I i like everyone else was exposed to to that record and and many of those other really early Tracks via their integration into those sets picking the expires. What do you think. Perhaps jenner you know as their saudi ball Whenever you have something new. It can be fashioned. It could be any type of technology. Pacemakers really important. You know having you know Documentary the defiant ones with ginny. I of dr any talk about when he first hit for the beats beats by dre in how jimmy rb and the idea to give it. Every pro basketball player athlete overall movie star their product placement in created that around the product. Who do the same. The homicide was able to do as they were involving music that they will evolve in chicago. Dance music scene was involved in emerging into what we call house music they were the ones became a taste. Me you know. And that's no disrespect to you know we were doing it. The part is we were giving. You know the the only talk about music box and blake while candid slash candy store. so it's no disrespect. They were the ones that they have a they into the masts right. They were the ones that i had opportunity equal. Who say yeah. I remember hearing your record at hills which was a land club of on the near north side. That was the habits five. That wasn't you know that wasn't going to happen. Mice song played at convention matter or risk being able to start the touch other places. And that's what they did. For house music there was a legitimate legitimising affected. They add on the music because they want a major radio station They were those guys in this people only radio chicago. You had a radio stations across the country trying to replicate favored dole. Absolutely say that. Yeah i would say that because remember. They blew it up before guy started getting on planes going to europe. Dj and it you know. I wanted to be big at home right. We talked about this and get a winning home games. right would be a mess. Allow house music from chicago. Do was win our own games right. And then it's easy to start to elect for us. Our was really big record and choi right the really big record in detroit. It wouldn't have been a big written in detroit. I don't think the habit for hybrid side. Because those stations in detroit those deejays in detroit. They will look at playlists. What was ralph. What is far. So i think that that part of it they they just don't get enough credit for what he did for house music for the actual physical the records. The second part i would make today is what they differ. Dj culture the on top of twenty different guys. Gas their influence folks are nato had would be lying if they did say. I'm excited influence. Oh right i think the dj's that you know maybe move me emotionally more. When i heard them play. I can think of days that had impact on me but when we talk about with the habits five was able to do for the dj culture. You know yeah. It became rockstars in a non cells. Would also you know nobody had a team like that. Nobody took what onto the radio and then were able to take that replicated in club and they are mentioned earlier. A good night kinney ralphie digital three four. Partisan i. yeah. I think you're right and we talked about this in an earlier episode that we the hot mix five doesn't get enough credit for really shifting the way that we thought about house music house music culture and the canon because the under it was moved from underground clubs and underground radio to mainstream clubs and mainstream radio right different energy. It had a different seal had different deejays and that really was. I think the thing that made it accessible to people So they reach kenosha even even on. Wb mx You know parts of gary and michigan and so even if you know. They're pretty wide bandwidth a with the station with one or two point seven. What what are your thoughts. I'm curious we've talked about this a bit. That it was unfortunate that the after the hot mix five left. They had a brief stint similar programming on. Wg ci but that it just kind of fell off a little bit. It kind of exploded in other places you know you can go to europe and south africa other places where you hear it on mainstream radio what what do you think the future is for house on the radio certainly here in chicago but in general when it started there was very much an organic feel. Now then business comes in. It's like anything else a couple of business and you know when your other stations Programming gci ultimately v. Ninety six. You can talk to the guys. And i think there was a period of time. When consultants radio consultants would come in and say. Oh you need to be playing this type of music from this hour is our and mix should never be more than you know. Our research tells us that the mix should not be more than thirty three minutes long more than people find out and so you started getting all the dining that come in and i remember It was an instance when tci will start up. I was approached. You know about. Because i had a couple of guests mixes arguments. You know this. After having silent tagline and supposed to be whatever you have to do with. I remember having a discussion with as no you really about program and we want to make sure that we are introducing commercial. Artists could combined now this house news agreements. Steve is doing his thing and so is becoming a business. It's coming very commercial. I think that's where when thomas Kind of energy dissipated there wasn't that force multiplier of guys who radio get recommend at the same time. I think there were a number of us locally. This started looking at. How do we get. Our work is out of just the mix it into rotation and learn more about the business about industry You know here's the thing. We have so many different choice. I cannot tell you the last time. I've listened to you know. Just standard terrestrial radio you know. Xm radio. i'll you know my my phone connects to in my car and podcast. I'll listen on your table on the cloud or and so the in radio. It's very much if you think about these station. Corporately the programming. You'll you'll one person or entity is doing programming. Twelve stations across you know in a territory with their audience and not necessarily looking to break anything you know. It used to be a radio. That was a part of it that made hindsight and bmx so special because they broke news. Laura you can appreciate this verdict. You can appreciate this. Dj breaking news. Anybody will record play right. You could be jukebox. That's jukebox right. And right now to me. You know your standard Broadcast radio we kinda. Dave allow themselves. Just come a jukebox. so i don't necessarily see a very bright future on commercial terrestrial radio for for house music and i'm not sure that it really matters quite honestly because i don't know that folks who really checking for that the solves plant of already that tested it played well to the t. demographic and they're not going to really stretch themselves. I'm not so sure that it's that big lost. There was a point in time with that. Was you know we ended record on radio. Is you all. I think we've recognized out at you. Know we have to find audiences that actually connected musical that more. I don't think Rock radio gives us that ability of osa connected. There are so many other outlets so diffused in way that people receive their music and information that everybody curates their experience in you curate. Your whole life. Here's for the people. I want to hear from the tune in question what this why not back in the day was were. We're we're coming home. And that's where decimal it brought. A lot of energy to the point is on the west side. The man that part of larry thompson when he came up with that idea as i don't want to do this crazy trump. He said this is what he said. Trust me and we cut it. We got it. We put it out and that was. That was a massive massive. Actually we we license that working. Probably this is before you had a european union So it was it was it was actually a pretty big deal for us because get licensed that record each territory so it was a physical wreck excel over company in germany. Wanted separate deal with them company of france. Wanted you do a separate deal without the deal in the uk. Feeling italy and then profile records paid for the after we already license. It like six different territories nowadays. You couldn't do that because you is like one entity so until you cheat it now because you know we we six times six seven times better loves you know with holland and with now. You can't but huge record data chance to travel chance to just open up so many doors so rent looking back now. I want to mayor about your history. But i do know though because they were all over the airwaves and every spot you to the party. You always cast the house at work into the bone. So what kind of impact do you think. Those songs actually may back. Then i look until burnell were you know. We're talking thirty years. I mean we were kids making tracks you know just being very honest onto to look in to actually have as a covered sold actually see you know we did see that you know thirty. Plus you forty years really you know. It's just amazing. So i suppose i'll just ridiculously blessed to be to be born when i was on my parents to move where we move to to to have. Let me have access to you know Dj spends out west resurrection of west. I yeah right yeah jackson. Yeah yeah yeah so we. Would you know Side into the air goes smooth air and then be able to not just dj. Apart but ultimately i started reading hall and giving it apart and One of the biggest part is that was a bi-level with the hot missile. The atmos five and folks thought we were crazy. 'cause they're like he'll oh rep. He is on the west side. Don't wanna mickey oliver man crazy. I remember rather right know. Had the bilo. Both florida kenya for ralph and all the kids you know so i started bill relations working with those guys i hired. Oh did rain bowl. Less popular. With the fact that i live lots of ones to be able to have access to that You know just in from the outcrop it adds good into the studio recording travel dj. Let's really i'm luck. Were were were were were were come on. Let's worth worth worth worth worse. Come on work. does should i wanna to get back to the hot mix five and we've talked talked about their influence. And i think you really did a nice job of of just making the link between what they were doing. The radio element of it and You know how that birthed new do directions for us That didn't last. So you know. These were all independently great. Dj's known by their crowds and and the commercialization of it was great and and hot mix. Five did well. But then it kind of fizzled out. So i know stuff happened with their. We've talked to lee michaels and he described some of the things that were happening at the station with the administration and etc. But even beyond that. It wasn't like the it wasn't as i didn't. I don't know how to describe this to say that it. Just something happened or didn't happen. That would allow for the proliferation of this art. Form gin that way. What what from what you've read and researched. Where do you think it went wrong or south. It's a good question i think. Part of it is technological. Like i think there is like the shit though the ways that The ways that radio just can't keep up with underground culture in terms of like how how fast it moves or doesn't move Commercializing this stuff is always going to be. There's always more stakeholders right. So there's always the people who are advertising and their role in determining the direction of of how a station would would be oriented but i think also like you had that that friendly rival. I don't know how friendly it was at the time. But you had that rivalry between wd a i an wb mx as these. These black independent radio stations sort of china. One up each other with these dj collectives who were fighting for Market share in the radio in kind of chicago land marketplace but i think ultimately what ended up happening was that we split radio into too many different categories like part of what hot mix hot mixing and the hot mix five was about was about this kind of big tent for radio that had evolved in the early eighties. And specifically i think on black independent radio where you could hear just about anything. But i think we as as these marketing executives who benefited from that huge popularity realized that they could they could like cut that market into ever more finely tuned slivers separated people from each other and that big tent sort of unraveled so you had adult adult contemporary r&b and you had adult man whatever you know. So all those subcategories of like smaller niche audiences. I think really was antithetical to having house music on the radio because house music is always about you. Know as dana. Powell puts it being also always. You're always inclusive. You're always bringing in other sounds so Does that make sense. I i want to ask you this though. What did we lose in that. What i won't say. What have we gain because we gain some things maybe Some folks thinks that it may be pushed back underground. Because that's where supposed to live. It was not. It was uncomfortable in the daylight but but what what do you think we lost if anything i mean i think at its best house. Music culture is like this experiments in in connecting people with so many differences. Whether whether you're talking about sexual difference or racial difference or class difference house is a place where a lot of people can find themselves. And when that that connection that people felt to the hot mix five or other kind of mix formatted. Radio stations artists When that was no longer possible. I think we lost that ability to imagine ourselves as being connected to each other in the way that we might have. And i think you know people people still are very fragmented. You think about ways that kind of Those what were called in the nineties. These psychographic marketing categories now. The algorithm ick categories. Everybody's listening to their own radio station. We're far apart musically from each other maybe the never at least in terms of we may go party together and they're still the the banger is that we all know but you when i come home and i listened to. My whatever station is being created for me by spotify or apple music. Like that's like only mine. So i think in that. I'm losing this way of connecting to people or having this common language. The homage five created a common language for like tens of thousands of teenagers. And that you know. And that's i think in a lot of ways that was the language of connection love and peace and respect. I mean when you talk about the the hawks five playing at the taste of chicago. Everybody shows up. And it's like there's no incidents or you know that's that's hard to do if everybody's got their own sound waiting for their own thing come on stage you know. One hundred percent agree. I i really appreciate the way you put that. So we lost this intimacy That we had that was local. That was a flavor that everybody loved and could connect to each other. And maybe what we gained is a you know. sort of. There's a phrase that. I don't know if you've heard this before. It's often said about ministers that they will father the world and pastor their children. I'm a pk. So it's one of these things that happens which kind of reflects how when something expands and it's bigger and it has significance beyond an person's immediate immediate circle that it that they are able to spread this this wonderful thing much more broadly but that it kinda rob's the intimacy that they had with their family ramos stance so that might have been too much of a stretch but we'll yup you imagine the kind of artists that were nurtured on that chicago audience. A going out into the world right. So whether it's jesse saunders and vince lawrence going to l. a. To try to make it on geffen records or it's frankie going and having a residency in new york or it's Marshall jefferson going to the uk. I mean chicago exported. So much of its talent and i think you know. The hot mixers who were successful were part of that too now. Farley had a huge success starting in the mid eighties with love. Can't turn around and i don't think I don't think you could recreate that lightning in a bottle again after that point. Because you know there's already too many people participating who want to be a part of it at that point exactly it's all. Yeah it's just sort of like it. Got too big for that intimacy was a moment. And that's what we're talking about you know. We're unpacking these moments. That were critical in in our culture and our growth and our history. That's great Speaking of farley are there. And i know we kept you long. So i just have maybe one or two more questions but speaking farley He is still very active as are many of the members of hot mix five. You know they're doing their podcast. They're doing parties. They're they're recording Lots going on a fortunately we were able to get any of them to be interviewed for for the for the show If you had to talk to them if you had to say something to them or or to give them the flowers You know what would you want to say. And if there's anyone in particularly wanna give a shoutout to. If he could talk to him what would you say. Well i would thank them. I would say thank you for being kaya ears and whether you knew it or not. You're laying some important foundations. But i think i'd also ask them you know. Did you like doing it you know. Did you have fun. Because they were young. It was a lot of work. They were hugely popular. Like that. can't all be fine. I think some of it probably was. But i'd love to know what it was really like to. You know or you know especially with someone like ralphie. Rosario like who was part of the kind of gay scene and then also part of this mainstream seen. How did you navigate being in both of those worlds right. And how did the music help you make that bridge. A great questions. Maybe they'll hear this and then they'll do a part to answer all the awesome. Yeah and laurie. There's one thing. I was thinking about to in terms of the history of chicago radio that i write about in the book that i would love to just mentioned which is that. This wasn't the first time. Bmx with the hot five wasn't the first time that there was this coming together of different audiences with different deejays I think you really have to look back to earlier. Independent black radio. With the w v o n good guys and see how there were these distinctions between immigrants from different parts of america. Who were coming in the great migration who are bringing their own musical traditions and then black radio entrepreneurs we're finding ways to serve all of them so there is a tradition in chicago. I think that's one of the things that we sometimes miss that forest for the trees when we look at these micro moments in the history is that there's these legacies in chicago of cultural revolution and they. They're they're not just interruption. That goes away. It's a cycle right so there may be something happening now in chicago radio. That won't register. Maybe it's podcasting and the kind of like you know. More more dispersed authority to to make radio happen Or something like that but yeah. I'm always impressed about these longer. Legacies and i would be remiss if i didn't name drop some people in my family So jack l cooper Was the first african-american Owner of his own radio program stationed he had to in chicago That that received all kinds of attention in chicago and nationally And he was the predecessor to like all of this. You know Her can't i think was was was a kid who came in and worked in a studio You know many of those folks but that was my my aunt. T's why my aunties husband stop want everybody to have a wife but Yeah that was a black appeal radio that came out of vaudeville that attractive people to chicago where that where that started so he was a first in the country. So we have this great legacy. And i think it's no mistake that so many firsts happen because that's what legacy is about right you pass it onto the next generation and they can do the first you know and so on and so on so i really appreciate your point about. Wvu leeann a good guys and her. Can't jack l cooper so many so many the great stat laid the groundwork for all this to occur in the right place. Yeah and and it's like one of the the thing in chicago isn't it's this disposition to being innovative. It's it's an it's not in. It's not always i think which is sometimes been to the detriment of the artists about making money. But it's about It has been about that right. There's huge histories of black entrepreneurial success but it's also been about just being creative and connecting with people and Making that's meaningful. I think that That's that's a legacy that continues to this day in chicago and it's it's hard to see it when you're in it right. Yeah it's only. In retrospect i know i have a lot more appreciation for street. Because there's something romantic about it but it's also a through line you know it's it's something that really does connect us like. We understand why we're here because we can see where we came from and that's much clearer view mirror raise up. I just one more question so you talk a little bit about. Wgn mixed crew. That came after the hot mix. Five do you recall them by name. There was Mike hitman wilson right and there was julian jumping perez and think we'll farley join them at one point. He jumped ship at w bmx and went to the other one to the dark side. I guess Trying to think who else was. Maybe bad boy was part of that group. Yeah there are a few others will fill in the blanks. Yeah you guys fill in the blanks. I mean just as just as big names in a lot of ways I think maybe don't get the same. Maybe because they weren't i they don't get the same notoriety. Yeah i we. We were just thinking that maybe because they were second or third day Dia up yeah. But that's great so it continued for a bit before it completely sorted fell off. But what do you think the future is for radio and you know something that would be even similar is there is. Is that a gone bygone era i would just into a whole nother different thing now. Is that something we can ever capture net bottle again. Gosh i wonder you know i. I always love listening to deejays. Mix on the radio. That's how i find out about new music. I don't like the algorithms i want. I want you to be my algorithm. Right so i think i think there's room for it and you know the more that we can Support the platforms that that that elevate these artists with with different unique voices. I think the more likely it is that there's going to be that new wave of What whether it's radio or other some other media format but music is different right. It has a federal intent behind it has a you know if you're if you're skilled at doing the kind of lyrical storytelling that like someone like derek harder. Does it has like a whole story in the lyrics that you can listen to which you know if spotify can figure that out. Good luck. I don't i don't think you have to have a human hand on those records or on those You know whatever using a mix jump drives john dry. You're you're manipulating something. Well i really appreciate you taking the time with us mike. Is there anything else. Is there something that we missed That you would want to say about his five or your book house music. I guess maybe just one more thing about the hot mix five. Is that That those guys were all producers as well on i would encourage people to listen to the music. They made you know under their own names and their own. Aliases the remixes they did. I mean some of that stuff Nikki oliver has this qu track. That i don't know where i found it. It's like totally like one of these. It sounds like it's from a john us eight movie like like men and women break in nope breaking down. There's these tracks at these guys made. And i think i would just encourage people to go out and listen to them. That's great well. We would encourage them to do the same things and we also encourage them to pick up your book. Which i will mitch and one more time you remember house. Chicago's queer of color undergrads by mica. Isao kind you can get it on amazon anyplace else they can get that you get you get your local bookseller to order it for you. A great idea. I'm going to do that cool. Mike thank you so much we so appreciate you being with us and hope you in twenty twenty on a very positive note and twenty one will be even greater brighter futures right. That's right got lots of voter. Do that's right getting on the dance floor together soon. I hope oh god cross yeah thank you both. Thank you both for the invitation. And i really look forward to being conversation more. Yes we'll be back in touch for sure. Thanks if you love house music you want the chicago house whether you live in chicago. Plan to visit or just wanna keep up on. What's going on in the see personally app dedicated to house music events in the chicago land area. Find the hottest house music events every day of the week. Prompt by some of the dj's at various locations signed out about upcoming events and receive push messages for these events from this dope app. Download the app today. It's a must have for the house. Music wealth learn when the next house music parties happening around the city or find out about the latest house music. Podcasts you can find the chicago house music apps wherever you download apps for your phone join today everything that comes back in the biggest more than we can the to get more information out. And they deadly the big. We're on impact on chicago to thank or grant and also nothing. Ceo the the old. The old brash metal great tnd river rock entertainment for helping me to take the dream that i had turned into a reality. Also got being all my guess without them been. Nothing would be possible. Appreciate it will ask for sharing bow-loading and liking do so teaching the we are all major podcast performs so please continue to air in our check us out shared like it subscribe to. We have a youtube channel wheel. I really appreciate you guys. Thank you so very much. So we're going to close out into the next five with the knicks from nineteen eighty-five jamie jason eddie. Not live chicago. Dance party with the hot and mix from kinney jam and jason on w. bmx am and fm. Park chicago american. I'm pleased to tell you today that i've signed legislation. That will outlaw. Russia forever begin bombing in five minutes. Took of her looks could burn. Food took an doctor could Shave weird Took them down gregory rate down. Thank wait wait. Wait wait wait thanks. Wb of park cargo. What else you point seven. Fm in fourteen ninety talk and go. can't woah Phillips took pacific. Not good from a learn man. Prepare took got back back second next. Bmx and epa school board. Omar sure report elliott okay. interest took. beat doesn't work means from scratch from nothing. Took up can burn am something desert up brought top four joe pop up took live dance. Hope plan pops. All blue took

chicago farley frankie wbz kenny jason Ron hardy ron frankie craig loftus aka grant kimmy jason dorner craig cannon ralph tim city rick salata marshall jefferson louis university detroit southside bridge julia yang
Make More Money & Work Less with Debbie de Grote

Scale The Podcast

28:52 min | 8 months ago

Make More Money & Work Less with Debbie de Grote

"The world everyone. Daniel ramsay here with my desk. I'm really excited because Well i we have a rock star today to talk to. I mean it's just it's insane. Here's the thing she's done. Eighty thousand coaching calls like ten thousand to gain mastery. So she's done eighty thousand which is nuts. She's the owner. Ceo of accel. Am we happen to share a client. Who is the number one real estate team in the world. We're both ceo's the number one real estate virtual assistant company in the world. So we've got a lot of winners in the room right here right now. Today's topic if you're listening. Today's topic is basically how to make more money and worthless. Which is a really big topic. I believe you should debbie. And i were talking about this every quarter. You should be asking this question. How do i make more money. And how i work less and spend more time with my family and going to the gym and you know like just having a good life right so debbie thank you thank you. Thank you for being here today. You're welcome it's pleasure. Nice wanna congratulate those. Who are here because you know. I was reading something the other day daniel. It said the eighty twenty rule of real estate percent doing eighty percent of the business is shifting in the future to the ninety ten. We'll be doing ninety percent. And i truly believe that. That ten percent are people like our listeners. Today who invest in their education. You know they. They invest in taking their time to come and learn new things. So i love talking to people like this group right here. Will you know you're not off one of our one of our things. If you're in the business of growing your company right if you wanna double which is totally possible Number one guy in the world hired us in two thousand and fifteen. We have like the top one hundred people in the real estate game. I mean like half of our clients and every year. They're like in to double or grow right like that's the that's the world they were all in what we're talking about is. What are the things that you help people. Double their business or grow their business while working less and wind. Should you do it in. What are the things you help. People do in that space. Yeah and end. It is a great strategy so number one when someone comes to us so daniel if you came to us today and said i think i'd like to have some real estate coaching. The first thing we do. Is we ask you to take our free disc assessment and why any of your listeners. They're welcome it's on my website excel. Liam dot com. You just go to free resources. It'll pop down. It'll say disc. Take seven to ten minutes soon as your arm. Easy easy Report back about you because if you think about the the steve jobs quote you know. Here's to misfits the rebels. The square peg who who opted in the round hole. You know. This is a fabulous group of entrepreneurs and yet they're all very different and very unique. And i think often when they tried to do it. Some other way or some coaching gurus. Say here's our system get in this box. It's not effective and therefore they're gonna work more. They're gonna work harder. they're going to be stressed. So the first thing is let's know who you are your strengths your weaknesses and will also know the areas of opportunity. You'll shine in so for an example. If you are a super highly analytical person you're probably not gonna wanna go out and host community events that's not the you're right. I could tell you to do it as a coach. You won't do it so we i understand. Who are they the next step. I would encourage everyone here to do. Is look at your key. Sources of existing business as i travel across the country. You and i both do that. I find that most agents have two key sources they really have the re solid completely built out and then we help them out of four. Nfl five methods of pursuing business. You're good there's going to be some bumps in one or the other but you're covered but see that goes back to being efficient and having a system in a plan so that you get that predictable result otherwise you wake up in a new month thinking i don't know where my business is gonna come from and i'm just going to work around the clock to try to fight did and it's very haphazard while i wanna i wanna slow you down because i think that first thing know who you are is such a big piece of of successful entrepreneurs one of our clients reach out to us. There is like a data problem in and they weren't analyzing activities on the team and activities for their professional. And so you know knowing your strengths. And it's because the owner of the company had turnover in her in her teen so she lost a main manager who was kinda the accountability person who was the analytic person and then she stepped into that role and hasn't been able to fill it yet. And i was like oh my gosh you know we need to get you some help. Because that's not your job. You shouldn't be doing that. You know the ant your coach. You're this person was a team later. She has a lot of different offices in and so. I think it's really important to not not forget like we're entrepreneurs. We have massive strengths. But i don't give me a spreadsheet nasty to build pivot tables in life so you don't you don't want to do something like this exactly exactly and so i think as entrepreneurs we spend our time thinking oh i can do anything which is totally true but not anything over a long time frame. That's not and so. I love what you said about like no yourself know your strengths. No what gives you juice and energy because that's what it's all about having a great life enjoying loving what you do and growing your company. I mean that's a great it happens. I hear it a lot. It because primarily who we work with at excel ian just by virtue of mike coaches being twenty five to forty years each industry experience but deep consulting we do it tends to be that top ten percent in our minus thirteen point five years in the business thirty plus million so they're good smart people but what i often see happening. You've seen this too. they how they often put it. I'm a control freak. I gotta do it all. Because only i can best and yet you and i know that you know the many many clients have had over the years that have used your virtual assistance. Once they let go and they take those pieces that they can hand off. They're shocked at how actually how much more efficient someone else can be is their primary focus in. They're very well trained for it but they have to be willing to sit down and take a look at what they do. And say is this the highest and best use of my time like this spreadsheet. I showed you i mean i know the numbers of my company. I track it. I don't put this together. I have somebody put it together for me. It would take me like a week. It probably takes them a half an hour and they come in and they go through with me. And i know what i need to hand off because about ninety percent of my day is billable time on the clock and so we were talking before they came on board. And i think this is a great thing daniel that i've helped clients discover that they needed to hire your team and i had them do an exercise and this would be an exercise. Everyone could easily do over the next two weeks. Make a scratch pad carried around with you and just write down every thirty minutes. What are you doing dr end of the day. Go back and say all right is it. I p income producing so making listening showing buyers prospecting negotiating closing lead. Follow up meeting face to face is it. Ip or is it i s income servicing rape razors that type of thing or is it s just other stuff and what i find the average good agent runs about thirty percent income producing mary. Good agents run about fifty percent. The rock stars are eight. Like sean stanfield in our. No you. And i work with sean runs. Probably eighty to eighty five percent of his day in they do that then. I would say go back and look at the stuff because i would imagine. Your team could take a lot of that stuff off their and even maybe some of the income servicing items. Yeah well what were you what you've coin and what we've talked about in the past. We call sticky challenge. Where you just take stickies around and then you put them in a different categories. But i think you're you're absolutely right. We were working with a million dollar producer. Yeah yeah exactly working with a million dollar producer. I had heard you. This and she came back. She realized that thirty seven percent of our time was stuff not even income servicing not even income-producing and she was just like gosh. I'm doing a lot of busy work that has to get done. But it doesn't drive my revenue. And i think i think right now pausing and saying okay who am i. What am i doing today. You know what needs to happen. I think you just kind of alluded to that. The five areas of business like most people have to help them out of three four five. So these are the steps that we believe. You should do every quarter my. I love my father-in-law he. He was a executive at a large company. And he what he would do as he would go and check into a hotel and he would in town he would check into a hotel turn his phone off and then just think right and really be strategic and i think one one challenge the real estate community is we don't do that and and it's an important exercise and that's what we're talking about today so once we've reflected once we've kind of written down what we're doing. We know who we are getting clear about what we love. What's next well. So i love it. If they know their true value per hour. I was just looking at my calculator real quick. Let's say that they wanna earn two hundred thousand a year. Let's use that as an example and they're going to work forty eight weeks of the year and they're gonna work at least forty hours while their value per hour is one hundred and ten dollars an hour. That's a lot it but it could be somebody listening to this. Who wants to make a million bucks well. Then obviously they're valued for our is five times that once they know their value per hour. I would encourage them. You know. put it on a stick you know. Put it on your computer and look at each day and say okay so is what. I'm about to touch either very fun for me right so if they want to mold their own lawn because they love it it's relaxing they grab a beer and they're riding lawnmower more power to them was known. Enjoy it it is worth one hundred ten bucks an hour delegate it right so measure everything by is this again my highest and best use in. I read the day that bill gates was walking along. The sideway walk in a thousand dollars fell out of his pocket. He shouldn't even stop to get it because his time is so valuable Keep moving so. I wanted to get get that the of i should not be doing this. This is not worth my time because what it will do. It will limit your income. Earning opportunity it will hours to your day and if you can get in that zone of delegation using services like yours were their day is eighty percent income producing now they can either add more income hours in or go home. That's their choice. Some of them wanna work like crazy. People others want to actually have a goal to make the same but work twenty or thirty percent less to delegate right to somebody. I want to everybody. That's listening. This is like a pro tip right because this is the mistake that most real estate people they look at their gci as their number and they divide the amount of hours they were. You know every every week. I want you to go to your actual tax return last year and look at your net. The net income and sixty four percent of all businesses show zero income for the year. So if you're in that space this is just like a gut reality check right your net income on your actual taxes at the bottom excluding your spouse excluding maybe other things that you got going on and then divide that by the hours you work and now you actually know you're clear dog our. I'm in an accountability group. And we we actually pulled our taxes out at the end of the year and say look. This is what i is what i made. This is how many hours i'm working. This is what. I'm i'm worth per hour and a- that happens when you're like well. I probably don't need to do that report. I should find somebody to do it for me. You know people always ask me you know. When should i hire some help. At what point in my career and in that depends a little bit on your budget. But i know that when i launched my own company you know you know my my history. I started on real save. The age eighteen and within two years had a fulltime distant but then within two years i was doing one hundred and fifty six units a year. Could i have done that without my Heck no no way. But then as a coach you know i ran. The mike vary organization coach. Latch the top people. There but then six years ago when i left to open my own custom coaching and consulting the first thing. I did very first thing. I did was hire an assistant. I didn't even have any revenue yet. But i knew if i'm going to quickly ramp the business then i gotta have help right away so it is. It is a challenge sometimes to find that that budget to do that but it can also be the thing that holds you back in an honestly daniel. I think that's why so many of our clients to use your services because sure they're not physically sitting in the office but you know what it would cost in newport beach rhianna newport beach to hire a full time admin that has some training and background to come and sit here and work. It's going to be anywhere from fifty to seventy thousand dollars a year. Where i think your fulltime person is what like under two thousand bucks a month while we so you know. It's twenty thousand. I think a year and which is in the low twenties. And this is actually. I don't know if you read this but it was a question that came in like. When is the right time to hire. How would i know what are some of the indicators. And i think debbie and i were we were just talking about the indicators when you start noticing your dollar per hour stuff you know going down because you're spread too thin and then if you start seeing you know things not getting done. That really need to be done. And you feel like you're dropping the ball in a couple areas you know or you're working eighteen hours a day as i was before i hired my first assistant back in the day of real safe writer manual. One other thing to is often ask. How many units should i be doing and it. We used to say meaning used to like ten years ago. I would have said maybe forty units or most people have paperwork and the inspections and the staging and the demands of the client having creased. So now i'm finding most agents feel they've got how help right at about twenty units able to use your virtual services in that curious them for a long time or if they're a bigger producer they might say while. I've got my admin. And i need to add a virtual augment but i would say at about twenty units for most agents can start to feel slipping all quality of life if they are luxury agents ben especially because the demands we we we coach ernie carsl beverly hill sees some of them know that he sold. You know you heard about a while back the brady bunch house selling that was ernie verghese real estate agent so he has a new listing right now. Twenty six million dollars. Well he's going to need some staff to really support that so luxuries a little different. Because they'll do fewer units that demands will be even greater and those clients will not put up anything but finds. I wanna make a point if you're listening to this and you are a large team like or you're doing a lot of business you'd be like. Oh they're talking about basics but i can personally tell you that i have been in the top one hundred guys offices. I know i know what their team looks like. What they're i know how much they're spending on lead generation this exercise regardless of where you are in the success ladder needs to happen. In fact i would say the people at the highest level. I hear it more often. That i ask him. What your profitability. And they're like well. I'm reinvesting into the business which is a simple word for. I'm not making any money. So daniel i just came out with this book not long ago building bigger busier. More profitable teams watching is a team or wanna be a t you you want to. Email me debbie de grote at gmail.com. So it's easy. Debbie degraded gmail.com. I'll actually send you a pdf of the book. You don't have to walk there and buy it just because you join today. What's cool about it is. There's about twenty five different rockstar teams interviewed in your including shawn's team. What you'll find is every one of those will say we have to be better about. Our expenses are prophet. Our delegation tracking are billable time. You can have lots of talent and be all over here and in fact. A team came to see the day for coaching. And they said. I used to make an individual agent three hundred fifty thousand a year. My team and i'm bringing in a million foreign revenue but now i'm taking home. One hundred thousand. That is not a good situation right now to get control the prophet in the delegation. Well i just want to say like real quick This is the same problem that you have when when you increase that to ten million in revenue because those guys that are making you know five ten million dollars in the real estate game which is a possibility like it's real. There are teams out there doing that. There there are a lot of. Actually they have this this delegation process. They have this review. They have a double layer of accountability. And that's what we help you guys create at my autists this this previous team later. That was telling you you guys about someone well. She didn't have anybody trained to back. Fill the position so now. She's got her job plus she's got to add the job of somebody else onto it and there was no like you know. Double layer of there was no backup to step into that role and so what she found was that she's lost money because of that and looking back she lost a lot of money. Because you know the person that was in office just left and didn't turn over the job and there was nobody knew what was going on. And so this turnover thing that is more of a barrier growing big business than anything and i think that's another place that we help these really large teams. And then if you're a newer person these little concepts of like paying attention to my dollars knowing what i'm doing loving what i'm doing having energy from it. This is like a pure goal this stuff that builds large businesses. Well i think a couple things if we go to that next level right so yes in a in a big team about sixty percent of who co-chaired accelerate they are teams and some nation and so the next level would be yes eliminating the turnover right so sometimes when they do their own hiring and staffing the bad choices they hire friend needs a job. A wrong wrong fit. I know your team. You're very methodical about how you match them. The other place that. I see some breakdown. Is you mentioned it briefly but it's in the pipeline of lead conversion so a lot of the big teams may be some watching us. There are spending a fortune on online leads. the average lead does not convert until it's been nurtured for at least four months. We've got their buyer agents hitting it once or twice then moving on and then everyone's frustrated because conversion is like one percent and there is a bunch of money in that pipeline. And i think that's what on stanfield group i believe. They're stanfield real estate. I believe they're using your. Isa services to go back and scroll through some of those leads so since we're talking about it so we've a client in florida andrew donkin. Who is a really one of the most i mean. I think they're going to do like fourteen hundred or fifteen hundred transactions this year and he literally just in the lead management space has one virtual assistant who holds everybody accountable to win. The league came in the door. How fast there was a response. And what is happening with that lead. So they staged their leads and this person all they're doing is looking at the lead management creating scorecards daily accountability and then pulling the phone system and dropping onto that spreadsheet and then doing pivot tables to say. Hey these four. These four leads never got a call. What the heck you know and this is just one of our virtual assistance and this guy spins dollars a week on on on generating leads. So i mean we're we're talking about the problems right of of what you should be planning for and thinking about so free your time make sure you have the right leverage and then this is a system of accountability for your teen as you grow it when you stop being the only person in the team that knows everything in you hire somebody got a creek systems and processes and that's what this sheet is here. You know so. I know gary on my floor who follows up with people and sets appointments for the coaches to speak with them. I know how many dial see makes a day a hundred calls. He talks to twenty eight nationally. How many appointments he books today. I know what the conversion ratio is. But i can't put that together. I need someone to then. You can plot the gaps rate so we have a hiring turnover creates problem for teams. Second would be obviously on their lead management and going back through a nurturing. Those the third thing. I would say i see a very big lack of systems like shocked. How many top producers which probably know this will say to me. i don't even have a. Crm everything has it tracking a funnel a next so we're really working with our top teams right now to say okay with all the disruption going on in the real estate industry win all the rules state. Portal's trying to take your leads away and sell back to you. Then you've got the flat rate cut rate companies trying to poach you gotta circle the wagons around your database around your market. You gotta optimism. You gotta market like machine. If they don't know how to do that they to get some help and you and i could you know we can help them in different ways. Well i think. I think what's cool about us as a as a team by. Debbie's going to get the plan together. Make sure the right people on the team. Make sure that you know. You're not missing those gaps because the biggest thing is as real estate people we have these little blinders on and will slap you across the face and a check it out. This is what's really going on. And then once you've got a strong plan in place and again you should be doing this quarterly you. Those gaps need people to fill it hotter percent of the time. It's the people on your team so if you go to our website my outisde dot com again. We'll do a free consultation just like debbie does because we are one of our core. Values is just servant's heart. why we share somebody webinars. That's why we interview people like debbie because we wanna help and be a positive force in the in the real estate world. And that's why debbie get along so well because that's how she is too and the reality as you come in if you meet with us it costs you nothing and you will walk away with value like that's for sure. Thank you everybody for joining us. Debbie you're amazing. What are you gonna say. I was just going to say in his. Wanna let them know them have probably done strategy called somewhere out there before when they do it with me or when they do with you this these are not boiler room sales people they are gonna talk actual consultants who will actually give them valuable advice. I i hope it will take advantage of that gift. Because i think you and i both agree. Were more than willing to earn the opportunity to help them. And thank them for being with us. And thank you daniel for letting me join you. It's always fun. Yeah i'm we can't stop. Her coaches have twenty five. Plus years of experience like ten fifteen they sell real estate ours are real estate. Trained and light. Lot of our people are licensed real estate people. I'm since broker. We've done this. We've been where you are and we're going to help exactly we got your back man. We wanna help all right debbie. Thanks again for all your time. You've dropped a lot of knowledge and it's all for free guys so we hope you enjoyed it. Visit my desk dot com forward slash debbie and in her calendar. Guys have a great day bye

daniel debbie Daniel ramsay sean stanfield sean runs accel newport beach rhianna newport Liam steve jobs ernie carsl beverly hill
Crane Lariet

Ninja News Japan

33:29 min | 1 year ago

Crane Lariet

"This is not a surprising statistic that eighty 3.6% of people in Japan wear a mask while having close conversations home. It's interesting only in contrast to the fact that in the media from North America. There are still large anti Masque contingents or you can see a majority of people just walk in there. Just all wear a mask. It doesn't hurt me. It doesn't hurt them. There's probably even the very little risk like right now in the city where I live and work there are essentially no cases of em that have been recorded. That's not to say they don't exist. There have been multiple complaints many times about the Lacs ability of the actual reporting of Covent cases in Japan, but the numbers in Tokyo yesterday was 78 cases. So they've hit below a hundred again and you know, it's not Wildfire anymore, but the reason that's working is because people are doing things like wearing their masks. 13% sometimes don't so they're just like I'm in the office. I know these people I'm assuming I'm safe 50.8% of people still do not visit places where clusters may happen. And so I think that's primarily entertainment districts restaurants, you know concerts large venues things like that. I do go to restaurants at lunch sometimes but I am I am washing my hands before and after I do that now where the mask off the whole time not the whole time. I'm meeting I wear before I eat and then I put it on and walk out of the restaurant. So I'm still being cautious even though you know personally I actually believe I'm probably saves this is one of those things where I just want to Wait till it's finished before I actually relax so the vigilance maybe you haven't gotten this message that I believe we should be just Vigilant to the point where it's 0 4 2 weeks now was a thing. I was reading the other day that said Corona can survive on surfaces for 28 days. Literally Twenty Eight Days Later. We should still be wearing masks and washing our hands just to be safe just to be sure 2.3% of people in Japan don't care where they don't wear masks. They probably don't wash their hands much. They just do not care about it and they're probably still alive dead because everyone else does so I I am interested now that I have that number the 2.3% of the people that surveyed I mean this isn't all of Japan 2.3% of the people surveyed don't care about being a mask and not worried about coronavirus like every now and then I see some people who on my commute into work they get on the train with no mask and that is one or two people out of a few hundred. So 2.3% actually seems like a pretty accurate number like I'm wondering what they think they're not vocal or adamant about it. They're just clearly. Well, I think this is wrong. I'm not worried about it. And so they don't wear the mask wondering if the anti Masque movement in other countries again, America specifically is a similar number because that would be interesting if it's 2% in America. That number is just way more vocal because it may be a number that small but because they make so much noise. It seems like that's all they ever report but we actually don't know the reality that have seen some videos online where people go to public places and they're just clocking how many people around them are wearing masks and that percentage does seem high compared to a place like Japan for now. The numbers are again still slowly going downwards. It's never it's honestly feels like it's never going to be zero. Just the way it's going it's always going to be a few and so we're going to have to stay vigilant forever or years instead of months, but honestly, it hasn't been that bad. I bought myself crazy expensive masks realizing I was going to have to wear it every day. I went and got the Under Armour mask cost three thousand yen. So it's like thirty bucks. That's a lot of money for a mask. But it is comfortable. It has like a spandex over the the metal piece that squishes on your Bridge of your nose. That means like I can breathe in it doesn't fog up my glasses which was for me the first most frustrating thing about wearing a mask. The second thing is when I've eaten or something and I can smell it burping in a mask is awful. It's one of the worst things ever. But again as far as prices to package, that's not too bad. I took a risk and I went back to Judo last night. My body is thanking me and on fire at the same time. There is a risk there. But what I did is I just basically only trained with two people. I told the coach look I'm here and I want to practice but I'm going to work primarily with this guy my training partner then maybe one or two fights with one or two other people and I ended up just doing one doing a set of fights with one other guy and that again a minimize my exposure. I didn't you know, there is a risk but the choice much lower if I'm only training with two people as opposed to training with everyone in the club, so I felt pretty good about that. So I'm going to do that for the next little while so I can get my exercise. It's not as hard to work out because I'm not fighting as many people with, you know, different body shapes and strength and stuff, but it was certainly much better than doing nothing cuz today yeah, I was about to start talking about my weight. That's not what engine is Japan is about. So if you would like to hear about my weight, you can send a message to Voice Link. FM slash philosophy podcast. If someone does that I will talk about my way, but I really almost hope wage Windows getting all the covid-19 up front so we can get out of the way. Japan has promised a hundred and thirty million dollars to provide Fair international access to a covid-19 for developing countries. That's basically the whole story but it's one of those things where you know developed Nations, they can be selfish off again, maybe referring to one country in particular one of the reasons, you know for all Japan's failings are all any countries feelings, but Japan specifically cuz that's what this podcast is about. Japan dog does attempt to take The proper moral route, maybe not everyone believes in it, but they do things like this. We're going to take a hundred thirty million dollars and we're just going to basically give it to companies to make vaccines and those vaccines are going to go to developing countries and not even going to come back to us. That's the right thing to do. So even the people who would kind of disagree with spending that money. They don't argue too hard against it. You might say that a hundred thirty million dollars isn't very much for the nation, but that's only what they've promised for certain the next bit. They have already donated one point five billion dollars to help get vaccines to developing nations. So a lot of what I do on this show is actually kind of shooting on Japan, but this is one of those kind of reasons as to why I live here and I'm happy here and I can be relatively proud of Japan as a country. I have a story at the end though. You could change that feeling but it's about an individual and that's how you have to look at it. This individual is a terrible person. Japan is a country is a very good country song. There's a story that showed up in my feed three times and I have a lot of questions. It's police story and stuff and I'm not going to get any answers. Neither. Are you off but we can speculate together. Normally this story. I would actually just pass it by Sky was sitting in a car and someone thought it maybe was suspicious so they called the cops cops kind of roll up on the car. Get out walk up to the side of the car off on the window the dude in the car starts the car. And then gets out and runs on foot and that's immediately where I paused. I was like, why did you start the car and then not drive away you ran away which is a less efficient mode of transportation for escaping the police. It's a mixed message. And so this is my first bit of speculation was why did he start the car and then run away I came up with sort of multiple Solutions off the first being that he wanted them to think he was going to drive away. So maybe the cop went back to his car and then when the cop went back to his car he got out ran away thinking it was a trick to cross the call Fox thinking or he started the car and then the cop pulled him to get out of the car and he complied which is the more realistic the less interesting answer so the guy gets out of the car and then the cop starts maybe asking some questions. So he bails me starts to run as he was escaping on foot. He came across a dump truck know the stories used like they said how long Commandeered the dump truck now. I want to know what that means. Did he pull the driver out of the dump truck and start driving away. Did he find a dump truck? That was just sitting there. Maybe it was running and he got in and drove away. Did he get in the dump truck at Hotwire it I think that's less likely. I have a suspicion that a dump truck was on in the driver was not in it cuz that's actually very common thing here Japan when they talk about Japan being very safe country. That's what they usually mean like you can leave cars running and they won't get stolen. You can drop your wallet in that while it will get turned in. You're not going to take it. I mean, I'm not saying everyone is a hundred percent honest, but statistically speaking, you're a much better shape. I've seen a lot of cars left running and I don't want to steal it. I do want to move it to a different parking spot. It's just I guess this is sort of the prank culture. I just think it'd be funny for someone to walk out think just look at the empty space and but it's like two spaces over. I don't even want them to panic for that long. I just wanted to be like God. Where I left my car that kind of feeling. anyways He led them on a 2-hour Chase and yet one of the stories that he only drove 18 kilometers, so driving 18 kilometers in two hours. You're going 9 kilometers an hour, which I believe is a brisk walking speed. So maybe he didn't know how to get the truck out of first gear, which is very possible of people don't drive sticks anymore. You don't know if trucks are automatic. I don't know much about big trucks. He the chase came to an end when he hit a patrol car. He was arrested. This is a sentence that I enjoy too knowing he was arrested on suspicion of interfering with the duties of a public servant so he ran a dump truck into a patrol car. Which certainly is going to interfere with your day as a police officer and they still had to say on suspicion of that. I just love that technicality that they put because he hasn't been convicted yet. So he's not guilty. So we have no real definitive statement that he's actually done this thing. I think you can say with a certain amount of confidence that he did interfere just by driving away just running away from the police you're interfering with their day. You just do what you're told and that's what you're supposed to do. You made a statement. You said I didn't hit the police car on purpose. Which I believe. But I don't see how he thinks that's going to lessen the sentence overall like hitting a car not on purpose is not really better than hitting a car on purpose when you're running from the police. It's stolen dump truck. So I'm interested in all the thought process and it's that's the element. I kind of want to start a show where I interview people who have been arrested in asking these questions and get completely unfiltered answers. Because I know they're not going to no one has a good sense of reality like you you say what you think. It might be what you think now in retrospect of your memory, but that doesn't mean it's what you thought at the time. So I'd love to interview people as quickly as I could close to these weird events and get the most realistic answers. not necessarily truthful answers But the maybe the freshest answers if that makes sense. Another incident that required the police's intervention in Japan a man was playing UFO catcher. That is the crane game. Sometimes I think called a claw game you position the cloth over a toy. Usually press the button it goes down and picks it up and then it drops it 900% of the time this guy fails two hundred times. Crane games in Japan costs, usually 100 yen per play. So he spent twenty thousand yen on one machine. Now there is the six plays for five hundred yet. He may have been going that route. So it would be a little less but not significantly enough to make a difference to the number. I just said 20,000 yen. We're talking like let's say 18th or something like that. There is a savings there but the stuffed animal let's say I don't know what this this particular crane game was actually had in it the object. He was trying to get it would have been cheaper to buy that for the 20,000 yen. Probably could have bought multiple copies or versions of it instead of just continuing to play the game. So for me, I actually used to be really good dog catcher. And I think that's before they became completely automated and messed with an algorithm that can basically decide how often it pays out. This is a computer and the computer is programmed. It's a program to probably drop. Let's say 95% of the time. So even if you pick it up it'll hold on to it, but then it just releases slightly and then it falls down. I remember. A day where I want about four or five things and then I've never been able to replicate that and to my mind when it actually happened is they've changed the algorithm within the machine took make it harder so I can't win so I gave up. I stopped spending money on UFO catcher actually really enjoy. You have two catchers. This guy saying losing two hundred times in a row statistically is probably not possible. So he called the police and said this is a scam police had the staff do the crane game. This is top-level police work. This is this this is a show we need to have made a choice Game Center investigation. GCI not CSI the staff did it three hundred times and failed Every Time Imagine the pressure you're under you have two cops standing on either side of you and you had a a crane game over and over and over again until you went then they opened the window on the front of the machine and it's moved the toys to different positions and then the staff was able to win money. So that's when they stopped calling it a scam. It doesn't seem like anything happened an interesting thing. You don't know probably if you don't live in Japan if you're playing the crane games here. So let's say you pick something up and it falls down and back into virtually impossible position. You can call the staff over and say look, please make it fair again. They will open the cabinet reposition the toys and stuffed animals and stuff. So you have a fair chance. So this guy he played two hundred times in a row. And never asked the staff to come over and actually do this thing. That is very fair. So maybe he's a purist maybe the he thinks this is like the Dark Souls of crane games. And if he asks for help, he's off to get made fun of by his other crane game friends and and they're going to be like all you know, you gotta get good. But if you want to waste of police officers time, this investigation is pretty much up there. Because the result is either call for help you get the staff to put the toys in the better position or stop playing crane games. We had a story very similar to this a few months ago and it was about a guy who rented a car for a really long time and I'm getting arrested because he just bathed in return the car and he of course he had to pay millions of Yen. I went into what kind of car he could have bought for the same amount of Yen. This guy fifty eight year old man stayed at a hotel for 10 months. Not stated hotels in I think after day two or three it loses its Shine the bit they don't actually say in any of the stories I could find was run out. This guy actually has a house. So maybe he was a month away from his family for ten months, which actually be pretty funny the bill for a 10 months stay at a hotel was four million yen. Which at first I thought well, that's a lot of money. It's actually less money than I thought. So four million yen divided by 10 is $400,000 a month. That's a lot of money. And the thing is my first apartment was 50000 yet. So he could have gotten apartment. Even if he paid like first month's rent in the safety deposit on their stuff than that way. It would have been way cheaper to have his own small apartment. Than to actually stay at this hotel. Now, maybe the hotel has services that he wanted like the changing the sheets and cleaning your room and stuff for you. But whenever I hear stories like this, I think about how much money they're spending on something. Did he have a plan to actually get away because once you get to the 10-month mark it was like maybe the hotel staff were getting suspicious that you're just staying there and you have no intention of paying I assume you had to pay something for a. It may be and he just kept extending it or something like that but sooner or later they're going to come after you cuz what I'm saying is dead. Now my first apartment was it was a very small one. It was one room and a kitchen and an incredibly tiny bathroom for someone living on their own. It was quite nice fifty thousand a month. You could live in that apartment for 80 months. That's 6 years. So that's where I'm kind of thinking that he's made a bad decision cuz he's going to end up spending that money. I think his plan was probably he was never going to spend that money and that was the mistake because if he was going to try to stay at the hotel forever sooner or later. He has to pay sub thing. I'm sure at the end of the one year. There'd be like, well, you gotta pay now or get out. I'm surprised it actually went ten months, which is why I think there must have been regular payments of some sort just to keep the room. The other interesting thing is is what he said when he was arrested. He said since I have wealth I can pay so my intention was not to cheat. When he was arrested, he had no money on it. So saying I have wealth isn't the same as having wealth. So maybe he's spent most of his life convincing people that he has a lot of money. Maybe that's how he could convince the hotel to let him stay for as long as he stayed cuz they thought well, he has a lot of money just really willing to pay but then after a while the hotels like he's not paying we gotta get this guy and get her money off them arrested and then the having no money on them does send two messages cuz the first is he has no money. So if you have no money on you, you have no money. You have no more money in life is kind of an extrapolation but actually very very well-off people tend to not carry money with they have like a credit card or two credit cards and use that and they don't even really think about money. I can see that being a case for an actual person. They didn't actually say he had credit cards on him either though, so they didn't imply whether he was actually wealthy or not. They just gave the statement. So if you're going to commit crimes that end up costing you millions of years It would be worth thinking is there an alternative for the same or less amount of money that I could live legitimately and survive? Because that is actually the question that real people make every day. Should I just rent an apartment or should I try to stay in a hotel for free for an extended period actually in the long run renting an apartment is probably actually cheaper it's actually better to go with the cheaper option the one that's not going to happen in jail. The story we've done is about Suga if I remember I didn't check my town. So I'm thinking doing this off. Anyways story we've done in the past. It's about Japan trying to get rid of the hum. KO the Stamp Out for official documents. They are starting to make their first attempts. They need municipalities to actually agree to this and that's where this might be fall apart because low-level government bureaucrats. They like anything they liked stamping stuff off, but the first attempt to actually do away with the hunk. Oh it's going to be on marriage and divorce papers. which is incredibly interesting because what they're saying is you'll be able to file online for both marriage and divorce there still needs to be some kind of digital certification cuz then I could technically file for divorce with my wife and just have a dog and she wouldn't even know I would just disappear one day and we're divorced so there does need to be some kind of certification I do agree with that but it is interesting because now it's already very easy to get married and divorced in Japan compared to other countries. They tried to avoid litigation in most cases. If you are a married couple with no kids, it's very easy to just separate and you know just finish that money in the near future. You'll be able to come to Japan. Get married really quickly and really easily online. And then realize you've made a mistake get divorced really quickly and really easily also online. It will not require a stamp just actually a step forward. This is an actual biblical story that I did on a different podcast was so as long as I saw what the kid was saying and actually struck me as what could possibly happen or this proves. There's no God. The fifty-year-old man was arrested for assaulting a six-year-old. Would you dealt with kids before is not unreasonable? The boy was on a bike. He was riding around he was singing baldi's baldi's. I hate them. I don't know what the tune was but the words are accurate baldi's baldi's baldi's. I hate them. I hate bald people. So he's basically riding around his bike saying he's bald people that is a very common joke engine. If you're against people like body-shaming so like wait baldness and age Japan is not the country for you right now progressively speaking. They have not got there. There are lots of comedians on T who are essentially the butt of the joke is that they're fat or bald or old or unattractive and it can be very uncomfortable if I'm being really honest because it's just hurtful but that's sort of the evolution of Comedy is in time people. Don't find that as funny, but the problem is a lot of stuffing Pan just not evolve the same song. I was actually having conversation in the day the songs I hear now sound exactly like the songs pop songs from the 80s. Like they've been no evolutionary step in many cases in the quality, you know pacing or anything of the pop songs. They sound almost identical like they probably are produced by the same people comedies Not So Different in Japan, so the dude gets annoyed as you do with six year olds and you just smacks the kid off his bike and I laugh because I have wanted to smack kids off their bikes before I didn't do it. That's the difference between me and this guy maybe five years from now. I will stop doing this podcast cuz I've been arrested for not going to get off his bike home runs home knocks out. The guy tells his parents please her called. Please come and arrest him because apparently you're not allowed to push kids off their bike the police say we're going to arrest you for assaulting his child and he says walk I assaulted him but I didn't punch him. I did a Lariat Lariat is a sort of downward fake clothes line. So if you raise your are really up high in a smack on the chess is kind of pro wrestling move. That's a Lariat. It has almost no impact in the real world. Unless you're a full-sized adult smacking a little kid on a bicycle. Then it's going to have real impact. Now you'll notice the first part of the statement was I assaulted him. So he actually admits to the crime. He just wants to be very clear with the police. I didn't punch him. I'm too good to punch a little kid Larry edit him which is different. So you make sure you write that down officer and get that right when we're in court because I don't want to be charged for punching a kid that's pickable. I want to be charged with Larry adding a kid, which is awesome. The reason I say this is biblical is there's one story in the Bible as one of the weirdest ones and I did a I did kind of like a rundown of it where a guy had a bunch of kids calling him baldy. Get out baldy something like that. I forget his name now. I'd have to go back and look my notes, which I'm not willing to do God's em to Bears down. I believe the number was 46. It was somewhere in the 40s killed forty some kids. And so there's a biblical story about how you know, if you make fun of bald people they will pray to God these kids to stop and God will actually ruin the lives of dozens and dozens of children via bear. So you gotta be careful when you make fun of people because either a bald people have a direct line to God and God is apparently also bald it takes his very personally or what we've just seen is that story from the Bible is not true faith that if you make fun of bald people nothing will happen. You'll get Larry added by the guy. We're not counting that God will not send down Bears to kill the children. And you'll actually end up in prison. Because you Larry added a kid, so be careful. That's all I'm saying. We haven't proven the existence of God or not in this story. Maybe the man was the wrong religion which is why God didn't need but God seems to take the bald making fun of bald people very seriously, but I would not like all the children in the air to be killed as a result of singing a song about bald people. My last story this is the one I references Beginnings about older Japanese man politician being a dink so they want to make more rights equality for LGBT people. They want they want to do, you know being gay or transgender anything like that that shouldn't exclude you from society now Japan's very old Society was a couple of very old people in it who don't have such Progressive ideas seventy eight year old ldp politician so already that's giving you a sense of what I'm talking about stood up in Parliament and he said, This is impossible. But if all Japanese women were lesbian were all Japanese men were gay then do you think the next generation of people will be born if your own argument starts out with this is impossible then you've refuted the rest of your argument. So this is impossible. But if I ate the whole planet, what would you do then we'll offer is impossible meeting the whole planet does not matter. All Japanese women are not suddenly going to be lesbians and all Japanese men are not suddenly going to be gay. So the next generation of babies is not often by that supposition by that hypothesis, then he continued which you know is always a good idea. I do not intend to intervene in the Life someone who is lesbian or gay except choice that he is trying to do that right now. He's trying to make sure that they don't have the same rights. So he's actually trying to intervene in a way by making sure there's legislation not on the books to protect them that their shame. Inequality because of this man's action. So again first statement is actually incorrect because the next statement contradicts what he says first getting married or having children and raising them in a normal way is very important for people so you can see if he claims that being heterosexual is normal and he wants that taught in schools. Then he is absolutely intervening in the life of someone who is lesbian or gay in a different podcast. I actually stated that I believe there should be an upper cap to how old politicians should be and I think it should be retirement age. I think if you're in your sixties in the retirement age is in the sixties, you should not be allowed to be a politician anymore because you get these old office with old ideas who are never going to change who are just trying to hold on to the past and they do not benefit society and if politicians start their arguments with this is impossible. I think at that point they should be asked to stop speaking because what they're about to say is impossible and therefore it does not matter. Okay, last story. Well, I had two Super Nintendo World 20 21 in Osaka. It's going to be u s j. I don't care it's cool. If you like Nintendo and stuff it's going to be there. They're also planning to open one in Orlando Hollywood and Singapore. Yeh. They wanted to open it along with the Olympics. So of course millions of tourists, it would have been a good idea actually really think that would have worked out pandemic screwed them over six years our opening like a really shity Cafe. So don't go there. It's going to be garbage but my last story two men were arrested for creating deepfake pornography. So they were taking famous people and putting their heads on Pawn Stars. They were arrested. For both violating copyright, which I thought was interesting cuz I guess technically these famous people's faces are copy written material. It's kind of like an IP that is your brand and definition of the celebrities. So yeah putting them in a position. They were not actually in defaming so actually yeah, I can see those both being valid arguments using AI these two guys made 1250 videos and uploaded them to the internet the website did not say where the videos were uploaded to I did actually do want to research I did not just want to look for it. I actually wanted to see the quality of the videos because when they were arrested the first guy says I did it to make money. Okay, you know what perfect criminal motivation I understand the second guy though. He said I wanted to receive reviews about the quality from the internet. So what he was actually saying was he didn't do this because he wanted to make poor and he didn't do it because he wanted to make money off. He wanted to test his skills and get the feedback from the people saying whether or not he'd done a good job. So what I wanted was to actually see even have to be the horn part just the part before or after whatever. I wanted to see how good a job he did and then actually give him some feedback from the internet. But because they didn't post where the videos are actually realistically there probably been taken down already should be able to do that. That's too bad because there is a certain nobility in saying I've done this and what I want is for people to tell me how well I did in total and the police were doing this kind of searching around 3,500 videos with over two hundred different famous people. I don't know if they were all Japanese. I assume they are but that actually doesn't mean that's true because they're just talking about a Japanese cult group in Japan Japanese porn. I assumed they were taking at least Asian Stars. I don't know they could have been all Western ones for all I know but unfortunately we were not going to be able to age. Is the quality of the work because the work has not been made available to the rest of us and that's too bad because at least we could have given this guy the validation he so desperately wanted from the internet which you know is the best place in the world to get validation. Certainly. That's why I'm doing this which is pathetic dead. Leave a text or voice question or comment at Voice Link. FM podcast. Click the link in the show description. You can tweet questions or comments at Joe's Engineers, Japan or join the Facebook group on Facebook search for Ninja news Japan sexy out homies wage. That is not what engine is just getting all the covid-19. He was arrested on suspicion of

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Special Guest: Dave Culwell | Friday Morning Drive

Elliman Daily Podcast

30:12 min | 9 months ago

Special Guest: Dave Culwell | Friday Morning Drive

"This is the friday morning drive. This is peter hernandez your host. This is the call that started it all. Hey we're super grateful to have. Dave co well here on the friday morning drive day. I don't know there's no day but he used to be our pasadena office. He became a vp. Tell us he was helping us with recruiting back in the day He then went in became a coast with tom. Ferry decided that he wanted to branch off on his own and he started his own country. Coaching company called. Ignite you you dave and i have stayed in touch over. The years is work really really closely together. I have. I have nothing. But respect for dave and what. He's doing his approach to business in real estate so dave. It's really exciting to have you on the colonnade and you wanted to talk about. I think it's so important. Because so many agents refrozen dave. I hate to say it. I would say. Eighty percent of the population is stuck while they're stuck in their heads to be honest and they're looking for the magic pill or they're looking for somebody to hold them accountable or they're looking for some sort of a motivation to do. They need to do what i mean. And and then the other twenty percent are crushing. It rushing it. Ns because their inaction they're not frozen. They're they're doing it anyways whether they think it's gonna work or not shown i mean one hundred. Yeah so when you said you want to talk to us about a ninety day plan. I thought that was perfect. Because we gotta get into motion. I think so too. In in the thing i like about the ninety day action plan is is. We have especially like at the end of the year. I know you guys do a big A business planning for the for the coming year in november december. And it's such a big numbers right in oftentimes bigger numbers than they've ever done and it's and it's. It's a little daunting and so what i like to do. You break it down into ninety days and it's not like you. Just break your annual plan in quarters because every quarter has its own unique set of challenges and pros and cons and so on and And so so. I like to break it up so we know what we're doing over the course of the next ninety days and we're already by the way twenty days into this ninety days so so adapt for that but i do every quarter you know because because it allows you to first of all have more attainable goal. Because the numbers aren't for the year at the beginning of the year. We're breaking it down what we need to do in the next three months and then kind of benchmarks what we have to do every month which breaks down to week by week. Which really what. I look at is what we're doing every day because you know everyone you talk to when you're a realtor everything's based on your results. You're you're a diamond level agent. Your top four percent element your agent of the month. You're the top agent on the sales team. It's all based on what you did in all based on thing that's already happens right and where i like the live. I like to live in the space of process because no one else is going to live there with these people. And i think i don't give a crap. How many escrow hugh closed i cared. How many people you talk to today. That's what matters every day right if you're not if you don't have a plan on who you're talking to and what you're saying and you're doing it every day then we're just we're just like thrown shit in the air and we're seeing what's what's gonna land right and it's like we if there's if that's your plan or that's the eighty percent that you're talking to because most of shit. They threw up in the air. They can't do anymore david so funny. I was talking to fred. Wilson yesterday called me and you know freddy. He doesn't the production model in fred and fred. What's taboo fragment. I got frugal. I don't get it. I go people. Just don't get excited like like like when she heard about proposition eighteen he decided. Oh my god. I'm going to become a student of that. And i'm gonna go out there. Call everybody and tell them about it. We have more reasons to call people right now that we've ever had. That is a huge thing to talk about two people. Because even if you're even if your clients are thirty they have parents right and they're gonna be dealing with their parents and their states and their plans. And so on. And and i i just. It's such a huge. It's just a huge thing to talk about to show if you're somebody that's going to inherit the their parents property and that's another reason to talk to them to know so much to know and to become a student of that prop nineteen. I think is a great idea. Because because the worst case scenario is you're showing people that you're a professional in your business. I tried you know at the end of the day. You know. this is a business that lacks a lot of professionalism by a lot of people. Still be one of them right. It's it's an easy fix. Just know your business. This is a big part of the business. It's a huge change. It's a huge reason to talk to people if you're if you're struggling what to say to somebody when you call them i mean for anyone in california is a no brainer is. This should be the reason why you call people if you unless you haven't done happy new year calls so that's definitely be part of the plant definitely definitely definitely definitely. So what's it look like. What's the ninety day. Like dave. So okay so i have sheets here in and i. I don't know if you send it out and i i could do well. No no i'm gonna. I'm gonna let you screen share by making a co host. Okay let's bring it up shoes all right so can you see it. Yep all right so. This is my ninety two action plan. It's like a. it's like a small business plan. Okay and so. It's just two pages in. I tried to get it to one page. But i just can't And it's two pages. And so i guess we can just go ahead and i could talk about what it is or we can actually get into it like. We're doing the plan. Which would you like peter. Let's just pretend we're doing okay. Good so better than that everybody. Let's not pretend we're doing it and let's do it okay. So so at the very top. We have three ways to track goals. Now i have to remind you. This is for ninety days so if your annual plan says i'm going to do you know fifty transactions or whatever it is it's not just breaking it down in fours right like it's it's what are you gonna do in the first quarter. It should be about a quarter of your business. Maybe thirty percent of the business for the year because we kind of want to aim high. Because we wanna start strong because what these plans do over time. They allow us to course correct if we're falling behind on something or or lead sources aren't working like thought or whatever so so if you're if you're let's say forty transactions if your goal is forty transactions like logic would say we're gonna do ten every quarter. Well that's not because again every quarter has its own thing. I would give yourself a little leeway. Say say eleven or twelve in the first quarter right so so we have transaction goal here and then we have a goal which is gross commission income and we have a volume goal. Personally i don't care about gci or volume Just because they're harder to manage because you're price points in la. If you're if. I know a lot of people the the price points vary so greatly where you could have your bread and butter homes. That at a million five million to some people may be less than people maybe more on on on that and then every once in a while you get something that's ten million twelve million so it's kinda hard to get a volume goal but but regardless i like the transaction go. I think it's the easiest one to if the easiest one to to track into really build a plan off of but people like looking at the big numbers. I understand that so so you can put those in as well so first thing is understanding. How many houses were actually going to sell. I mean pieces of property. We're going to sell. And they were going to go in there and deconstruct. That i'm a big proponent of the big y your big wide for the quarter could be the same or different as your big y overall But it's important to have a big y i can do a whole call on big y so i won't get too much into your big wise so great because those days where everything's going wrong something has to drive you to continue to push forward and make something happen and if you're you're wise not big enough to do that then you're wise not working right so we got you know you have to. You have to work on that something you work on for a long time. I've took eight years to get to my big by the way to where it is now and so so but but sometimes it could be. You know vacations. It could be. It could be a lot of little things to for the quarter but you have to out. What's going to push you drive you to make this number of your transaction will actually happen okay so so you can spend some time on that from there We have to decide. So if your goal was say twelve transactions for the first quarter And i know that might be a lot for some of you. So don't don't think my numbers are too low or too high do based on years. I just have to kind of have a a number. That i talk about if i was if i was gonna do twelve transactions. I have to then decide. How many be buyer transactions and how many can be seller transactions. So i want my business to be kind of kind of a sixty forty listings to buyers. You know maybe sixty five thirty five sellers buyers so i would say how to twelve transactions. Maybe i'd wanna have eight of them be sellers okay. In my scenario you figure out the seller listing sold goal in right here. I put eight okay on the right side. That's eight transactions that i'm going to sell listings so this section here we have to decide how many listings doing to take in order to sell eight right because it's what whatever its covid it's Maybe take over price listings. You be realistic with yourself There's some things that we just can't control now. You might say dave. I sell every single one of my listings. Okay well good for you. You probably don't take enough of them But if you do give yourself a little leeway padded at least fight one. So maybe i would say in order to sell eight listings. I would need to take ten listings. Okay everybody with me so far. Good all right and so down here. We're having our our sources right are listening sources. Where do your listings come from. They can come from your sphere of influence. They come from past clients They could come from current clients right. they come from if you're doing online leads They can come from You know if you're in if you have a geographic farm that you do when you're getting listings from their demographic farms like Organizations that you might be in A different hobbies activities. If you're if you're involved in clubs that could be a demographic farm so you have to decide where you're listening to come from and then on the right hand column the number of listings. You're going to be taking from those listing sources. Okay and these numbers have to add up to ten in my scenario not eight because we have to take ten listings in order to sell eight sixty any any questions on that. Because i think that's very valuable. I mean like it making sure that that column adds up to listings taken. Not listening sold about ten people come back. Even though i'd beat that one to death they still do listening sold because that's where a mind is. Listen take so so. We look back at our history. Dave and we see where we've received most of our listeners and then well will apply a weight to each source. Is that how you're looking at it right. Yeah so like so so if you have a lot if you have like half of your listings. Come from You know sphere of influence because you really work. You're a great database and yet you've been in the business a long time and and you get a lot of referral business from from your sphere. Then if i'm taking ten listings. And i know about half of my listings. Come from my database. I'm gonna put a five right there right. And so what this is doing is showing me where i need to put my attention in this first quarter. And so so. If i'm saying i'm going to get five listings from my sphere influence and i'm gonna get to from from a demographic farm and i'm going to get another one from my geographic farm and then You know a couple from You know say online sort like whatever right and then. I ended up doing something else. That's not on this sheet. It's like i have this sheet is my roadmap. This is telling me where. I need to put attention so if i'm doing something else that i think is going to get any business. I need to update my sheet or not do something else because because now losing focus and as we know focus something that is really going to benefit us if we can have it most of the time so any questions on anything so far with the seller listings the listening sources. I understand you know maybe open houses were really great resource for you of your source of business in door knocking and those things aren't happening like they were if at all I understand that this is where we have to adjust and figure out okay. Well just because. I think we've been thrown this curve. Ball doesn't mean we can't swing the bat. Hit the damn ball still right. We just don't swing the bat like it's a screwball right. I mean we have to. We have to. We have to adjust or you'd be part of the eighty percent. That's that's lost all right so any questions. We could do anybody right anything else. Anything in the chat. I'll keep an eye on the day. all right so so now if if i have twelve transactions and Eight of them are going to be listings with ten listens taken. And i know where they're all coming from now. I know that four of them are going to be buyers. Okay now says buyer listings for those of you. Who know me you know. I am a big proponent of the buyer broker agreement and i know was the eighty twenty rule. Eighty percent of. You're going to say well we don't do that here. Okay that's okay I know it's because you didn't ask them to a whole other calling itself. But i call him buyer listings because the buyer broker agreement is the same thing as the listing agreement. It's just for the buyer side of transaction. The transaction i listed and sold a lot of properties. Not one time ever ever ever did house sign the contract. It was always the seller. Just so we're clear on that. So i i don't know how many people are using by broker names You know i'm a big fan of it anyway. I won't dwell on that so so i have four buyers that i'm gonna sell in. How many buyer broker agreements buyer listings. I call them. Do i need to take now if you don't do by listening agreements That's okay. I've for the sake of this call. It's okay So in this case we look at what you would consider a buyer okay. Committed approved buyer. Not just some zillow guy who's who's going to you know You know talk to nine different agents and a in. It's it's a lottery. I'm talking about people you've met with. That are committed to you that you would consider your clients realtors throughout the word client like it means something. Most of them are your customers. But i'm talking about the people that you consider your client here for real so for me to sell four. You know in a tough market where. There's a lot of multiple offers in your market. I know that. That's that's the big challenge. I might need like eight eight or nine maybe ten committee buyers in order to sell four of them in the first quarter if i'm in a very challenging market if all of my clients are myers our bread and butter people. We're gonna we're gonna probably right a lot offers. So i'm going to have to have a lot more clients so day you brought up the trillion important in. I know we're jammed for time. We got to fly. But i think there's a big difference between customer clients in people s. I'll bet you ninety percent of the agents on on this call cannot give me the definition of a customer in a definition of a client. Yeah and even if they could I guarantee you. It's more than ninety percent that call their customers clients. Now here's nine. Oh someone that can give us that. Definition at stan stand you want to give a stab at it a bit. Eli could to yeah. What's the customer dad there. I'll answer. I know the answer clot. Your customer is a buyer client is a seller a client assume when you have a contractual relationship with. That's the customers like a third party. So anytime you have a anytime of like a buyer broker agreement or a listing agreement with a seller they become your client and then you have to then you have a fiduciary responsibility to them if they're a customer you don't have a fiduciary responsibility. You only have to be honest disclosed and bear dealings. That's it the threat when you when you moved to client status than you. Your your level of care goes up a thousand percent. That's right and by the way my client is my client Your customer is my customer right like and it's also dance. Customer stance customer in jeffries customer. Anybody who can show them a property and sell to them or whatever it is. It's anyone's customer right so good definition. Yeah the clients client is my client. You wanna talk to my client. Go ahead there my client you know it's it's look dwell on too much but but what i tell buyers you know when i do. The buyer broker gave me. And i have a whole system on how i sign. Everyone signed it by the way everyone but one person and i tracked her for three years and she never bought anything. Okay but the thing is i did in the the the client relationships starts today. Not when we ride an offer. That's when you become a client to when you're you feel an rpa you you you'd have a customer client relationship then but today you can become my client. Why wait until then you can be my client today right. And that's all the lawyers they do. They take step further. You gotta pay them up front right doctors. Cpa's financial by anyone that you want to be on the level with. They all have clients not customers right so so we we get to dictate how people A talk to us and and how people relate to us and associated with us. And if you're not treating it seriously like that they're not gonna treat it seriously like that either. So i won't rant anymore because i can go on. Okay all right so so back buyer listings. I'm saying for aids. You know. And so i have a committed buyers in again. We're doing like we did above where those Eight buyers coming from the the buyer listing sources in the number of buyer. Eliciting stake in or a number of committed buyers right. So it's the same thing. And i know we're we're we're pushed. We had what six minutes that was. Okay so so. This is the same as as up. Above the second page is If you have listings that need to be reduced you put that number here however many there are if you have to listings that are just overpriced. The you arrive at number two right here right because we want to have focus listing price reductions happening in this market for you but price reductions are a good way to spend your time because they lead to commission checks. So if you don't have any listings you leave put zero there your lead gen time. How many how many hours or conversations a day are you committing to and this is your number. It could be five. It could be it could be twelve. It could be fifteen. But it's not an average number. It's a minimum number because averages suck so we wanna know if your numbers ten. You have to talk to at least ten people every day if you talk to seven people today. You don't talk of thirteen tomorrow. You talk to ten people tomorrow. You know if you talk to fifteen today. You don't talk five tomorrow. You talk to ten. We don't start a marathon at mile. Fourteen we start at the starting line and we do it every single day. Have your number of people you need to talk to every day. You need help on that. Let me know like this is. This is my wheelhouse right here but you need to have that plan otherwise you become that eighty percent that's lost right and it'll be days where you don't hit it and there'll be days where you crush it. That's okay but but the plan is the plan and until you have until you until you have the plan you have no plan and it's easy math okay. Systems to work on so systems. Are things in your business. Like a crm right Having having a functioning database if you don't have a functioning database that should probably be something that is on systems to work on if we pick one or two things for systems. We don't have nine things five things here because this is just for the quarter. So if you don't have a crm your system to work on is to get a crm and then maybe input all of your Your people in there if you have a crm and your people are in there but it's just kind of like database and you're not using it the next step would be categorize all your people right You know having system set up to where it reminds you to call each one of them every quarter stuff like that. That's so we're not saying and input campaigns on everyone and do this and do that. This is ninety days. If you got all that done if you've got the sierra and the names and categorized then in the second quarter we could say we want to start building campaigns for these people they so we take it in chunks of this massive. You know elephants eat. You know we just taking bites okay. So systems to work on one or two no more than that and let's master those systems. Okay and the same thing was skills. What are some skills you wanna work on. Mastering your listing presentation having a buyer presentation if you don't have one alike. has great one Different skills to work on role playing with other agents not role playing real estate language with another agent. F f y your role playing with your customers and clients and that that should gets expensive right screw up with an agent. You'll laugh about it. Maybe even feel like a dork. But what you won't do miss out on a forty thousand dollars commission okay. So systems that work on skills to work on again just one or two. Don't do too much but we still have to talk to people and make business happen in finally holding account accountability. Hold me accountable to this in this right and the other part is not written here is and this is how i wanted to be held. Accountable have an accountability partner. You have You know you have a coach to keeps you countable you have a manager You know stan or or You know. I don't know if he's still around or peter. Or whoever like who's gonna hold you accountable. It could be your your officemate. Could be the person next door. It could be a friend in your office but you don't be nice about it right. it's accountability. it's not friendship. Don't be mean about it right. Just be stern. So that's the ninety day action plan in a nutshell. So when you have this you have your short plan. This is a microbusiness plan. This is what we're doing right now right and then if things happen if things change where where kovic is is doing something else or it lightens up or we can adapt as we go on to maximize what we're doing in and day out so we can hit the goals that we have on our on our annual business plan. We're just breaking down here because we because it gets to be a little bit more attainable. This this is amazing. And it's so simple and so easy to great will make sure you guys. Can we put a. Can we put a link to this on the chat. Dave you might do that. Oh i could sure try. And then the other thing is the other question. I have for just text briefly on how agents can find their y. Yeah so so the the best way to do it is is like this i. I'll tell you about like. I'll tell you about my wife so i i. My wife is really easy right. I have kids so it's really easy to just say. Oh my kids you know but what does it mean you have to be really specific about your y and so over the years i had a lot of wise that actually made a lot of sense for me and it was because i wanted my my kids to have a better life than i had growing up right or i wanted them to have more things or one of the have better experiences in in i worked with my coach against for years on this and he challenged me and i i got mad at from time to time because he was always asking me. You know like how come like. Why do you want your hair life. Because i just wanted to have better life. Why because my child had kinda sucked will but what does that mean in any going on and on and understand. I wanted them to understand love. And and in commitment and grief and respect and all these things these life things understand money. We never talked about money. Like i got to the point to where. I wanted my kids to to understand all these things right and in how i need to be the person that kind of models at for them and isn't that so my big y comes down to after years of doing this to where i just want my kids at some point in my when they they've grown up maybe they're out of college. They're in their twenties. They've lived their life. Maybe they've met. Some people have heartbroken. Whatever it is the understand compassion and empathy. And i want them to come back to me and say my my my big wife when i write it down says i want my kids to come back to me and tell me as an adult dad. We had a really good life in life. That i see i say this during business planning season hundred times and i still i get choked up now saying it because because it works and i'll tell you this no matter what anyone does no matter what the market does no matter what the agents do no matter what anyone might competitor say. Nobody fucks with that with me. Because i'm no one's gonna take that away from my kids. I'll be damned if you do because because my wife is than you and you won't you can't mess with it and so it. It took years get there. But i had a lot of great ones along the way you also so you may not have the big one right now but it's but it could still work. I love that everybody. Everybody gets that. I felt that day. Thank you so much for being on the call with us today on friday morning drive. There's a hand up preserve. Somebody have a question okay. Looks like we can let you go but thank you sir. So much stay. This has been awesome I will make sure that we get the. I have a copy of your thing. So i'll make sure we get everybody. I'll set it out by your email so check your elon email. Everybody and i just put it in the chat to. Oh you did okay. Let's get a chance to chance to grab it so click on schools zoom link. I'm sorry i did the zoom link loops hold on now. You don't wanna be that they've got this on Let's let me try this one. Thanks to quick. Martha appears we all do that. Dave what your email. That's a question everybody's having met may not work. We'll see my email is They've at its core ignite us today dot com. That's i can't see on my thing. 'cause my old age is maybe you can't see anymore so anybody can email me get it to you as well And so my emails there. But it's david you today dot com. It's in the chat right there And so in did a leak. But i don't know if that links i'll get to dave dave thank you so much pal really great to see you look terrific by the way. Let's touch base later. I want to get that equipment. You have for your mic and everything. That's really super cool. Perfect all right. Thank you everybody by.

dave fred peter hernandez Dave co pasadena freddy Ferry hugh tom Wilson peter Dave stan
From rookie to rapid expansion: Avi Khan

Elevate: The Official Podcast of Elite Agent Magazine

25:28 min | 5 months ago

From rookie to rapid expansion: Avi Khan

"Immediately sees at currency. Do things foster things today done. Leave tara if you also get on the street donut if he listed something get out in the street going off so a media sees at currency. That's why what we doing. Resonated provocative place. You'll listening to elevate. The official podcast of elite agent for real estate industry sales professionals property managers and with thanks to our partner connect now elevate brings you the base tools thinking and strategies to elevate your results to download written action guide from this podcast containing extra tapes links and shortcuts. Visit elite agent. Elevate dot com and for more information about how connects now can make moving easier on your clients. Connect now dot com today. Here's your host some fantastic lay. Welcome to another episode of be. Elevate podcasts where we delve into some of the most interesting minds in business and in real estate for the very best tips and strategies fee to implement. Elevate your business. I'm smith mclean. Editor of elite agent and host of today's show joining me on today's episode of the podcast is avi con of ray white ak g named an elite business leader and awarded business growth later for property management. Avi has skyrocketed to the top one percent of the ri- white networks. Avi welcome to the show. Thank you thank you for having me. But it's great to have you with us. We've watched your journey pretty much from the start. Actually you know through your mars and mainly offices and now to the new officer daisy hill and also the new name ray. What i k. g. So first of all congratulations bit. How did you celebrate this achievement. Because that's amazing growth. I think we celebrate every day actually lead. The team celebrated richard much. Now we actually we take stock. Aware what we've achieved like every week we. Nfl's waiting in what we do. It's it's how do you celebrate these things onto nar Because there's not finish line in that business if he keeps celebrating y'all gonna gar so we celebrate different mementos ikaes if we do all of copy management over six months christmas and things like that. I think the the guys sometimes. It's pitched themselves in the same look where we started. We are and where do we actually got so. I don't know the celebration bits. Yeah it's every days celebration. Every day is a celebration. That's right absolutely and right aka. Jesus bit of a cool name has a cool ring to it. Was this always the goal of yours. Know it's sort of happened. Naturally it's something that ri- watts just a to me that i should be naming the group. It was something that all my businesses will come that group but the more we looked at least look became president in different marketplaces. And it's something that. I think we just get a bit boring with brandy and what we call ourselves. There's something to just think outside the box. Say hey what else can we do to. Brand ourselves sped up and said set apart from competition. So it's sort of just the biwott and took me awhile to get used to it whether we call it g. o. v. group we settled on ak gb sounds. Sounds made a thousand more trendy. I think it's worked for another fairly well. Known agent within the ri- white grape. It has isn't it and quit. Relocated his six. And what he's done. Like i can we emulate obviously conwy what he's don these he's another level to get but he's a very nice guy and spent some time with them recently. Just probably saying but it's it's working so why not copyright were someone else now before becoming an agent you had a career in legal consulting and commerce so tell us a little bit about that and how you ended up in the real estate industry to begin with i studied in new zealand. I studied law in zeeland and i was a bit tired of the fishbowl existence in new zealand. Even though i love the vice my best friends of their. I decided to come to charlie ed. I was working on a project in the government in lowell where implementing new policies strategies around environmental planning. It's over exciting stuff. Sam list very interested in about that stuff. But i sort of fell into technology illegal consulting in tim's automated decisions and sort of went onto a path of consulting for different companies Fox a got to a stage. I was traveling five days a week. I was in distinct. And when i had my first child i said look i. Something's gotta give always selling a few times. And i really like the look of real estate and look rid easier to tom. Wright foss caused lawsuits lodge is but i said look. Let's let's give this guy. 'cause he ages that i doubt would i didn't have a very good experience with so it looks simple but once i got into it like this looks very very difficult. It's not as easy as it looks from the outside Because i was taking a break. From what i was doing and i gave myself three months and Seven years in. I have left since amazing. And so what lessons. Have you carried over from your previous career into real estate about relationships. I think that's what sets us apart from. Anyone else in business. I was in contracting model so i was looking. For the time. I was in divert. Three months project woman projects relationship-building. What what sort of islet in my previous role and it's always about giving something back to people and the more people you know the more networks you krige the business you're gonna get the more you're going to learn about what to do an industry so they relationship side is something that i it's it's out of my previous work experience so it's always tough to get you. First listing in real estate. Do you remember. I had a gps accua that so it's funny story was co in my local area code lady who lived two hours away from my local area. Saw she said look i'm willing to sell come and see me and i told my principal. Hey i called this property and the lady's going to sell. She's like all right. You know where get address. I'll come out with you. We looked at up might appointment and then she told me later she said hey just wanted to make sure that you know coming to my house like what do you mean. She's In linda the south of that only about. I'm like oh my god that's just crazy reside. We live out that light so he referred agents but then about later. She called me back she said. Hey look now. I'm going to sell my principal. Spread isn't come out and made me so it's sort of started like that. I did a lot of call calling when i began real estate. And that's what security listings. Yeah that's amazing. So even though she lived a long way way guessing she was impressed by the fact that you did the right thing by harry's applies to try to unite so to sell the data area yourself why i said to my school. I like traveled to sydney for. Works can do this. It's only a to a draw. Yes if you listening. Coming back to lex. I decided not to take. It are and yes she. She was happy that we had are good agency. Decided sell on after she sold down to one. That's a that's a very cool story. Once you've said that your job is more like being a counselor than an agent and that you goal is to keep the process of buying and selling simple that would resonate. I think with a lot of ellison's out there bit from your experience. What do you think the top. Three non-negotiables for an agent should bay when they're dealing with buys and sellers. I think honestly every wants his honesty. But i i sort of look at transparency. You always have to bear on the fear sellers so you with your boys you gotta be. You gotta protect your sellers interest as well Thing that you need to remember who you work full. We always leckie fast. I think some agents forget that they just trying to get the deal to get it through. And i think in this market place's volunteer. Because anyone can sell anything of the violence so it's it's knowing that you contractually obliged to four in the first vice and do what you say all the time like i see people promising all these things and they never did never deliver the over promise. Under-delivers side it's going to keep your word and consistency. Punctuality is very important to me. It's always important to be consistent with your. Sse put in every talk obstacles. Come into industry and have two three good months that will ground that underlies Go away all the time. So it's important for us to be consistent all the time not just on the work at what they do with sellers in the boys but would they goals and everything else as well making the market in my because he just referred to how how crazy. The market is up here in queensland and it's pretty easy to sell anything but probably difficult to convince people to move right now. Has your tame handling this lovely sort of volume market. It's interesting because oust. That's that the volume's not long out showing that people selling just as much if not even more. The problem is things that transacting quickly that there's a perception that is not nice talk in the marketplace but there is what we saying in eighty to selling things so quickly they're not giving themselves up cheated meet mobilize to meet more sellers that things are going off market when when they should be taking those things to the market and mocking properly. If you sell something offline you probably miss out on meeting eighty or ninety different people through the arms so it's not that there's a problem it problem is selling so quickly and i just know giving them some themselves chance to market things public tomato people longer process. Yeah so that's actually that's a really important takeaway so let me just summarize that is that even though there are a lot of buys out there and you could be shifting. These things really really quickly and dies on market is really low. What you're saying is that it's better to to go through the whole process because then you get to make potential wise. You might be selling and brand building and all that stuff is an online thing that you your yourself. Best interest as well. It'd be selling things off market because he not creating rodham competition for the product. You're not meeting. The craig coupled shifts there would be a stock stock levels at the same. We just have to go through the process and expose ourselves to more biased. Not just for ourselves class saleh's well yeah and he doing my studio assails sales by over by private treaty at the moment we probably conducting about twenty month. Now the moment. That's pretty good for us so we're probably about thirty. Three percent of our stuck his option at the moment. I wish it was. We slowly getting there. We generally haven't been an auction market. What we're trying to change that. I believe the auctions was anywhere you go so the mock is the better better result. You getting your salads and right what has such an auction culture to this amazing people ray. What that nice much about auction offshore. And it's it's a very heavy centric option chine. We believe the options are best suited to create competition for sellers to give the best bosses. So that's why i'm personally against markets because it's counter to everything that we stanford. Yes so let's talk about your teeth. Which has been quite amazing and i guess hot of garth is is building the team around you. So what do you look for when you're recruiting agents to build your business now like what's the k. thing you're looking for an paypal it's actually changed from the lostock from opening my business to now essentially when i open my business just hiring on attitude because nobody wants to join me. No one knew laws. All the best home is a business on his my area really i so i was just looking for whereas sponges literally. That was the main criteria that i wanted. It's people that were willing to be trained. And listen to what i had to say and then can with me so that was probably essentially what i look i for months now is changed into looking for more harmful than i'm looking for people that will trade intact culture very well so one thing that we do now offices that we don't high anyone before taking a tool the stock i if i'm hiring an agent i'll put it actual my staff said. Hey i'm hiring. Joe bloggs what is a good idea. Does he have a good reputation. Is anything two. Would you like to have him in that team. And if i seventy percent of them say yes and i'll probably go in them but this strong consensus that we shouldn't have them then. I'll probably wind so it's gradually changed sam from when i've started to what i am now. Essentially i was looking sponges but now as you finish out coach yeah amazing. How would you describe the culture that you've built like what. What is it that you're looking for for pay feeding. I think basically what we want. We want three things that i want from them. I wanted to have fun along the way. His real estate can be very combative between agents in agencies especially now with the market during so everyone sort of fighting about different things every time so my culture is. Let's have fun. Let's make some money together because we have to be. We have to be honest to ourselves. Say we hitch make money as well and the most important thing is that we take care of our colleagues along the way so it's their journey. We just there to help them. We have to remember them. I get really annoyed when people act like we're taking people to the moon or we take tamaz our just averaged a people So i want them to have make money but mostly only make sure that we look out. The was a we trying to build a referral base. Business yeah amazing of stroke you online. By the way and you'll property management team has like four point nine google rating. Congratulations because that's difficult. Particularly when tendency usually grumpy about something how do you consistently ensure that positive client experience. Even though things might not go as planned yes it goes back to how you treat your property managers first and foremost so when i i've been the office on might show the property managers a sitting in the same spices as the real estate agents. So normally when you go to office you. The the deep doubt digit you ask that every year round in the back. That had actually have more room in malta. Send a real estate agency. So what. I what i make sure the probably understand is that we treat the property magic same as the agent saw. Expect you to treat the tenants. The same way as we treat orlando's that equally important in the process. And when you look bad reviews by google reviews most of the bad reviews. Come from tennessee norfolk landlords. It's because property. Managers generally have skewed version of we need to treat landlords better than attendance office. Everyone's the same whether you're agent or upn and experts have the same. They tell it when it comes to tenants and landlords We looked very hot. Fog agrees. i think. We're number one in the right way network in queensland and i'm very proud of the fact that we're focusing on i said thank you. Thank you for mentioning that. It makes me feel happy to actually. That's one thing that you would. I think one of the things that i've been really impressed about is that you've paid a lot of attention to adjacent services as well and you really built like the system. I think that manga mcleod refers to it as such. Tell me about your approach. Just going outside to make sure that your customers service with the best of everything. So it's something that i've spent a lot of time with megan from rilot romera miscellaneous vo megan sorta distilled into the need a full service to the offering tear cons. Not just about selling something but what you're gonna do for them in feature way. This pumping management live abroad break or concierge that we use a lot of connecting their services and everything along those lines so what we find is if we actually provide that service in a lot of those junks sandy's as agents we don't make money but it's more bad credit value for our clients and digest. Not just what we do. But whoever we refer them to. I expect my agency network with brokers net. Liquid convinces with chinese anything that we can do to have their services in. They're ready to go on. It's actually makes us look better and provide a better service law clients because it's much easier to have repeat clients in gallon every thomas on new clients along the way so the jugs is a big piece in puzzle in office and we try to add the flonase. Brokering thoughts service offering the moment. You just mentioned megan jeffey. Who's one of f. I ever people in the in the world. What do you think are a couple of the big lessons that she's taught you outside of what we just talked about. I wouldn't even come up with to the honest the main thing that's changed on mentality o how i do. Things is great by consensus which she doesn't officer low so she's standing committees for things that know if something's topical if something if she wants to change a rule in the auction process or she wants to change something about growth a recruitment. She actually has committed off that she consults and to. Hey guys. i'm doing this. What do you think that it's a couple ages. Couple associates will probably manages so. That's one thing that i've built him on businesses like every time i do something every time. I'm moving something. I consult with three or four people in different lines that hey this is what i'm doing. What do you think because important to remember the as you as you become a leader you're less and less on the grassroots of real estate. You're you're more of a helicopter vision said important from megan's perspective to have those people in the grassroots see consult the second thing that most importantly is how we build business plans for has changed a lot since. I've gone on a mega How she does business planning agents above and beyond what anything i've ever seen. Some most of the businesses are concentrated on gci Where your price problem. How much mafia getting old is things that encompasses the my business plans for principals Agents to business finds assad verse because what. She's told me that we talk about everything from the goals to thirty day. Plans to the ninety day to how he building advocates. How he believed that personal brian. How he building the Same time but it's just it's sometimes when you have a bad day. She's only a phone call away so it's been good especially during covid advice. Tom wants a. We spent like two thousand five's tom. She was just taking me around the house showing her. she's a different house. Next has advocate. But it's just a that's what the networks provide us the ability to reach out to people like megan. And say what are you. What do you think i should actually. I was just going to change tactics to marketing. Because i know that marketing is bit of a passion of yours as well. And i was gonna ask you. How do you balance the need for marketing. The the ray. What ali khan i k. J. brand with the need for building the brands individual brands. If your teams are thinking. When i was an agent. Before i opened my office i was really frustrated with the marketing aspect of things. I've felt like that we could market agents sped up and that's sorta what formulated to how i wanted to build. Things can come into my business. I feel like the agents. Do the more they listen. So the more you'll brand loyal office. Brian will be aware and in the committee. Anyway so for me. It was like how refined the right balance synergy between promoting us as the office and provide the ages all. I don't want the office find touring at all if it rings. I get why these people calling us while equaling darkly The reason the recruit well and the reason that just leave us is because we've found the rod balance in Promoting their brand without bryant so we workshop the workshop allies to what we can do. It's the perception that right. Why doesn't let let us do that. But they do a very flexible with how promote agents. As long as. There's lots of different branding things that we can do. But we prefer to do on marketing in house and we have a brand god that we use to make sure it's on comply but finding the right balance is important in terms of building a agents. Yeah because they need to be recognized out there in the marketplace because people are attracted naturally to people. Yeah and look a good brand behind you. Means a lot remains trust results longevity if you have the brand in the background. Hopefully it does mean a lot to the agents and declines. So if you studying at again today knowing everything that you now as a rookie. What is some of the things that you would do from a marketing point of view to get the best possible if allah starting off as an agent. Yeah so. I think that. I just sort of everyone sort of thing about do i do. I do all of the above that you have to do. I think i learned that after probably three to six months in industry that some people like all done letterbox trump all like. Why are you talking tunnel. Why time. I wish i found the rock balanced quicker How much doing much cold. How many flaws. I did a did in his room for everything business We sort of get told to do this do that. But you have to do everything and you have to balance it out. So that's probably the biggest lesson. I edit the stop if i knew what i knew now back then i would have written a lot more so the listeners dive just think about it as an online thing or an offline thing but they do a bit of everything so i don king coaling yep and social media can say you guys do a lot on social media. What is some of the things that mice enjoyed working on over the years. That have really worked for you so we do get a lot of criticism about social media that we too much. Someone said to me that you know we are not houses coming out. We don see chicken super space. And i said look if you want chicken soup breastfeed father jamie oliver hang hang on his taken who he was. The criticism from aged compliment risked risked. Risked wrist on that one. Yep yeah. i'll do the marketplace grade and we don't have the glamorous houses as asya nufemme or double bay so we have to glamorize what we have and we're proud of the makalu again but We have to go above and beyond trying to find the right balance of what we might get an market outs. So some of the lessons in social media is probably should have started doing. We'll because soon. Oh that's really talking about a before we came online. That's where we're going at the moment. I wish we did. Because i follow. Ship would be high Agents will be higher so we starting there now but will probably back three to six months. Liked what we should have been there but because of the marketing by just that we have in areas we selling hundred forty fifty thousand alarms on average how marketing by just not as big as site another another suburb like twenty minutes down the road but we try to find right balance in terms of how do we get into the side of social media more. Yeah and where do you find. You're getting more traction. At the moment on instagram on facebook is different because my social media is built on referral. Business is built on. The industry is built on recruitment. That's probably we're finding more traction. But my ages are finding more traction vice of inquiries on their properties visibility. It depends on what you're trying to shave. I have a look fo- way you're earning season what you marketing. Objective is to buy seeks. Yeah yeah if you want. We'll views on your to facebook. Yeah exactly yep now. So let's talk about the feature which you from he for railroad. I k. g. look. I'll mango is at the moment we want to dominate. The region debris ran the luggage region. We number one already unloaded Across the board. I think we sold about five hundred sixty properties to get done analysis. So there's this several mauka prices that we done dominate. My goal is to have forty different agents Seventy salad octopus. So that's where we're going. We've got different people that we look at the dynastic who've done every role in gulf coast such different people that are rejected. Say hi done that. But also Connect sydney piece of the puzzle to outlaw good market to brazil mocking sixty seven percent of our thousand lost. Three months have been to sydney investors. So question is how do we connect that jigsaw pace and we hiring for someone in sydney the moment that sound expertise is getting people in sydney to buy directly through us getting the management's from them so we we redefine redefine our goals every three months. Really I don't know whether it's another office down the line or what is it not yet. I just wanna get this one going About we've we've already showed up the new office as of today. We had eleven states. Eleven people now side. It's just the way we go next. Yeah i don't know the answer is yes the amazing we've got some great people around you and some great mental as and things like that you know. Thank you for sharing a little bit of your journey with us today. It's it's behnam burying thoughtful. And i'm sure that there's a lot of people out there that are going to be inspired by your growth. Journey is as well. Because you know like you've done it from basically zero. You've gone destroy offices in a very short space of time. Thank you thank you for helping. Appreciate you guys listen Played say good long-lasting rash between awesome you guys too. Yeah absolutely going to end with the question. That i always ask everyone at the end and that is if you have a final piece of advice or a takeaway that you'd like to leave ellison's with us today. What would that be. I'll say what i say to my Ages at the moment is immediacy currency. Do things foster. Leave it for tamara. If you saw somebody get on the street doing all these if you listen to something get out in the street going up. So immediately sees currency. That's by out. What we're doing is resonating provocative place. That's a great expression of account. Thank you so much. Thanks for having me appreciate your time. We hope you enjoyed these episode. The elevator with dance to connect now dot com today. You don't forget to download you'll written action guide from this podcast containing extra tips links and shortcuts visit elite agent. Elevate dot com.

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The PR Week: 8.26.2021: Alison Brod, Alison Brod Marketing + Communications

The PR Week

42:07 min | 2 months ago

The PR Week: 8.26.2021: Alison Brod, Alison Brod Marketing + Communications

"Thank you for downloading the pr. Pr week's weekly podcast from our podcast as well as breaking news visit pr week dot com. Everyone will consume the chaos regular weekly roundup of everything not as well the of pi and communications. My name's steve barents therapy on week and a guy gently through another show and we have a. Po legends voyage to squeak listeners. You are very lucky. We've got allison broads with us. So he's the founder of alison broad maxine communications and allison. We've been trying to get you shot for ages so so pleased to have you as a guest welcomed ernst sabre honored and. I've taken a lot of time. Really going into the podcast at that. You guys do enjoy them. In how you bring kind of a sense of humor to every act to show not seven everything serious especially the We try and get the balance. Right but with greg Chat to you. About what a brilliant. What you're doing and had the agent sam. We've got diana bradley here with us. Our associate news editor whose co-hosting late with me this week is. Frank is on holiday. How you doing dial great. So have you go. thanks so much for having me. Yeah i'm done show with these religious o- looking fluids The you're the one who covers a lot of atkinson stuff anyway sets a good show for you to get to alison. Then we will talk about the size of vaccine which was finally officially approved by the fda. Talk about what that's gonna mean for messaging around vaccines in getting getting your shots. Zeno has taken a stake in a gami which sn interesting play. We will talk about the nine eleven memorial museum psi which has been launched this week in the run-up to the twentieth anniversary of that horrific terrorist attack maria marina hot new lead for healthcare and coporate. Kiosks we a few out of people moves as well and the big question of the week. Is it too early. For pumpkin scott slice spice latte site. Tony runs slack. Hank sliced sliced spice the crate challenge in on anything else that so quote airline social media this week so yeah so. let's get into allison. There's a lot of chat on a navel-gazing around ken you know about how. Pr agencies don't do so well Especially in the category but one agency. I always say every year. Winning awards is awesome broad boxing communications. So tell us how you do it until grams of of what seems to really do well at a camp. Thank you so much. So i suppose you earlier like it was never something that we created campaigns four. We just kind of got lucky that we got kind of caught up in it. What am i think. One of the main philosophies of the agency is we think in headlines right to by knowing that so when we had creative programs and we are you know some of our best partners are the creative agencies is adding that lens to maybe a fantastic marking idea of what what is how are we gonna tied into. What the news is. And i think using that like i. Dating and headlines has helped us to gain more coverage than get more awareness for campan's also looking at the news not sort of saying like okay. Here's our idea. But what are the ideas that journalists like an. How do the consumers like get to touch and feel an idea because sometimes there's a great you know a lot of people come up with these great videos but there's no call the action and there's nothing to do besides watch a video announced where we sort of started coming in and saying okay. There are lots of tools and things that we can do to to bump this up. Yeah the other thing. They will get hung up on his. You know who has the big idea right. So the agency is a our agency. The holy grail. Guess is to get the big idea. Credit is net know. These days we're working policy was well. So what's your take on like the use so we were called. Bp pr for most of my career and what was happening was we were either. Startups would come to us early. Or we lookit dax even from the beginning and there'd be thirty pages and to harvard graduates in an idea and we'd say lying twenty three on page. Twenty two is really the only thing that like the consumers are going to care about and so that that was part of it we were helping to actually message the company and then pure used to be in like a bucket rights. Lebron's used to say all right. Here's our marketing budget. Here's our media spend. And here's the pr budget with the pr budget. Being really tiny and then won the digital and influence or world started going. Not what happened was they didn't know what to do. So instead of a million dollars let's say being broken down into different parks they would say. Okay here's an r. We we're sending it to the senate to an ad agency a media buying agency a digital agency pr agencies so we were all the knicks and it became like best idea. Wins the the good news wise. We got called for so many more things than we used to. The budgets were bigger. We were able to be more creative. It took us a while to jump in because all of a sudden we were agency used to pitching against pr agencies in a certain way. And now we're up against giant ad agencies with fifteen person design and video capabilities so we had sort of make art merchandise ourselves. A little bit better so i think you know that kind of game where we were finally able to offer our own creative marketing services but like the best. The best things really are integrated the integrated system usually does work with best idea wins and everybody adding layers onto it. So luckily we've had great partners like gut david mischief. Dd where we just were with them. Let's took a few specifics. He did while with doug a king. Not one the for the Years ago you did really wealth cup. Is this really if you think about the big ideas with those two very simple like you said you know the welcome diesel was. Let's get bluer at mcdonald's and get them to come to younger machado. I have to give credit for that. One and i don't know if you guys smoking was to see him out at burger king. He really is he. He's a special guy and spins ideas left and right and then we kind of honed. It and we added the pr legs. But he's the he's the guy who walks out of the shower in the morning with fifty ideas. And what. I always say at least personally as i don't have ten ideas for what the new cup is gonna look like. But if you give me an idea. I'm going to edit it sixteen different ways and you know my agency. Also i have fantastic women who worked with me forever. That live die. One of the things that we hire you know we. We say like you couldn't hire artists. We train them to be scientists so often and i don't wanna go too far what you wanna talk about. When we do the new business pitches people wanna know house. Our status report done house reporting. Which of course i get but like the people we high i hire are ultra competitive so from the beginning. There's that like i want to win. We teach anyone how to do a status report. Yeah so if you think of bug king they did the the moldy which was another is really creative ideas but the idea of putting a piece of moldy food out as a piece of Very old you know. People took it different ways but it probably on balancing work and they got people to keep the brand had he measured value. Because one of the problems you talking about the one of the problems with pr's it was always quite difficult to measure the when when you also reporting back to. The cfo of the king restaurant brands international. How do you how do you measure actions. Everybody is very caught up on impressions. Read so you know. There's their impressions and what we always actually tied to do and we can do a lot of this now through influence or marketing is like. How do we have a drive to sales because in the end. That's what someone looks at the end of the day like it's great if they're these fantastic ideas but where can we add on a consumer element or they're going in. I know you had bruno on and the popeye's we coverage is sammy. Who's the president darren. Rbi we just. We couldn't loved more as partners every day is in adventure. And they're just terrific in credit us in every way sammy jose and everybody there but so guy bigger come up with We come in peace. Which was hey you know. We don't want to start the chicken. Moore's again and the bill actually from somebody in my office was okay. We're southern it's a you know. Hey all kind of mentality. let's do something and let's actually like put our mouth where the money you know. Money is and let's offer to buy a million chicken nuggets from our competitors like. Hey we don't want y'all to feel bad like we're gonna take care of you on the day that we launched so that was our pr bill to that would be good. Yeah it's sort of like god bless your heart mentality and i- popeye's close to me. Because i went to college new orleans the part of me. And then we did we sponsored. The sports illustrated swim model and swimsuit model which events which was at the hard rock in fort lauderdale and we had in meghan the stallion and za naomi sokha and we got supermodels. She eat the nuggets around the pool. And do all kinds of activation. We added that lehrer and then we did these gigantic popeye sates and we seven to celebrities with one box of the nuggets and every sauce and we got so much earned with cardi b. and just lots of great partners in gal kings supporter so there were so many different layers that we took from that we come in peace. Then one of the things has changed. I guess in the last five years influences too. So you've got the celebrity influences like you were talking about that. But then you've got micro influences ordinary folks who've become which ties at such a house that change your business engage with those roy. It was interesting for us. Because when i crew and i did the architecture for my latest office we have a hair salon. It's florida's ceiling brands and beauty products in food products and i created a showroom. We are very brainstorm oriented engaged. We used to do over hundred events at the office to get the people there you back in the days. They were called pacemakers right now. They're leads. There's and i remember when i was doing the layout to the office i sit here. They're going to be two lounges. Here's the hair salon. Here's the beauty ears. The food kitchen and the architect but to me he's like you didn't make any room for the desks unlike. Oh shoot the lifespan. Big party so we then went up against all of these. You know a million agencies little agencies cropped up and they had their algorithms which they didn't explain to anybody and they had their numbers and in the end the same skills that we've always used to get to know the media and celebrities for relationships are sort of the same skill so anyone just sort of like cropping up with algorithms. You might not remember that. It's addison raise birthday or her favorite color or the biggest tick-tock stars so lucky. The best thing about influencers right now is also used to happen. Was we had a brand specially in beauty which was like ultra competitive. Can you give exclusives to magazines. And if you didn't have anything new launching. you're kind of out of luck. The great thing with with influencers intech talkin instagram. Now as you can take any product you want and make it. Fresh again struck Brainstorming and oleg. Didn't have you been doing that in lockdown. Because people haven't been able to get gary we are one of the few offices. I think probably in new york that still does have a hybrid because we are so engaged. We have an influence in celebrity program. Where people do come up this showroom. We're big on brainstorms and i just fell. Even we made so many new. Hires as you know you know everybody. Luckily and a for from me. I think the industry's doing what right now. In finding people and you can't hire nine new people and work them as hard as we do right. Anyone who knows the business knows being appear agency is it is not easy work. You need lots and lots of its client services. It's twenty four hours. there's no you know it. So they have to have commodity rotarian friends they have to learn the social cues of white when to speak a meeting or when to smile at a client. Or you don't to play with the product so we really masked in carefully like are people that are coming in and we have different groups. Were still trying to have meetings distance. It's very much a part of our culture so We'll see we'll see how that goes and people moved away. I now and when. I thought that was going to hurt me it's been great. We now have people in miami in denver in nashville more in la and we've gained more clients not local clients but clients who really like opening stores in newport at miami denver. That's fantastic and it's become a benefit from not mistaken you side you foam in nineteen nine hundred ninety six. So that makes this your twenty fifth anniversary album. I met a man in elevator of my building. And i was pretty aggressive. You know twenty. Five year old back then and i was big on eavesdropping. And the man look like james bond and he was talking about launching a fragrance. And i was at an agency of a woman who i really liked but it was five people and there was there was no growth and i kind of interrupted i thought i do. I work in fragrance any kind of doing like card and two weeks later. He called an after two weeks he after two hours. He said if you want to start your own business. I'll be your first client. And it was and he got an office assistant and it was sort of now. I can take on anything that wasn't competitive to have ordinary was not always burglary. Exciting mostly on the fragrance side is that it was three now. Everybody takes an old brand dusted off in. You know makes it hot back then. Burberry was like one of the first one dated eh. Done that to get your vitton really yet. So they put kate moss in many killed for the champion so not only did it. Give me my first client but it taught me to think in a way that may be. I wouldn't have did it. Had i not had such interesting lodge fantastic story in the rest is history signs still our so stories You consider yourself a new york agency because you mentioned the ot line routes grew up in florida as the. Where'd you root yourself because you are basing. New york aged actually lived in charlotte north carolina new orleans florida. I've kind of been all over. But i i am new york mindset and we are very much the the office show room line is very much apart that said when we were only six people we actually won the gap a cow and we won the gap account. We were a- luxury. We were so we were luxuries agency and it was. Lvmh's website back in the ninety s back when there was no sacks. Don't even marcus know anything dot com. You could buy a submarine or louis vuitton bag or lipstick and the president of alum dri went over to get body and we got hired because we actually she said we were. The only agency talked about cities other than the ones on the coast. I had a lot of fragrance industry. Business where i did. I'm just you know i'd take paulina. Poor scoping good attend cities to pitch the scott fragrance Regional became a big deal and actually during fashion week. We were the only agency for ten years. We were mercedes agency actually so we did fashion week to host a regional press. Only that so while we're super new york in our minds that probably we believe in we joe markets and talking to them and the power of i always say from the local country club moms in boca raton to you know the girl in houston that micro is just as important for groundswell as macro absolutely absolutely chats here. We're looking to get in your on some of the stories about Diana to you. It was good to see that the fis vaccine finally got. I say finally still in record time officially approved by the fda and that that is not game changing about a story on thoughts are on sure so on monday. The fda issued full regulatory approval for the shot co-developed by visor combined tack in people sixteen in older it could prompt businesses and schools to issue vaccine mandates. And it seems like it's already starting to make a difference in the way. Businesses are responding just a few hours after the agency issued formal approval. The pentagon said it will make Vaccinations mandatory as did new york city. Schools united airlines recently said its employees will be required to show proof of vaccination within five weeks of regulatory approval. Goldman sachs told employees. On tuesday that anyone entering its offices in the us has to be fully vaccinated and ohio state. University also announced the all students faculty and staff needed to be vaccinated in with fall becoming the first large state university to do so. So we'll see what other institutions and businesses issue a vaccine mandates now and hopefully this will also convince them unvaccinated people to change their minds as the delta variant surges but our publication amendment adam Got an interesting Insight from robb willer. Who's a professor of sociology. Psychology at stanford university. He says he actually doesn't think. Fda approval will have a big effect on beck's nation rates in the us. He said more impactful would be for more republican leaders to promote vaccination more prominently. So we'll see if this really changes anything One of the big excuses given As well it's not so that's no longer that announ of course now the drug has So it will be. Is the art thing in itself story of all like my by the watching beyond the late night talk show host at that is is. It's been a pleasure cruise coming axes. Who knows like when you have to issue a press release with with the spelling pronunciation. That maybe there's a mistake. They're not continue. How big a changed using the approvals. I mean i kind of saw unfortunately agree with what diana said that i think republican leaders really do need to speak. I think that there are. We are very female based lot of women are nervous because of pregnancy actor. Baby one day and you know the only thing. I've said to people because you do have to be kind of careful is people are getting sick with the vaccine. Imagine what this could do to you if you don't have it and it's not just getting second feeling bad for a few weeks the lingering effects on your life of a weaker heart is it worth it then if we get horns from this then we're all gonna get horns if you don't have not. You're not going to be cool because you don't have the vaccine. So rohit tackling other is a main going round but the other thing that isn't fda approved as tatsui. Okay so anyone who gets that sues putting something off or in their body that approves flow. I wonder how many of the people who use the lack of fda approval. On the finds vaccine of god sets as i have. I have a suspicion that. Be quite a big crossover episode. Anyway since when did healthcare become a political issue it's mind-blowing so now Really is but anyway. I think is good news as been approved in famous Another interesting story this week. Diana was zena which is taking a stake in it. Gami which is black owing agency and A very interesting in. What's gonna become of that so sensible about it. Sure so they bought a stake in gami also kind of formed a strategic partnership although remaining separate and independent the pr firms will share their experience in helping brands communicate with multicultural audiences and driving social impact. The collaboration will provide leadership and career opportunities for diverse talent from both firms byron calumnies. Who's is md of zeno east Which is new which encompasses new york in. Dc and paris bo. Who's md of gami will lead the partnership and the endeavor forges the agencies shared interests in deny m. multicultural communications marketing responding to client demand. So the partnership provide a gummy access to resources mentorship new connections and opportunities founded by tunisian. Whoa not Jackson mona Alson obviously the population of the. Us just has changed under the is continuing to much more diverse population. Now you you mentioned you. You're you run an old women business. The has bena diversity industry from an ethnic point of view Teaching that's changing. How do you like. I know you have got coach automation jammie. So you've got to recycle that with people. You're so we were very very early on hispanic an and that is still and i'm going to be very shootin- we used to call it multicultural. We weren't so when all this came to the forefront and it wasn't going to be as candidate again it wasn't that we weren't outwardly trying to recruit from the hdc's and things like that it just just weren't finding people they weren't finding us we weren't finding them and i realized i had to work harder so i had a six point plan of hiring training speaking speakers We we did lots of different things. We did pro bono work up. Pr to get to know some of these people So yet we had a lot of. I mean being honest at a lot of work to do in that in that on that front and It's it's made us much better as an agency. Certainly new york people took a lot about h. People took a lot of bad. Hvac is but if any any a allege in new york is diverse purely by definition because new york such as other city so I think we've been building better relationships with the college. Neil city and and things are starting to change but still a long way to govern that sir. That's a great movie by zeno to the other problem was tunisia pointed out the lack of access to castle. Eventually counselor moral pound us right so they were getting less than four percent cat so into going three percent of venture capital money so pudding money where they mouth they say are not good to see ya diagnosis sobering to think that it's coming out twenty years since nine eleven and that horrific terrorist attack that said changed Changed the world forever Annely nine eleven memorial museum has put a psa out this week cold. Never forget to make sure you know people because low young people probably went that conscience. It said we never forget the horrific dight. Yes so at the national eleventh memorial museum watch and the never forget fund which is a new fund dedicated to supporting its educational programs to spread awareness for younger americans. It includes remember a national. Psa starring khloe downey the granddaughter of fdic wide chief. Raymond downey who oversaw special operations and died in the attacks and The campaign was created by dc based agency subject matter It will also include print in out of home versions of the. Psa busy will also honor the twentieth anniversary with a commemorative ticket a hand etched metal keepsake that includes admission to the museum and never forget fund also launched september eleven the day to change the world which is a digital poster exhibit to help younger generations. Learn about nine. Eleven and the exhibit is available in schools on libraries across the us So yeah they engage with younger audiences through their social channels and they hope the campaign will attract new partner. Supporters and donors because whole generation wasn't bona that sun them. We'll be doing a bunch of coverage on that over the next two thousand your new business Memories of that day in on coordination never forget. I had were from home a home office. And i finally my now ex husband came home. I'd six women like at a big apartment but it's six doing like a beauty mailing all over the apartment and finally he looked like it gets time for you to get an office. I think that women in business. And i hate to stereotype. We're very. I've moved a million times because we think sometimes we we're like oh we're going to stay the same size and then we grow. We have to keep moving. I think men in this hour gonna be huge in a year and they take space three times too big so we think differently so i wasn't ready to finally take space and i'm in four four days and nine eleven happened while i was like. Oh my god the world. I've just taken this space. And i would you know we didn't know what to do again. New yorkers are hot and you dow there was just this power of we are not we are going to fight this and my ex husband worked in the across the street from the twin towers and the only reason he actually left early is because he had worked in the twin towers during the last bombing. So when this happened they thought something could happen so it was. It was definitely a was definitely a strange time. And even now they're always event. It's fashion week in their things on nine eleven. And when i hear that we have to do an event on nine eleven. It's it's it's you got such guilt for doing it. Yeah yes actually on This year the twentieth anniversary pits We those we shouldn't forget that wasn't just new york. It was dc fly ninety-three as well including one off professional On we remember alexi died we will never forget movie covering not so the next two and unfortunately what's happening now in afghanistan like Who knows could happen now. Does a show isn't that what was the last twenty years on that form via right Diana marina mock communications. Quite a note noteworthy i of the highest there including new head of healthcare and croquettes honest. Any other people news of interest is a lot of people move. So i've lost sixty. Yes there has been a lot of moves over at marina. Maher said the latest going. David pointed boga fleming as Their first president of healthcare corporate businesses show so she starts in september and She enable so named courtney walker md to lead agencies are mosaic healthcare agency in healthcare. New business They're both from good fuse. Which is a boutique. Communications agency under. Abc ws umbrella of companies and bc. W group has merged good fused into the gci family of agencies upon fleming's departure. Yeah interesting interesting. Move for good for them and good for her i. I always respected her a lot. As i was growing up in the middle of will yeah and a nice person too. I think so I always really liked allowed all right. Let's get to the mehtab Nadya lists walkabout skates bloods. Craig challenges pumpkin scott spice latte site. Diana this is you cover this all the time we can do in east. Any amount of in depth pieces on crisis comes in reputation management. But we really get the traffic when you do a story about ghost nicole. It's good stuff is it. Is it too early for pumpkin spice last night. I okay. so it's august. We're having a heat wave here in the trice area. If that doesn't make you a nice hat fall. I don't know what will slow. Yeah they brought back the pumpkin spice Starbucks one day earlier this year last year. I don't know if that's in response. Because dunkin brought their back. I think the eighteenth or earlier this month So maybe there's like some kind of competition going on as our concise build like a hurricane. This thing gonna die but i will tell you. We are pinera's agency and we love them. And we launched cinnamon. Crunch latino inspired brother bagel to go head to head with pumpkin spice who doesn't love cinema crash right so that was sort of our take cinnamon crunch but we did even just basic day to day through beauty through everything. Pumpkin spice will not die. And i don't know maybe maybe it shouldn't you know maybe the ice pumpkin spice law new presume. There is an ice version. This and you also rep tim hortons. Don't you saw in guarantee. I was getting out. We love jim martin's also. Let's us be really creative. So i yeah we diana you'll be hearing from us on some some thoughts that we have on that. I watched through spice. Do you miss seen in crime. Cinnamon crunch is the new pumpkin spice. I'm i'm here. Diet train states. Blood skater blood. This kind of gives me So the canned water company liquid tapped brand ambassador. Tony hawk for its limited edition. Skateboard collection and hawk had previously sold his soul. We liquid death in a legally binding contract which technically meant that. They own hawks. Blood brand decided to use that privilege to infuse. One hundred boards with hawks. Dna skateboarding legend also starred in digital a digital promo created by human Which showed his blood being drawn to read so Yeah the The skateboards were created by prime skateboards. It's limited edition and they andy pearson who is Liquid that's vp creative told our sister publication campaign us There's nothing specific where trying to do other than have tone. He'd give his blood and give people pants to get it. Trust hundred each and they sold out in twenty minutes and a portion of the proceeds will be donated to anti plastic nonprofit five. Gyor's hawks the skateboard project. Got one point one. I never buy this sold out in twenty minutes. Probably 'honey might minutes. Does you don't know how maybe only five produce one hundred. May i will fair enough. So i what do you think. Have you ever concerned guys sell myself. My soul is gre acted live and breathe. It deal i gotta say i thought this was so smart. I was at the central park club. Davis concert in the hurricane rains jerem ever waiting springsteen who was going to do an acoustic set but he couldn't even do it and all the the guards and the police were drinking liquid debt. I thought this was so smart. I'm jealous we did something. One of the women in my office came out with it. We work with course and so when tampa bay lightning. This wasn't quite as edgy. But dominated the final. We had they ha. They used some of the ice from the actual where the hockey final was played on and made limited edition beer. So it's tough out there. It's hard to be against. You gotta kiro liquid that you want. They won they went. They went entirely only line. Was i didn't exactly read the fine print but it was kind of like in a funny way. It was done really well museum of human for it so good food. Donahue can the hashtag craig challenge. You'll be very surprised to hear this. But no i can see mugabe with the chickens. Craig challenge over the chicken chicken stew. That'd be calm. Diana doing everyone of the pr challenges in the kirkland. I don't favorite do this. One this tell us about it drives sort of ganic one. This isn't a brand thing is sounds like it's organic. If it is a brand thing. I i don't know what to say about that brand but Cheaply extreme skateboarding crates are infused with blood. I'm listen i'll put a chicken sandwich in there and we're all good so Over the past several days Hashtag crate challenge or milk crate. Challenge has emerged on social media during which groups of people are challenged to climb and descend a pyramid creative crates And they're basically trying to make it to the other side without tripping or falling off of the crates. Some people are even doing it in high heels and loads of people are trying out I yeah and you know this is the kind of thing where i it's you have to question like should brands be getting involved in this at all or even like just mentioning mentioning at all like even if they're saying something against it it would kind of bring a little more awareness to it like a few years ago there was the tide pod challenge Tied enlisted gronk to dissuade teens from participating in that and then the more more awareness around get roy and then a couple of years ago. I don't know if you remember the bird box challenge which was inspired by that net flicks film Which led participants to while blindfolded by drowsy. Right about the fda right didn't cone or somebody made made a joke about the fda getting you know telling them to stop that it would be the fda just put. I think it was yesterday or something that the fda should like. You know the milk people whatever should should do it in. That's become like a thing right now. Oh okay that okay. Listen guests the serious point here. Is you know you can have a little fun on social media. You can do some really both stuff but you gotta be careful because it can backfire if you get it wrong. It's fine for the bryant. We are so lucky. We represent a lot of cool start ups and really interesting brands in a lot of big companies. We are so careful weary are we. We've thrown out more ideas that we were in love with just on the chance that somebody might you know especially when you work it. It's just it it's just. It's never worth it especially today today. You've got a problem with. We just launch fantastic campaign with old navy. Where every single size you know but then there is the next size. People were unhappy that we didn't have that so you're going to get criticized no matter what he know somebody who is so. It's like we. We just err on the side of caution and you go to plan for the responses as well you before. Nca already extremes boards. We started working with the drone league. Everything is so extreme. I see the sports in the dares and things people are doing you know. People are jumping repelling off of buildings like they think nothing of hopping over a crate. But you twist your ankle. I hate to be a jewish mother. And you're you're out of commission. It's good twin. Good point Scraped shazi having me after twenty fifth anniversary. Nevoso looks mode common. Look at track in that diana. Thank you for joining us. Great sued a show with you. And don't forget a all week awards hoping to see some awesome work nights next week. The first deadline butlers extended deadline as well as make sure you work. Police have pr decoded in your calendar susta twelfth to the fourteenth about so. That's a big conference. Around the soviet app awards will be on the thirteenth of soga in the middle of those three guys in finding out forty under fourty on the twenty eight of so so council legs events. But that's all we got signed off. We'll see you next time on the pr week.

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