The COVID-19 pandemic is the lead generation opportunity of a lifetime. You may think that whoever said that in this environment must be a total shark. I assure you that today’s guest is the total opposite of a shark. He is one of the most genuine human beings I’ve ever met and for this reason he is a nationally known and recognized lead conversion coach. He teaches people to convert leads through the mindset and skill set of actually caring about them enough to get them talking. There are so many nuggets of wisdom shared by Robby T on exactly how to take advantage of this opportunity by serving people at a time that they need more leadership than possibly they’ve ever needed before.

Productive Real Estate Agent from home. This is exactly what you’re going to become by listening and applying lessons from today’s episode. This episode was unique because I had the good fortune of interviewing my personal productivity coach, Jay Puppo, to learn what he’s doing and teaching his big thinking, high achieving clients in order to keep them highly productive during this COVID-19 pandemic. Just because there’s a recession doesn’t mean that you need to participate in it. Real estate agents that use the technology available and implement the principles of productivity, will empower their business to rise above what’s happening in our current world. You’ll be able to step up into being the leader that your clients need you to be now.

Justin Stoddart  When Aaron Heard agreed to come on the show, I knew it was going to be good. I had no idea just how good it was going to be. The topic that we discuss here is all about critical choices that you need to make during uncertain times. This gentleman, again, has done some phenomenal things, including helping sell over 1000 homes across the country in one single year. He's a coach to some of the best and top agents in the entire country. He is truly a leader's leader. And the wisdom that he shares today is going to help you do really kind of three key things. Number one, it's going to help you grow your business during uncertain times. It's going to help you grow your relationships during these uncertain times. And it's really going to help you grow your mindset. Those three things are absolutely critical for anybody wanting to be a big thinker, high achiever. And Aaron Heard absolutely delivers I can't wait for you to hear it. It's a phenomenal episode. And it's really going to change the way you see this time right now. It's going to be the opportunity of a lifetime. Can't wait for you to hear it. Enjoy.Justin Stoddart  All right, and I believe my friend. We are live. We'll see how many people join in this time. We're going to see the hunger of the real estate industry to get amazing content because this is when Aaron Heard is going to deliver it. Welcome everybody to The Think Bigger Real Estate Show. Bright and early. You can tell that there's not a whole lot of natural sunlight coming in. Nevertheless, ballers like Aaron Heard are up and add it and making things happen. So, Aaron Heard for those that don't know him, and kind of what maybe more importantly, we're going to get from this episode are critical choices that you need to make right now, as a business owner coming into a downturn coming into some really uncertain times, there are some things that you can be certain about, despite the uncertainty, there's some things that you can absolutely choose to do that will, that will guarantee that you're going to have a better outcome than if you don't do them. And that's the guarantee that we can have even in uncertain times. So Aaron Heard this gentleman is a MAPS coach, coaches, literally some of the top real estate professionals in the country. He's phenomenal. In addition to that, he has his own very successful team here in Portland, Oregon. And this is really cool. He was a big part of helping sell 1000 homes in less than a year, so expanded across the country. Just very much a visionary, very much somebody who understands business. I mean to do that you have to really understand business and so I'm thrilled Today, Aaron Heard, thank you for coming on to the think bigger real estate show and sharing with us some key wisdom we all need right now.Aaron Heard  The pleasure is absolutely mine, Justin, and you are a brave man, when you invited me to come on the show and you said, Hey, can we come on board? I said, Sure. 6am You didn't blink an eye. You got six little ones upstairs sleeping. Causing disruption in your household? Hmm. Justin Stoddart  You know, absolutely. There's a, you know, there's absolutely some a little bit of risk of going live during the day. There's also a little bit of risk in going live early in the morning, right? Because it's a little less certain. Yep. And you know, and obviously, this whole topic is all about how do we gain certainty in an uncertain time and so probably actually going live at 6am is probably more certain than not. It was everyone's quiet around here. Aaron Heard  All my East Coast friends are going to be joining us. What's up everybody? Justin Stoddart  Yeah. Very funny, man. What Um Let's let's jump into this again for you know for for those that are again maybe just tuning in now, let me just say this what you're going to get from this episode is that you are going to walk away with some absolute certain things that you can do in uncertain times coming from a guy who again has hold sold over 1000 homes in less than a year across the country. And coaches some of the brightest of the bright so excited again to have you here, Aaron, let's go ahead jump in what are you know, what's maybe the first thing that comes to mind that you can do to make a critical choice in an uncertain time?Aaron Heard  Justin, I think the first thing is just simply face reality. Right? We got to identify what is really happening in our in our worlds in our businesses in our in our economies locally, nationally and understand what impact is being made for what we have to control like there's things that you just can't control. Get over it. Yesterday is yesterday. Yeah, a year ago was a year ago, you ain't getting it back. It's gone. Right? So understand. Here's your reality today and ask yourself, who do I choose to be tomorrow? Based on what I know is to be true right now, who do I choose to be and have show up in my world tomorrow or the next day, based on the decisions that I make today? You see, so many people right now are stuck in, in a quarantine mindset. You know, the reality is we are quarantined across the country, in many cities in many states, many counties, right. And we are right now we're at home. This is okay. Just pivot. Change your expectations for the day. You'll see one of the things that we're doing Justin right now is there's some key performance indicators that you can measure across any business that by hitting those numbers, you'll be able to place a bet on if that business is going to win or lose. Would you agree? Justin Stoddart  Totally. Aaron Heard  Almost every business breaks down to a math formula. Right? So when we look at it, we have to understand what's the math behind your, your goals. So your goal isn't just to have abundance. What does that mean? Your goal isn't to have success Well, what's your definition of success? So we have to change the reality of our identify what those numbers are. So we can change the activities that we're choosing to do to be in alignment with having those goals show up or not show up, no matter where we're at, no matter how we feel. So we're living these quarantine mindsets. When we have these. I get the luxury of coaching some of the best agents like you said, and, and some of the agents on my team are world class. And I had the opportunity to talk to them every day and sometimes it's talking them off the ledge. Like right now. It's tough man, mentally, physically, you're out of you're out of your routine. There's no clear order of chaos in our world, right Right now, everybody is adjusting and getting uncomfortable, which I'm so excited for. I mean, right now the shift, let's get really freaking uncomfortable because people get afraid. And when people are fearful people run, right? Fear is, is an amazing thing. It keeps people alive. Like, embrace the fear, though understand what changes must be met so you don't die. That's the reality here. Don't be afraid of it. So I get the luxury of coaching these people and talking to them and sometimes off the ledge, because they're faced with things that they'd never thought that they'd be faced with their spouses losing their employment, shutting down their, their stores that they've had for 15 years. I mean, these hit these things hit true, like hard, really, really fast. And so understand, like, what is it that you wanted out of your business and based on where you're at today, what are the key performance measurements or indicators that you need to be in alignment with to hit those goals based on your circumstances today? And, you know, push comes to shove Justin, in the real estate industry, which we live and breathe personally, you know, we know that it's a person to person, eyeball to eyeball business. We focus our energy right...

Justin Stoddart  At a time when the industry and the world is really going through uncharted territory, there has never been a better time for those of us that are in sales roles and or in leadership roles to truly do just that, which is to step up and lead. However, we can't lead other people unless we're properly leading ourselves. Today's episode with Bev Blume goes into exactly that. What do we need to be doing right now on a mindset level and on a tactical level that will allow us to be the leaders that we need to be that our clients that our fellow teammates that our brokerages that our industry, that our community leaders need us to be enjoy this episode. You're gonna get a lot from it. And we're live. Welcome back to The Think Bigger Real Estate Show. I'm your host, Justin Stoddard. So excited to be here today with Bev Blume. Let me get back really quick about introducing her more fully because those that know her love her, see her has a highly respected leader. In our industry, so let me give you a full bio on on her here just a minute, here's what you're gonna get by listening to this episode. We are in unprecedented times economically, and our industry and industry wide. And it's now's the time for leaders to step up. Now's the time for and I'll add this that anyone and all of us are leaders. Even if you just lead your clients, you are still a leader. So I would encourage you to think through the through the kind of those years as you listen to this episode that you are a leader and we need you to step up. And that's exactly why we've had a true leaders leader step up today. Her name is Bev Blume. She actually got into the business in 2007. What an ideal time to get into the real estate industry, learn to work hard and experience success despite what was happening in the industry. She now has a very successful real estate team and also leads a brokerage of Keller Williams office out of Clackamas Oregon. So Bev, thank you so much for coming on The Think Bigger Real Estate Show I am thrilled to have you on today. Bev Blume  Good morning, Justin, I am thrilled to be here this morning. And I always enjoy my conversations with you. And, you know, we are in really crazy times right now. And, you know, I'm just kind of hoping to come to people on their level. And, you know, just try to give them some hope and, you know, some, you know, go to work, and you know, just how we're gonna, you know, get through this together. So that's kind of the goal for today. Justin Stoddart  You know, it's, all of us are now being forced to really work from home, aren't we? Like, we're being forced to do things very differently than what we, you know, then maybe what we're used to doing. Let's talk a little bit about keeping some normalcy, some very kind of initial tips at the beginning of this episode. How do we get it to where our life feels somewhat normal to where we can still be productive and be in the right mindset. What tips would you have for us? Bev Blume  Sure, well, I feel like you know, a lot of people need to go to the office to have that need to go to work and so this is a really abrupt change to their habit, which, you know, people that are realtors, anybody, anybody in our industry, you know, gets up every day has the same routine and they've worked years on, you know, creating that schedule and perfecting it. They get up in the morning at 5 or 5:30. They go to the gym, they come home, they eat breakfast, they shower, they get ready to go to work, and they drive to the office and they arrive at eight o'clock and they go to work. Well, now that we can't go to work, and we can't, we have to go to work inside of our house. So one of the things that I hear and, you know, over the course of this week, I've just talked to a lot of people, a lot of agents a ot of leaders. I've attended a lot of live training in streaming. And what I hear a lot is that people they've lost that vibe, they've watched that habit abruptly got broken and they just can't find it inside themselves to create a new normal. And we hear that we hear that phrase a lot creating a new normal. So my biggest tip, you know for that is keep your same schedule. Get up at 5:30. Yes, you can't go to the gym. But there's plenty of, you know, apps. I see plenty of people doing short workout videos, friends that own cascade Athletic Clubs, they have livestream videos for short workouts. One of my PT friends has a short workout on her Facebook page. So you know, get your gym workout in, go take a shower, get dressed, do your hair, put your lipstick on and go to your desk and go to work. You might actually be a little more productive, but it's creating that new habit that a lot of people struggle with. But if you you know, if you set your mind to it, you know, you're kind of unstoppable.Justin Stoddart  You know, I love that Bev. Just because you're working at home doesn't mean you need to treat it like a Lazy Sunday. Morning, right? That you can get up early, you can get dressed work out. In fact, all of that should change and real estate agents for the most part are, are probably better than most at working from home because your job doesn't necessarily stay contained within the eight to five hours. Right. In fact, it rarely does. And so having, I would even say even if you've been accustomed to working from home in your pajamas, I might encourage you to get up and get showered. Right now we need you to be a leader, we need you to be stronger than you've ever been before. We need you to take this more seriously than probably you ever have before because more people are needing your help. And those that I believe that stand up as leaders in this environment, this economy are not only going to survive, they're going to thrive people are going to be are going to flock to you because they need your confidence to help them solve their problems and navigate these waters. And if you can show up like a professional and that may mean even doing more of a morning routine than what you've ever done before. So I really appreciate you saying thatUnknown Speaker  Yeah, I think that's a really important piece. I mean, we're, they're trusted, you know, people, our clients already trust us and look up to us. And if we falter or, you know, kind of get in our own way, you know, that's gonna, that's gonna come through when you call them and talk to them that insecurity or, you know, telling them, Hey, I'm just, you know, I'm just hanging out sitting in my jammies and you know, being unproductive or whatever. That's that's not what they I don't think that's the message you want to give and the message they want to hear. It is it is a time of definite servant leadership. For you know, it's, it's the epitome, not the epitome, but it is the true time where coming from contribution is a perfect example of how we're, you know, we're gonna come out on the other side of this thrivingJustin Stoddart  it's a great point. And I mean, part of what you've recommended Bev is we've discussed, you know, today's show in advance, is to be sure what's going in your mind is positive. Right? We've even talked about some of the sacrifices I know, we, we tend to think at times we get in our own our own little islands and think that, you know, we're the only like, we're the only only individuals suffering from this and of course, widespread pandemic around the world causes us to think differently about things but you look at even some of the smaller sacrifices, you know, even beyond our health care workers, etc. of people you mentioned, you know, the story of the Oregon duck, basketball women, right? kind of share that and how that ties in here.Unknown Speaker  Well, I like to anytime I am trying to kind of work through an issue or a strategy. It a lot of my strategies tie bac...

Justin Stoddart  Anytime there is uncertainty, leadership is needed more than ever. Right now with the Cova 19 pandemic, running its course through our nation through our economy and throughout the world, there is a need for leaders to step up. The reality is, however, is that you as a leader won't be able to fulfill your potential and offer the help that you otherwise could. If you don't have a strong mindset, this episode is going to give you three key principles that you're going to need to embody and improve upon. In order to be that leader that we need you to be. I can't wait for you to hear this episode. It's going to be a great one for you to listen to and for you to share with others. All right, welcome back to The Think Bigger Real Estate Show. I'm your host Justin Stoddard. Very excited about today's episode of a very good friend of mine on and we're going to give you three tips to having a strong mindset amidst a volatile market. Let me just remind you, my mission and my passion are to do the following are to help you to wake up and recognize the potential inside of you and then to inspire you and help you to live a life in pursuit of that potential. And I can't think of anybody better today to help me inspire you and help you to live in pursuit of your potential than Trevor Hammond. Trevor, before I give a full intro of you, thanks for coming on the show today, man.Trevor Hammond  Good morning. Happy to be here.Justin Stoddart  As always, as always, I love our conversations. You know, they probably started five years ago, Trevor and I scheduled a 30 minute sit down coffee meeting, oh, two and a half hours later, and we're like, Man, this is one of my buddies, like this guy thinks like, I think we've just had a great time ever since helping build each other's businesses. It's been awesome. So thanks for all you do. For those that don't know, Trevor. He is a branch manager of the top Sierra Pacific mortgage loan officer branch in the country. Currently, they are absolutely killing it. And a lot of that I believe, is under Trevor's leadership, both in attracting great talent, and then helping that great talent really, really thrive. So he's also a mortgage coach, so he should say a coach to mortgage loan officers and IT consultant to the end consumer. So anyway, and all of that even more importantly, is the way that he dotes on his family, which I absolutely love. Yeah, that's what it's all about, right? Is it we have a quality of life. And I know you and i right now are having more time at home, much like our audience than ever before, because of the Covid19 outbreak, which, of course, is causing some of the volatility of volatility. So, to really quick, again, thank you for coming on. And I want to begin with this question. You're a dad and a husband, somebody who thrives and having a great work life balance. Give all of us a quick tip, before we get into the three tips for having a strong mindset of being productive at home. What does that look like for you?Trevor Hammond  You know, I think I was already fairly groomed for this. It's a great question. Everybody's trying to figure that out right now. Right? And it was forced upon a lot of us. I was one of those people that I was already more productive at home than I was at the office. You know, I think the perspective there is, and some people maybe don't have the freedom to figure that out. Right? Because You do need to be at the office. But at the office, there's a lot of, Hey, you got a minutes right at home, you don't have that or you can at least shield yourself from it more, you know, you can choose to, you know, turn turn the phone over right or silence it. And I have a home office here, you know, I just set it up the same way my office at work was months ago, and I'm upstairs and we turned the movie room into my, my home office so that I could so I could read feed this bad boy here. Just have my quiet space, you know, and then when, when the kiddos do come up now like they do because it's spring break, right. Sometimes it's a welcome interruption just to just to be here with them. Justin Stoddart  And I totally agree. Like in the background, I heard a little chirping from my two year old so yeah, given strong orders to not come down during the broadcast but you never know we might have a little more fun than people expect.Unknown Speaker  So I was working yesterday and my my nine year old 10 year old in a few days was vacuuming around my feet. Like, last time you vacuum buddy. Like this is awesome. House has never been so clean and organized ever.Justin Stoddart  You know, it really is. It's interesting. I thought this would be like the least productive place in the world. I'll tell you what, just the joy and satisfaction of being around family more often. I think it's making me like, really productive. Actually, I have kind of rethinking my setup kind of moving forward after this all passes. So let's get into these three points Trevor, obviously, right now, we have a very volatile market, right? mortgage rates are in the low threes. They're close to five, like within a day. I mean, there's just some crazy stuff going on. And I know we could get into the weeds and you'd be probably more qualified anybody to kind of talk about the ins and outs of the numbers. But this episode really dedicated to helping people to have a strong mindset despite all of that. Walk us through. I think we've identified three points really you have three points, three principles by Which we can live that will help us to have that strong mindset. Would you mind going into the first for us?Trevor Hammond  Yeah, I loved when you pose that to me, it forced me to really stop and think about how am I keeping such a positive mindset? You know? You know, you and I are very similar in that we understand we've got to be that voice of calm when there is when there is panic everywhere, whether it's you as a parent, you as a friend, you as a leader of a team, your clients to your your business partners, everybody is responding very differently. And, and that kind of ties into the second one we'll talk about today. I know that I that I threw your way but number one is gratitude. Just being grateful, which scientifically, you know, we've studied this for a long time and it's out there but the simplest way I've always put gratitude as at the very moment you're grateful for something you cannot be fearful of something at that moment. It's impossible, right? Our brains can only think of one thing at a time. So, you know, if we think of our brains as kind of a storage shelf, there's only so much room on that shelf, right? Just like my bookshelf behind me, there's only so much room. So if I'm on the news a lot, right, which, which obviously makes money by feeding us negative news, and there's truth and there, we got to dig a little bit, I won't get into that series got their own opinions of it. We could pay whatever, you know, why not?Unknown Speaker  We've got to put a lot of positive stuff on there. So, you know, I think about starting my day with gratitude and amidst a really what could be considered scary times? Definitely uncertain times. Right. And that's probably the biggest problem right now is it's nobody knows right? how long this might last and what the real impacts going to be. I'm grateful that I even have a really nice home to to be stuck in. You know, I'm grateful. My family is healthy. I'm grateful for the extra time. So some people are already kind of they're like, Oh my gosh, give me out of this house. You know, we've had to turn that around. And so I'm grateful for the time with my kids. I'm grateful that we're playing games, board games we haven't played in forever. My son almost beat me in chess yesterday, you know, sitting by the fir...

Justin Stoddart  Super excited. Welcome back everybody to The Think Bigger Real Estate Show. I am your host Justin Stoddard. And I am thrilled and honored to have a conversation today at a time where there's a lot of uncertainty, where people are wanting more than ever to know how they can help how they can serve. I think that humanity's heart is on full display today. And you know, at this time, people wanting to give back in new and bigger, better ways. So just in case you're wondering why I'm recording this in March, I'm wearing a red tie. My company Old Republic title is celebrating social distancing spirit week. And so today is Christmas in March and I didn't have the ugly sweater that my friends had. So this is what I have to show for it. So anyway, excited to be here with you and more excited even to discuss today's topic. Bring today's guest who has actually created a template in the format to which real estate agents can live the five laws of the book, The Go Giver, written by Bob Berg, which is I know, it's a classic and a favorite from almost everybody that I talked to. So, anyway, that's we're going to get into today as we get by listening today, and very excited to be here with Brian Weiss. Brian, thanks for coming on the show today.Brian Weiss  I appreciate you having me, Justin. Thanks a lot to privileged to be here.Justin Stoddart  For those who don't know, Brian, excuse me, Brian is he has actually done some really cool things. He is the VP of Sales with view, blurred design group and partner with the faces of so what that specifically is we're going to get into more detail, but it really gives a good real estate effect. Why don't I do this? Brian, tell us just in a quick nutshell, what is the Faces Of, we'll then dive into the five principles of the go give her and maybe circle back on how this all ties together.Brian Weiss  It was started, thank you. It was started by a real estate agent. His name Brad Abernathy back in 2015. It was inspired by the book, The Go Giver and the five laws of stratospheric success that are laid out in the book. And the reality is, as a real estate agent that depends on their local community for their livelihood, right? What can I do practically to serve my community in a meaningful way and garner the intention of an entire community as a way of creating a positive brand and building influence within the community. and so we've spent the last two years as a result of this project modeling out how to help coach, partner with a real estate agent and communities all over the country and show them how to do their very own faces of project and tell their community story and celebrate the people that live there and grow their sphere of influence in their community influence in the meantime, it's it's pretty special. It's a fun thing to be a part of for sure.Justin Stoddart  I love it. If you're curious and can't watch the entire episode. Be sure to go to the Faces Of.com Is that right? Is it TheFacesOf.comUnknown Speaker  TheFacesOf.com Yeah, that the is very important. If you go to just faces of, you'll find lots of different stuff.Justin Stoddart  So be sure and go take a look at that. Now let's get into again, we're gonna circle back and give you more details on that again, but it's a systematic way for real estate agents to live the five laws of the go giver. So let's talk about what are those laws of the go giver? I think anybody who's read that book, loved it, it resonated with him. In fact, especially I think real estate agents, you know, the real estate agents with whom I get the good pleasure of working and serving really have a big heart if you ask them why did you get into this business? It most often is because I really like helping people I love helping people with the biggest buying decision of their life like I get a thrill I get this gratification out of helping people make real estate moves that have a big impact upon their, upon their wealth situation like it, they have the heart to want to go give it so I think this book probably resonated more with this industry that maybe with any other and I think you know these laws, you'll see why here if you haven't read the book or haven't read it in a while. So let's talk about law number one, Brian, the lot of value. The law of value says your true worth is determined by how much more you give in value than you take in payment. I love that. What are your thoughts on that? Brian Weiss  Yeah, I couldn't agree more. You know, prior to leading the charge of Veugeler I did a lot of sales consulting for years. And this was the riddle that every sales leader was trying to solve for his team is how do we go out and understand what I think's fascinating about value Justin is we don't get to decide what's valuable for the person we're talking to. The value is determined by the person we're trying to help and serve. And so we've got to understand and ask questions and get to know and, and have a disposition to want to learn and serve to really understand how value can be delivered, right. But if we're able to deliver value in the recipient seemingly is getting more than what they're paying that exchange for that individual is it's a super positive experience, right? It, it leaves them wanting to refer and endorse that experience without which enables us to blossom as salespeople, right. And so you hear a lot of people in a lot of Facebook groups talk about they, they offer the best level of service. And I just always wonder, like, Who decides that? And so I would encourage everybody to explore, be curious and really understand what the value that's necessary and whatever environment you're in and whoever you're serving, how do they determine what value is and make sure that we're meeting and exceeding those expectations, not not our own, you know, our own expectations of what we think value is for them. But if we consistently deliver on that, that value proposition that value expectation, then we'll find opportunities to grow and flourish as a salesperson are everywhere.Justin Stoddart  What a great way to put that right. We oftentimes have our own scoreboard but if we were to look at our customer scoreboard, how would we be rating, right? How would like how would we measure up based on on their metrics, not our made up metrics, right and hopefully the two are in alignment, you know that this lie to me again, is is powerful, because it's not. It's it's how much you give, right minus how much you take in payment. So in other words, it's the Delta that we're looking at, right? It's the it's the difference between what you give, and what you take in payment, that that determines your value. I just think there's so much power in that, that we all have to think because many times it's how much could I charge right or, and again, wise, long term thinking real estate agents don't think that way. But, but I would encourage you to consider, again, the amount that you take in commissions, how much more value are you providing to the client every time you close escrow? Right. And again, I think one thing that we got to keep in mind is that your value should not be only contained within the parameters of a transaction, right, that value is going to continue to extend for years and decades, and you'll likely get payment on future transactions. But again, I would encourage you as an agent, To think about the value that you bring long to be continuing to pour in long after the transaction is closed. And that will allow your value to go up, right, because you're not taking payment anymore, but you're only adding value. And as you implement systems that give value, it allows that to to, you know, to continue to happen. So let's go to point number two, the law of compensation, which says your income is determined by how ...

Justin Stoddart  Welcome back to The Think Bigger Real Estate Show. I am your host Justin Stoddart, here during uncertain times to give you some certainty, I have with me a very good friend who's going to talk about what you should be seen as a real estate agent right now. Let me just begin, before I introduce this amazing friend, gentlemen, let me describe to you something very important about the purpose why I do this show. And it's really even, especially in uncertain times is to help you recognize your own potential to wake you up to that potential, and then to inspire you and help you to live in pursuit of that potential. That is my mission. That's why this show exists. And I'm thrilled to have with me today, someone who's not only a friend, but someone who's who's a very trusted mortgage advisor, this industry, David Chandler, David, you've been in business for 15 years. You've owned businesses, you've been a business consultant, you've owned marketing companies, you understand business as good as any, thank you so much for coming on the show today to share your wisdom.David Chandler  I appreciate it. Thanks for having me, man. And I appreciate you. You know, I don't I don't watch the show every single time you're doing it, but you know, I think every guest should should give a shout out and a pat on the back to you for what you're doing in our industry, for realtors for title companies for mortgage lenders, you are a valued voice in the Portland market for sure. And I think soon to be probably nationally. So anyway, I appreciate you my friend.Justin Stoddart  Yeah, you bet. You bet. I appreciate that as well. All right. Let's get into this. First of all, right now, you know, there's plenty of news telling us what's not going well, right? You can turn any time of day and we hear more illnesses. We see more economic halts, we hear more deaths. Like we're not gonna talk about that today. Because the reality is billions of people right now. Billions are not infected with Covid. You know, like most people are going about their life probably actually having a better quality of life than maybe they've had in a long time. Right. So there's tons going well, and I'm a firm believer, as I know you are as well, that what you focus on expands. And yes. If you look around at all the opportunities, if you look around about everything that's going well, you'll start to realize, hey, the sky is not falling. Yes, we need to adapt. Yes, there are some people going through some hard times. However, a lot of that is because people are buying into the media and causing this herd like frenzy. Yes, we need to take precautions. Yes, yes, yes. And yes, we need to be safe. And yes, we need to pray for those that are that are that are suffering. But I'm a firm believer that a lot of the suffering that's going on is unnecessary. Would you agree with that?David Chandler  Ah, I think unnecessary, necessary. I think it really comes down to a matter of perspective. And do we appreciate the fact that we still live in the greatest country on earth? Do we appreciate that the inconveniences that have been thrust upon us to a certain extent, not have our own doing, still present us with some opportunities, whether it's time to reconnect with family, whether it's time to get some yard work done, be out in nature? You know, there's, it really just comes down to, again, like you said, what you focus on is what expands. We didn't ask for this. But can we find things to take out of it that we can appreciate and learn from and grow from? I know that in our industry, I can tell you that this will force innovation, it will force change. There were already I think, at the end of this quarter, you know, Finance of America. You know, we're going to push the button on E-signing for everything except the things that have to be wet signed. So that when you come into the closing, the majority of everything's already been signed with the exception of the things that probably have to be recorded with the county and, and a few other things. So will this industry or business interruption accelerate those things? Will that force realtors to look at innovation in technology, doing Facebook live videos or video presentations, or things that maybe people have resisted that now go, you know, I think that's gonna have to be a part of my business moving forward. And the thing I was afraid of doing now is not as intimidating as it was maybe a month ago. So I think if we look at this as an opportunity to grow and expand and push ourselves out of our comfort zones, even though we're probably all sitting at home in our pajamas right now. You know, it's a good opportunity. Justin Stoddart  Yeah. Great stuff, man. It's a great perspective. So let's talk about right now, when it comes to the real estate industry. Let's start off by, before we get into and I know this is why a lot of people are tuning in, is to hear like what you should be saying to buyers, what you should be saying to sellers. Before we go there, I want you to talk to us a little bit about what's going well, right now I know we talked about rates and the vericut, verification of employment to appraisals. Talk to us a little bit about kind of what you're seeing out there that's actually going really well.Unknown Speaker  Let me talk to you again, I'm going to cover touch on the bad stuff and get to the good stuff really quickly. So obviously, this month has been a huge disruption. And a month ago, you know, you couldn't open up Facebook without seeing a realtor or a mortgage lender, just screaming about now's the time to buy the rates to the best that they've ever been and and all that was kind of it was was really true. And then what you saw is lenders who are just we don't have the capacity. You know, in America, there's 11 trillion dollars worth of mortgages, any given year, about 2 trillion of those. We the industry does about $2 trillion in mortgages, about a million in purchase million and refi. In the month of February, there is about $2 trillion in applications, you're trying to shove a year's worth of a business into a month. So you saw rates go up, and people thought, Oh, it's a capacity issue. And then, two weeks ago, the stock market kind of craters, and that forced people who had bought stocks, institutional investors, not individuals, like you and I, that when the stock market craters, all these institutional investors who have bought stock on margin, meaning they've borrowed half the money to buy the stock, have to meet a margin call, which means they have to raise capital. So they dump all these mortgage backed securities onto the market to raise cash to pay their margin call because they don't want to sell the stock at not a 50% loss, a 75% loss if they bought it on margin. So now all of a sudden, there's excess supply of not enough demand and rates go way up. And so this thing that we experienced a couple weeks before now it doesn't exist. Well, the Fed comes in a week ago and says, Hey, we're going to backstop this and we're gonna or the stimulus package. But for a stimulus package to work, you have to raise money. Well, how do you raise money? You know, you have to sell treasury bills and mortgage backed securities. And now all of a sudden there's excess more excess supply, the market didn't react well. Interest rates last week are the most volatile I've ever seen it in 15 years. I mean, day swings of 100 to 200 basis points. So that brings us to today. So this is a two week period of time and on Sunday, so here's the good. The Fed comes out and says, kind of unlimited QE, qualitative, quantitative easing, and basically says we're just going to not be a seller of mortgage backed securities now. We're going to buy them and so instead selling them and letting them come off of our balance sheet, the ones that we've bought i...

Justin Stoddart  Right, very good. Addison Nett. Welcome to the Think Bigger Real Estate Show. Super excited to have you here, man.Addison Nett  Yeah, thank you, Justin. Good morning to you.Justin Stoddart  Good morning, my friend. Again, this is Justin Stoddart, host of the Think Bigger Real Estate Show my mission and my passion is to do the following to wake you up to the potential that's inside of you, and then to inspire you and help you to live in pursuit of that potential. So, Addison, I'm grateful to have you here. Folks, today, we're going to be talking about three things we're talking about, first and foremost, being good outside of the value that you typically bring, okay? Secondly, we're going to be talking about technology, how it's created more time and what that means for you and your partnerships. And number three, partnership, redefined, some examples of what you can and should be doing in order to maximize your partnerships. So with that being said, Addison net, he is a Top Producing lender with Finance of America here out of Portland, Oregon, and the guy does some really fantastic things. You'll notice that his his background here, just a minute is, is pretty fantastic. It looks like he's sitting like on a canoe right now in downtown Portland. And he's a video master to take some of his partnerships the next level. So Addison want to thank you for coming on to think bigger real estate show. Super excited to have you here.Addison Nett  I'm excited to be here as well. Thanks so much for having me.Justin Stoddart  Yeah, my pleasure, man. So, um, let's get into effect. Let me ask this question. Addison since we are on the Think Bigger Real Estate Show, right over my shoulder here you see the TV. Let's talk a little bit about life outside of real estate. Right. Obviously, we do this one because we love it. But secondly, we do it because it's to fund even more important things. Talk to us a little bit about what what's super important to Addison, you've got a beautiful bride. Tell me what's your kind of favorite part about life outside of the real estate industry?Addison Nett  Yeah, appreciate you asking and definitely enjoy Central Oregon, all of my in laws live in Bend. One we're able we love visiting out there and just spending time in Central Oregon and that's one of my favorite parts over the last few years. When work isn't super demanding I enjoy getting out on the golf course and teeing it up. So I grew up just as a local caddy here. Oswego Lake Country Club right in Lake Oswego. So when I can tee it up. That's what I prefer doing.Justin Stoddart  And you're known as a guy who likes to have a lot of fun at work, and you've shared a number of videos with the world about even though you're in maybe what might consider a little bit of a steel industry, especially not this week, right? But one that's, you know, very number crunching, you seem to have a lot of fun with it. Talk a little bit about how you again, we're going off track here, but that's the beauty of being in the house. To do it. I want to talk to me a little bit about how you keep the workplace fun, and maybe even the benefit that is for you.Unknown Speaker  Yeah, you know, I'd say probably a year and a half ago, when we were last together meeting, I was really pushing to try to create just a culture of positive energy, which then, you know, distilled down to the customer service factor of it. At the time, we were getting really aggressive with some fun videos around the office. And that really escalated into a new skill set that was able to really help some of my agent partners develop and leverage for their own marketing and business development.Justin Stoddart  Awesome, man. I love that it's been inspiring to see that again that you know, even though you're in the workplace, in a number crunching industry, you can have a lot of fun so awesome stuff. Let me let me let's dive into today's topic again about partnership redefined, right. So obviously, you and I are both a proponent of maybe some of the downfalls of our industry, right? We have people in our industry who have grown a business simply by, in my industry anyway dropping off tchotchkes, right thinking that simply by having a chummy relationship with your lender, or with your realtor that, you know, showing up chopping off some notepads and some pens, some calendars, and maybe taking people to lunch, that that's going to be enough in order to secure a long term relationship and maybe in days past, that absolutely was true, right. But that's all you needed to do. I'm a strong proponent that especially with the way the industry is going and how technology is getting better and better all the time. But it's actually keeping people I should say technology starting to to advance on what people get and get paid. And it behooves I believe, people to not just have somebody who can be chummy with them and drop off tchotchkes but something that can really come in and drive real value. Just a little bit about that from your perspective about again, it's not just about being chummy. It's not even just about being good at loans. Right. I mean, you've you've taken that to the next level. But tell us a little bit about, about kind of  how you believe that that being good outside of the value you're supposed to bring, is it has been important to your practice?Addison Nett  Yeah, you know, and that's definitely a big topic of conversation. Just to back up a little bit, I've had the opportunity to work with quite a few loan officers and build up teams together. And one of the things I like to do is sit down and analyze some strengths and weaknesses and really decide what route is going to be best for building their business and try to get people on that route. And that experience has folded over to the agents I work with as well. So when we're sitting down, like, I want to work with people that are relationship driven for the long run, and then we talk about value add. Now every single agent every single team needs a different And sort of value add. And as a business partner, and the lender, it's our job to figure out how that tailors to the direction that they want and need to go. So it can be a different on a lot of different platforms. But right back to you, it's like, yeah, dropping off stuff all the time. It's just like anyone can do that. I want to have business relationships to where like, Hey, we're talking about the great times, and the good times, we're building out long term strategies, and we're sticking to those. And yeah, it's a different world. And then additionally, adding value right now, like, man, these are it's a really volatile market. And it's our jobs as loan officers to be there for our agents and get through these choppy waters. So you've got kind of like a business development side, but then right now at any other point, this is when the lender and the agents need to be on their best communication. They got to have the best amount of trust in each other and in my opinion, that's built through long term reallationships.Justin Stoddart  Yeah, I love that man. Your your perspective, I think is super profound. And I hope everybody hears that sometimes people show up into a relationship and they want to talk about, here's what we can do for you. And I think it behooves professionals to really step back and say, Tell me, like, what, where's it you're at? And where is it that you're headed? Right? Because if you can get clear, with each customer, what they're actually building and what they want to create, it changes everything, your your approach totally changes, the value you can bring them totally changes. In fact, part of that might be the fact that like, I don't think we're a fit, we're not headed in the same directi...

Justin Stoddart  Hey, welcome back to the Think Bigger Real Estate Show. I'm your host, Justin Stoddard. Today's episode, we're gonna cover three points. Why did rates go down? Why did they spike back up? And now what can we expect with the recent fed changes of moving the rates from zero to 0.25? I have with me today an amazing individual that's going to help us with that. Here's what I want you to know is that the purpose of this show, again, is to help you to think bigger. My personal mission is to inspire you actually to wake you up to the potential that's inside of you, and then to inspire you and help you to live in pursuit of that potential. Today's guest again, his name is Mark Aalto. He's been a loan officer for over 27 years, been in the industry for over 29 years. And during that timeframe, he's done between 4,500 & 5,000 loans. Needless to say, he's been a student of the market he's been a student of patterns and what causes rates to go up what causes rates to go down, and we are happened to be in very uncertain times right now and that we are trying To figure out what the Fed is going on with rates, Mark, you, thank you for coming on. Mark, thank you for coming on the show today.Mark Aalto  It's my pleasure, man. It's always nice to well, you always inspire me, man. So it's good to be part of this. And I hope that I can shed some light and help a little bit with what's going on and why and all that other good stuff. YouJustin Stoddart  know, I appreciate you mark, because you really hand selected to kind of be the spokesperson today because you're very much a kind of a giving soul. You know, you're constantly reaching out educating the marketplace, helping people to really understand, hey, here's the changes, here's what you can expect. So because of your kind of outward reach constantly educating all of us, I thought, you know, you're the, you're a perfect person to bring on to really help us understand kind of first question, which is, you know, rates dropped all the way down to 3.29%. Can you give us just an understanding as maybe what caused that and and kind of what causes rates to go down like that?Mark Aalto  Well, and just to kind of start this off, so uncertainty is nothing new, right. And the bond market is ultimately, what rates are tied to. So I don't know that I'm necessarily the most technical loan officer out there in terms of explaining all this stuff. But hopefully this will be in a way that folks will understand. So if you want to rewind a little bit, so we rewind back to November of 2016. So the night before, it was, a lot of people thought that Hillary was going to be elected. And this is not political on my part, I want to make sure that everybody knows that you saw the stock futures, which is how people are looking to see what the stock market's gonna do. The next day was literally way down. And so a lot of us as loan officers thought, Hey, you know, rates are going to go from three and a quarter, which is around where they were, at the time, even lower. And what ended up happening instead is that Trump got elected, which is something that the market didn't expect. That's the important piece is not so much that a person got elected. Instead, it was a person that people didn't expect to get elected. And so over the course of just three days, we had rates go up about three quarters of a percent. In other words, volatility is nothing new to this industry. And basically from that point, In November of 2016, until about November 8 2018, rates were on a gradual climb. And so as loan officers, we would just basically take an application and lock it as soon as we could, because we knew that rates were going to get worse. And so what's happened basically, since November of 2018, is rates have been gradually going down. And the reason why that's important is because it has been gradual, it's not been sudden, it's been something where, when it comes to the markets in general, they don't like a lot of volatility. And so so here's something that I think everybody should know, that can help you out. So when there are periods of times when there's volatility, people that invest in the stock market, we're talking about people that have a lot of money or even might be mutual funds, hedge funds, all that other good stuff. What they end up doing is they were looking for a safer place to put their money. They're worried that basically by investing in the stock market, it's not the right place to put their money. They're looking for something safer. The safest thing is treasuries, right. So if you're looking for something that's a guaranteed investment, treasuries are the most safe thing that there Is the next the next rung up, something that's going to pay you a little bit higher rate of return, but still is considered safe are mortgage backed securities. So that's just a very broad background and a way of saying, okay, when when the markets are crazy when there's a lot of tumultuous stuff going on, people have a flight to safety and traditionally mortgage backed securities or a flight to safety. So what you saw from November of 2018, until, you know, about two weeks ago, was that mortgage backed securities were attractive because whether it was trade chalk talks with China and all the different stuff that was going on with that, whether it was a Coronavirus, all these different things, people were looking for a safe place to put their money because they were worried about the stock market. Now, if you talk to a loan officer last Monday versus today, it would have been totally different conversation because we just had a day after day after day after day of rates improving and the mortgage backed securities doing better. So in other words, we're we track what goes on in the bond market. The bond market is what actually makes rates do what they do so. So last Monday, we actually had a situation where rates were with a lot of lenders were right around 3%, three 3% to three and a quarter percent since last Monday, we've just had so much volatility, the mortgage backed securities, the bond market has been going absolutely the opposite direction. I know this was a way more long winded answer to what your original question was, which is just basically what caused them to go down, right. So what caused them to go down was it was something gradual, there was uncertainty, people were looking for a safer place to put their money. Justin Stoddart  So In short, if I could simplify that, and again, I think part of what we're doing here is that probably most real estate agents understand this, you know, to a large degree, but really what we're doing is giving them very simple language that they can then take and give to their clients, right? Because even if it makes sense in their brain, they've got clients that are totally confused as to what's going on. They're trying to give them some sort of assurance, they feel confidence to continue forward and and make the proper move for they and their family. So I'm going to simplify this you correct anything that I say? So if I were speaking to my clients, let's say that I'm a real estate agent, I'm speaking to my clients, I would say that typically the mortgage rate has an inverse relationship to the stock market, the stock market goes down, then rates tend to go down as well. Right? Mark Aalto  Correct. Yes. Justin Stoddart  Because people are concerned about the stock market, they're moving their money to mortgages, right? to bonds, right? Which is in causing those rates to drop, right?Mark Aalto  That's correct.Justin Stoddart  Okay. So then, again, if the stock market starts to go back up, then people have more confidence they started start to put their money in the stock market. Money leaves mortgage backed securities, causing ra...

Justin Stoddart  Hey, welcome back to the Think Bigger Real Estate Show. I'm your host Justin Stoddart and I'm thrilled about today's episode, we're going to break down some barriers that are keeping you from getting to where you want to go. We're gonna be talking all about recruiting, how, regardless of what you do for a living, regardless of what you do in your personal life, you're always recruiting whether you know it or not. And today's episode is going to help you get better at that. I'm excited to introduce to you today's guest, but let me just remind you, that my personal mission is to wake you up, and help you realize the potential that's inside of you. So that then you can go on and I can help inspire and help you to be live in pursuit of that potential. That's my goal. That's the aim of this show. And I'm able to associate as a result of the show with amazing people like Adam Roach, so it's little bit about him. He is a master recruiter, he has recruited over 70,000 people to a specific real estate company. He's now going into other industries and is taking his expertise in recruiting to the world because the reality is the world deeply misunderstands the need for recruiting and what it really is all about. Adam, I'm thrilled to have you here on the show today. your accomplishments are huge. You're a big thinker. And I'm excited to have this conversation with you.Adam Roach  Thanks, Justin. Super excited to be here. I love that intro, man, waking people up, that's super strong.Justin Stoddart  You know, I really believe Adam that the greatest untapped natural resource in the world is human potential. And that's my mission is to wake people up to help them to see that, that they can be more, do more, have more impact more, and then to inspire and help them to live in pursuit of that. So you're an extension of that what you're going to teach us today is going to help wake people up. So thanks again for coming on. excited to have you.Adam Roach  let's let's let's no more snooze button. Let's get up and go.Justin Stoddart  Let's roll. I love it. Man. Tell us a bit about your story. You became a recruiter. When you were in kindergarten. Did you say I want to recruit people for a living? I will teach people how to recruit. How did this all begin?Adam Roach  That's a funny question. No, when I was in kindergarten, I want to be the fastest kid in the class. Right? Right. No, we'll catch up with where I stopped playing professional tennis, right? So I was a tennis pro in Beverly Hills, California. I played collegiate tennis and then found out real quick on the tour that I was an American, not a European was getting my butt kicked all the time. And so I got into the tennis business, and the tennis business was myself and two other guys. We owned what was called the concession rights from the city of Beverly Hills to all their public tennis courts. And so you asked it I recruit in kindergarten? No, but I will say that I watched my coaches throughout my tennis career recruit, and I loved it. I love being around certain people that they were building their teams around. And when I started running that tennis club, I realized that the fastest way for us to grow and the fastest way for us to gain new members was to have incredible tennis pros. So I went went out in the city of Los Angeles and just recruited as many tennis pros as I could. And when I left that company, we had nearly 32 tennis pros. And I think when we started we had like, five,Justin Stoddart  Did you have an aha at that point of like any organization out there can get a lot better by recruiting the right talent to that organization?Adam Roach  Yeah, that's a great question. I think at the end of the day what I realized was recruiting solves everything, right? So if you want to get more if you want to get more tennis clients, right, we had to go get more tennis pros, because again, we only have a finite amount of time. However, if you leverage yourself and there's more than one of you, if there's two of you, there's three of you, you can go get more clients that way. So I knew we had to expand that expansion was through tennis pros, to recruit I recruited from other places, it's kind of fun.Justin Stoddart  You know, you and I had this conversation before that not everybody has a warm fuzzy when they hear the word recruit, I was similar to you, I was an athlete growing up. And so the greatest compliment that I could have is that, like a college team was recruiting me. And it was brought to my attention by a business coach that I had if like, hey, not everybody wants to be recruited, like sometimes that like people have these sentiments of being like recruited into the military. It's somewhere where you don't want to go and it's your conversation that you don't want to have. Talk to me about maybe that paradigm shift that people need to have when it comes to not having a negative connotation when it comes to the word recruit or for recruiting.Adam Roach  Well, here's what a coach taught me a long time ago. And this is actually a recruiting coach. He said, not everyone wakes up and wants to be recruited by Justin, not everyone wakes up and wants to be recruited by Adam. However, what everyone does wake up and realize is that where they are isn't truly where they want to be. Right? So it's our job as question facilitators are people that come from curiosity all the time, say, Justin, I kinda think I need to be in business with you. And I just really need to know where you want to grow to, right. Not go to but grow to. And so when you listen, when you ask enough questions, when you really engage with people, in my opinion, you're going to find out that they have gaps, right? They have gaps from truly where they want to be to truly where they want to grow to. And it's our job as gap fillers or recruiters to fill that gap and then ultimately at the individual cross from you sees the value in them getting to where they ultimately want to grow to faster in you, guess what, you'll recruit them. So in my opinion, it's a question asking this question, and you better come from curiosity and you better be open honest and truthful. Right? Don't b.s. them.Justin Stoddart  You know, powerful distinction you just gave us there, Adam, which is recruiters are simply gap fillers and right everybody has the gap. And I would argue that if they don't have a gap, then they're probably not someone you would want your organization anyway, like they think they've got it made their comfortable. Life's good. Like, just don't touch it, leave it alone. Number one, we probably can't help it. Number two, they actually aren't growing, right. And I think you know, something else I want to point out you said there is like, like helping people not go help them, help them to grow. And that's I would imagine when you're recruiting, you're looking for people that are growth centered, you're looking for people that are that, that realize that they're never going to reach their potential in this life. But man, they're going to live trying, right, they're going to absolutely live trying.Adam Roach  Well, I think I think you also want to surround I think who you surround yourself with really does matter. And so again, as a recruiter, if you're building a company, it's okay to be selective in who you're recruiting number one, number two, coachable people are sure a lot more fun to be around the people who are not coachable. And there's a big distinction there. Because here's what here's what life this is, again, all my opinion here. egos are massive in every space, right? And if you can sit someone down and truly come from curiosity and ask them questions, and they can answer authentically, you can tell that their egos are either ...

Justin Stoddart  Welcome back to The Think Bigger Real Estate Show. I'm your host Justin Stoddart, very excited about today for any of you that have aspired to be a real estate investor, and or you've aspired even to work with real estate investors. I know a lot of this audience is residential real estate agents wanting to serve people and help them not just buy and sell homes, but to really build wealth through real estate. Today's episode is going to be ideal for you because you're going to learn more about the commercial lending space from someonr that truly is an expert. Before I get into introducing him, I want to remind you that my mission is to wake you up to help you recognize the potential that's within you, and then to inspire and help you to live a life in pursuit of that potential. And I'm grateful for the guests that come on because they are hand selected because people that can help us think bigger. So again, I want to welcome today's guest Robert Barthelmess with BGI Capital. Truly an inspirational story, as well as now hehas built a small little company and brand that is helping a lot of people be real estate investors or better real estate investor. So Robert, I want to thank you for coming on to the show today. Very, very happy to have you here with us.Robert Barthelmess  Justin, thank you for having me on your show. I'm a huge fan of your show. And I want to start by thanking you work for everything that you do for the industry, or the material that you put out there. It's phenomenal. Justin Stoddart  Awesome. Thank you, Robert. Really appreciate that. You know, Robert, I found that we have some things in common that we both have a love of family. I think that's probably true of most people, but we probably take it to the next level. Robert has five children. I have six. Robert tell us really quickly. What is your favorite part about being a dad?Robert Barthelmess  You know, jumping into the whole experience, right? It's a very family oriented person, otherwise I wouldn't have five kids. So it's a really the whole the whole pie. Yes. Being able to give to them to be with them to guide them to form part of their lives.Justin Stoddart  Powerful. You know, I'm a fan again, part of the thing, that the mission I have on the Think Bigger Real Estate Show it's not just all about business. It's about actually having business, either to an ideal life to a better life. And I think you probably feel that way as well as your career is a vehicle to help you with and serve the people that you love the most. So, you know, always fun being around people like you that all love family.That's kind of your core value. Let's get into your story a little bit, right? You came here from Peru, and have had phenomenal success. I oftentimes, envy and please don't take this wrong, because I know that there's many, many benefits of being actually born here in the US, but it's so I'm always so impressed by people who migrate here. And they come and they have amazing success as you have had. And I think there's something about leaving a country that maybe doesn't have the same fertile soil fora business standpoint as the US does and you come here with a different perspective. And you maybe you don't take it for granted like, you know, like maybe someone that they like myself would because I've always been that's all I've ever known right? Would you say that moving here from somewhere else puts you in a in a unique position to be able to recognize how much opportunity there is here in the US?Robert Barthelmess  Definitely, Justin, I am the biggest us fan that you will find. I am I consider myself an American. I moved to this country in 1982. So I am all I am everything USA one of the things that you find when when you come into this country is that it really is the greatest country in the world. Right, by different by different measures. It is the greatest country in the world for entrepreneurs. It really provides you with the with a full open platform where limitations really does exist. When you come from a country that is phenomenal. I love my I love my country as well. But when you come into the US, it's like a blank canvas. Right? Being able to start a company, you log into the internet, you open an LLC in less than 10 minutes. You know, there's there's very little regulation, there's very little limitations that keep you from being able to do what you want to do. If you're looking for financial structure, if this is the capital center or across the world, so really, you know,when you're coming from outside from another country and you come into the US, you find that there's such an incentive to explore and do, you know, do whatever it is that you want to get done. Again, I always say that I'm the biggest fan of this country, I think that it is the land of opportunity. If you're in the US and you think of it you can create it.Justin Stoddart  Boy that's inspiring, Robert, just that in, in and of itself, you know, is worth, you know, having you on the show, I know, we're just getting into the value, but you have some like you come in and say someone who's who you know, who's who's lived somewhere else to, again, recognize is something as simple as opening up an LLC, something as simple as getting financing for you know, for property or for an idea. That's just not it's not the same in another country. And so I want to thank you for sharing that. Let's talk a little bit about BGI capital. Tell us a little bit about what you do. And maybe the problem that you guys solve that maybe isn't solved by some of the more traditional forms of funding.Robert Barthelmess  So BGI capital is a full service commercial, real estate lending. One of the greatest advantages that our company has is we manage our own funding. Right. So we're direct lender, our funds are discretionary. So decisions are made in house. So when we're dealing with a lot of investors and you know, we work with a lot of seasoned investors, as well as with first time investors, one of the greatest advantages is that we can really sit down with our clients understand what their what their business plan is, guide them into their process, and make the tailor make a product specifically for them which works phenomenal for first time investors, right, we take the time to sit down with at work working through this whole process and put something that really helps them be successful.One of the things that we do offer Justin aside from having our own private fund, we also full service commercial mortgage brokerage operation. So for the larger transactions for the more seasoned investors we can put together cans tructure deal integration with institutional national investors as well.Justin Stoddart  That's really, you know, what I see as some of the value right as you guys have the ability with your own funding, as well as the ability to go get it at a larger scale when necessary when needed. Would you say that not having what you just described keeps people from either starting or succeeding at a higher level because they don't have someone who's really kind of tailor making, and really even asking the questions of like, where is it you're ultimately trying to go with this, right, I think sometimes banks just come in and say, I mean, they look at it on a project by project basis, without actually getting to know who are the people and what are the people's goals. Right. And I think there's a lesson in that for all of us that are in well paid sales profession, right, whether it be title, you know, whether it be real estate, whether it be lending. Moving into that more advisory roll, I think it's critical for us remaining at this average transaction. But again, tell me, you see that that's pretty unique in your industry. And a...

Justin Stoddart  Hey, welcome back to The Think Bigger Real Estate Show. I'm your host, Justin Stoddart, and I'm excited about today's episode because it's going to help you as a real estate agent. And even you, as a lender, put more deals together deals that you were missing opportunities missed that maybe you didn't even realize that you could capitalize on. Before we get into that, let me just remind you that the purpose of this show is to help you to think bigger. My mission personally, is to help you like wake up and realize the potential that's inside of you, and then to live a life in pursuit of that potential. So I have with me today, two good friends of mine, people who are experts really in the lending space, and the alternative lending space. Again, we're going to talk more about what that is. But let me first thank and introduce Kody Wilde and Morgan Smith with direct portfolio lending.Kody Wilde  Thanks, Justin. Morgan Smith   Pleasure to be here.Justin Stoddart  Yeah, thanks for being here. Thanks for coming on the show. You know, it's interesting. We were having a conversation prior to the show here, that in the early 2000s, obviously banks had more options, right. They had more lending options than they do today. Some of that's beneficial However, we've realized that there are, there's also a challenge with that right in that in that as credit tightened as options went off the table, there were good people that were in unique situations that needed lending, that all of a sudden the traditional banking institutions cannot help. Is that true?Morgan Smtih  Absolutely true. So, you know, Justin, prior to the crash, a majority of the real estate lending for home builders, private contractors, small time inv estors was handled by, you know, the local thrips your community savings banks, institutions like that, where's the big boys, you know, pretty much dealt with large banks and Wall Street. When the financial collapse happened, those banks basically got out of that business and have never really emerged. And so that's really what's opened up the space of of alternative lending. Some people would call like the shadow banking industry, but its investors trying to fill that demand that was basically lost.Justin Stoddart  Those who know my story well know that I was a home builder. Right. So I obviously had experienced the downturn of 2007,8,9. Yeah, wasn't a very fun time. Those of us that were in the industry, you know, had some hair on our chest at that point. And, you know, I was actually listening to Gary Keller recently speak about how there was a, because of that period, there were over a million homes that weren't built. And we were having that conversation about how there's just this, this shortage of inventory that will never really catch up to least in the foreseeable future, in part because that those lending options to smaller builders went away. Right?Morgan Smtih   Absolutely. Right. You're absolutely right. So again, large publicly traded home builders have bonded debt and the largest institutional financing. Everybody else has basically been relegated to private or, you know, portfolio type of financing which is just which is what we do.Justin Stoddart  Let's talk a little bit about one of the maybe options or maybe some of the opportunities missed. Right, the real estate agents have in front of them, they say, you can't get financing and they walk away from it. Yeah. What would you say? Maybe nice and loud, you're you're kind of a quiet spoken guy, although got amazing things to say. So we're gonna tell us like, what are some those opportunities you see agents missing, that they don't necessarily need to be passing on?Morgan Smtih  Good question, Justin. You know, I would kind of frame it like this, the way we the way we do the lending opportunities, that direct portfolio is really an that of a partnership. So I'll give you a quick example if you went out and found a piece of real estate In Lake Oswego. Let's say you had a you got a really good deal on it. You called me up. You said hey, Morgan, I want to buy this piece of real estate I want to buy it for 300 grand, put 50 grand into I think we can sell for 500 grand. That sounds great. Just that's that's that's fantastic. And so you want me to put up all the money and you're going to do the work. It's your deal this, okay, so it will be reasonable for me to say I'll take half the profits, that would seem like a reasonable transaction. Today, what we do in the lending space is we partner with investors, home builders, folks that are looking to acquire those types of property. And we just do it a little differently. We do it in a what we call it portfolio loan. So instead of paying the 50% of your profits, you're going to pay a percentage of your loan.Justin Stoddart  Okay? More like a traditional financing option, right?Morgan Smtih  More like a traditional financing option. So the rates and fees will be higher than your bank transaction, but they're not going to be that of like equity. So it's really kind of a middle ground, where you can find the financing that you need. You know, on the thing, big concept, I always I always kind of want to put this this point out, there are more deals out there then there are more capital available than there are deals. So if you have the ability to bring a deal to the table, relative to an investor, if it's truly a good deal, there will be capital to fund it . And that's, I think that's part of your think big concept .Justin Stoddart  Yeah. Yeah, the people. That's really interesting, because sometimes people think like, there's, like, if I had the money, I could do the deals. That's right. Right. And what you're saying is that you don't have to say that anymore. There's always the money, especially now, right? Bringing direct portfolio lending, bringing great partners like this that will help you see opportunities that that maybe you couldn't see before, right? Morgan Smtih  It's absolutely right. So we manage about 25 million bucks of private capital, Justin. And we are always looking for transactions to finance always looking for deals. And so I just, I harp on that point, because most young investors don't understand it. If you can get out there, you could beat the streets. If you can find a transaction. If you can find a rate of return that's going to work. There will be capital that will come in and partner with you to just that transaction. And I think that's really powerful to see for you. Younger investors. Yeah, and different folks. Yeah. The other concept that I would bring out, kind of pertinent to your question is there is always a little Under willing to make a transaction that the risk component is fine. So, lower loan to value bigger down payment. There are situations where maybe you have a borrower roller has a borrower's got some, possibly some, you know, difficult credit, or had some trouble in the past, with the right down payment, we can make a deal like that happen. So, you know, ultimately we're in the business of doing deals that make sense for our investors. Does that make sense for our realtors and our owners,Justin Stoddart  and really the only the biggest opportunity cost is sitting on the sidelines, right? Morgan Smtih  That's right, Justin Stoddart  like you might give up a little more of the margin in order to make it happen. But the opportunity cost is there's zero margin because you're sitting on the sidelines thinking that there is no option. Morgan Smtih  That's right. And you know, maybe the first deal you're not going to get as great of terms as you would get on a second and the th...

Justin Stoddart  Hey welcome back to the Think Bigger Real Estate Show. I am your host Justin Stoddart and absolutely thrilled to be back together with a good friend of mine. I had the privilege a few weeks ago to be in his office in Flower Mound, Texas and see behind the scenes of how he puts his clients first. For those that are curious to know who this man is. That's got a got a smile and a southern hospitality that makes everybody smile. His name's Jay marks Jay, thank you for coming on the show today. Super excited to spend more time with you today. You bet but where's the barbecue? It's in Texas. That's what I learned. It's not in Oregon or you know, we're gonna have no even though we invented the Traeger. We have no idea how to barbecue compared to your friends that you took me to go see that was incredible. Jay Marks  That was fun, wasn't it? Justin Stoddart  We had such a fun evening together. I was down for a big convention in Dallas, Texas had some time to spend with Jay in the evening and he he took me to the best barbecue place in Texas. It was it was truly amazing. I've still got thinking about how good that tasted? Jay Marks  No, seriously. I'm a friend of mine owns a restaurant and as you know, because I do a lot of work with local and restaurants part of my business, and I went and told him, I said that this guy is from Oregon, I need to show him what's going on. And he put together a plate literally three and a half pounds of meat of ribs, pork, chicken, turkey, brisket, it was just yeah, Justin Stoddart  It was it was perfect for a guy who spends time around a lot of vegans right here in Oregon. We get vegetarians vegans. Not that nice. It compensated for all of that. Yeah. It's so much fun. Let me just remind everybody that's that's tuning in. If this may be your first time listening to Think Bigger Real Estate Show, let me tell you what my mission is, which then tells you what the purpose of this show is my mission is to help is to wake people up to help them recognize the potential that's inside of them. And then my mission is to inspire them and help them to live in pursuit of that mission. The show is an extension of that and I reach out purposefully to big thinkers, people who are doing amazing things in business and in real estate to help all of us think a little bit bigger and have a better chance of fulfilling our potential. So, Jay has been again, hand picked for that. Jay, you've been in the business for several decades now. 26 years ago, I had the opportunity to go behind the scenes at Jay's office as I mentioned, he has an in house videographer tell us Jay, why is that important for you and for your customers? Jay Marks  Well, first of all, marketing is a video first marketing concept. Now that is exactly what everyone expects. People want to be able to get on their smartphones or their iPads or their home computer and take a tour of a home. They want to be able to see and experience the the instrument sorry about a scene experience of property before they go look at it. And photographs will do it but video really does it. They say a picture's worth 1000 words. I say a video is worth a novel.Justin Stoddart  I love that. Jay Marks  It's so having our team videographer is a very important part of the staff. Yeah. Justin Stoddart  And you guys have done something very cool as well, that really gives back to the community which is Foodie Friday. Right. Tell us a little bit about foodie Friday for those that might not know about it. And again, how does that help really your customers probably a nucleus of a lot of people, you actually drove me around the area and showed me how many companies had moved there specifically from California and other places, because Texas is very business friendly. And you've got all these people moving to Flower Mound, Texas to Dallas area, you know, Dallas Fort Worth, and you've put together an episode a weekly episode called Foodie Friday, that really helps people get familiar with the area. Right. Talk to us a little bit about that and maybe how that helps your customers. Jay Marks  Well, first of all, we did as a part of our overall outreach, you know, every Monday morning we'll do a Monday morning Monday market update. Tuesday's we talked about something to do with the real estate market or what's happening with man, I'm sorry, my nose is there. Hey, man. It's your nose a live podcast before it met Wednesdays we talked about the community and, and and Friday we're looking for a topic. Well, we're at a restaurant six years ago and we want foodie Friday. So we look at local owned restaurants, we don't go to your Chili's and Applebee's and Outback Steakhouse we don't do any of the national chains whatsoever. We go to local owned businesses, and we do two things with that. Number one, we tell the story of the local owned restaurant and what they serve and what they're about and what their concept is. And then we find out about the owner, tell us about your sacrifice. Tell us about what brought you here to inspire people to shop local, eat local and be a part of the community and you and I both know when you go out to eat, there's nothing better than a local dive. You know throw the food's really good or someone's in the back kitchen has got their whole financial life on the line cooking like it matters. And those meals are phenomenal. You know, just to we do something else to we also talk about local charities. So how it helps our clients is this.We want people to come to J marks real estate calm and click on our blog or go to our Facebook page, and we want them to be able to have the full experience. Here's where you can learn about your community. Here's where you can find great restaurants, here's local charities that are sponsoring things in the area and where you may be can volunteer your time or donate money. And you can see great real estate homes you can see houses and tours and find out what's going on in the market. Justin Stoddart  You know, really what I hear you saying Jay is it which I'm a strong proponent of is that oftentimes I think marketing in real estate is all about these little boxes that we all live in called houses. And at the end of the day, the box doesn't matter as much as the lifestyle the life that you get to live by living inside that box and your your website and your approach seems to be a lot more about lifestyle about giving back about you know, the local food scene or you know, food scene. Again, I think you guys get it that for the customer. Again, it's not about the box, the city you live in, but what how's my life going to be better by living in that particular area?Jay Marks  Yeah, exactly. And we also want to be known as local experts to I mean, if you call on us, we will say, hey tell you what? Justin, come visit me. And let me take you to a couple wonderful restaurants at the same time. Let me show you the area. And that's why I did even though you and I are friends and I know you and I wanted to host you. What I did, honestly, was I took you on a first time buyer visit tour of the area, just like we do, all of our clients actually picked out a few houses. And if you remember, and then Jay told me those homes go for seven or 8 million I was like he not Yes, million.Oh, that neighborhood yeah. Yeah, sorry. Yeah. Texas a little bit more affordable in other parts of the country. Yeah. There are a couple you had your eye on. It was we're cruising through Highland Park. That part is like yeah, you can have one of those that was perfect.Justin Stoddart  But no, that's interesting. Jake's I didn't realize that but that's really how you do real estate, isn't it that it's, again, i...

Justin Stoddart  Hey, welcome back to the Think Bigger Real Estate Show. I'm your host Justin Stoddart, very excited to be back with a very good friend of mine, somebody who has proven to be not only a very productive high producing real estate agent for years and years, but also somebody who's now become an influencer on a topic around database. And that's gonna be our topic today is how to when a recession, or a downturn or even an adjustment is on the horizon? How you recession proof your business. So before we get into that, and be fully introduce today's guest, let me remind you the purpose of this show, and really, my mission is to wake you up to the potential that's inside of you and help you then live and help you to live in pursuit of that potential. That's what the mission of the bigger real estate show is all about. And Nick Krautter, very good friend of mine, Nick, thanks for coming on the show today. excited to have you here. Nick Krautter  Thanks, man. Always great talking with you. Justin Stoddart  Yeah, likewise. So for those that don't know, Nick, Nick, you started your real estate career when? Nick Krautter  I started in 2006. Right before the big crash. I started actually April 2006. I was 27 years old, and, you know, just kind of jumped in and learned  to work with buyers when it was multiple offers on everything. And as soon as I started getting listings, that's when the market started going down. So in a way, I feel grateful that I kind of cut my teeth in hard times, and, and at a time to when I had the bandwidth to work 14 hour days and didn't have a ton of overhead. That definitely set me up for the success I've had since then. Justin Stoddart  Yeah, love it, man. And then fast forward from that point, built a team built a brokerage and wrote a best selling book, The Golden Handoff, which for those that don't know, it teaches real estate agents, how to buy and sell another real estate agents, business or their own business. So that's been quite the journey as well. I know you're getting ready to release a workbook that not only teaches agents, what to do, but very specifically how to do it a hands on manual. I've been through it. I love it. I think that's what agents need. I think there is a whole group of agents that probably would have retired sometime after 2008 that have not yet because they experienced a significant downturn in their net worth. And now they're looking at potentially some sort of even pause in the market, you know, even some some hesitation, they're gonna be like, Mamba out, right. I'm out. Like, I don't want to go through this again. And they're going to essentially, kind of just walk away from their database, correct? Nick Krautter  Yeah, I mean, 99% of realtors when they retire, they just ride off into the sunset. And what we're going to talk about today is just when you are in real estate, you build relationships and you build trust with just a ton of people and the best realtors with the biggest businesses typically, if you're repeating referral base, is because you know, a lot of people you stay engaged and they when they have a question or need that they trust you to help them more than anyone else. I mean, in Portland, Oregon, where we are, there's 8500 realtors, in any market, a small portion of those do most of the business. And what we're going to talk about today is how to be one of those people and how to build a database so that you can get through that recession. And the book, The Golden handoff never would have been written if there wasn't the Great Recession, because that happened because people were getting out of the real estate business when it crashed last time, so a lot of realtors decided to exit the business because it got so much harder to do the work. And it wasn't like, it wasn't fun conversations, you had to have hard conversations every single day. And for a lot of people, it was just the emotional toll of that was too much. And the book, The Golden handoff happened because of people that were exiting the business. And I approached them and said, Hey, you have you have a database, you have all these people that know and trust you. And basically I would love to help them since you're not going to anymore. And I would love for you to endorse them to work with me. And that's the basically that's the seat of that book. The book goes into a lot more depth and then the workbook you mentioned I'm really excited to be doing this now. A couple years after the books come out. It's really meant to like step by step with checklist worksheets, interview questions help the retirement agent and the adopted native through the whole process. Justin Stoddart  Powerful man, I think that's really where people are needing to have leadership, it's not just the information anymore, it's really a how to here, let me take you by the hand and walk you through how to do this, I love the fact that you've taken a concept that is so highly relevant that's so highly needed in the real estate space. And now you're adding additional layers of help to offer to people to again, help those that want to exit the business and get something for other years of work actually be able to do that. And then have these these agents that are maybe newer in the business that would be the like, not even new or just maybe experienced in the business to be able to say, I'm going to adopt that book of business, I'm going to take on that database and treat them like you have treated them and, you know, therefore projecting, you know, putting their career on a on a path that they never would have been able to recreate in such a short period of time. You know, it's it's, it's a powerful concept. So thank you for spending the time to do that. I know that's kind of a labor of love. If you will, for the industry and the agents that you see wanting to retire, and those that want to grow quickly, so kudos to you for doing that. It's awesome stuff. And obviously, in that process you became proficient at or highly proficient at helping, like really identifying what matters in a database, right? Like what matters in relationships, because, again, you've purchased a number of books of business yourself, you've helped other people purchase books of business and you know, like, what matters when it comes down, when you sit down at the table to evaluate somebody's business, you know, what information matters and, and, and the stuff that when it's not there, it's really detrimental to being able to not only have a relationship with that direct agent, but especially with when you're passing that when you're handing off that book of business, somebody else. What are a few of those things, Nick, that you would say, absolutely need to be in somebody's, not just their database, but in a relationship for a client to be able to really have a strong business. Nick Krautter  I think the core most important thing is how many people know you and trust you and and so there's two components to that. The first one is, you know, what is your competence? And what is your character? And I would say your character just is what it is. Do you do the right thing do you do what you say you're going to do? A competence is understanding the market, understanding the process and being able to help advise clients in a good market, you know, and obviously, good or bad, I'd say like a market is going up a market that's going down or a market that's flat, how to succeed in that market, whether you're buying or selling. And that's our job. I think a lot of realtors internalize. They take credit when the market goes up, and they take responsibility when it goes do wn. And both of those are wrong. We don't affect the market. In a macro sense. We certainly can affect the transaction, we can affect each...

Hey, welcome back to the Think Bigger Real Estate Show. I am your host, Justin Stoddart, and really honored to have these two back. If you had been watching my show for any period of time, you realize last year, Tonya Eberhart and Michael Carr, and I'm gonna explain to you who they are and why that matters to you here in just a minute, but they were on and they were loved by me and by anybody that watched the show. So let me just remind you before I, again, make this great introduction of these amazing two people that are really going to delve into branding, the things that you need to know about branding, that, that my personal mission is to is to wake you up to help you recognize the potential that's inside of you, and then inspire and help you live a life in pursuit of that. That's what I'm all about. This show is a function of that. And I go out and find amazing people like Tanya and Michael, to bring to you to, again to help you be in pursuit of that life. So that's what this is all about. And again, I want to thank Tonya & Michael, let me before I do a full intro. Let me just thank you two for coming on the show today. That's such a pleasure, actually. I love spending time with you guys. Let me do a kind of a brief intro here. Tonya is the founder of Brand Face and branding agent to the business stars. She's authored four books on personal branding if that doesn't say enough, her start wasn't maybe in like with the stars, right? It was actually out selling vacuum cleaners right? She hustles and then she's had jobs in radio kind of all the way top to bottom. How do you go from prospecting like door to door sales all the way to where people are coming at you because of your brand. I think that's an amazing transition that everybody that I work with, wants to know How do I stop having to go to people and have them start coming to me? Next to her and handsome gentlemen on the right there is Michael Carr. He's America's top selling real estate auctioneer, and the abundant life broker. I think anybody that's been in real estate auction knows Michael Carr's name. Michael, you've done, been involved in over 74,000 transactions. You know, it as many as 27 states that's a pretty impressive resume and pretty cool and your story, right is that you sought out Tonya's help for branding and realized what a magician she was, and at that point, you're like, why don't we partner up? I think you can do I can even help you scale this further and became testimonial number one and now a key partner in helping to expand this branding movement across the country. Is that true?That is true. Yes, it but when I had met her I had done around 65,000 transactions and we've done another we've added another 10 - 11 on those. Since we came on board, we moved from auctions to arm's length transactions with just regular brokerage and, and now we're working on a third location for Michael Carr and associates all using the brand base principles.I'm thrilled to have you guys on here. Thank you for taking the time. I know I've I've had the privilege to do this once. So excited to do it again. Let's jump into kind of what the audience is here for, which is to really get clear on branding. We've promised them kind of six critical categories for the becoming like a branding expert. And so let's just jump right into that. Tonya, I'm going to have you kind of lead us point number one is differentiation. Would you talk to us about why differentiation is important and what people need to do to differentiateYou got it. So we developed a program called Brand Face score. So if you don't really know whether you've got a super strong well defined or developed personal brand, you'll go to Band Face score.com and that'll take you through a certain system so you can find out whether your brand is strong. When we look at whether a brand is well developed and defined, so that it can help you stand out we look at six different major categories and differentiation is the first one of those and that means is it immediately apparent what sets you apart you know what makes you different. As we might have talked about the last time we were on your show, Justin, it's better is subjective, different is inarguable, and so you never really want to say I'm better at this time. I'm better at that, because that's all subjective, right? You want to express how you're different from everybody else in your arena. And that is exactly what that differentiation means. What sets you apart?That's powerful. You right? I don't know if it was you guys that coined this, but but the sea of sameness was that you thatIt was actually yeah, it was in that and that is that was something that just kept coming up. And we came up with the term one day, but it just kept coming up to us because all the agents that were coming to us and were telling us, everybody starts to look the same. The business cars, the websites, everything looks the same is like oh, well yeah, because that's now we've created this sea of sameness and now we've got to break out of that sea of sameness.And hey I gotta add this and I can't help but add it in. There's there's major brokerages national worldwide brokerages that are making that sea of sameness worse, they're they're touting their brand, and now the individual agents are going away. So there's been been a shift in the disruptors to even make the sea of sameness worse.That's a great point, Michael. You know, it's interesting. I see kind of the best brokerages out there ones that are more platforms, you see some that really try and dominate the brand and be all over the like be the brand. I think there's there's value for the brokers. But my question is, is there value for the agent? Right? Maybe it's a question. Because to the consumer, it's, I can't tell why you're different than that that person pretty soon you start to wonder what the differences between thatagent and some of these discount brokers and tech platforms that are coming in offering to do with a lower cost. So I think it's pretty powerful to have that viewpoint number one, so let's go ahead and move on, man. So point number two.Yeah. Number two is your message, right? So you want to be sure that your message is more than just on the surface, right? You want your message and how you are different to that particular ideal client to be equal across all of your platforms, right and it needs to dig a little bit deeper. They need to know why you're better for them in all of your messaging. So number two is very important once you differentiate now you got to get that message out there clearly and deeper than just, you know, a picture on a sign.I can see why two follows one right in this scenario is that they'll never care that you're better unless they really identify that you're different, right? Different almost makes them say, Okay, I need to listen then, this is this is apples to oranges. What makes an orange and orange right what point you can really delve into what's the value proposition? what's what's, why is being different better for them am I understandin g that right? That's exactly right. Because that message will tell what stand for what your niche is, what your expertise is. And we all have it. Even if you've just started in real estate, you got a point of differentiation and you've got a message of your entire experience and life experiences led you to that point. And there were people out there seeking to work with that particular message and in that's where you start. You stop going out there and screaming and you start attracting.That's great stuff you guys. Let's move on to ideal customers. I think this is a key one right? Everyone tries to be kind of to serve everybody right to not want to lose any money right? You don't want to say no to people you don't want to turn people down for fear that that might be a great a great commission opportunity or a great you ...

Justin Stoddart  Hey, welcome back to the Think Bigger Real Estate Show. I'm your host, Justin Stoddart, excited to bring you today a couple of what I like to call icons. Somebody would say legends, guys who've done some amazing things in the digital media space when it comes to lending when it comes to real estate agents, really acting as a lighthouse, lighthouse to those of us in this industry saying what's coming? And where should we be going? Where should we be moving our business so that all of us can continue to create profitable niches within our industry. So before I get into introducing who these characters are, who you're going to love, it just really, really almost household names when it comes to this space. The purpose of my show, again, is to help you think bigger, most of the problems we face in life or because we're not thinking big enough, as we think bigger as as we start to do that our activities change, our results follow and our impact follows that part of thinking bigger is surrounding yourself with people that are thinking bigger than we are. And the purpose of this show is to put you in contact with people that are doing exactly that. That can help you think bigger. So I want to welcome onto the think bigger real estate show, Ryan Hills and RC of the art of resource show. Is that right guys did I butcher that, or, I'm sorry, Ryan Hills  We are called the resource, the RE Source, just Whatever, man. I'm Ryan. And that's RC. So thanks for having us on Justin. Justin Stoddart  I love it the resource, you can find them at the RE Source. So the resource.tv that's where their show is hosted. They've been putting out again content for a decade. Yeah, they could see this thing coming. I mean, if that's not an indicator in and of itself, as to how far ahead of the curve these guys are. 10 years ago, nobody was doing this stuff. Righ? Now there's a lot more people that are doing it. It's still not enough. And we're going to talk about that today. 10 years ago, you guys saw you where this industry needed to go and you started leading the way so kudos to you guys for being pioneers. For for really teaching all of us the importance of standing out and really being a thought leader, right, which is, I think part of the future of being of remaining well paid to this industry. Would you guys agree? Ryan Hills  I appreciate that man. And I love I love your mission and what you're doing in your space as well. So it's awesome to see that, as you said earlier, you know, I'd love and I think you would, too, for more people to kind of follow that model in real estate lending and title. appraisers, like even small business owners is crazy to me that 10 years later, I remember telling rc 10 years ago, like, Hey, we got to be quick, we got to be fast, because people are going to catch on. And a decade later, it's still not being leveraged as much as it should. So that's part of our mission is to continue to go out there and challenge realtors, lenders, entrepreneurs to leverage social, leverage video, because it's such an awesome platform and you never been able to reach so many people so quick, and it's actually relatively inexpensive now, versus kind of the old method. So, love what you're doing, man. Thanks. Thanks for having us on again. Absolutely. Yes. Justin Stoddart  Yeah, no, it's my pleasure again I am. If there's anything I do well, it's because I'm standing on the shoulders of giants like you guys that saw this coming a long time ago. And you know, and probably similar to what you guys just described. At first, I was like, I gotta hurry like, I gotta get this out. Everyone's got a copy of the reality is most people don't and most people should right? Let's talk about that, like why having an interesting that everybody needs to do their own show, right? But having a very strong presence in digital media, why do you think that matters now more than ever before? Ryan Hills  Well, I mean, presence and brand to me like kind of same thing. And we're going to talk about that at the OMBA coming up. And I don't want to give away too much of what we're going to talk about because I'd love to see you guys there. There's only 75 spots, it's going to fill up really, really quick. I told Justin before the before we started shooting, like I'd love to fill that up with realtors at a mortgage event. I just think that would be funny. So if you're like listening, realtors make sure you you sign up real quick. I'm sure we'll throw something in the comment section as far as the link to sign up, but we're gonna we're going to address that. Why is it important to have a brand? For us? Our origin story 10 years ago was just that like, great recession hit, we were young in the business, you know, we didn't have gigantic databases or referral partners. How do we become relevant? How do we build a brand? That's where we started 10 years ago. So we're going to give 10 years of our lessons on building that brand becoming relevant. We're just not going to give it today because I want to build desire. So I can see you guys in Oregon in a few weeks. RC  Something that stops a lot of people, which is why I'm interested in coming on the show, is it's a mental thing, right? And so fear plays a really big role in building a brand. Why me? Why does someone want to pay attention to me? There's so many other people just killing it. So it starts, you know, starts in your head as far as answering like, Oh, I am good enough to do video. It doesn't matter. I look what I look like I sound way sound like and I do have things inside of me that I need to share with people to make an impact positively. And that leverage of always adding value is where the influence begins. And so I think it's a mind shift, not caring about yourself but realizing you have an obligation to serve your customers and your talk to your customers. Ryan Hills  How did you say before we started? Because I think you, you got to the answer, and we'll get to all of the How to stuff at our talk. But how did you say what was your phrase about having real estate in their head? Justin Stoddart  Yeah, no, I appreciate asking. So I'm a firm believer that that you need to own a piece of real estate and people's brain, which can also be described as mindshare, right? You like to read that concept but it's definitely what it is. It's it's you own real estate someone's brain. If you own zero real estate, in someone's brain, there's zero percent chance they will use you on the real estate transaction because they've forgotten about you. mean Case in point the first home My wife and I went to sell. I had a very good friend who would help me in my general contracting business, we'd moved out of state that turned our primary residence into a rental. We're now moving back to Oregon. We're from and we decided to sell the rental Wish I wouldn't have looked at it what that homes worth nevertheless, My wife looks at me and says, Justin, Who should we use for real estate? I was like, like no names came to mind. I'd been out of the state for six months. Nobody really stayed in contact with me. But you know, I was a builder, right? I worked with agents. And so finally a name came to mind. It was a gentleman named John, John had put me on some really, in my opinion, terrible drip campaigns, but he's the only guy communicated with me now owned, terrible real estate, my brain, but he was the only one that owned real estate in my brain, so I gave the listing to John. Within probably a few hours, my heart just sank. And I thought, what about my friend Craig? Oh, crap. I would have loved to have given this listing to Craig. Craig again, had added value to me as a builder. He was a friend of mine from college. Nevertheless, I had to make that uncomfort...

Mike Ciorrocco  Hey, welcome back to the Think Bigger Real Estate Show. I'm your host Justin Stoddart I'm fired up excited today about our guest, Mike Ciorrocco. He's also known as Mikey, see, he's a big time player in the lending space out of South Florida does some incredible things. You're going to love what this man does not only in the mortgage space, but in helping helping people see and pursue their own potential. There's a lot in common between me and Mike. So let me just remind you the Pat, that purpose and passion of this show is to help you think bigger as you do your activities change and as your activities change, and your results start to follow. And then you could have a bigger impact on the world. My My passion is on helping people tap into that untapped potential. I believe that the greatest untapped natural resource out there is human potential. And Mike and I today are going to help you tap into that, which you're missing out on that untapped human potential inside of you. Let me give you a little background on Mike "C-Roc" as he's known, he's a motivator of facilitator, dynamic public speaker to fierce friend and coach at his core. He's a grinder that gets after it. I hear him on mentoring calls. He and I both have been mentored by Grant Cardone, and I hear him light a fire, not only in his own business, but also on the mentoring calls it's really fun to see. He that actually has led him to inspire others to see the greatness inside of themselves and the sound totally similar to like what I'm all about. I love it. Mike is a manager at Nations Lending and residential mortgage company, he and his three best friends have built one of the most profitable divisions within Nations Lending from the ground up helping their clients find the ability from a financial standpoint to purchase their dream homes. Now, in addition to that, he speaks to, you know, thousands of real estate agents. He's a thought leader, as you can see from the studio behind him and on his hat you're at he's asking the question, What are you made of? So Mike C I want to welcome you to the think bigger real estate show today. appreciate you taking the time. I'm really excited about we're going to talk about today. Let's go Justin. Let's make it happen. Man, good. Glad to be here. Glad you invited me on your show. And et's blow this thing up, man. Let's provide some great content. Justin Stoddart  Let's do it. I'm excited. So let's, let's start off by talking about the mentorship with Grant Cardone was not inexpensive, right? Tell me why you decided to invest in yourself and your own business, specifically in the 10 X Mentor Program. Mike Ciorrocco  Well, first of all, let me let me we got I got to correct you, but and that's part of us having one on one like each of us accountability hold each other accountable. It's not a lot of money. It was that I think it was a 997 right. It's not a lot of money, dude. Because Listen, the thing is, is that when people see $997 1000 bucks, they're thinking small, right? So that's one of the biggest things that since I've been following grant for about two years now. One of the biggest things that he's taught me is that I'm thinking too small, he thought too small, and that's why he shared it with everyone else. And so I started thinking of myself, okay, that 997 like, for example, with this Mentor Program 997, right? What does it get in me? If I don't do it? What does it cost to me? And what I found out, by the way, the mentor, there's a lot of stuff that goes along with it that we found out once we got in there. But prior to knowing what it was all involved in the network, and all the benefits from it, I thought to myself, what does it cost me not to be in this? And so I switched my thinking. Right? And, yeah, so so but the thing is, is that one of the lessons that we learned is that when you go to a mentoring program, you spend money on something or if you have a big goal, you go share it with someone, and then you see the reaction. Right? Remember, I'm going over that, and Hey, listen, I have mentoring by Grant Cardone, it's 997. And I'm learning a lot this night Just shut up. And then you see, yeah, you see the response. And then you can figure out where people's heads really are and whether you want to be around those people that much. Because the people that say, Wow, man, really tell me more about it or hope you do. With those are the people you want to be around. But the people that said what you did what thousand bucks for what I meant, come on, man, get them out. Remove that. That's what I always talk about removing all obstacles. I have goals in mind for myself that are big. And if I shared it with you guys, you might you might think I'm crazy might laugh because a lot of people do laugh at my goals. And those are the people that aren't going to ride on my plane when I get a plane. That's what I always say to myself. So sharing your goals with people is one of the things we learned and then removing the obstacles because people are obstacles most of the time. It's the people that are closest to you that are obstacles. So these are some of the things that I learned in it. But uh, yeah, I mean, I was in it and and the thing is, we get to network in before the call and after the call, and that's how we met.Justin Stoddart  It's true. You know, I want to I want to capital, I put up an explanation point, what you just said there is that you're right, everybody looks at like how much does it cost you to do something where as you said, we're It cost me not to do it. I've a coach, you said, What's the cost of the cost? actually had somebody at one point point this out? He said, How much did you make last year? And then he said, Take a million dollars a year and subtract that from what you made, subtract what you made last year from a million dollars. And he said, Okay, let's say just for, you know, easy routing purposes, let's say it was $200,000. He said, it costs you $800,000 last year to not know how to make a million dollars. Not a great way to look at it. It's absolutely man, like that thousand dollar mentoring program all of a sudden, is that expensive when you start to realize like, what, like, how, how much is it costing me to not know how to make more money? And I think for you know, real estate agents, which are our common audience, right? There's sometimes a lack of wanting to invest in in themselves, right? Is that I can't like it's, it's, it's like hyper focus on the bottom line, as opposed to what grant teaches which is like, look at the top line. I'm focused on the top line.How do I drive the revenue. And then you start looking at investments as opposed to savings, you start looking at, you know, spending money, not saving money, but spending money, that's going to get a great return. That's something that's really showing you this. Mike Ciorrocco  Well, you hear the same back in the day, it takes money to make money, right? So when you don't know something, and Grant says this one too, when you have no of something you don't know something. So when you have no of something, you don't k n o w something. And it's so true. If you don't have any money, you don't know something about money. So you need to figure out how to get money and you need to learn and figure it out. And the Mentor Program, what it does is it speeds things up. So the way I looked at this, Justin is I can do things on my own, which I have in the past. You know, I started a mortgage branch in a division and I did it on my own without hardly any mentoring, which I didn't, I didn't k n o w, right, I didn't know better. So what happened is, is that it took me a lot of time and money to get us to where we are today. Way, way, way, way more than 997 so you're going to spend money on a mentoring program or being with a mentor or lea...

Justin Stoddart  Hey, welcome back to the Think Bigger Real Estate Show. I'm your host Justin Stoddart, excited to be here today and have an absolute superstar, both in business and in life, who has become a very good friend of mine, here in the Think Bigger Studio. Haris, total pleasure, we're thinking big today aren't we?Haris Hadziselimovic  We're thinking big. I'm right here. Justin Stoddart  For those of you who don't know who Haris is, he's a top resale agent in Southwest Washington has an enormous brand presence and that today we're going to debunk some myths. But before... In fact, here's the here's the myths that we're going to debunk which are this, which is, is it possible to have a really big business that sells a lot of homes, and at the same time, have very personal relationships with your clients. Many think that the two are exclusive, you can't you can't have one or the other. And Haris is here today to debunk that myth because that's exactly how he's built a big business. So, before we get into further introducing Haris, let me just say that remind you that the purpose of this show is to help you to think bigger. I know that when you start thinking bigger your activity starts to follow, you start to believe that there's something new and possible for you and as you do the different activities, you get different results, which then enables you to have a life of tremendous impact. And that's what we're all about here. And so again, thank you, Haris. I'm going to have the courage to pronounce Haris's name... which sounds so smooth when it comes out of your mouth. I'll practice it. But the next time we do this episode, I'm going to nail that sucker. So um, Haris, tell us a little bit about you. You're out of Vancouver, Washington. Last year you guys sold how many homes? Haris Hadziselimovic  Yeah, out of Vancouver, Washington. Last year, we sold 172 homes, which is pretty awesome. That was great. Killer year. Yeah, that comes down to selling a home but every 2.1 days, which is incredible, something I really wasn't sure how be possible or achievable. And then we went for it and we did it. Justin Stoddart  Man, that's impressive feat. Let's even touch on maybe before we go delve into how in the world did you do that? Something that you're even, you've prioritized much higher than business, take care of your clients is taking care of your beautiful bride, and beautiful little girl. Tell us about kind of what that's done for you in life and just kind of the pride of being a dad. Haris Hadziselimovic  Yeah, it's incredible. So a little Eva, now's one years old. It's awesome. And it's so crazy to think how much energy and love you just want to give, give, give, give, give, and what you get really good at is being prioritize doing stuff that matters. And and it just transformed really the life and business you get great at saying yes and great at saying no. And it actually in the funnest part of the journey has also been to share even with the world, you know, have her be present on social media, how people see her. I can't even tell you how many clients reached out event friends and said, Hey, we love that you had or tell us more or Let's reschedule that appointment. You're a new dad and spend your time with her. So it's been really cool just to see that support and I think part of that is just being being a business that being human, and then actually seeing people see you for who you are. So it just opened up a whole new world and we're just tickled. We're just thrilled. He's such a good dad. It's It's It's fun to watch him. I know, having your you and your wife having a child didn't come easy for you guys. Right? There was some challenge there. Yeah, absolutely. It was it was a long road, a year trial, a trial run, and then successfully without an embryo and ended up being surrogacy situation and everything worked out. And now we have a beautiful little girl and life is amazing. Justin Stoddart  So cool. And I would say probably anything really good at life rarely comes really easily. And I think that's probably true both in in personal things, right. Having a great marriage, being a great dad and building a great business. It's not like you just were born to do this stuff. You had to become this right? Haris Hadziselimovic  Sure. You know, I think part of it is some learned behaviors, some of is your environment. Others is just, you know, maybe who you are a little bit starts to creep up into the business world and it keeps expanding. And then that turns into just having a large business and being connected to a lot of people. So but definitely a lot of learned behaviors that summer, I would say natural and others are more learned talents. Now, I know. I think the last time we spoke we went deep into this. We will go deep in it today. But your background, you come from Bosnia, yes. And your childhood looked a lot different than probably most of us that are listening to this today. And that remember the story of you guys playing outside with football helmets on not because you're afraid of getting tackled, but because of why? Oh, yeah. So there was definitely times where we had we had helmets on and then we were friends with like the UN people to that were there and there's a time I had like the bulletproof vest on. It just life is different life is different here than it is someplace else. And there's certainly other countries that go through something similar I think us is a little bit of unrealized potential and opportunity. And I think it's somewhat normal that people wake up and they just wake up, they brush their teeth, they got water, they got just see they go to work, everything's normal. And maybe we just don't often realize that not everybody has that. And in their situation, so it's cool to realize that we're really great country with a lot of opportunity. Justin Stoddart  Yeah, yeah. That's you've really helped me to see that even more clearly Harris is the fact just hearing your story. I spent a couple years in Brazil and know firsthand, not as well as you do. But But we live in it in a country in a time in an era of unlimited opportunity. Very much so. And if we're, if we don't yet have the life that we want, either we're furiously working on it, or we just maybe are missing the fact of how, how ripe success is for the picking here. Right? Not that it's easy, but it's available. Haris Hadziselimovic  Yeah, it's available. It's up to you to decide if you want to take it so and and I have a lot of friends in the business and out of the business that have always asked for advice on what to do next. And sometimes you have to step back and realize that somebody may want to ask for it but not willing to do it. Yeah. And others will just doing it, but then maybe don't ask him for help yet. So you offer healthy, but it's definitely a place for everything's possible. There's just are you going to do the work? Yeah, yeah, we actually had this conversation a day or so ago, about when people reach out to be mentored, like a filter, sometimes you have to use is, is this person going to do anything with it, because last thing you want to do is, is be that escape for them that they're looking for, which is to continue learning instead of actually doing? It's a very natural, I think it's a good feel for them to say, Hey, I talked to so and so I got some advice. And then they can kind of say I did this today, and they move on with their day, but not really get productive. So you have to be careful of, I would say enabling that. Yes. Sometimes you tell people, let's talk about let's do this. They feel good about the phone call, but they don't actually have any action plans afterwards. Justin Stoddart  Yeah, yeah. I...

Joe Fustolo, Founder of the uber popular Facebook Group, Masters in Real Estate, knows a thing or two about creating community in real estate. Tune in to hear his most important tips.

Justin Stoddart  Hey, welcome back to the Think Bigger Real Estate Show I am your host, Justin Stoddart and fired up about today's episode as it's one that I know is very pertinent to top agents and aspiring top agents. And it's how to recruit, listening to this show, you're going to learn principles from a master recruiter, they're going to help you attract the talent that you need to get your business to the next level. Let me just remind you that the purpose of this show is to help you think bigger. I know that as you do, as you start to think bigger, your actions start to change, and your outcome starts to change. And ultimately, you're able to go on to live a life of great impact, which is what my mission and passion are all about. So I'm excited to put you in front of people who are big thinkers. Just like today's guest, his name is Connor Schwab. So first and foremost, Connor, thank you for coming on the show today. excited to have you here.Connor Schwab  Appreciate it, Justin. It's a it's an absolute pleasure.Justin Stoddart  Yeah, good stuff, man. So Connor and I have not known each other very long, but I learned really quickly. He's a master recruiter his back and let me tell you a little bit about his background. He worked for years. recruiting scientists into the biotech space. He lived in a Silicon Valley area at the time, and that we all know how competitive it is to for computer engineers, right? You've got Google, you've got Facebook, you've got all these massive companies like Apple, etc, that are trying to recruit talent. Well, the, the biotech space is similarly extremely competitive. And so he worked for a recruiting company, not only worked for them, but he was actually the top 20 out of 2500 recruiters. So the guy did this all day long and was masterful at it. In addition to that, he's since got his MBA from a university that maybe some of you are familiar with. If not, it's you'll want to be familiar with it. It's called actin a CT when he walked me through what the curriculum look like. And it was honestly probably the answer to all of the things that I thought were wrong with a university education like it was very much in action, doing work, working with real companies, helping them get to the next level. So his education and his work experiences is super legit. So I'm excited. to have you here, Connor on the show today to teach all of us how to be better recruiters.Connor Schwab  Absolutely can't wait.Justin Stoddart  Let's get into it, man, let's get into it. So let's talk a little bit about maybe give us three principles, three principles that you feel like if people did these things. They would be better recruiters. Now, keep in mind that some of the people are listening to this, and they're a solo real estate agent. And they are saying to themselves, I'm ready to hire my first assistant, I can't do it all myself, right. I've got a transaction coordinator, but it's still I need more help. Right? And they're at that spot in their business. There are others that already have a very full team, right? And they're trying to attract talented real estate producing agents to their team, or maybe they want a brokerage and they looking to attract talented teammates to their brokerage, right. So I would imagine that these principles would be applicable to all three of those scenarios. Would you agree?Connor Schwab  Absolutely. That's Yeah, and so the three principles would be the first is, you know, start today, and that is start to build your talent bench right away. The second is more getting into kind of the interviewing and the vetting process. And that is different ways of interviewing. It's called behavioral versus hypothetical. And the last one is kind of doing your background check. So you know, who you hire on your team. And once they're hired, you know, you're, you're, you're in a committed relationship. So you want to make absolutely sure that the person is going to be type person you need before you kind of pull the trigger and bring them on board.Justin Stoddart  I love it. Three great points. Let's get into the first kind of building your bench, right Talk to us a little bit about what that is, and then what it looks like on the ground for a real estate agent.Connor Schwab  Absolutely. So this can be used for solo agents, but it's also extremely applicable to someone who's building a team on a large scale. That is you. Anytime you come into contact with someone who you think kind of has the right stuff to be on your team or shares qualities that you share or you admire, that you could see on your team, you want to have some sort of lists going and you have, you know, you start with the number one, the perfect person that would be perfect on your team, and just kind of build it from there. And these can be people that you're meeting out of dinner friends at an open house, you know, maybe you see a listing that they have that you think's excellent. Anything like that, and you start to build it. And the reason why this is important is because sometimes a recruiting effort for a top agent can take three years. And you know, you want to start having those conversations early and being warm and being inviting and building that relationship so that when the timing is just like selling a house, so when the timing on their side is good, maybe maybe their kids graduate and go to college and they're looking for something new or they You know, have a disagreement with their boss or their company changes, then all of a sudden, you know, your your invite to come onto their team as a Top Producing agent is all of a sudden very realistic.Justin Stoddart  Yeah, I love this point, Connor for a couple of reasons. One, I think is that relationships take time when people are going to make a commitment to go to work for somebody, they're simply putting their entire entire family and livelihood in the hands of that person with whom they're going to work. And that doesn't happen overnight. Right? It takes time to develop those relationships. And maybe like a simplified version of what I hear you saying is you need to dig your well before you're thirsty. Like if you're, if you're going to find somebody at the moment you need them, it's too late because it's going to take time to build that trust and get them to really believe the fact that they can, that they can come work with you and that their situation in life is going to get better. That Is that a fair way to put it?Connor Schwab  Absolutely. Yeah, absolutely.Justin Stoddart  Great stuff. Okay, so would you say then that somebody should even if they don't have the need right now, let's say that they're new agent, they're like, I have no need for an assistant yet or my team's perfect. I've got all the right players, all the right producers, I don't need to recruit. You probably see better than I do the mistake in that thought, right? Is it like I'm not in recruiting mode right now.Connor Schwab  Life happens, you know, you might have the perfect team setup. And then life happens, you know, someone might move their spouse they might have to move or some something less fortunate happens in their lives with all sudden they can't work anymore. They have to make an arrangement or or they get headhunted to another opportunity themselves. So that's why having that bench is so important. So that if all of a sudden you find yourself kind of up the creek without a paddle, you you have a plan, you have a place that you can go right away to your bench to your list, and you can start calling people right away.Justin Stoddart  I love it. That's that's super profound. And I think there's probably some people that are saying like, I don't ever want to have an employee, I don't ever wan...

Justin Stoddart  Hey, welcome back to the Think Bigger Real Estate Show. I'm your host Justin Stoddart fired up to be back with you after a big business planning workshop yesterday. And we're following up with some amazing value today that is going to help you maximize the amount of money that you're putting out in sponsorships, and as real estate agents, you're oftentimes getting hit up like, hey, put your money here, put your money here and how do you maximize that? How do you get the best use of that money? I have with me an expert, a dear friend and an expert on this topic. He's been doing it for for a long, long time, we're going to get into that. But before I do, I want to remind you the mission of this show, which is very similar to mine, which is to help you think bigger. I know that as you begin to think bigger, your possibilities start to expand, you start to take different actions, you start to see things that have always been there, you just didn't see them before. And I know that one of the best ways to help you think bigger is to put you around other big thinkers, people that are doing great things that will inspire you to again expand your possibilities. So with that being said I'm a estatic today to have with me one of my longest term friends somebody who was actually a college roommate, since that time, he's done some very impressive things--built an amazing family. In addition to that, he has a really impressive background all about sponsorships and he's been on the... Jason let me welcome to the show first and foremost you come on to Think Bigger Real Estate Show.Jason Smith  Hey, I've got crazy stories about you being roomates and we'll keep it will keep it clean here.Justin Stoddart  Sounds like a little bit blackmail folks. Listen. Yeah, we'll keep it we'll keep it will keep it clean. Keep in mind we went to BYU, right? So the stories aren't that crazy, but they probably at least caused me to blush. But Jason, tell us a little bit about your background, what you what you're doing now and kind of what led to that so we can kind of get a get a picture of kind of where you're speaking from when it comes to helping real estate agents be really good at maximizing their money when it comes to sponsorships.Jason Smith  Yeah, so as you mentioned, went to Brigham Young University in Provo, Utah and had the pleasure of being your roommate,Justin Stoddart  Is that on your resume, you put that?Jason Smith  Right at the top. No, went to BYU and got my, my degree in advertising communications there and after that, well during my time at at BYU, I was I was interning with the Utah Jazz and helping with some game operation promotional type of experience there and and work and from there, build some relationships and and had a little quick stint in Denver where I was working for the Denver newspaper agency for a little bit. But always my love was if I could combine sports and advertising You know, it was that's what I wanted to do right and, and so kept in touch with the jazz and there's a full time position that came up and after a year of being in Denver came back and sold. corporate sponsorship sponsorships for For mountain America, or excuse me for the Utah Jazz, and then after, after a few years of that there I went down to back to BYU in the athletic department. They had a third party rights holder that was managing their sponsorships for them for the athletic department. And it called IMG college and worked for them for about seven years or so and then went from the sponsorship sell side and selling sponsorships and helping brands activate their sponsorships and these different venues and, and I came on the brand side and the corporate side with mountain America, as I mentioned before, and and so I've been doing that for about six years now where we're, I now go to the BYU us or the Utah Jazz or the Real Salt Lake so the Boise State's and and work with them on maximizing the value And the exposure for mountain America credit union, which is a regional credit union based in Utah.Justin Stoddart  Awesome stuff. So again, you've worked with some of the biggest brands in the Intermountain West, I should say some of the biggest teams, those that have loyal followings, right? Yeah, I know. IMG for those that aren't familiar with with that group. They run advertising and promotions. They are an outsourced kind of arm to help sell promotions and advertising for hundreds of universities, including the University of Oregon, and countless others, right? They really just have a great system. And your job there, Jason, as I as you stated, but just to kind of reiterate how this is going to tie into today's conversation, is that you would go out and meet knee to knee businesses and say, How much money do you have to advertise? Let's maximize that. Right let's get the most amount of exposure, the most amount of reach, the most amount of results for this amount of money that you said you have advertise. Is that true?Jason Smith  Yes, absolutely.Justin Stoddart  No. So now you find yourself on the other side of the table. You're part of a regional credit union that is looking to maximize its money whether you're putting it at Boise State, whether you're putting it, you tie it BYU at the Utah Jazz, these other places where there are sports marketing happening, you're trying to say, okay, where can we get the best bang for our buck with all of these different audiences? Right?Jason Smith  Yeah, yeah. And it's it's tricky because there's a lot of there's a lot of noise that can happen in a lot of these venues. You've been to, you know, Portland Trail Blazers, games, or Oregon games or Oregon State games, you know, there and in Portland, that there's a there's a lot of noise that can take place there. So you got to be really strategic on how you separate yourself.Justin Stoddart  Yeah. And I think, you know, for the real estate agents that are watching this again, I know I've got an audience that extends beyond residential real estate agents. Let me bring us back here. So for them, it's probably more like their local high school right? They're high school is coming to them. And they're saying, Hey, you know, we're selling advertising at games, you can put up a banner in the outfield, you can put a banner up in the gym, you can put a banner out along the fence at the football games, you can put advertising inside of the, you know, inside of the roster, right? There's all these different places where you can put money. A lot of us see posters around town and have a picture of like the baseball team, and there's different sponsors around the edges, right? Lots of demands on people's money again, going back to the business planning workshop that I taught yesterday, according to the millionaire real estate agent, book, which is a great textbook on how to build a really successful business. Again, not just be a successful salesperson, but to actually build a sales business. They talk about having 10% of your marketing or 10% of your of your gross commission. Go back towards marketing and you might think like, that's a lot of money like fun. Let's say it's $300,000 gross commission. It's $30,000 a year and again, me being a guy that's That's very referral based. I think a lot of people spend a lot of money in areas where they maybe shouldn't, where they could take that money and actually pour it back in to the biggest advocates of their business actually getting a chance to go have meals with them, maybe intimate client client events, I think, if you're looking at, okay, if I'm going to really dedicate 10% of my gross commission this year, I'm going to first and foremost, I'm gonna put on the list of like, I'm going to take care of the people that are taking care of my business, bu...

Justin Stoddart  Welcome back to the Think Bigger Real Estate Show. I'm your host Justin Stoddart, and I'm very excited to have a guest back with us today who's done some amazing things. Before I introduce him, I want to remind you the purpose of this show is to knock over the lead domino, which is to increase your thinking. As you start to think bigger.. the last domino is that you have a life of amazing impact and it all starts through thinking bigger and so I've got the great privilege of hanging around people like today's guest to help you think bigger. As I put you around big thinkers and build this tribe of fellow big thinkers, your life will be impacted. That's my goal. I'm excited to have Jim Remley back he is out of Southern Oregon. He's a 30 year veteran of the industry, actually started his first year in real estate at 19. At 23, he was already opening up his first office, built that to 17 offices, and now runs a top of 500 Real Trends business. He and his agents will sell almost a billion dollars this year in sales. They've done that for the past number of years. I'm thrilled to have Jim Remley back on the show. Jim, thanks for joining us again and pouring back into the Think Bigger Real Estate audience. Jim Remley  Always excited, Justin, you're an amazing guy. And I love the I love listening to the podcast and the live broadcast myself. So it's a pleasure to be here. Justin Stoddart  Thank you, Jim. that's a that's a great honor having someone like you say that. For those that aren't aware, I'm going to I'm going to kind of bring this up now. Jim, in every regard, in every right is a coach, again, he's done it himself and he helps countless agents do it. And so before I make you all wait to the end, I want to point people right now to his website, which is erealestatecoach.com, and I'm on there for $97 a month you get online, you get live training, tons of videos, and he gives all the listeners of the Think Bigger Real Estate Show a 14 day free trial. So if you don't quite make it to the end of this episode, please go take a visit. If you're interested in upping your game in 2020 now's the time and Jim's a great guy to learn from so thanks for that generous offer. By the way, Jim, I really appreciate you offering that. Jim Remley  You bet. Justin Stoddart  So today's show is going to go into the, obviously, we are experiencing a bit of a market shift and how do we shift with it? How do we prepare ourselves to move more into a buyers market? Jim, explain to us a little bit what you see economically. And we talked a little bit before, would you kind of share with the audience what you're seeing, you've been at this for 30 years, right? This is this is not new to you to realize that markets inhale and exhale,describe to us kind of what you're seeing right now and maybe what we can be prepared for.Jim Remley  So we're I was telling agents, I was at a convention up in Bellevue, Washington last week, we had this conversation. You know, we're, we're 10 years into a seven year cycle. And so we've had this great run and spent a tremendous upswing in the market for a long, long time. But we have to expect that the market is going to shift at some point and you can't expect just that to continue on and on and on and on. But the shift won't be as dramatic as a great recession, we can predict that it's not that situation. People forget in the Great Recession when we entered that we had 11 months of inventory going into that. Right now we have four months of inventory nationwide. So it's a completely different market environment. We had much higher interest rates than we do now. So what what will drive the shift is inventory really. And as inventory increases, that's when you go for it's all supply versus demand, right. But last year, I just was we were having this conversation just about what changed, you know, kind of the feeling every kind of kind of feel it in the market. There's kind of a feeling in the market right now about a little bit of a shift. But last year, at this time, in November, December, we were sitting at a much, much higher interest rate back interest rates that it hit a peak in December. And in most markets, it was like a wet blanket hit the market. In my market. We ourselves were off 50% last December. And the same time we would still had double digit appreciation on many markets. And so by our resistance to prices, combined with higher interest rates caused everybody to kind of step back and say, wait a second, I'm not gonna lie for a minute. And the Fed at that point in December last year said, we're going to raise interest rates three more times in 2019. So I was preparing my agents were a major market shift. What happened is the Fed reverse course completely and actually decrease rates three times, maybe even four times. Coming in, we got another one coming, actually, they just announced. So what happened is we had this increase of inventory steadily all the way through July. And price appreciation went from double digits to single digits. And in some markets across the country. We actually had price reductions. And then in August, and now in September, we've seen the market kind of will come back. And the reason is, interest rates hit a seven year low in August. And so my in my market in September, we had a 40% year over year, increasing sales 40% more than we did in 2018. So people would say, oh, we're past it. We're not going to have any kind of correction. But that kind of thinking is what everyone wants to think, cycles. And you can't think that way, you got to just assume that at some point, there is going to be a correction. And if I prepare for it now, I'm gonna be way ahead of my competition. So that's, you know, that's a message, I'm telling all my agents, let's start thinking about how we're going to position ourselves coming into a buyers market. And, Justin, as you and I talked about before the session, it's really a tale of two markets. Right. And I don't know about it, where you're living and working. But for most of the country, the the luxury market is a completely different market than the starter or move up market. And so is that true for you?Justin Stoddart  Yeah, we're absolutely seeing that we're seeing, you know, price reductions, we're seeing increases of inventory, you know, in all the luxury markets. So yeah, it's absolutely and that's it tends to be as you have identified tends to be kind of the, you know, the lead indicator that we're coming into some softening of the market is when the high end starts to be affected.Jim Remley  Absolutely. And I just study last week. quarters has been an increase in the number of luxury listings across the country last quarter, it was up 19% but that's a nationwide but in the West, when you break it down by the West, there's a lot higher numbers on that. I was looking at the numbers recently for my market, we're up 114% on the number of listings that are active in our market compared to a year ago in the luxury category, then is up 19 92% I think though he was up 35%. So you look at these numbers in your market and you can see it's really a tale of two markets below in in my market, it's below 750 your market might be a little below million dollars, but at some status or substrata I should say the market is different, right? And that will start to flow downward and you'll start to see that creep into other lower price tiers. So we talked about how do you deal with this stuff right? What do I do if I'm listing a luxury house or in my market it's already Creek down and I'm starting to see it. You know a lot of agents are prepared for this because if they got in the market, and 2010 or 2011, or 2012, they've been living through this huge expansion of the market. They've never lived through a buyers market. And...

Justin Stoddart  Hey, welcome back to the Think Bigger Real Estate Show. I'm very excited about today's episode. It's going to teach you how you are competing with Netflix and how you can actually win. You might be thinking I'm crazy right now. We'll we'll get back to that and even introduce today's guest that is going to help us with this exact topic. But I want to remind you the purpose of this show is to knock over the first domino before you leave. Sorry, before you live a life of great impact. You have to think bigger. This episode, this show is all about helping you think bigger so that that process starts again. I'm thrilled today to have with me actually somebody I've known for a long time. Jason, I was a high school together years ago, and I won't I won't totally date us as far as how long ago that was, but he was a good guy back then. And he's a great guy now. And so let me introduce him Jason Mendell, three years in the business $28 million in your second year in the business all by yourself impressive. recently partnered with Veronica Park. They are luxury agents and they do some really Really cool things when it comes to marketing going to talk all about that today. But before I get into that, Jason, thank you for coming on the real estate show.Jason Mendell  Thanks. It's good to be here. And it's funny how things all come full circle so years ago, we're buddies and we still are so good toJustin Stoddart  see, you know, yeah, likewise, man. Yeah, way back when wilsonville high school I was the first graduating class and I think you were right behind me.Jason Mendell  First full graduating class.Justin Stoddart  Yeah, that's right. That's right. We were not very big class back then. Now wilsonville is kind of a perennial powerhouse back then we just kind of a limp along school. Anyway, fun to see what you've done with your career. I know you've had built grown businesses have a beautiful family. Just so everyone knows. About a week ago, we were scheduled and Jason Texas said I'm not gonna be able to do this. And we were texting back and forth and I was joking about how he's a better dad than I am. It's which is quite possibly true. But some Jason before we get into kind of your expertise in marketing You being a great dad, I want to I want to, I want to, like remind people that the like, another purpose of this show is for people to think bigger than real estate. What is your favorite part about being a dad?Unknown Speaker  Well, you know, I think it's having someone that always looks up to you and loves you. unconventional. So, you know, real estate is a hard job or within the home a lot or, you know, it's got to be a balanced you need a good team. So whether it's a team at home or the right team in the office, or the right brand behind you, having the right people, you know, around you, but yeah, being a dad is a big thing. I've got a little six and eight year old, very proud of them. And I'm good. That's all I can handle. I know that you've got a few more than me, but it's definitely a you know, big heart moment. Yeah. Yeah.Justin Stoddart  It's awesome. I can tell that that's a kind of at the core of who you are, which is awesome. Congrats to you and your wife. Now. Now you did 28 million your second year in the business yet you decided to partner Tell me why this concept of partnering? Why did you?Unknown Speaker  So one of the real impactful presentations that I saw last year was Barbara Corcoran, it was through the P Mark group. And there were two big takeaways that I got from her. One is that this is a tough business. And it's not your success, but it's how you get back up after you get beat down. So every day and this is a tough business, so you want to have someone who cares cares about you, and you care about them. And you can have that open communication list. So it's tough. I had a bad day yesterday, but you know what, I got back up today, and it's about moving forward. So that was a big takeaway. And then the second one was, you know, have the right balance. So a lot of people know me I'm kind of out there. I like being the captain of fun but getting things done, and I need the right balance. So that's why I was lucky enough to find Veronica Park this last year to team up with her. She really helps us and you know, we're the perfect couple to move forward business coupleJustin Stoddart  What a powerful combo. You know, I remember Barbara Corcoran saying the same thing is that she would take someone with grit over someone with talent all day long, because at the end of the day, it doesn't matter how talented you are, if when you get knocked down, you stay there, your talent is dormant, it's not actually doing anything. Whereas you get somebody with with some grit that maybe isn't as talented and they can pop back up and keep doing the work. Eventually that person is going to win. And so I think that that gave me encouragement. I don't see myself as overly talented, but I do have some grit. And so it was it was exciting to have her say that I think there's a lot of truth to that. And I think for those maybe that don't feel like they don't have grit that it can be developed. And in your case you said, you know, another way to develop that grit is to partner with someone so I'm not lonely. You know, I've built businesses, as you know, had a high end home building company for a number of years. And it can be lonely when you're in business for yourself. And so I think you know, part of what I hear you saying is that there's there's power in partnership. There's synergy, right? One plus one doesn't equal to n equals more than that equals three and beyond, right? Correct,Unknown Speaker  you don't and having the right partnership, but it's also activities. So you know, whether it's a activity leads to results, whether it's a discussion or a door hanger that we're doing or a red carpet reveal, or, you know, whatever it may be. You got to be at active in this market. So Veronica and I, we do two open houses every Saturday to open houses every Sunday. We're out there, we're getting stuff done. And that's really important. So someone along this journey is is really key for us to be successful.Justin Stoddart  That's awesome, man. I love it. I was listening to a gentleman today, Ricky Carruth who's going to be on the show on Friday. And he was saying anything works as long as it involves you out talking to people, anything like everything works as long as it involves you talking to more people about real estate you like it will work. And I love how you guys are getting after it like four open houses a weekend between the two of you that's another Your customers love that. And I'm sure it's it's just great for business.Unknown Speaker  Yeah, well the end result is that you know, we're selling more houses, the days on market are shorter, and we've got more inventory and we're picking up new buyers and sellers because of that big chunk of our businesses come from that. Just getting out.Justin Stoddart  Yeah, must be present to win right it's hard to actually win when you're not out in front of people. So love it you guys are getting after got a few comments here. We got said Nate Kraus erotical Park. Speaking of them are chiming in here. So thanks, guys, for your comments. Let's get into kind of this topic of you know, it's kind of how I see it is that we are competing against Netflix, it's not good enough anymore, for one to just get on camera or on a blog and share relevant real estate news, right? I think about the newsletters of old that are just very factual, with no entertainment value, or the videos that get up in there. Just Simply like kind of a rambling of rates and, you know, inventory and like that's, in my op...

Justin Stoddart  I'm your host Justin Stoddart and I'm fortunate today to have with me someone who I admire in business in life, he's become a very dear friend of mine. Before I introduce him, let me just remind you the purpose of this show, is to help you think bigger. As you do everything else follows suit. If you look at any of the great masterminds, any of the great leaders of all time, they say, it always begins with your thoughts. Thoughts are things. The purpose of this show is to is to hit that first domino so that you end up having a life of great, great impact. Today's show is going to be a really special one, as I mentioned that this is an individual who inspires me both in business and he's become a very dear friend of mine. His name is Patrick Woods. Patrick, before I give you the full before I give people the full bio on you, I want to thank you for taking time out of your very busy schedule to come be with us today.Patrick Woods  Yes, we've been trying to do this for a little while now.Justin Stoddart  Yeah, yeah, you're, you know, you're doing some really impressive things. For those that don't know you. And I know there's a big part of my audience that does and loves you as well. But you're your owner of the Patrick Woods Real Estate Group, out of Sacramento area, for those that aren't familiar with the kind of small areas outside of Sacramento. He's a KW maps coach and coaches about 20 people at any given time. Really over the course of your career, we discovered that you've logged between 5000 and 6000 coaching calls, which is amazing. Yeah, yeah. You're owner of a KW franchise. Is it Elk Grove that you own? Is that right?Patrick Woods  Yes, it's the Elk Grove market center. We have about 170 Associates, and I've owned it for a little over two years now.Justin Stoddart  Awesome, man. So, so cool. And then you travel, speak, teach and train all around the country. And most importantly, which should have been at the top of the list, you're an amazing husband and father and proud dog owner I should say.Patrick Woods  Well ask my wife is she says amazing, but yes, I am a husband.Justin Stoddart  Depends on the day, right? Sometimes we get the amazing vote. Sometimes it'sPatrick Woods  ...the opposite. You just never know. I definitely do my best. SoJustin Stoddart  Well, I'm really excited to get into this topic because how long ago was it that you decided that you were going to run the Boston Marathon?Unknown Speaker  It's actually the Boston Marathon.Justin Stoddart  Oh, it's Boston. I've been I've been calling it New York. Okay, so Boston Marathon.Unknown Speaker  Yeah. Boston Marathon. Yeah. Jenny Wolek, who you had on last week? Right? Yeah, yeah, she's doing the New York Marathon, I believe. Justin Stoddart  Okay, that's where I got it in my head. Patrick Woods  Absolutely. So sorry. No, so it's funny. I went on this vacation a little over a year ago. And it was one of those kind of bucket list vacations and we were sounds It sounds so pretentious when I say it. We were literally on a yacht in the Mediterranean, and it was somebody else's birthday and they said, Hey, you pay for the airfare will take care of the rest. And we're like, yeah, we're in Italy. And I was like, This is amazing. And then I started seeing pictures of myself while I was on this trip. Out on the top of a yacht in the hot tub, all this kind of stuff and I see pictures myself. I go, I look like that. That was kind of the moment where I said something needs to change. And I'm like you, I think a lot of us had moments like that where it's like, okay, it's, it's gotten to a point where drastic measures are needed. And so actually, while I was on the yacht, I text message Chris Voght, who's actually now our team leader in Elk Grove Market Center, and he's done the Boston Marathon, probably somewhere between 12 and 13 times. He's done Ironman competitions, all this kind of stuff and he coaches a lot of people. So I text him on on the boat and I said, Man, I need help with you, coach. And so essentially, that's what's happening is he's coaching me, and we go out and grab lunch. You go, so what's the game plan? What's the game plan with this whole running thing? I said, Well, I need to get in better shape. So So okay, what if there was a bucket list type thing? Well, if there was a bucket list type thing it would be to run the Boston Marathon, which is just insane because I know you have to qualify and all this kind of stuff. And that's kind of how it happened. And so there's way more to it. But that's kind of long. The short it was it was purely just how do I get in better shape. And if I were to really dive into this running thing, what would be kind of bucket list piece and that was where Boston came in.Justin Stoddart  And it's interesting that you guys had that aha, probably a week ago. And I think it's interesting when we get the outside perspective, whether it be through the help of a camera, whether the help of a loved one I realized like, I thought it looked very different than when I look in the mirror, I see something very different. Then you see pictures. It's like that's, that's not me. And I think you've done a lot of training with Tony Robbins and realize that our standards are what we're willing to put up with. Right? And when you see yourself either via camera or you just have some situation in life that makes you realize like, hey, that's, I'm not living in accordance with my standards. That's not how I see myself and I'm aware that now, I look different, or I feel different, or I'm acting different. Then, then the person who I know I'm meant to be who I am in my best self. So just recently, I actually gave up two days ago, three days ago, all sugar and all bread, which are my two favorite things. So I can, like relate a little bit of having this experience of like, that's not me, and I need to make a drastic change here. So let's continue on here with your story. So you decided you're gonna run it, you've got a coach, which is also very telling, because even coaches need coaches, right?Patrick Woods  Yeah. So I got him as a coach, and I got a nutritional coach that helps me my diet and all that fun stuff. And there's so many things that you learned during this process. So originally, when I signed up for this, the goal was to run a half marathon, my second half marathon. And kind of the the whole thought process was I'd love to get to a place where I could run a half marathon, the way that most people would approach a five or 10 k versus a Hey, it's tomorrow. Let's go do it. And so that was kind of where I wanted to get from a fitness standpoint. And yes, you literally I was on that, that trip along with... Wow, you're looking pretty thick. And I thought he was talking about my guns and he was more talking about my tummy. So I realized that after the fact.Justin Stoddart  So, you have this coach now and you're moving towards your goal, keep going.Patrick Woods  So, I started running and then we start out with, okay, just jog, walk two miles. I was like, come on, I can do better than that. And of course, I go out and I start running and like, maybe I do need to jog, walk two miles just to get going. And next thing you know, he's got me trained up or I'm running eight miles just as one of my long runs and all this kind of stuff. And in that process actually end up getting shin splints really bad and to the point where I got stress fractures and I had to take six weeks off right before the half marathon. And so the doctor said, you gotta take six weeks off, you know, running maybe three weeks into you can start doing elliptical, which of ...

Justin Stoddart  Welcome back to the Think Bigger Real Estate Show. I am thrilled to bring back a fan favorite guest Jennie Wolek out of Tulsa, Oklahoma. I specifically had people request "Can you get her back on she was amazing?" So I'm super excited to have her here. Jennie, thank you for coming on the show today. I love what you have to share.Jennie Wolek  I am so excited. And thank you I need to know who my my fans are. So I can thank them personally because that's really cool.Justin Stoddart  Yes, you have a following in Portland, Oregon. I want to remind those of you that are maybe tuning into the Think Bigger Real Estate Show for the first time or maybe haven't been here for a little bit. The purpose behind this is I know that when you are around people like Jenni, people that are big thinkers that are doing great things, your thinking starts to expand as well. As your thinking expands, you start to do different things that you hadn't done before. And as you do things you haven't done before you start to get different results. And pretty soon the impact starts to follow. My passion is to help you live a life of great impact. Therefore we have the Think Bigger Real Estate Show. So Jennie, let's let's get into this. Jennie and I were having this conversation and we're so much aligned about how we like to do business. Obviously, in similar, not similar industries, but my industry serves your industry, right? I come out of the title and escrow industry, I'm trying to do things very differently, hence the show, but add value to my, you know, to my customers and prospective customers and to a bigger audience, with the intent of helping them to think bigger, but going deep with them, is critical to me. This is kind of like top of the funnel stuff, right? But for me, really, the value in my business is how much can I get to know about about them and about their challenges in particular, so that I could help them go to work on solving those challenges. And I know your business is very, very similar. Would you agree?Jennie Wolek  Yeah, absolutely. Being in the real estate industry for 18 years now. If you don't think bigger and have coaching and accountability and a positive mindset if this business could really eat you up and so you have to be very purposeful about knowing why you were doing this business and having a mission around that having a culture as part of your your team and what you do every day and really a database business is the best way to do that. Repeat and referral clients are the easiest to work with the nicest, and then it just becomes fun. That's what it's about for me. Justin Stoddart  Well, I think you know, I was in one of my early mentors in this industry back when I was a home builder, you know, kind of referenced it as the good life you know, the good life is a is a life that's really built via relationships, it's not transactional, it's relational and I think when you can have work, be in fact I remember this like you and I were talking before about the the incredible business that that my mom built. She said, it doesn't feel like work. I just to go I get to go have lunch with my friends. I get to go hang out with my friends. To her it was very relational and therefore she was able to, again, scale a business with over, you know, 1000 employees, and I don't say that boastly, I say it like, remarkably like, how did she do that. And then it goes back to the same principles that you're teaching Jennie, which is, it really comes down to the people it comes down to having, at your very core, a business that's centered on deepening relationships with other people.Unknown Speaker  100% 100% there were years when I had my breakdown, and I didn't like people and in this real estate business, we're a people business, we're a relationship business, and that's not good. I had to figure out pretty quickly how to adjust this. In order. This is all I got. This is my one shot like this is my backup plan. So I didn't have somewhere else to go or something else to do. And so just by getting clear on my personal mission statement, I do an exercise and I teach a class on how to come up with that. And then really on having systems around, loving on your database because once I was once I realized that I didn't need to be all things to all people. And that's specifically for me my behavioral style did not love calling the for sale by owners and expired that wasn't my gig, I was more of a relationship person. And so when I was set free of that and told, well don't do that, do what you're good at. Just be better at it. Oh, okay, thank you. And that's where really everything is changed. And then finding team members to come into my world that buy into that as well that deliver on that customer experience is really what it's about.Justin Stoddart  You know, for those, I realized that I skipped over letting people know who you are, there's a group of people who absolutely know who you are. But Jennie actually runs a small team out of Tulsa, Oklahoma 80% referral based, and then she has actually the she's been asked to actually speak like go travel around the country and speak some of these principles we're going to be talking about today. So we're very, very fortunate to have her on here. And and again, for those that don't Don't know Jennie, there's actually a way that you can get closer to Jennie, which is Journey with Jennie. Right? Tell us a little bit about that. In case people don't catch this all the way to the end, they can at least stay connected with you.Jennie Wolek  Yeah. So a few years back, I realized that my my passion and purpose is to empower and get back to my agent, friends and community because at my age and my life in this industry, I still see agents not succeeding. And that makes me sad because this industry is full of opportunity. No matter your behavioral style, no matter your background, no matter of anything that has ever happened in your life. We all have the same opportunity. And so when I was so blessed to receive lots of agent referrals that would come my way I started figuring out that there's just no way I could repay all these people that are so generous and sharing their clients with us. So what can I do that I love to do anyway, and that is to train to coach to teach to share. The systems that we use in our business, I mean, at least at my company, Keller Williams Realty, we are an open book company, we share all of our systems and tools and everything that we use in our business anyway. So why wouldn't I just open that up and allow people to have that. So that's where you get me a lot, and you get me the most is inside of my closed Facebook group. It's called Your Journey with Jennie and then also if you don't want to get too intimate and come into the closed group, you can even just go to your keeping, I'm sorry, let me start over because I just changed the name. It is real estate in the real world.com and that's my agent blog so you can see all the videos and all the tools there as well.Justin Stoddart  I love it. You know you and I are kind of very similar mind that I had somebody at some point come to me and say you give away too much information you to put this on lockdown and not let people have access to start charging it charging for it. And I said you know i'm not against making money. I'm not against monetizing but this is isn't about that, right? This is about giving. One thing happens for me. And I'm sure this happens for you as well Jennie is it? Like, the more you give, the more you grow? Right? Like every time I get to do an interview and share this with my audience, like, even if like that could have been paid for material, the fact that I get to spend some time with you and have you pour into into me and then share that with other people it ...

Justin Stoddart  Today's episode will help you think bigger. Today's guest is going to teach all about mentorship. He's currently living in Thailand, because he's a real estate investor, which affords him the ability to do that. I'm just going to I'm going to start with that. So before I fully introduce him, let me just remind you that a full show notes and a weekly summary can be found if you go to thinkbigger.real estate and encourage you to go there and get signed up. Just this past week, my episode with Grant Cardone went out and if you weren't signed up, you missed it. But if you message me, I can be sure to send that to you or you'll find it on the website thinkbigger.realestate. I'm so very excited about today's episode. As you know, my passion is to help you think bigger. There's no doubt that when I start to put you around individuals that are doing amazing things like today's guest, it has an impact on you. And you start to think differently. You start to see the world differently. You start to see opportunities that have always been there, but now you're recognizing them, your actions start to change, your results start to follow that and then pretty soon your impact follows and my passion is to help you live a life of tremendous impact. So let's get into introducing today's guest. His name is Matthew Baltzell. He's a real estate analyst with Boardwalk Wealth and he currently has a portfolio of 100 plus units valued at over $14 million. You look awfully young looking gentlemen for such an impressive portfolio. And something that he's even probably more proud of is that he and his beautiful wife, who are living in Thailand right now, building a home in Thailand, are expecting their first child in January. So Matthew, thank you for coming on the show today. And congratulations for the amazing life that you're building.Matthew Baltzell  Thank you very much for having me. I'm excited to be here.Justin Stoddart  Yes, now it's about 10pm is that right? 10pm.Matthew Baltzell  Yeah. 10:23pm what we are recording this on whatever, Tuesday so it's Tuesday night, my time Tuesday morning, your time?Justin Stoddart  That's right. What's it like in the future man? Matthew Baltzell  Thanks pretty good. You know, it's funny that you said that. I was speaking to one of my mentors. Two days ago and she was like, hey, do you have a stock picks? For me? I was like, No, I don't like the Asian markets are close. But like, I never really nobody's ever asked me that, like you're the second person. So maybe maybe I do know the future.Justin Stoddart  That's really funny. All right, let's look, let's get into really quickly something that is a passion of mine, which is family. I didn't share this with you. Maybe you saw from my facebook profile, but my wife and I are blessed with six children. And being a father is is a legitimate part of my life, like legitimate part of my life. Whether I want it to be or not, no, I totally want it to be. But this show, again, is about helping people think bigger than really, it's about helping people be have a life of impact because of real estate, right? We're not all about like the nuts and bolts and this and that. Sure we'll have some of that, but really to inspire people about what you know, an amazing career in the real estate industry. can do for them. So let's, let's talk a little bit about about family for you your your soon to be a dad, you met your beautiful bride in Thailand. You guys are now expecting a baby in January. What are you most nervous about? What are you most excited about being a new Dad?Matthew Baltzell  I'm most nervous. I would say that I'm not gonna be a good dad. You know? Like, I think like, what if I'm not a good dad? You know, like, there's, I don't even know how many fathers are out there. Right? It's like, you know, there are bad fathers. Like you've probably had a friend or an uncle. Right? And just like not not a good dad. And I don't think people plan on being like, not a good dad, which I don't think I will be but I'm like, What if I'm not like, what if one of these like things happen? Like, that's like one of my fears? Right? Um, so yeah, that's what I'm afraid of. What was the other part? What am I most excited about?Justin Stoddart  That's right. What are you most excited about being a dad?Matthew Baltzell  I'm excited to see what my kid looks like. So my wife is Thai and so they call Westerners like white people, right? They call them for long. So I'm a full on. And in Asia, if you're a half mixed baby, right, like you're, if you're half Thai and your half along, you are like, Oh, you can have such great skin. All the celebrities are like half English, half Thai. And so my wife has concocted our child as like a robot, like, I want him to have your eyes blue eyes. I want him to have my my hair. But I want them to have my cheeks and I want them to have your long legs. And like, I have no clue because every single time I see kids, right, they're like, they're like little monsters. I was born with black hair. Now I have like Sandy blond hair, right? It's like, You're like a fat marshmallow. Then you're like a cute kid. And then you're like, teenager, you're like a rap star. So I have no clue. So I'm really good. excited to see what my kid's gonna look likeJustin Stoddart  I'm sure he's gonna be, is it he or a she, do you know yet?Matthew Baltzell  It's a he and he's gonna be Maximus Baltzell. Maximus the Great.Justin Stoddart  That is a solid name my friend a solid name and I'm sure he's gonna be a handsome handsome little guy.Matthew Baltzell  Yeah hopefullyJustin Stoddart  so so here's a little bit of word of wisdom of what I've learned about being a dad is that love like love is spelled TIME just given time the fact that you're concerned about not being a good dad tells me that you're going to be a good dad right? And and just time and attention right? Sometimes we can be given them time, but we're looking at our phone or whatever just given them attention. Not only makes you a great dad, but it makes you enjoy fatherhood. Like when you get to play with them when you get down and like really like look at life through their eyes. There's there's nothing better you're gonna love it and I can't wait to keep in touch and hear about the journey for you. SoMatthew Baltzell  I love that advice.Justin Stoddart  Let's let's get into this concept of mentorship right kind of ties into that as well. But obviously My passion, again is helping real estate agents. Number one, recognize that the world is changing very quickly, people didn't used to have an option when it came to real estate agents like you just you just chose an agent. Now they have different options. They have different tech options, they have different low discounted options more than they've ever had before. And people I think I realized that they don't necessarily have to use a real estate agent. Now, in my opinion, to get the best result you have to. But you have to prove that each and every real estate agent has to prove that to their clients, that, that it's it's not enough just to market and sell a home but you actually have to be connecting those clients to a better life connecting them to power. And I think this concept of mentorship plays in very well. Excuse me when it comes to you, being a mentor to your clients, which means you probably need to be mentors. So you've got you've got data and and and value to be able to extend to them. Talk to us about like what are your thoughts on mentoring people on this topic that you've become expert at which is really testing?Matthew Baltzell  Yeah, yeah. So um, yeah, you know, I w...

Justin Stoddart  Welcome back to the Think Bigger Real Estate Show, I'm your host Justin Stoddart. Today we're going to talk about swimming with sharks. You're probably thinking, what in the world does this have to do with real estate. Right now in our industry, in our economy, it has everything to do with real estate. So before we get too much into swimming with sharks, what that means for you, I want to remind you that we have show notes, you can get summary and everything that you've missing that you've been missing on this show if you go to thinkbigger.realestate and sign up to get that weekly review. I've got people praising me thanking me for that summary that comes to them that allows them to choose what episodes are most relevant to them. So be sure to go sign up thinkbigger.real estate. I also want to remind you that my mission and my purpose is to help you to think bigger. My overall passion is to help you have a life of impact, but you have to do more and get better results in order to have that happen and the only way for that to happen is to put you around big thinkers that help expand your thinking, expand your possibilities. I'm excited to bring to you today, another big thinker, somebody who not only has done it in her own life but continues to do it the lives of other people. So, Amy Donaldson who is a real estate agent here in the Portland metropolitan area. She's also an author of get off the cashflow roller coaster, which is a great book. I've read it. It's wonderful. And she's also a coach. So I want to thank, and welcome, all at the same time. Amy Donaldson, thanks for joining us today on the Think Bigger Real Estate Show.Amy Donaldson  Thank you, Justin. Thank you. What a fun introduction. Justin Stoddart  I love it. So talk to us about swimming with sharks. You literally had an experience recently that like this could have been a very, very real possibility. Please explain what happened. Amy Donaldson  Yes. So um, last Friday, I was down in Southern California. And you know, I love to go in the water with my nephew. So I'm surfing with my 13 year old nephew in Manhattan Beach and I see something out of the corner of my eye but I don't really I don't register and I don't ask. Kayden looks at me he was Aunt Lulu, which is that's what he calls me. Aunt Lulu, I just saw a fin, like a shark fin. Um, and I'm like, really? And I'm thinking like, I saw something, you know, it's kind of like a gray, black. You know, like, Are you sure? And he goes, yes. I'm 100% sure I saw a fin and then it went under. It that far away from us, either. So of course, we're heading back into shore. Um, and I'm just going to leave the story. There was a point out all of us have maybe seen these images of helicopters, or from helicopters flying along the California coast, which was surfers out in the water and you see sharks like, not that far away from them and it's like, "Do people have any idea like what's in the water? Like, maybe that's a whale. Maybe that's a dolphin? I don't know, right? But it looks a lot like a shark from the images.Justin Stoddart  Just like in here you are out there with your nephew. Amy Donaldson  That is where sharks live. We are in the ocean.Justin Stoddart  Yeah, you're in their home, right? This isn't you sitting at your home. You went into their home.Amy Donaldson  Yes.Justin Stoddart  Okay, well, let's circle back on that story. We're gonna let everybody that's watching this. Hang on just a little bit to hear what happened. It looks like you have your limbs. It looks like you're you made it I don't know about your nephew yet.Amy Donaldson  We went back in the water that day. So I'm gonna let everyone sit on that and think why on earth? What not? Why did my sister let me bring her kid back in the water? Right? Justin Stoddart  So So talk to us about this. What in the world does this have to do with real estate right now? Amy Donaldson  So here's the thing. There is so much going on in our industry and there's a lot of stuff in the waters of real estate. So that's the parallel that I saw. People we see things and there's a lot of chatter, is this thing a threat, is that a threat, is this friendly but but nobody's swimming to shore to assess this. Not nobody a lot of people are but a lot of people aren't a lot of people are just kind of like hanging out and and debating whether things are a threat or not. Justin Stoddart  And are, I'll interject, and or just doing what they've always done assuming that they're going to get the results that they've always gotten, right I mean, I, I have kind of an interesting perspective, being in the title and escrow industry, we see all the listings that go live, and we see that in a very short period of time right OpenDoor, who is an ibuyer, who has become probably the biggest listing agent in Portland in no time, which is really, really interesting. These guys were a no name a year ago and new to our market in a very short period of time, through a mass mailing effort and they just came up in my Facebook Timeline the other day. Last night, actually it said "OpenDoor, see how much, or if we will make an offer on your house." Right? People are seeing these, your best clients, the people who have used you and referred you are at least getting these letters, they're at least getting this stuff in their newsfeed and yet people are in my opinion, there's a little bit of complacency. Now again, I think that there is some concern, no doubt, but many are doing what they've always done and they're expecting to get the same results and I I just don't think you're going to get the same results. So go ahead. Amy Donaldson  That's right. No, that's right. That's exactly that's exactly right. There's people who are pretending it doesn't matter are people who are saying that's, that doesn't affect me. It affects us. Now, I personally don't believe the iBuyers are a threat, but to be clear, they affect us. It's a major, major part of our of our market and you know, and I see agents post these things all the time of, you know, list with an agent versus iBuyer and it's a financial breakdown and let me tell you, this is absolutely the wrong way to go because it's the exact same thing that iBuyers are showing the consumer. This isn't new information. So the people who are selling their home to OpenDoor, to them the bottom line, the finances is not their motivation. Like think about that for a minute that they are the largest they are that they're listing more homes than anyone else, which means they're buying more homes than anyone else and there's there's a reason for that and real estate agents or not, as a group, really paying attention. So I had an interesting experience a couple years ago, that made me that really made me take notice that there was a moment... it's something someone said to me that I thought you know what this, this is a powerful statement and it could be easy to miss.Amy Donaldson  So I was having, you know, just a networking meeting have a one on one with somebody in the in a networking group that I was with and he texted me and said, "Do you want a cup of coffee?" Pretty normal, you know, so I told him what I want, you know, gave him my order. When he showed up to my office with both of our coffees, he was super excited. So this was right when Starbucks was rolling out their app that you can order it ahead of time. So the first time he had used that app, or he had pre loaded some money on to his, basically on to his card on his phone. So anyway, he gets to my office he's so excited telling me about and I hadn't heard of this new feature yet, but so he says, I was in my driveway when I texted you an...

Justin Stoddart  Hey, welcome back to the Think Bigger Real Estate Show. I'm your host Justin Stoddart, very excited today to introduce you a gentleman who's done some really really impressive things. He lives in a city that I'm very fond of Houston, Texas. I'm going to introduce him here in just a minute. Let me just remind you the purpose of this show, it's to help you think bigger. That's the purpose of the Think Bigger Real Estate Show. I know that when I think bigger when you think bigger, something amazing happens is that our actions start to change, our results follow and then bada boom bada bing, what ends up happening is our impact, also follow suit and I'm thrilled and committed deeply to help anybody who listens to this have a life of deep impact. Today's episode is going to be a special one because we have somebody with us today, is name is Daray Olaleye. He is out of Houston, Texas and his background is he's actually a real estate entrepreneur and business coach. He helps people through the power of real estate investing, build their ultimate ideal life. So I want to thank Daray for being on the show. How did I do with you last name Daray? Did I do okay?Daray Olaleye  Man, you hit that out of the park.Justin Stoddart  I'll give it an 8 out of 10, but thank you, but I defininately thank you for being here. For those that are curious about the Daray to see how how intelligent, articulate, and just generous this man is. His website is beforethemillions.com. If that doesn't tell you enough about what a genius marketer he is. I love the name beforethemillions.com he helps people move in the direction of having the millions so he meets them before the millions. So impressive, my friend. Now you are also the host of a podcast. Let's let's talk about that a little bit. What's the name your podcast?Daray Olaleye  Yeah, it is actually called Before the Millions. So it's all branded Before the Millions, so it's really easy and simple to get to.Justin Stoddart  Fantastic. So be watching for that. In fact, I would encourage you to go subscribe to that. Because the problem that we're really going to solve today is that you as a real estate agent have a number of people that are in your sphere. Let's say the average agent has anywhere between 250 and they 500 people in their sphere, and those people tend to sell a home every, let's say, five to 10 years, and maybe they refer you if they're really good maybe once a year, okay? Imagine this, those same people who use you fairly infrequently, are maybe very disgruntled in their job, they don't love what they do. They're tied to a big income, so they can't necessarily get out of it. Right? They can't necessarily just go do anything else, I'm going to move my microphone up here a little bit, that is gonna be better audio now. They can't actually get out of their job, presumably, right, they feel a little bit stuck and what Daray has the ability to do is to teach these people to do something that is going to help them get the ideal life that they want number one, and to become a very frequent customer of yours, you're going to help convert much of your database into investors. So anyway, before I go into any further, let me just thank Daray for being on the show today. I'm really excited to have you here and to delve deeper into this topic.Daray Olaleye  I'm excited as well. And thank you for having me on this. And I cannot wait to hopefully add some value to your listeners. And I think that you bring up a very, very prominent subject matter. And I don't think that most most agents kind of think about think about their business in terms of kind of how you laid it out. Now, let me ask you a question or the practice and when it comes to you, you you work with quite a few agents, whether you're interviewing them, are you actively working with them in the business, but what would you say is the number one lead gen source for for agents these days,Justin Stoddart  ... their personal sphere.. you know, people add in all kinds of other methods, whether it be internet leads, not know, again, it's different for each agent. But if you go to the businesses that have been here the longest, that are sustainable businesses, they'll say that the majority or even their easiest business comes from their friends family past points.Daray Olaleye  Yeah, and that angle, you're 100% correct. I mean, that is that is that you hit it right on the head. I, I've spoken to many of agents, right and some of them really, really just now starting out in big faith. You know, you have this and it's kind of a mindset thing. I'm glad I'm on the bigger podcast, because when you when most people enter an industry of answer a business, their first mindset is well, I don't I don't want to bother my family. I don't want to tell my friends. Let me let me make it. Right. Let me let me get let me get a couple of deals at first and you kind of know family friends are kind of the last people that you may want to turn to. But as an agent, I think that um, you said it best, nice and most some of the most successful agents work their sphere like no man's business. I work with an agent today and he literally gets 90% of his business off of referrals. So your sphere is a very, very, very key ingredient to making sure that that your your first mind when somebody wants to buy or sell their home. Now as for the investors, it's definitely important for you to have an agent to work with. So you positioning yourself as an agent who does work with investors, they're super invaluable. You know, I always tell investors like,  I want to go find I want, I want you to find an agent to work with that works with investors, because they're going to have certain courts and certain nuances in their system and how they go about doing things that a normal agent wouldn't right there also also look out for agents who have investment property, because those guys for sure are going to be able to help you through that journey for just now starting out. So those are two quick tips that I want to give off to the listeners real quick before we kind of get into the meat.Justin Stoddart  Yeah, no, I love that. Because, again, if you can start to look at your sphere differently, right? Oftentimes, people look at them as if, like, what are their real estate needs for their personal residence. And then the next step is, I want to be the person that they think of when they you know when, like when real estate comes up around them. And I think the invitation that both the ray and I are making to you is to look at everybody in your database as an as a potential investor and maybe someone who who does doesn't like their career to the point where that's all they want to do. You know, I had the, in my preparation for interviewing Grant Cardone I was listening to one of his other interviews. And he was talking to a gentleman who's probably created the largest Airbnb training platform in the world, Brian page. And, you know, Brian, over the past couple of years has made $7 million on his Airbnb education tools. And I was like, That's impressive. He said, You know, I'm obviously in the education business as well. But he said, you know, what's, what's far surpassed my education, businesses, my investing business. And I thought about that I was like, you know, the end of the day. You know, we all exchange time for money until we become an investor and our money starts to work for us. And I think when real estate agents who naturally get that right, they live that they, like many of them are investors, when you start to really take a strong stance of educating your personal sphere, about the power of being an investor. Now it may be an investor on the side of what they do or it may be them starting to position themselves as being an investor a...

Justin Stoddart  Hello and welcome back to the Think Bigger Real Estate Show. I'm your host Justin Stoddart, very excited about today's episode I have with me an individual who's going to unlock for you why maybe you're 2019 isn't quite what you've wanted it to be, maybe some of you are in that category, and how to be sure that 2020 is the year that you want it to be. There are some amazing parallels with 2020 meaning perfect clarity, perfect vision. It's a great year. It's a brand new decade. It's a great time for all of us to hit our stride and become the people that we know we can become. Today's guest is going to do exactly that. I want to invite everybody who's listening if you are not yet signed up to get the weekly summary emails you're totally missing out. This week is going to even feature Grant Cardone. Many of you saw that interview, and several other amazing people, including today's guest. So, please do yourself a favor, go to thinkbigger.realestate, sign up to get the weekly summary emails, they'll make your life a lot easier and will be sure that you don't miss out on some of the amazing people that I'm bringing on to the show like today's guest.Justin Stoddart  Her name is Dr. Amanda Barrientez, her PhD is in sociology and she specializes in human behavior and performance. What a perfect topic and what it's perfect guest for us to be delving into this time of the year when we know that that's things that we're doing right now in October are going to pay in 2020. So welcome to the show, Amanda. I'm really, really excited to have you here. Amanda Barrientez  Hey, thanks for having me. Justin Stoddart  Yes, my pleasure. And out of Boulder, Colorado, where there are four inches of snow on the ground, folks.Amanda Barrientez  Yeah, that's quite a surprise. Really.Justin Stoddart  My wife is from North Dakota and she jokes about how all of her Halloween costumes always had to be made to fit over her snow suit. Amanda Barrientez  Exactly. You pretty much decided your Halloween costume based on the weather and and yes, always always. It was like I have this great one year. I remember I was a cat and I had this amazing outfit that you and I had a one piece snowsuit. You can't see any of it.Justin Stoddart  I'll bet it was cute before though and all of a sudden you look like the State Puffed Marshmallow Man.Justin Stoddart  Let's get into this. Amanda I'm excited about this topic because again, now is the time for people to act not to think about acting, not to be planning for 2020 because the reality is the things that we're doing right now, again, are not going to pay until 202. Give us this help with mindset effect, if you wouldn't mind tell us the name of your company, and maybe how the branding and name of that company helps you on this very topic or helps your clients and your audiences on this very topic. Amanda Barrientez  Yeah, yeah, so my the name of my company is NFA coaching which stands for No Fucking Around and you know, I love it because it captures a wide variety of mindset behaviors performance, but also the self care, you know. So I think about the way that we run our businesses from a very holistic perspective and it really starts with mindset, you know. Do you have a no fucking around approach to taking care of yourself, to building your business to treating it like a business, to your relationships to the way that you create your personal power, your sense of self confidence, how you set your goals, all of those things, I really, you know, I talked about it as the NFA attitude or the NFA mindset and it's really a radical responsibility approach to knowing that your outer world is a reflection of your inner world. And if you don't like what's going on in your outer world, you got to change yourself. And so it's this radical responsibility where you go. Okay, I'm going to step into a new game, I'm going to step into a new version of myself and become what I want to become because anything's possible. Justin Stoddart  Isn't it interesting Amanda of how the tendency for all of us and I'm not pointing fingers at all, I mean, most of the fingers are pointing back at me is that when something doesn't quite go right, we are quick to look to our circumstances to other people. Why do we do that?Amanda Barrientez  Because it's so much easier. You know? Um, well, there's multiple reasons. I mean, one reason is whenever we're blaming other people, it keeps us in a disempowered position, which in some ways, we think, Oh, awesome. If I blame them, then I don't really have to do anything. But the challenging part of that is if you blame them, you can't you don't have any power to change your reality. So the moment you start to shift the perspective and go, Okay, how can I learn lessons from this? How can I see my responsibility responsibility in it, then I have the power to choose. I have the power to get conscious and change my circumstances. So for me, I was on food stamps three years ago, and I shifted, you know, broken relationships on food stamps on the floor crying and I had this really epiphany moment where I was sitting there going, I'm the center of my reality, and I'm the one that needs to change and so I started doing everything I possibly could to change myself. And I really, I mean, people will talk to me all the time about how serious I am about about personal development. And I'm like, well, here's the deal. If you are empowered in yourself, you can create anything you want in your life or business. And I really started to see that happen for myself. And so it just, you know, NFA fits me so well.Justin Stoddart  You know, I love how you said that because it is interesting that it feels good for the moment, right? We're comfortable in the moment to say what market was really off this year, right? Or my teammates really let me down my company let me down like for a moment where it is in fact, I was sitting in a class yesterday and we actually discussed this topic about how it's comfortable in the moment boy that ends up happening as it transpires into discomfort down the road because we stay in that same spot. Yeah. If we can say get really uncomfortable and say, my, my circumstances are 100% a result of my actions and my choices. then guess what? It's very uncomfortable. Not very moment. Yeah, we can then empower ourselves, like you said, to make the changes to where we can get comfortable later on. Yeah, you know what you're highlighting. So we're animals basically. And we live by the pleasure pain principle. And it's based on survival. We want to avoid threat in the current moment. And and we're always tracking for threat and we're tracking for survival. And the interesting thing is, we don't have to do that when we step into our executive functioning, we can go okay, I can, I can tolerate pain in the moment so that I can have pleasure in the long run. But most of us are very short sighted. And if we don't train our brain that way, we actually will then want to blame other people not take responsibility, be comfortable in the moment. But you'll notice all great leaders, all great thinkers, all great business owners, people who are really balanced in their life, they're able to offset pleasure in the moment and go, Okay, I can, I can struggle through this. I can do the work right now. Because I see in the future, I'm going to have a better outcome. Voice brilliant and I'm again, I'm reminding you whatJustin Stoddart  You're saying is resonating with some of the greats that I've actually listened to this week. I mean, obviously, Grant Cardone 10X is all about that, right? Like the 10X Rule, like you own it, buddy. Yesterday, I sat through a class here locally that h...

Justin Stoddart  Hey, welcome back to the Think Bigger Real Estate Show. I'm your host, Justin Stoddart. I'm fired up excited about this opportunity. It's one that I've anticipated for a long, long time. Justin Stoddart  That torso that you're seeing right there, that is the torso of THE Grant Cardone, I'm going to jump in here to introducing him here in just a minute. But this gentleman, Justin Stoddart  let me just start by saying this--the passion and purpose of this show the Think Bigger Real Estate Show is to help you think bigger. It's help you to have a life of significance. Justin Stoddart  Everyday Grant shows up in my newsfeed telling me that most people live a life that's just okay. Justin Stoddart  It's just average. And you know, the recipe for changing your life, the recipe for changing who you are, Justin Stoddart  what your family tree looks like, and the impact that you have in this world isn't that complicated. Justin Stoddart  You know, it starts off this bookshelf behind me, which has a number of Grant's books on it, Justin Stoddart  is a reflection of how it all begins. We have access to the best ideas. We live in the most amazing time in Justin Stoddart  the history of the world where we can find people that are achieving at the highest levels and we can Justin Stoddart  have conversations with them. We can have them in our car by listening to their podcasts. Justin Stoddart  Now, in addition to that, you can take a next step further and you can start to get closer to these people. Justin Stoddart  I had the great privilege of being a part of having Grant come and speak to a big audience. Justin Stoddart  It's been about a year and a half ago, Old Republic Title, and he wowed the crowd. Justin Stoddart  We're still talking about the impact that he's had upon us.Grant Cardone  I don't know why you guys haven't had me back. That's the sad part of that deal. Grant Cardone  I don't know why a group that successful would do something, they know it worked, and then not repeat it again.Justin Stoddart  Well, this is a probably a great segue into that. I'm sure that the people that I work for Grant, they're going to be seeing this and this will be a great commercial.Grant Cardone  I loved being there. I love that audience. I love the way the think was. That company has proven itself Grant Cardone  for so long and has continued to transform itself. I thought we were going to do some big stuff together.Justin Stoddart  Well, let's get that started. Let's kick that back off. So the impact that Grant's had upon me has been massive. Justin Stoddart  This TB behind me here stands for Think Bigger, in part because I read Grant's book, you know, the 10X Rule. Justin Stoddart  I read that three or four times and its impacted me in incredible ways. Justin Stoddart  And now I've got the great privilege of having Grant come on to the Think Bigger Real Estate Show Justin Stoddart  and inspire all of us to think bigger. Here's the thing that is really inspiring... Justin Stoddart  Grant looks like you're in a hotel room, right? You see, Grant streams from all over the world and you can Justin Stoddart  kind of tell like, when he's at his home. He's got his family around him and when he's not you can tell and Justin Stoddart  this environment here didn't look like his home. Grant where you at? Justin Stoddart  So Grant, tell us where you're at right now, which is gonna inspire each and every one of us.Grant Cardone  Yes, so I'm at my church right now. I spent the last five days doing services here working on me and my Grant Cardone  you know, my blind spots. Like what don't I know? What can I learn? Like, I've seen so many people Grant Cardone  reach or get to where I'm at particularly in the self, the self help the self improvement space where guys Grant Cardone  are doing educational stuff. I mean I'm literally thinking about their names in my mind right now Grant Cardone  guys that are living guys that aren't living. I mean BIG giant individuals that have had tremendous success Grant Cardone  and legend kind of lifestyles, right? And some of these guys most of these guys actually quit learning. Grant Cardone  They quit being a student.... and, and so there's one of my little girls right there and and, you know, Grant Cardone  studying people that I've, either been able to read their books or like when I read somebody's book. Grant Cardone  The other thing I do is I study their life, like what's really going on not just at the bank or on the bookshelf. Grant Cardone  But you know, in their life, okay. And and their whole life. What was it? Like? I mean, did they just catch up? Grant Cardone  You know, one guy gets a TV, you know somebody does a TV show about a book he writes and people Grant Cardone  know about him. But if you look, if you look any deeper than that you just going to see a criminal, he Grant Cardone  couldn't pay people, he back stole from people. I don't want that. That's not what I want in my life. Grant Cardone  Yeah. So you got to be careful. You know, I got to be careful to I need to when I look find somebody that Grant Cardone  is attractive to me to learn from. Even back to Biblical days, like study, who were they really, you know, Grant Cardone  years ago in college, I was studying a guy that later I found out committed suicide. And I'm like, wait a Grant Cardone  minute, man. I was collecting data from this cat thinking he was he was the mac-daddy. Yeah. And so Grant Cardone  something must have been missing. So anyway. I'm here. I'm a student here, like I come here, I'm not Grant Cardone  leading, I'm not educating I'm not doing, you know, seminar. I'm just here to learn. Justin Stoddart  You're learning. It's interesting. I am in the process of reading a book called, "How Will You Measure Your Life" Justin Stoddart  and it reminds me a lot of what you're saying. Clayton Christensen, the author, he talks about, he Justin Stoddart  graduated from Harvard with some of the brightest minds in the world, came back 10 years later, and like,Justin Stoddart   some of the most intelligent ones were in jail, like one of them was the CEO of Enron. Sometimes guys Justin Stoddart  have success at the highest levels, but they give it all up and I love the fact that you're continuing to be a Justin Stoddart  student and looking for your blind spots. And, you know, nourishing your soul, not just your mind. Justin Stoddart  It's powerful for all of us to to keep our moral compass at the same time that we're going 10X with our business, right?Unknown Speaker  Yeah. Because it's easy. It's easy, you know, it's easy like you get, you know, you're hustling, you're working. Grant Cardone  If you get a little you get a deal. You close the deal. Then you close the second ...

Justin Stoddart  Welcome back to the Think Bigger Real Estate Show. Today's episode is going to help you build your network and build your knowledge base so that your value proposition increases and so that people see you differently than the typical real estate agent. Now before I get into introducing today's guest, and going into today's topic, I want to remind anybody that may be listening from outside of the Portland Oregon market that I've got a network of amazing real estate agents that are big thinkers that treat their clients amazingly well. If you're looking for one of those agents, I can be a great introduction for you to somebody who can help serve your clients here in this area. So, please keep that in mind. Justin Stoddart  Also, I want to remind you that if you want to get regular show updates, I know we put out a lot of content on the Think Bigger Real Estate Show, there's a great way for you to consume what matters to you. The format of this is not designed to confuse you or distract you from what is important to you, but to give you the best knowledge and the best network out there. But with that, if you go to thinkbigger.realestate, you can sign up for a weekly review of all the shows that happened this week so that you can handpick the ones that are most relevant to you. So with that being said, I think today is going to be one of those. Especially, I'm privileged to have somebody here from the Portland, Oregon market. He's actually an attorney. And anybody that knows me knows that I believe that the future of well paid real estate agents is to act more like a high paid professional, like an attorney like a CPA, like a financial advisor, working at the highest level. Today's guest again isn't attorneys and asset protection lawyer, his name is Brian T. Bradley. He lives in Wilsonville. His website is BTB Brian t Bradley btblegal.com case you weren't able to catch the whole episode. Today, we're gonna be talking about asset protection protection for yourself and for your clients. Keep in mind that the concept of this is is number one, we're helping you build something great. And secondly, that's going to be expedited, the more you help your clients build something great. You are marketing, not just yourself, but your network, as Brian has shared with me before and so let's let's go ahead and welcome Brian on to the show. Thanks for taking a few minutes to share some really valuable insights about asset protection today with us, Brian.Brian Bradley  Yeah, no problem. Thanks, Justin for having me on and putting this whole podcast together. And, you know, it really is a confusing topic and I hope I can add some value to your listeners and like you just mentioned, we were talking behind, you know, before we started recording is is not just a matter of what we can do for their clients, it's also a matter that they're trying to think big and grow their themselves professionally, asset protection is something they need to do for themselves also. So I think we're going to cover a lot of the material and it's something they can take for themselves. And also, you know, talk to your clients about.Justin Stoddart  I love it. I love it. Let's let's start here again for to provide some context for those that need to understand kind of Brian's breadth of knowledge. He was selected to be to the Lawyers of Distinction list and 2019 Super Lawyers Rising Star listen 2015 nominated to America's top 100 hundred high stakes litigators list as well as the 2017 Law Firm, 500 Awards. You're doing some great things. I know, Brian, like me, all of that pales in comparison to the work that you're doing at home. You shared with me, you've got two young children one and three. Congratulations, you're awake? Brian Bradley  It's tiring to two girls, two little princesses. And you know, it's great. Justin Stoddart  So part of the bigger real estate show is to help people think bigger than real estate, and realize where to you know, the true treasure in life is that. So I'd love to start with this question of what is your favorite part about being the dad of two little princesses?Brian Bradley  Well, my favorite part is I am really actively involved in my girls lives. And so my wife works nights at a hospital. And so we missed the daycare ride, we didn't realize we ever had a three year waiting list up here in Oregon. And so I just created my business structure of my day to where I can spend most of my time with my girls that have taken the dance gymnastics. So I get to spend a lot of time with the girls. And if you combine that with like an Uber dad basically just they're obsessed with me and all the hugs and kisses and nail painting I can't get enough of.Justin Stoddart  It's so funny. At this point, I've heard that it's sometime at some point it stops. But as soon as my like the garage door opens, there's like a full on sprint from my house to my car with little like blonde girls, Ryan to see who can give dad the first hug of the first kiss. And they say it first first kiss. And that there's something about being a superhero to your own little girls. That's that's pretty magical. So that I can totally relate. Yeah. Let's get into today's topic, asset protection, what is a key point that you think real estate agents need to know to for their own business as well as advising their clients stepping in as a true advisor to their clients?Brian Bradley  Yeah, so I think the key point at the end of the day is just what is asset protection. And the overall goal is just lifestyle preservation, creating peace of mind. And that comes down to just how to take risk off the table. So if you're a real estate agent, and you're going out on your own, you have a business, so you need to protect that business and that business interest and so that what you need to do is create asset protection asset protection system through your business entities, or as you grow as different types of asset protection, trust or jurisdictions, exemptions, and make sure that if something were to happen, whether it be professionally or in your personal life, that you can sleep well at night, knowing that you personally in your finances are protected. And so I think you know, what we're going to talk about today is how to incorporate that into their business going forward, their life going forward, and their clients lives.Justin Stoddart  I love it. So what are some key things that real estate agents need to be doing and are looking for in the lives of their clients?Brian Bradley  Yeah, so I would say for themselves? No, I think that the conversation would be good for either, you know, they can use the same principle no matter what. And so I would say, the first thing is, as you're building your empire or your business, is get on the phone with the lawyer and talk about and your CPA and say what business structure, what it does, and then he should I be using to protect myself and maximize my taxes on that would be number one, start building your network. And if you can start taking more hats off of your head, you're going to free up more time and you're going to start working more efficiently and effectively. On so the idea is just you know, if you want to go kind of like Robert Kiyosaki it, you know, Rich Dad, Poor Dad is you don't want to be spending all your time doing everything yourself. So if you can start taking little pieces of the pie, you know, and giving them up the free up your time and using experts, do it, go get a good attorney, go get a good real estate attorney, go get a good asset protection attorney, go get good, you know, agents to work with, and then start freeing up your time, you know, to do what you're good at. And the world. Yeah, if you want to break are some of these specific?...

Justin Stoddart  Welcome back to The Think Bigger Real Estate Show. I'm your host, Justin Stoddart and I'm fired up about today's episode, it's going to teach you as a real estate agent, how you can gain leverage by getting on the other side of the transaction to where you become not only a marketer of properties of servicing buyers and sellers, but you becoming an investor as well without having the typical means that you think you need to have in order to become an investor. Justin Stoddart  So before I get into that, let me remind you that if you go to thinkbigger.realestate, you can sign up for a weekly summary, that will give you all the episodes that happened that particular week, and links to the episodes that are most relevant for you and your business. Additionally, I want to remind any of the audience that may be listening from outside of the Portland market, that if you're looking for a good lender, or licensed real estate agent, I'm not one, but I'm happy to make a referral and introduction to one. So if you have anybody moving this way, please reach out to me, I'm happy to make an intro on your behalf. So with that being said, let me let me introduce today's guest, his name is Zachary beach. He is a phenomenal individual. He's He's the co author of a book called the new rules of real estate investing, actually had one of the other co authors on previously, maybe some of you got the book at that point I did I read the whole book, I can't say that about every book that I promote on the show. But this one caught my attention all the way to the end. Because it really opened up a whole new paradigm as to how one can be an investor before they think that they could have been an investor. So you're gonna want to get your hands on that, again, the new rules of real estate investing, I'll put links in the show notes. And then at the end, we're going to talk about a webinar that you can get on. If you're like me, and you're you're very mobile. And sometimes sitting down to read a book can be challenging actually actually read this on a vacation. That's how I made time for it. But oftentimes, I've listing the book. So if you're wanting to get information, there's going to be a webinar they're going to talk about at the end. So stay tuned to hear all about that webinar that will again teach you to get on the other side of the transaction, which can be the more lucrative side of the transaction. So with all that said, Zachary beach, today's guest, he is a coach, he is a partner, and he's an investor smart real estate coach, calm. And, Zach, you want to thank you for coming on to the think bigger real estate show today.Zachary Beach  Hey, Justin, thanks for having me on. You made me sound terrific. Maybe a little better than I am. So I very much appreciate the introduction and I'm super grateful for being on your show.Justin Stoddart  You know, I I love the branding that you guys have your your your shirt, I want to pay special attention fact up. I'm going to remove your name here for just a second so people can see it. Wicked smart, this is your tribe, right? A tribe of people that subscribe to your way of thinking that have become investors at a scale they didn't think they were able to invest at now these these people are wicked smart. Right? And that's kind of the conference that you guys host. This is this is your tribe. Is that is that correct?Zachary Beach  Yep. The Wicked Smart Community and we are from New England, which makes it even better. So we should just remove the our it's wicked smart. Yeah, so these are the the associates that we partner with around the country. And we lock arms with and that we help complete these types of transactions by buying and selling on terms, which we can certainly dive into. And then we lock arms to help them scale a business as well.Justin Stoddart  I love it, man. So exciting. Let's, let's get into this. Again, the purpose of this show is not just to help people build great empires, big income, have success, but it's to help them have success and significance, income and impact building not just statues of themselves, but really building great communities. And so I want to talk a little bit about your, your a dad, and you're expecting another child. Talk to us a little bit about how that becoming a father and a good father at that has helped kind of change your perspective on on why business and investing matters?Zachary Beach  That's a fantastic question. It's actually the first time I've been asked that. Yes. And so thank you. I think we all get caught up in, you know, the monetary value of business. I think it's once you take a step back and you realize what you actually are doing it for is where the significance comes in. That's great that we can make a whole bunch of money, but what are we actually doing that for? What do we need the money for? So actually becoming a father has, I would say, like 10 times my growth, because I gotta learn faster, I have to produce more, and I have to produce it in a shorter period of time. So being a father has, has forced me to get really good at project management, time management, and just overall getting just better at my craft. But it also brings you back down to earth too. Because after you're, you know, you've been, you know, you're out there in the world. And you're you're buying properties, you're, you know, helping people build their businesses, and you're, and you're you're really out in that business world coming back home, brings it back down the earth and makes you realize exactly why you're doing it. And it also brings you back to being present. It's really hard as being an entrepreneur to not think about business when you're home. And I would say that was that's been one of my hardest things as being a father is, is really transitioning from leaving the office and being home. And it's something that I'm constantly trying to master. But it's it's been tough. I'll tell you that.Justin Stoddart  Yeah, yeah, I think when you're an ambitious professional as we are and as this audiences, there's that that does tend to be a challenge, right is how do we how do we turn it off? To end and and turn on great fatherhood? Right? So we're, we're not there, physically, but our mind is elsewhere? How do we how do we, both of us, right, both our body and our mind, be their present, I found that when I when I can do that, and I and similar to you, I struggle with it. It's something that I'm working on. It's a number of kind of big steps I've taken this past year to help improve that, but it's still a work in progress. But it's interesting how much more I enjoy life. When I do go on all in at home like I do go all in at work and it's there's so much more joy that's not available when your mind somewhere else.Zachary Beach  Yeah, I was told by a mentor of mine. And he said that if you're really ambitious entrepreneur, you have to be present no matter where you are. So when you're if you're traveling for business, be there be all in there, like you just said, be all in, when you're at home be all in so that way, when you're on the road, you know, thinking about home, and when you're at at the office, or when you're you know, working, you know, thinking about home, so I may I messed that up, we're live, so we'll just keep rolling with it. So with that being said, it's just you have to be, you have to be really present when you're doing work. And you have to be really present when you're at home.Justin Stoddart  Yeah, it's great. It's great insight. You know, interestingly enough, I had the thought also, you know, we're talking today about helping real estate agents become not just, you know, sellers and buyers agents, but also becoming investors themselves. And I can't help but think of how important...

Justin Stoddart  Welcome back to The Think Bigger Real Estate Show. I'm your host, Justin Stoddart and I'm thrilled today to talk about leadership. Sales is leadership. Anything that we do in life in which we have impact, in which we grow anything, requires leadership. The challenge is many of us struggle with being a great leader. Today, we're going to talk all about that. Before we get into introducing today's guest and the rest of today's topic, I want to remind you that you can get a show summary, a weekly summary of every show that happens with show notes by going to thinkbigger.real estate, go sign up for that. I've got it looking really, really good. You're gonna be really proud of what you see, you'll be proud of me for what you see. And the other thing that I want to point out is that if you're watching this in another market, and you're interested in finding either a great loan officer and or a great real estate agent, I would encourage you to reach out to me, private message me, send me a message. I work with the best of the best, I'd be more than happy to make a recommendation. With that, let me introduce today's guest. His name is Chad Krober. Chad first and foremost, thank you for coming on the show today. I appreciate you being here.Chad Krober  Thank you, Justin. It's good to be here. Thank you.Justin Stoddart  Great to have you here. So Chad Chad's brand is The Purpose Driven Lender, and we're going to talk about that tech today's show is going to be a representation of Chad being that. Chad actually leads a team of 10 originators and support staff, out of the Portland market. He and his team have been for the past three years in the retail lending space, a top 250 producing team in the country. So Chad knows a thing or two about leadership, he knows a thing or two about being a top producer. And for those of you that are able to stay around for the whole episode, I want you to mark on your date, October 25, it's a Friday from 8:30 to 4:30, there's going to be a very special event happening here in Portland, that is going to be free to you, but it's going to be life changing when it comes to being a great leader. So stay tuned for that if you don't make it all the way to the end, look in the show notes and you'll see more information about that. So again, thank you for being here Chad. I'm going to ask I'm going to start with this question because I believe that the most important leadership that we'll ever do it starts off in the home, so I'm going to ask you a question about you probably aren't prepared for but a guy like you is always prepared for this kind of question. What's your favorite part about being a dad, Chad?Chad Krober  You know, honestly, I think the favorite part of being a dad is having the opportunity to honestly learn from my mistakes, and then model that to my kids and show them that I am learning how to become the best version of myself. Even when I trip over myself. I don't handle the situation. Well, I can model to my kids and say, Hey, you know what, Dad, I did not do this thing. Well, or I did not handle this situation. Well, or I did not model this behavior to you well, but I'm working on it. And I need to tell you, I'm sorry. And I need to ask for your forgiveness. Chad Krober  And it's amazing to me how my kids are so quick to say "It's okay Dad, I know you're doing you're trying to work you're trying to grow, I know you're trying to get better."Chad Krober   Our kids just want to love us more than anything. And that's honestly probably the one of the most enjoyable parts of being a parent is being able to learn from my own errors, and then model and teach that to my kids. Justin Stoddart  Powerful concepts. Yeah, thank you for sharing that. For those that are maybe new to the show, this is about thinking bigger than real estate, right? We're fortunate to be involved in a great industry from different angles, yet, this becomes a platform, Chad, you and I talked about that before the show about how for you it's really not about mortgages anymore. Maybe it never was but this whole concept of being a purpose driven lender, talk to me a little bit about kind of as a prelude into today's topic. Like what matters more to you than originating loans.Chad Krober  Yeah. You know, I I'll admit, probably up till about maybe five, six years ago, I was way hung up, was hung up way more on the deal. I was I was focused on how do I close more loans? How do I increase my wallet? How do I increase my bank account? And I went through a few life situations that caused me to have to re examine to look in the mirror and say, why am I doing what I'm doing? You know it, you can jokingly say yeah, I'm 44 years old. Was it a midlife crisis? Maybe not. But just the timing, everything played out in my late 30s, early 40s. And I sat back one day and said, you know, what, if if I'm gone tomorrow, and I'm no longer writing loans, will the world even though that I existed? And I had to look in the mirror and say, No, probably not. Because another great loan officer will come along and replace me the day that I decided to hang it up and stop doing. And so I realized that I needed to change my attitude to say, Okay, I get the opportunity to interact with dozens and dozens and dozens and hundreds of people over a year's time. What if I use my platform instead? To say, How can I make a difference in someone's life? Instead of just writing alone? How can I bless them? How can I encourage them? How can I model to them? Things that will make them walk away from our conversation and say there's something different about that person, and I want to be I want to become a better version of myself. And so it just took me down this path of saying, All right, mortgages are a tool. And mortgages are a way to pay my bills. But ultimately, my attitude needs to be I'm here to serve people. And I think it comes back to the whole idea of servant leadership. We are here to serve others. And I think you actually just had a guest here recently who was talking about that, who leads a team that was and that, you know,Justin Stoddart  Yes, Erik Hatch.Chad Krober  I thought I caught that briefly. I didn't get to watch the whole thing, but I caught a snippet of and I went guys nailing it. He I think the quote that I saw was like, "Nobody works for me, I work for them." Unknown Speaker  I mean, that's the whole concept of being a servant leader is you want to serve those around you. And when you come in with an attitude of humbleness, and of saying, you know what you all can teach me, because I really don't really know much, honestly. But I'm going to do my best to help all of us, I'm going to help our tribe get to the finish line in whatever it is that we're trying to accomplish. Then all of a sudden, you have a heart attitude where you can begin to grow and you can be you can expand your boundaries and begin to really, I think leave an impact on people's lives.Justin Stoddart  I love it Chad. It was interesting, I'm actually reading the book by Ray Dalio called Principles. You know, probably one of the greatest hedge funds managers of all time. One of his key principles is actually humility. A guy has every reason to not be humble, he realized that he began to accelerate his own success and impact on the world when he stopped thinking that he knew everything and started to look around to realize like, I can learn from everybody here and create a what he called a meritocracy, which was the best ideas win. It doesn't matter if he's the, you know, the founder of the company, Bridgewater, that that isn't what matters, who who has the best ideas. That's what wins. And I think it takes a lot of humility to be a leader and say, Hey, your ideas bette...

Justin Stoddart  Welcome back to the Think Bigger Real Estate Show. A quick reminder, if you have clients that are looking to move to Portland, Oregon, please reach out to me, I'm not a licensed real estate agent, but I do know the best here in town, and I would be happy to make an introduction for you. So let me begin by saying first and foremost, Erik hatch, thank you for coming on the show today.Erik Hatch  Ah, Justin, my man, if I'm here for the second time, it means I wasn't terrible the first time. So glad to be back.Justin Stoddart  It's a pleasure, man. I'll tell you what, for those that don't know, Eric, his team is the 49th highest producing real estate team in the country. They sold 664 homes in 2018 and are getting after it again in 2019. And amidst all of that, the you know, one of the my favorite things about you, Eric, is that a lot of really high producing teams, you walk into their office, and there's listings all over the place. There's goals and metrics. As you know, these thermometers have Are we almost there, describe to the audience what is on your wall, in kind of one of your conference rooms?Erik Hatch  Well, our goal is to create champions with what we do. And so of course, we do have some things up there that that are tracking, we believe in scorecards comes from the four Disciplines of Execution, which has been a great book in our world. But what's the main thing in our training room is over the whiteboard that says we're in the business of helping people, we just happen to sell real estate. And then on our back wall, what I've done is I've taken a picture of every person's family or pets, whatever they deem most important to them. And we have that up in our training room as a reminder and as the constant watchers of what we do and how we do it. So we make sure that we're consistently serving instead of being selfish.Justin Stoddart  And it's so consistent with what what this is all about, right is that even the think bigger real estate show, it's about thinking bigger than real estate, the real estate can be a vehicle through which you can bless the serve a lot of people I know you, Eric, you even had a passion, one point in your life, to be part of the ministry. But you felt like you're called to serve through real estate, also impacting people's lives and deep and meaningful ways. Talk to us a little bit about how that came about.Erik Hatch  Well, I still feel like I'm in a service based ministry-esque kind of environment. Ministry, for me was what I did right out of college, it was the best job you could ever have. That doesn't pay you well at all. And I was in the ministry, I did youth ministry and lead worship for about eight years, built some nonprofit movements throughout the community as well and was just fired up about it. But I needed to take better care of my family. And what it came down to was and my wife and I desperately want to kids. In fact, my son Simon is in the room right now. He's three and just had his tonsils taken up this last week. So he may jump on camera and say what's up. But we wanted so desperately to have kids and we ran into major infertility. And the only way I could be a dad was if I was able to fund it. And the other way I could fund it was not by working at a nonprofit. But by working in real estate, I was selling real estate part time. And I needed that financial acumen in order to really be a dad. Now I have two kids, my daughter spent almost my daughter Finley is almost five, my son Simon just turned three. And I am just saying smiling from ear to ear with where we're going.Justin Stoddart  You know, it's really fun to see somebody like you who's who has a heart like that, that was willing to at one point, you know, work for not much money, but just to impact but then you realize how much more impact can one have? When you take you know, you take that hard and put it into a you know, a business that can impact even more people. And I see your beautiful son right here on the candidate. Let's introduce him this is SimonErik Hatch  Simon Simon, Can you say hi? No, gotta be shy. Justin Stoddart  Simon, it is a pleasure to have you on the think bigger real estate show my friend. You know what a lot of what we do Simon is is is for people like you it's to inspire the next generation inspire all of us to be a little bit more like youErik Hatch  He's not listening. But I am.Justin Stoddart  Thanks for making a guest appearance, Simon. So let's jump into again, your book, right. So you have this heart to, to serve people to be a servant leader, you realize that real estate is the vehicle through which you can do that and provide you for your family in the way that you want to. Let's talk a little bit about how the book came to be.Erik Hatch  You know, I'll hold it up here so people can see it's like, it's like a double twin with me right here, I'll just try to shade some of my face as well. So I'll just match it. It's called play for the person next to you a guide to servant leadership. And it had been on my heart to write a book for probably five or six years. There's this interesting thing that happens, Justin, when you decide to write a book, because what you're doing is you're saying, I'm an expert in something. And I actually don't think of myself as an expert, I think of myself as a student. And I have studied leadership. And what happened was, I got into real estate full time from the ministry in 2011. I built a team in 2012, and the beginning of 2013, everything crashed down on me, I failed. So tremendously, I got kicked out of the brokerage that I was at, I went from a team of 13 people down to a two team of three people, myself and to others. Overnight, I invited everybody on the team to come with and nobody said yes, except for two of them. And I realized that I was chasing transactions. And I was failing to think about transformation. It was all about me instead of all about we. And so I buckled down and I put my head down and I said, Eric, you are you are still that servant that you were made to be. And I had really lost that my first couple years of jumping into the for profit lifestyle. I was chasing things that were empty promises, and they really weren't life giving. I think things like this, I think of the idea of profit. And if you ask most people, what's the purpose of business people will say, profit. But I think that that's is maybe foundational is saying that the purpose of life is breathing. It's absolutely essential to what you're doing. But it's not the purpose, the purpose of businesses not profit, the purpose of business is to live out your purpose. And to make it difference, just like the purpose of your life is not breathing, but it's to serve. And in fact, that work has already been set aside for you to do. And so I've made the conscious decision from six years ago that I was going to restart. And at that time, I recognize what I'm saying is maybe a little bit different than what the main stream of business and real estate is saying. And so from that, God put it on my heart to write a book and I didn't know what it was going to look like. And I didn't know when I was going to write it. But I finally said enough is enough enough about talking about your dreams and said start actually acting on them. And so here I am now, six years later, and I have my first book in my hand.Justin Stoddart  Talk to us about the process of writing a book. Was it as challenging as many people say? Erik Hatch  It sucks. I don't know how else to spin it. It is not a sexy thing by any means. I worked with a publishing company out of Charleston, South Carolina called advantage. And so I went went out to I went up to Charleston for a couple of...

Justin Stoddart  Hello, welcome back to the Think Bigger Real Estate Show. I'm your host, Justin Stoddart, and I'm fired up about today's episode. It is so relevant in this era of iBuyers, this era of fast technology in service based industries and we're going to talk all about how to build and maintain relationships amidst the technological world in which we live. And before I introduce today's guest, who is amazing, by the way, let me start by reminding you the purpose of this show, which is to help you think bigger. By putting you in contact with people like today's guests, your thoughts, start to expand your actions, follow your results, follow that and even more importantly, your impact follows. And my passion is to help inspire you to live a life of greater impact. So if you're looking for show notes, including from today's episode, as well as this week's things that you may have missed and may not want to miss, go to thinkbigger.real estate and there you will find the ability to sign up for a weekly summary. It hits your inbox every Saturday morning, when you can be sitting in an open house, reviewing best practices and helping expand your own thinking. So with that, let me introduce today's guest, Greg Gale, he's out of Scottsdale, Arizona, he's with mobile home loans. He's also a core coach. For those of you that are familiar with the core, those guys don't screw around, they get after it. They help consumers in really big way. And they they build an amazing businesses. So Greg, thank you for coming on the show today. It's a total pleasure to have you here.Greg Gale  Hey, thanks for having me. I love the title. First of all, just think bigger. It's just a great way to stay growth minded. But I appreciate your time and appreciate being invited on the show.Justin Stoddart  Yeah, for sure. So Greg and I are fortunate to have a common connection, Stacey dearth with whom I get to work. She was in Arizona did some great things down there. And now she's up here doing some great things. So thanks to you, Stacy, for making the introduction, Greg. And I didn't realize it at the time. But we were at an event in Dallas in early August, learning from a gentleman who's who's very intense. And he's intense about helping people build great businesses. And one of the things that stood out to me in that meeting is he said, If you as professionals are doing so everything through technology, then you deserve to be replaced by these online companies, that it requires you to be face to face and voice to voice with your customers. Otherwise, why do they need you? Greg, talk to us a little bit about how you've done that in your business. In this like leveraging technology as opposed to completely outsourcing these relationships to technology.Unknown Speaker  I love how you put that you know a lot of people miss misconstrue that where technology is bad because if you outsource it, you disconnect yourself from the consumer. Yet if you embrace it and leverage it, you can actually make more connections with the consumer. So an outsourcing to me is you know, a here's a list and we're going to automate it and this company will take care of it. Or they're going to get calls from some of the text messages from a bot of some sort. Versus you picking up the phone you texting them, you engaging with a call to action to stay in front of your clientele your consumers. But yeah, so the event we did in Dallas the mega same, I was up on stage coaching the elbows wide open houses and going to open houses to visit the realtors. Because a lot of time realtors are virtual, they're not in offices anymore. So you got to get face to face and belly to belly with them. And just like Rick said, Man, to have an impact on people, you've got to be face to face with them. Now a way to leverage technology might be like this, like you shoot a, a webinar of some sort or a podcast or a video out to your database to stay connected with them, you pick up the phone and call them and you have a system to stay in touch with them very much a process driven, you know, you have to have it as a process where it's like a checklist. And it's I'm reaching out to them four times a year, here's how I'm doing it. Maybe you leverage a mail house to send out a mailer to have, but you're following up with a phone call to check in with them, invite them to some big client party.Justin Stoddart  Yeah, unless it gets personal, I think people are quick to dismiss it. I know I had a real kind of rude awakening here. You know, one of my very favorite clients told me she said, Look, we see you all the time digitally. But we don't see you as often as we'd like to see you in person. And it's caused me to make some adjustments. And I'm in the process of hiring an assistant to where all the post production work of this show can be done by somebody else. So that I have the ability to take the valuable network and connections that I have with people like you the knowledge that I'll get from this episode, and then go be super valuable to them in a one on one. Consult with them. And I think you know, the air that I had made is that thinking that that by simply broadcasting to people that that was enough, and it's not. There has to be a personal component. You have to, like connect with people in person or the stuff that you do digitally. People are quick to dismiss, have you found something similar to that great,Unknown Speaker  Absolutely. And sometimes they feel that since they're not seeing you, they just assume you're so busy, because they'll see your podcast and they see your posts, and then they see you checking in somewhere and then you're traveling and like they're so busy in that they don't want to send your business, oh, they're, they're good enough. They're doing well, let me just give it to the new guy that keeps coming face to face and seeing me and offering me value. So you got to stay in touch. And to keep that loyal connection. The challenge that I find is that you have a lot of these relationships, you've got to leverage it a little bit too. So to have maybe a Hangout at your house really like guys, we're having Monday Night Football at my house who wants to come? Right? Or, hey, we're going to have cooking classes, and we're going to rotate through a chain of houses, we have a bunch of people that we just rotate houses. Or like when I do my client stuff, it's big client parties, we have November 22 is the frozen premiere. So we rent out a movie theater, it's 280 people, and I'll have my past clients invited to come and let's just hang out watch movie, we'll hang up before we'll hang out after. And then they'll appreciate it as we roll into these holiday season I giveaway. Last year, I think we were at a couple hundred pumpkin and apple pies the Tuesday before Thanksgiving. And they come to the office and they set a time to come in and the teams here we just hang out and just talk with them.Justin Stoddart  Yeah, I think when you couple those kinds of touches both one on one small groups, as well as even large events like you've described, it just gives impacts, all of a sudden your email comes through or your video comes across their social media thread. If there has been no personal contact, they'll swipe right by it right, they'll delete the email, because because they don't feel that that they matter to you. Right, you're speaking to the masses, not to them. I know for me, I clean out my inbox very, very quickly doesn't matter how beautiful somebody drip campaign has been crafted how how beautiful the HTML features are in that drip campaign. If I haven't heard from that person, or or that email isn't laser specific to what I'm looking for that day, it gets deleted, sorry, friends, if you're in that grew, whereas if somebody if I've had a personal contact with somebody, their email doesn't ev...

Justin Stoddart  Welcome back to The Think Bigger Real Estate Show. I'm your host, Justin Stoddart. Are real estate teams good for real estate or not? Today's episode is going to be all about that. I have with me today, somebody who is a proponent of teams and doing some amazing things. His name is Christopher Watters. He's been on the show before and I'm excited to have him back. Christopher, thanks for being here. I'm excited to delve into this topic with you. Christopher Watters  Yeah, me too. Justin. Excited to be on your show again.Justin Stoddart  Yeah, thank you for coming back. For those that don't know, Christopher,  his background, he's in eight locations across the US and Canada. His hub where his main business is based out of, is Austin, Texas. He's got a real estate brokerage there. He's author of Million Dollar Real Estate Team. So he has not only written about it, but he's done it, which is impressive. For those of you who are maybe tuning in to the show for the first time, or haven't been listening for a while, I want to restate the purpose of this entire show, is that when you are around big thinkers, guess what, your thoughts expand, your actions follow suit and pretty soon your impact also follow suit. My passion is to help people realize the divine potential within them and to begin to live up to their potential, impacting the world in great ways. So I'm excited to have Christopher on here today, because whether or not you agree with with his view on teams, the fact is, the guy's a big thinker, and he's going to influence you to make a bigger impact in your world. So again, thank you again for being here.Christopher Watters  Yeah, so I mean, something I was telling you earlier you was when I got started building real estate team full time in 2010. And I went and paid and went through every coaching program imaginable. Like I've paid all the coaches, I've been through all the different coaching programs, and they were all amazing, like I learned so much. Going through all these coaching programs, I always say like one of the secrets or one of the shortcuts to like growing super fast is not trying to reinvent the wheel and go learn from somebody that's already done it. I was watching Shark Tank back in 2010. And Damon john on Shark Tank said pioneers get slaughtered and settlers prosper. And I was really frustrated with my growth. Like I wasn't, you know, selling as many homes as I wanted. And I heard him say that on Shark Tank. And I'm like, I'm like, Man, what, why am I trying to be innovative and all this stuff, like I don't have hundreds of millions of dollars, like, you know, these big tech companies, right? Like I'm bootstrapping and putting money on a credit card and just trying to you know, scrounge up enough money to pay for lead gen and all that kind of stuff. And so I was like, there has, there's obviously lots of people that have come before me super successful. So anyways, I got involved in coaching and like really radically changed my world, because I've learned from people that are already figured it out. And in 2013, I kind of hit a brick wall. Between January and June of 2013, I went on 267 listing appointments, my my title rep love to me, by the way. So I hit this brick wall, I was literally drinking so much Red Bull, and like Monster Energy and going from 6am till two o'clock in the morning. And when I you know, when I first got started in real estate, like, you know, I wanted all the fancy cars and fancy house and all that stuff. But the real reason I really wanted to make a lot of money was you know, I remember as a little kid, always feel like I needed to prove myself because, you know, I had a lot of like academically driven people in my family. And but none of them were entrepreneurs, like they were all like success successful in their own right. Never made a ton of money, though, but they're very academically driven. And my mom was a nurse, so I didn't have a lot of money grown up. And so I ever since I was a little kid, I always felt like I had something to prove. And so I had this big goal. By the time I hit 30, I wanted a million bucks, but it wasn't really about the money, it was just trying to, you know, gain the respect of my family and the people around me. And so and I made that happen in 2013. But I did it at the expense of realizing that what I was chasing the North Star I was chasing, like making all this money going on tons of appointments, which is like what everybody thinks they should be doing, right? Like I got there to the nth degree. And I was like, Man, this is not like, this is not what I thought it was like, have you ever have you ever had that happen? Where like the North Star didn't end up being a North Star?Justin Stoddart  I have. Absolutely--I think all the way back to high school. You know, this is probably the first example. My wife actually hates this story, so if she's watching this, she's gonna probably chime in. She hates it when I share this story. But from a very early age, I realized that at outer or outside things couldn't make me happy because I had poured my entire heart and soul into football. We were state champions, you know, two of my three years at that particular high school, and I remember as a junior holding the championship trophy over my head and I'm like, I'm still not happy. Like, what? Why is this not more exciting to me right now.  I had the whole town there, cheering me on and although, you know, I've had a number of experiences since then that have have kind of reinforced that lesson. That was the earliest that I remember that trophies don't make you happy, right? They don't, they don't fix what's what needs to be fixed inside. I think that's really everything from, you know, relationships to spirituality. There are some things that really do fix the inside and then once that foundations in place, then you can go create some great things and impact a lot of people but it's got to start at the foundation.Unknown Speaker  Yeah, man, I couldn't agree more. I I so the thing was, is like I realized in December 2013, I was on that transaction, treadmill, and I got the trophy, and it wasn't fulfilling. And I was like, man, there's gotta there's gotta be more, right. And so number one, like I didn't have a lot of time, you know, just like I couldn't, you know, even with the money I had made, I couldn't spend it because I'm working seven days a week. And it wasn't, you know, I was I remember reading a book by Robert Kiyosaki called Rich Dad, Poor Dad. And there was this quadrant, and he said, top left is an employee. Bottom left is the self employed, and the top rights and business owner. And in the bottom right quadrant was an investor. And he said, the difference between an employee and somebody self employed versus being on the right side, is if you're a business owner and investor, you don't trade time for money. And so after going through all these coaching programs, something I realized those and they're all amazing, like, I highly recommend all of them. But the thing that I realized is, there's very, you know, there's very few people that actually help you go from owning a job being self employed to actually owning a business. And very few people actually make that transition and legitimately have like a business that can operate without them. And so I spent the next two years trying to, you know, figure that out. And I remember in 2015, looking at my tax return, and I had broke a net income, like I literally paid taxes on a million dollars. And like, I felt like I had found the gold underneath the Rainbow Bridge, you know what I mean? Like I was, it was like one of these things where I was like, I felt like I had this, this moral obligation to like, share with the world how I did this. Because I didn't go on it, I didn't work with a single...

Justin Stoddart  Hello and welcome back to the Think Bigger Real Estate Show. I'm your host Justin Stoddart,  and I have with me today in studio, Stephanie Peck. For those that are in the Portland area, she is a rising star and for good reason. She is a rising star in her business as well as at home, well maybe not a rising star at home, you've always been a star at home.Stephanie Peck  I'm always improving.Justin Stoddart  So if you remember, Stephanie joined me several months ago, it's probably been, I guess we kind of early summer to talk about this difficult balance between being a successful Realtor while still being a successful mom and that episode reached a lot of people and I got a lot of feedback that people really appreciate it. So I've invited Stephanie to come back to talk about, now that we are out of the summer months, and into the fall--how do you recoop? How do you get back on track after a busy summer? Yeah. So there's, there's lots to talk about on this topic, I will start with this reminding people the purpose of this show is to put you in contact with big thinkers like Stephanie, because what happens is when we get to surround ourselves with people that are doing great things, not just to create success, but also to create significance, it has an impact upon us, we start to think bigger, we start to think differently. Then we start to do differently, and then we start to have different results and then we can have a greater impact. You and I both share that that we have a big passion to be very impactful, both in our own homes, as well as in the world at large.Stephanie Peck  Right. Yeah, yeah, there's so much that we can do with the gifts that we've been given. excited to share that always toJustin Stoddart  Yes. So thank you for coming on. She's a natural at this actually. The last time I was like, "You need to like have like a news broadcast here." But, I think she heard her real estate business is doing just fine. I don't foresee that in the near future.Stephanie Peck  So I guess I have the gift of talk. Wherever I can. That's helps in real estate as well.Justin Stoddart  Yeah. So let's dive into this, Stephanie. Obviously you're coming off a busy summer. You and I both have very active families. Right, right, that are going and doing things and having fun and enjoying the summer months. And now we're back to a a routine. We're back to a schedule.Justin Stoddart  Thank you. It feels good, doesn't it? Yeah, it really does. I love summer. Enjoy it. I've been summer in the Pacific Northwest is amazing. But yeah, it's so nice to be back into the routine. We got the most of us out of our summer for sure. Which is also a big part of why it's time to regroup.Justin Stoddart  Yeah, we've run summer months out, right? Again, yeah. And now it's time to get back into it. For those that are in real estate, you are very aware that by the time these clients that you're working with or the prospects that you're working with close, you may very well not see some of this business until 2020. Right? And with 2020 being I think an amazing year, just because of the symbolism of 2020--perfect vision, clarity. It's a new year to really begin and do some amazing things. But that doesn't start January 1, right? Stephanie Peck  Yeah, if you want a good 2020 now's the time to be putting in the effort.Justin Stoddart  Now's the time to be getting back on track this fall. So that your Q1 through Q4 of next you're are dialed and rolling. So with that being said, I know you've prepared a few things Five Steps to help us. Stephanie, what would you say would be step number one for all of us to be able to get back on track this fall?Justin Stoddart  Yeah. So step number one is I mean, no better way to say it, but forgive yourself. I mean, honestly, I'm pretty straightforward. Get over it. blunt way to say it. I know for me, because I mean, summer was a whirlwind, I was just focusing on having an awesome time with my kids and having an awesome time, outdoors and all the fun and still keeping up with business. But for me, what I had to do in order to do that was to say, these are the activities that I'm going to put to the side temporarily. And the temporarily important part, and just focus on the business activities that are most important right now. But once you whatever reason, you had to get derailed, whether it was just having too much fun over the summer, or maybe there was a baby in the family or a health issue or whatever. I mean, there are a million reasons that get us distracted. But when it's time to come back and to regroup, you've got to say, okay, maybe I had a couple of failures, maybe I had a couple of things that I was lacking in, I'm going to just get over that and move on, I'm not going to beat myself up over it. And I'm not going to keep dwelling on what was me or I wish I would have or any of that just time to move on. Justin Stoddart  You know, I love that you said that, Stephanie, because again, we're talking about the topic of getting back on track this fall after a busy maybe distracted summer. But those aren't the only things that that keep us right that keep us from doing the activities we should be doing. Sometimes, like you said, it's it's a family illness, a family situation, a wedding, right? All kinds of things happen. So these principles are going to apply not just to this fall, but anytime you feel like you're off track in your business, right, I'm actually want to bring up a point that I shared with you earlier, Barbara Corcoran, whose Shark Tank like the queen of shark tank, right and and the queen of real estate in New York City said that she would take a somebody who's wildly consistent and persistent over somebody who's wildly talented. What she realizes that success comes down to those people that have time on task over time. That's actually Gary Keller, quote, time on task over time produces the best results. And if you're somebody that that falls off, the horse has a has a crazy summer. Yeah, and then can't get back on because you can't forgive yourself. Just the time delay and not doing the right activities is going to be detrimental to your business more so than maybe not having, you know, some some of the innate talents that maybe others have. So keep that in mind. I love that you said that it's it's spot on? Is it forgive yourself and move on get up, get going? It step number two, let's let's talk about that. What would you say? Well, you forgiving yourself. You're like, okay, what's done is done. It's time to move on? Well, you say step number two would be?Justin Stoddart  Probably just revisiting what were my goals, here I've been, what were my goals for the year? What are my goals for my business? And what are my goals for my life and my family too, because that all still has to fit in? So revisit what's most important to you? What are the things that you set out to do this year or this season? And really write those down? And tell yourself again, what are my reasons why, you know, not only my goals, but why did I set these goals for myself? And why did I want to meet these goals? Maybe there's a financial goal that you have, or you're supporting a great charity, and you see the consequences of not meeting those goals is these these people I'm trying to help aren't going to get the help that they need? Or maybe my bills aren't going to be paid? I mean, that's a pretty good motivator, always just get off your butt and just do it. Yeah, just so revisit, what were the things that I wanted to accomplish? And why did I want to accomplish them?Justin Stoddart  I love that. So right here in front of me on my computer that only Stephanie can see is a re...

Justin Stoddart  Hello, and welcome back to the Think Bigger Real Estate Show. I'm your host, Justin Stoddart, and I'm excited today to have this conversation about health. Have you ever realized that you as a real estate agent, sometimes you'll focus on your health and maybe your business suffers just to touch, and then you go to focus on your business and your health suffers a little bit? Well, today we're going to talk about how really focusing on your health doesn't need to cause your business to dip. In fact, if anything, it ought to improve your business. Because the operator, the owner, the leader of that business is happier, healthier, stronger. I have with me today, a gentleman by the name of Tim James. Tim owns a company here in the Portland area called Chemical Free Body and we're going to hear briefly about his story, and about how he helps people to be high producing professionals, as well as very, very healthy people. He's a great role model for us to follow in that regard. So as a reminder, if you go to thinkbigger.realestate there will be show notes. And you can sign up to get weekly reports of who's been on the show, and get highlights and updates that way. So I encourage you to do that. If you're not then if you've not done that already. So back to today's guests, Tim, first and foremost, thank you for coming on the show today. I appreciate you coming on and pouring into the think bigger real estate audience.Tim James  Yeah, Justin, thanks for having me on. I'm excited to share today.Justin Stoddart  Yeah, great. You know, one thing that I've realized, as it doesn't matter how many business tips tips as I tips, tactics, strategies that people give, right? There's shows and websites and YouTube videos that are filled with how to help a real estate agent have a successful business. Yet at the core, if the mechanism through which they can do all those tips and tactics, right, their body is not well, if their mind is not well, none of those things are going to work, right. That's all built upon a healthy lifestyle. That's all built upon a healthy mindset. And part of my passion with I think that your real estate show is to help get the foundation right? help get the thinking right, help get people well and happy and confident feeling good about themselves, so that they can go serve people at a higher level. And I'm thrilled to have you here today because I know that you're going to help us do that. Right? When you drive down the street. And there's endless opportunities for fast food and terrible food options. I walk through a grocery store, and finding things that are high in protein and low in carbs is difficult, right? And even if I do find those things, what I'm putting my buddy, I'm not even sure if it's good or not. So we want your help. Tim, tell us a little bit about your story, how you got to the point to where you founded the company that you did. And then I want you to teach us some principles, health principles that we could all Apply today. Okay, cool. Hold on time. Now, before I do that, I stop, start stop start. So here's what I want everybody to know, is it if you can't watch this whole episode, know that Tim has, has kindly given us access to some things for free to teach us really quick, Tim, what you've offered us, and then jump into the second part of the question that I asked you.Tim James  Cool, cool. So um, again, thanks for having me on. So for those listening today that would like to optimize their health. Again, I'll teach them tactics today that you guys can take with you that will like totally transform your health. And they're so simple, but they're things that people aren't doing. I'm going to give away free coaching calls to anybody. It's a $97 value, 30 minutes with me, and you just complete a form. You get into my calendar, then you complete a form. And then also i'm going to give a copy of our gut detox Guide, which is the guide we use as our core foundation. To get people started on our coaching program. This is a $67 value. That's everybody's free. from you, Justin courtesy of Justin Stoddart. Think bigger real estate. And if you guys want to get your hands on that manual, which I highly suggest you do, or and on top of that, get a free coaching session, just send an email to [email protected], and just say, Hey, I was on Think Bigger Real Estate, I like to get the free manual and free coaching session, and I'll send you those links, and we can help them get started.Justin Stoddart  Perfect. Alright, so appreciate that. And for anybody that can't listen to the whole episode, for whatever reason, I want to be sure that you knew that there's some take home some things that I've negotiated with Tim, for him to give away, again, free coaching session, as well as this guy that I looked through it and it's it's brilliant. He's really done a nice job with it. So anyway, thank you for that, Tim. So so going back, what led you to want to embark on this journey of really, both for yourself as well as other people and helping them have healthier lifestyles, which again, helps people to then on top of that, build successful businesses, etc.Tim James  Absolutely. I think a little bit about my background would be important. I grew up over in Eastern Oregon on a cattle on a farm. I grew up on the standard American diet. I was in the mortgage industry for 10 years, actually part of the core training program, which a lot of people here listening will know about, at a high level coaching business for high level realtors and mortgage professionals. And I found myself at age 37, about 30 38 pounds overweight. I had skin issues I had like eczema on both elbows and I had a huge patch on my left knee. I had another skin issue on my shoulder. It was gross. So my belly was sticking out. I was embarrassed to take my shirt off. And I was an athlete. I mean, I played baseball at a high level. I mean, I played baseball for 30 years. And I always thought of myself as like an athlete, you know, take charge type of guy. And my energy was waning. I wasn't sleeping well. I had acid indigestion really, really bad. And I was I was eating like tons and Rolaids. Like all day long. Like I had a box in my car and then my truck and then I had some of my at my house. And it was just it was I was eating those things constantly. Doctor wanted me to go on a sec, but it just didn't sound right to me was I was trying to put it off. I was in denial. And eventually was my gut was jacked up. And I found out I had what was called leaky gut syndrome later, I actually had blood coming out of my stools, like half the time when I was going to the bathroom and I told no one I was just like, you know, I'm ashamed of it. And I thought I'll just go away something. I mean, I don't even know what I was thinking back then. And so this is going on. And then I finally got to a point where I went on a vacation and I had to have surgery and have an organ removed, destroyed the vacation for my family. And and me it was miserable being in hospital in Peru down there when I'm supposed to be vacationing. And, but I didn't know what to do with my health. I mean, you read all these books and stuff. There's all this information out there but it's just pieces of it work but I couldn't put it all together and, and then my friend on my baseball team Colima hoye got diagnosed with like a stomach cancer, and he was the most fit of all of us. And he ended up dying after chemo and radiation and surgery. It was a horrible deal. And he had three little boys that he left behind. With no insurance, we did a fundraiser. And it was just like, wow, that was somebody like my age that had passed away, you know, and it started freaking me out. I'm like, Dude, this guy was like in the best shape of all of us. If he gets cancer, we're screwed. Well, then right after that, my good f...

Justin Stoddart  Welcome back to The Think Bigger Real Estate Show. I'm your host, Justin Stoddart. Today's episode is going to be one of the best, I'm promising you that because of today's guest, his name is Brian Page. He is the, in my opinion the world's foremost expert on creating passive income streams through Airbnb. We'll get into a little bit more about that I'm so excited to introduce him. Let me remind you that the purpose of this show is to help you think bigger when I can have people like Brian pouring into you pointing to all of us, our thoughts expand and as our thoughts as our thinking expands, our actions tend to follow suit as our actions follow suit our results follow and also our impact follows and that's my ultimate passion is to help each and every one of us lead a life of greater impact than we would otherwise. So if you're interested in getting more show notes updates on these shows go to think bigger dot real estate there you will find amazing content with people like Brian page. So let me first and foremost say Brian, I know you're a busy man and I'm so appreciative of you making time to be on the Think Bigger Real Estate Show.Brian Page  No, thank you for having me here. I really appreciate it.Justin Stoddart  For for those that don't know, Brian, let me give a kind of a brief background here. Brian, you became a millionaire while in your early 20s through residential real estate investing. 2008 hit and it was a little bit of a different scene for you wasn't it? Yes. And like many of us that were in the real estate industry, I was a builder at the time. High times turned to low times quickly. And I know for you personally, you probably like me, have a lot of ambition and we're okay just kind of settling with you know, like the market will come back it'll be okay, you began to look for other ways to get to your goal faster. For those that don't know Brian's story. He began teaching people and himself scaling an Airbnb business and I want to emphasize the word scaling because not many people have done that right they purchase a property they Airbnb it they save up some money they purchase another property they Airbnb it. That's a great way to get rich slowly. Brian has created a way where you can scale and actually have hotels all around the world without you necessarily owning the real estate underneath it. It's a fascinating model. You're going to love this episode. I just want to also make special mention here that Brian has worked with heavyweights like Tai Lopez, Grant Cardone, Kevin Harrington, Dean Graziosi, like some of the biggest and brightest names in real estate, Brian has been featured by those individuals, because of his expertise on this very topic, the the BNB Formula. So with all of that said, let me thank you again, Brian, for coming on the show. And let's dive into how do you make money on Airbnb without owning property? I'm sure people are like, "Now wait, what? You can you can make money through Airbnb without actually owning the property? Please tell us more!" Teach us how you do that? Brian Page  Sure.Well, I kind of stumbled into it. After going through the whole real estate crash. Around 2008. I stumbled around for a few years trying to figure out something that I could do to make money. And I really wanted to create cash flow. That was the thing that was all about I was a rich dad poor dad fan, I believed in creating cash flow was the way to be financially free. But I didn't really have the ability or the desire to go buy property again. So I was making a little bit of money with my spare room in my apartment, I had a two bedroom apartment I was renting. And that was doing okay. But it wasn't until a fake encounter with a gentleman on a plane on a flight. I sat down next to this guy and very wealthy guy that started kind of giving me some advice. And he said, you know, if you could get a whole bunch of these properties on Airbnb, you can make a fortune. And I said, Well, duh, yeah. But I don't, I don't have 20% down, I don't want to go buy property again. I'm kind of double that. They said no, no, you can just control property. If you can control property, then you can do whatever you want. And so that kind of started the whole, the whole journey for me on Airbnb.Justin Stoddart  Interesting. So this gentleman helped you to realize that you to control property, you don't necessarily have to own property.Brian Page  Yeah, you don't have to own it. And Airbnb doesn't care if you own the property or not when you go to list it. So I found that I can control it two ways, I can either lease the property, get permission from the owners to then put it on Airbnb, or I could partner with the owners directly, where I can say to the owner, hey, look, you're going to make more money working with me than you would with a normal tenant. And I'll show you how to do it. It's no extra work for you. And we'll split the profits. So there's a couple different ways to do it. But ultimately, what allows you to do is go faster. So you can get properties very, very quickly. And it allowed me to do over six figures, my first six months on the site, and over 300,000 my first year, and I had many, many students have done the same thing. I have students that have earned way more than me on Airbnb now, which is pretty crazy.Justin Stoddart  And you know, the interesting thing, I actually read the chapter of a book that you had written on this very topic. And the question that came into my mind is, why, if I'm a, if I'm a property owner, right? Why would I? And you answer the question in this book, but I'm gonna have you answer it for the audience. If I own a piece of property, and I could lease it out to long term tenants, versus you, who's going to simply sublease it through Airbnb through Airbnb, to short term tenants? Why would I choose you over a long term tenant?Brian Page  Yeah, that's a good question. Everybody asked that question. And when I first started meeting with owners, that was the very question I had to solve in my head. Because most people were just saying no, to me, they didn't really understand the idea or get it. But they were actively looking for a tenant. So what I figured out after meeting with, you know, dozens, and now hundreds of people face to face, kind of pitching this idea, I realized that really, most owners are only concerned with two things. And I had a whole bunch of rental properties myself, I was a landlord for many years real estate investor. So I was only looking for two things. And that was somebody who's going to pay the rent on time, without any hassle. And somebody that's gonna respect and take care of the property, not cause any problems with the property. If somebody could show me they're going to do those two things, then I would generally be open to renting to them. So it's pretty easy to show people look, I'm going to pay the rent on time, here's my references, here's my previous landlords, I'm going to be responsible. But a lot of times people will be like, well, what's the advantage with going with you versus just anybody else? So I had to start thinking of that. And I started, I started realizing that with Airbnb, there's a big difference between guests and tenants. And all the problems that you think about with being a landlord are usually related to tenants. So for example, I always play this game with owners, I would say, I'm going to say a statement, and I want you to tell me if it's an owner, I'm sorry, I want you tell me if it's a tenant or guest that would cause this problem. And I would say, okay, somebody leaves their car in the driveway, and unblocked and takes, you know, starts doing oil changes, leaves car parts everywhere. Would that be a guest? Who's coming in for two nights that probably Uber to the property? Or would it be at...

Justin Stoddart  Welcome back to The Think Bigger Real Estate Show. I am your host, Justin Stoddart, and I have a treat for all of you today, I can't wait to introduce you to an incredible lady in so many areas of her life. I'm going to make you wait to hear exactly who it is, even though I know you can see her already. Let me just restate the purpose of this show, which is to help you think bigger.  Everything you want in life will come about as you do the right things and you will do the right things as you start to think about the right things. So, my purpose and my passion are to help you think bigger so that you can do the right things and then have the impact and life that you were designed to have. So with that, I would encourage you if you have not already signed up for the regular newsletter, which gives you updates and show notes of the amazing guests that I have, you can get to that at https://thinkbigger.real estate. That's my website and I encourage you to do that. I'm honored today to have with me Michelle Bosch. Let me tell you a little bit about Michelle. I'll just start with this, her businesses have been featured on INC, Fox, ABC and Forbes. She has really done some incredible things, let me tell you, about this as a real estate investor, entrepreneur and leader. She's the co founder and CFO at orbit investments and a full time real estate investor since 2002. They've got a really unique strategy, we're going to get into that, but she has bought and sold over 4000 pieces of real estate. Yes, you heard that right 4,000 with a comma, pieces of real estate and built the third largest land investment, investment and auction company, in the US. I told you this is impressive while bringing that company successfully into the eight figure revenues in a matter of 18 months. Ladies and gentlemen, I'm so excited to have with me today. Michelle Bosch. Michelle, thank you for coming on the show today.Michelle Bosch  Oh my God, thank you so much for that wonderful introduction. It is an honor to be here, I'm excited to be with you know, with your audience today. And, and provide, you know, a little window into, you know, the world of of investing in real estate.Justin Stoddart  I love that. And before we get into all of that, we're going to keep everybody hanging just a little bit about how in the world in 18 months, you created such an empire. I want people to know a little bit about your background. You are from Honduras, originally an immigrant and your husband is from Germany, also an immigrant.Michelle Bosch  Yes.Justin Stoddart  One of my mentors, as I mentioned to you previously is Brian Buffini, who wrote the book, The Emigrant Edge. When he grew up in Ireland, he loved, and still loves his homeland. But when he came to America, he saw and felt something different, which is the land of opportunity. It's the coveted place where the ambitious want to come, entrepreneurs wants to come, because they realized the soil here is so fertile. Talk to us about that Michelle, howbeing in America has really opened your eyes to opportunity.Michelle Bosch  Yeah, you know, both my husband and I, like you mentioned are, immigrants into the US. So I came here in 1995. Jack came here in 1997. And we pretty much walked into the US with two suitcases to our name. You know, we both came to study here with a lot of hardship and sacrifice. My mom is a single mom, she raised me as a single mom, my father passed away when I was very young. But she you know, she invested in me, and, you know, send me to a bilingual school back home, which is what allowed me, you know, to come to the US to be able to talk to you even, you know, right now, during this interview, she, she, she was she had so much faith in me and, and for jack as well, you know, he came from perhaps, you know, Germany is a much more wealthy society, let's put that, you know, that way versus hundreds. But still, you know, he came from a background where his father was an elementary teacher, his mother a stay at home mom. So there was there was always money, you know, money, pinching counting money to make sure that you know, to make ends meet. And, and then you come into the US and, you know, we did what everyone did, which is to get a job, we work 60 or 80 hour weeks for, you know, for a big company as consultants traveling 100%. And, and, and we absolutely hated and then we realized, oh, my goodness, we are in a place where, you know, we we were following the traditional track, but we're in a place where you can get us an LLC set up for $180 here in the state of Arizona, you know, you file like a three page paperwork, and you can get it done. And hundreds you have to go through an attorney in Germany, it's like you have to have even financial backing, and so on to even start a corporation and so on and so forth. So there's so much red tape and and I think the emphasis though that I want to bring is the fact that when we came here, or when an immigrant comes into the US, you come hungry, you come driven, you come, you know, you come looking for something better than what you had in the past and where you came from. And there's opportunities everywhere. I think that because it's also new to us we see everywhere, and because it's it's common for a person living in the US and raised in the US, they don't see them anymore. You know what I mean? So I think it's, it's it's seeing opportunities that others don't see as a result of just coming from a completely different backgrounds, completely different context. So yeah. And now with my daughter, who's now born and raised here, I'm always like walking that fine edge of like, how can I still keep her hungry? How can I still keep her driven? While at the same time? You know, I don't want her to fall into poverty consciousness either, you know, so. So it's, it's a fine line. Justin Stoddart  So powerful. You said that, you know, I spent two years of my life on a church mission in Brazil, lived a among them, I didn't live as an American, I was really as a Brazilian, very humble circumstances, and it was amazing to me, the perspective that it gave. You know, many of my companions that I would team up with down there came out of extreme poverty and were returning to extreme poverty after their missions. And I was returning to a well known four year university, and it almost felt an unfair, right, and there were times that where I was, you know, felt like how can I do more to lift them. And I think if there's, there's one thing that we can all do, living in the land of the or whatever country you're in, I know I have friends actually in Brazil watching this, I got a comment here from one is that is to take advantage of the opportunities that you have, don't take them for granted. Don't, don't spend so much time recreating that you don't actually take the time to work. Again, I think sometimes people, they'll work just enough to where their needs are taken care of. Yet, someone like you who's gone on to create significant, success through other people, we begin to extend the hand and send the elevator back down, like my friend, Lou Radja says, send the elevator back down. So someone else can also rise up. And I think that's the responsibility of all of us to, you know, to that have great opportunities is that you know, where much is given, much is required. Justin Stoddart  So thank you for sharing that perspective on kind of your background, and part of the reason I'm sure as to why you've done what you've done.Michelle Bosch  Yeah, yeah, absolutely. And I think also, that background was incredibly crucial for us, because like I was telling you earlier, we we went into an asset class within real estate, that is not common, but But for us, it was the simplification of real estate it was and for me, o...

Justin Stoddart  Welcome back to the Think Bigger Real Estate. I'm your host Justin Stoddart. Today we're going to talk all about leverage. If there's one thing that I know about the life of a real estate agent is that there's never enough time to do everything that they want to do. for newer agents, they feel a little bit different, and they have lots of time, but they're short on funds. And I have with me today, some very bright gentlemen who have created in what I believe is a game changing tool to help real estate agents and brokerages thrive in this new economy. So before I get into that, I want to remind you that think bigger real estate, you can go there and get weekly updates as to what's happening on the show, get show notes, links, etc. So be sure to go sign up for that. Moving forward, let's talk to let's introduce the first guest, I'm gonna have two gentlemen, they're gonna come on to describe this amazing tool called broker hive. The first is Linden Hansen. he's a he's a top agent here in the Portland market, has a great business a great reputation. I've known him for years. And he's a he's a smart guy, Linda, thanks for coming on the show today.Lyndon Hansen  Justin, thank you for having me. Thank you for putting me in front of this, this arena. I really, really appreciate it. And being part of the forward thinking community. Yeah,Justin Stoddart  You bet, man. You're a big thinker. You've proved that to me over the years that the way you do real estate, and that you're proven it even even now more so with this, this solution that you've come up with? You know, it's interesting, as I've contemplated what you guys have created, I'm reminded of kind of the textbook of building a real estate business, right? The Millionaire real estate agent, doesn't matter what brokerage I go into everyone's quoting from this book. It's kind of like the Bible of real estate, if you want to have a business, not just sell homes, if you want to have a business, the millionaire real estate agent is the book that people reference to as and there's a whole section here about leverage right? Now the who, how and what of real estate and the authors of the book, say leverage answers three questions in your business? Who is going to do it people? How will they How will they DO IT systems? Or what will they do it with tools? And the thing that I want to point out from this book here, is that what broker hive what you guys have created Linden is a massive tool for people to use, in order to get more of their time back be able to serve their clients at a higher level? Tell me a little bit how you came up with this idea for a broker hive? Like what is it and tell us how you came up with it?Lyndon Hansen  Yes, so it all started eight months ago, when my fiance and I were heading to the hospital to deliver our second son. And I had so many appointments to book out that day, and just so much to do that I was not able to get enough coverage, and bless my fiance's heart, I ended up having to go into where the same day. So what I found was a major problem that while we all have these busy careers, we also have a life. And it comes to a point where we just shouldn't have to put up with something like that, because we don't have the tools in place to be able to get the coverage, we need to fill the bandwidth when we need it. So that's when we add broker hi got together and really tried to to come up with the simplest form of a tool that we could come up with. So what we created is an agent only platform, which allows realtors to post and except work for each other, which allows us the ability to be in multiple places at once. So we do that by delegating tasks to those with the available bandwidth, which acts as a productivity and scalability tool, if you are a busier agent, which I happen to be a part of a productive team in the Portland area, and we do a large amount of business. And if you're a newer agent, it acts as a survival tool, right? If you come in and you don't know how you're going to pay your dues in your fees, than a tool like this, where money is available to gain experience and and earn a little bit of income while growing and sustaining your business. What a great thing. And then at the office level. It's a recruiting tool as well. Because as you know, when you're in the industry, people always asking what you're doing. So to be able to bring people in some of these companies such as Keller Williams happens profit sharing. So the more that we can recruit and bring into to our business, the better we can serve our own careers. Emily,Justin Stoddart  you know, I'm really interested in some some of the solutions that you guys are touching on here. You said a productivity and a scalability scalability tool for the productive agents, right for experienced agents, not all real estate tasks that are essential to get done. Pay the same Would you agree?Lyndon Hansen  Correct. And one of the big terms that I'm sure you've heard a lot recently is revenue generating activities, right? dollar generating activity. So what if your dollar per hour has reached a specific level, it makes sense to delegate specific tasks. And that's where the whole idea of teams come in, right? But I can tell you firsthand that I'm on a team and a tool that this would still serve me really more than a few times a week, because we just have so much to do, and we're trying to grow, right?Justin Stoddart  What are some of the most common tasks that you can delegate to other people? You know, essentially, for those that haven't seen it, I've been privy, to see the software see it in action. And it's kind of it almost has like an Uber like interface, like, it's super impressive, these guys have done a fantastic job. And it like it shows kind of where the task like so if I'm, let's say, a newer agent, and I'm opening this app, and I'm looking, I can see other brokers in my brokerage and specific jobs that they need to have done with different ways to get paid, right, whether I'm bidding on I'll do it for this much. Like there's all kinds of different ways to structure that. I think it's I think, you know, that component of it is absolutely brilliant, what are some of the most frequent things that you see agents using this for some things that really productive agents shouldn't be doing?Lyndon Hansen  Sure, um, I think open houses is the prime example. Right? I mean, sometimes these last two to three hours, you have preparation, potentially door knocking, scripting, going around setting up signs, and the follow up with that with that, right. So if you're a productive agent, you could be talking about a whole day spent on that one open house. So I think an open house would be an optimal way to use this, I think attending inspections, because those tend to be a long time. And as an agent, as long as we are thoroughly reviewing, we're in contact with the inspector, we get the full details, we can be good to go showing properties or touring, I think especially because being multiple places at once, just allows you to be that much more productive, right. So some of these are going to be emergencies. Some of these are going to be jobs that are scheduled out and really thought out, right. So showing houses I think is very, very important to well, if I'm on the east side, and I need to be on the west side with something else, then I quickly pop on their delegated and it's done, I don't need to worry about it, we have tracking in place to send notifications, the payments, we have partnered with square, so it's automated, and you don't have to worry about that at all.Justin Stoddart  So it's so slick again, can everything that you've described, there is an eight, especially here in the Portland market, I know there's a lot of going a busy market places around ...

Hey, welcome back to the Think Bigger Real Estate Show. I am your host, Justin Stoddart. There's no doubt that real estate investing is a very commonly well known strategy by the wealthy on how they became wealthy. One of the ways that people do that and one of the methods through which they invest in real estate that becomes a great avenue is through self storage. And I'm fortunate today to have on a gentleman who is the Chief Investment Officer of the 25th largest Self Storage operator company in the US and I'm excited to have him on. Before I introduce him, let me just remind you the purpose of this show is, that you know, you are the sum average of the top five people that you spend the most time with. My goal is to help you spend time with people that are going to stretch your thinking, that are going to raise that sum average, and help you to have not just bigger thoughts, but bigger actions and a bigger life and a bigger impact. That's what I'm passionate about this. That's what this show is about. If you want a regular summary, giving show highlights and action steps go to thinkbigger.realestate and you can sign up for that. So now getting back to our guest, his name is Kris Benson. Again, he's the Chief Investment Officer for Reliant Investments, a fantastic company out of just north of Atlanta, Georgia. Kris, I want to thank you for coming on the show today.I appreciate the opportunity. Justin, how are you? I'm doing fantastic. I love this topic was interesting in college, I was in the entrepreneurial school, I was actually a construction management major, business minor and one of the classes that I took was an entrepreneurial class, and they invited in a gentleman who was stood about five feet five inches tall. But he, despite his small stature, he was extremely wealthy. He had built a fortune off self-storage. And I always thought to myself, what a fantastic way you have real estate investments with no plumbing, with no tenants, and yet reliable. Tell me a little bit about your passion for real estate investing and maybe how you came to a similar conclusion about this particular form of real estate investing.Yeah, for sure be happy, I would say for my passion of real estate came from probably a journey not too dissimilar than a lot of people, a lot of your listeners have. For me, it was trying to find passive income, right? I have the Rich Dad, Poor Dad, probably many of the people listening had, I distinctly remember waking up in my late 20s and saying, I had a corporate job that I was making a great living at was wildly successful. And I remember waking up thinking, I don't think I can do yours. And for me, it was how was I going to replace my income and stop trading time for money and real estate was that journey for me. We did a number of different real estate asset classes Justin, we worked with residential real estate, that was challenging, it was going to be difficult for us to scale wanted. And so we ended up divesting of that portfolio, primarily duplexes, quads, that kind of thing. And we got into commercial multifamily 64 unit apartment complex. And that was really when the light bulb went off for us in regards to understanding the value of scale in the real estate world. And so, you know, how I got to storage was we were investing in some multifamily projects across the primarily as passive investors. So we're taking capital and I had a group that kind of grew along with me as I went through my real estate journey investors who were interested in having passive income streams as well. And so we were investing in some big primary markets across the United States. And one of the operators that we had invested with essentially say cap rates have pressed to a place where we're not comfortable, we're going to stop buying. And for me, that was a wake up call, where I said, Maybe I should be looking at other asset classes. And that's what got me to storage started doing homework, I'm a data guy. So I love to look at historical data to try to predict what I think's going to happen in the future. In storage has, if you want me to walk through it, I'd be happy to but I there were really three kind of pillars that I that I based mom was self storage. And that's really what got us in the game, or got me particularly in the game of storage,Tell us you know, I am I love that kind of your progression to this point of like, I need to be a real estate investor that's going to create the ultimate life that I want. And then even your progression to, you know, through that to finding the right asset class that really fit you talk to us a little bit about what those three pillars are, you've got a super curious about why, why you chose the asset class that you did?Sure. So the three things that I looked at, or that I wanted to understand is one the history, right. So understanding in in the history of the asset class, how is it performed, there's a data set that I can certainly send you to the link of the link to and your listeners or subscribers can have access to it's called the National Association of data. And it's a public data, and it's on the publicly traded rates across the United States. So you can look up a read on basically any asset class you want. So residential housing, if there's a residential housing, read Self Storage office, reads agriculture, it doesn't really matter. But it's a really nice way to compare apples to apples, how an asset classes done. So in the last 25 years storage is performed just under 17% a year, which is a pretty incredible number. I my world was in multifamily investing. And multifamily had just done just about under 13%, which is still but I was surprised to see that it they've been outperformed and really any of the major asset classes with more than a track record of 20 years storage had done better than so that was the big one for me the returns. First first first pillar and look at is I'm a big believer, the market cyclical. So everything that's going to happen has probably happened in the past. So I wanted to see what happened in the last recession was storage. So went back and looked at that same data set on 2000 789, in stores last less than 4% of the market. And just to give you some perspective, apartments, what percent of its value, and then you know, to give you a baseline on the equities market, the s&p 500 was down just over 22%. So you know, you're not losing money and the money you are losing is you've done better than most of the other, you know, established asset classes are wanting to write returns, and I got some downside protection and the hypothesis on that downside protection really is around in America, we see people don't get rid of stuff. No, you catch people on the way up when things are going well, they buy things and they keep them in storage. And when people downsize. If they have to downsize from house to an apartment, they don't get rid of their things out. And so I think it's a view of there's going to be a better day, and I'm going to need this stuff. And some of its just I think our American materialism so that demand for storage really is a little bit elastic. So those are my two pillars. And then the third one for me, which is you know why I'm sitting in Roswell, Georgia is you know, storage, less than 25. The asset class is owned by six publicly traded companies. So there's five reads, that everybody probably has seen signs for cube, smart, public storage extra, those are the big reads. And then the six company, it's not a read, but it's public, that's u haul and everything knows them from the moving trucks, you've also has a pretty substantial storage portfolio as well. So those six companies own about 25% of the market and the rest org. So there are companies like us regional operators, right, we have 53 properties across the eight states where the 25th largest, right, so between us and number one, boys, and ...

Justin Stoddart  Welcome back to The Think Bigger Real Estate Show. I'm your host, Justin Stoddart and I'm excited to bring you live from the from the Jersey Shore. Justin Bosak. Before we get into introducing today's guest, Mr. Bosak, we are going to I just want to reiterate the purpose of all of this, the reason why I get up every day, and I'm fired up to bring you the Think Bigger Real Estate Show. It's because when you start to think bigger, when you surround yourself with others, like today's guest, your mind starts to think differently, you start to think bigger. And as a result, your own possibilities start to expand, you start to see things that were right in front of you, but you didn't see them before. You start to hear things that were being spoken around you, but you didn't hear them before. The purpose of this show, again, is to expand that. Expand your mindset so that your possibilities in life start to get bigger and bigger. So as a reminder, if you go to the website, thinkbigger.realestate, you can get a weekly summary update of these shows with highlights, you're going to love that. So be sure and get signed up for that. about today's guest. Again, he is a gentleman who is growing very quickly, making a big impact along the Jersey Shore in New Jersey, his name is Justin Bosak. He owns REMAX Revolution, which is a 45 agent group. He runs the Oceans Six Group, which is the number two team in all of New Jersey, pretty fantastic for a young guy like you, Mr. Justin Bosak. He has a team of 14 that helps him create that kind of production, and several support staff as well. And today, we're going to talk a little bit about controlling your own economy. And how Justin has gone about doing that right now in the news. There's all kinds of talk about how we're overdue for a recession, how rates are low, but they won't stay low forever; how who knows what's going to happen with the trade wars. This message, the message that both Justin and I, Justin squared, both of us want to deliver to you today is that, the ultimate world, national local economy does not matter as much as your own economy. You have the biggest influence over your own economy, over everything else that's happening out there. And so we're going to dig into a little bit about how Justin has done, what he's done. So that we can all learn from that and have greater control over our own our own economy so that regardless of what happens, with rates, with China with whatever, that your economy will be strong. So Justin, I want to thank you for coming on the show today. excited to have you here and excited to share your energy and your passion for real estate with this audience.Justin Bosak  Sure thing, brother. Thanks for having me.Justin Stoddart  Yeah, my pleasure. Good to have you here. So let's talk a little bit about kind of your kind of rolling in real estate. How long have you been in the business? Justin? Justin Bosak  Oh, years... its 2019. So that's 16 years now.Justin Stoddart  Perfect. 16 years? You look pretty young. I would imagine you're in your mid 30s. Is that accurate?Justin Bosak  38Justin Stoddart  So 38. Okay, very good. I was born just a couple years after you just celebrated my big four oh, here a couple weeks ago. So it's pretty awesome up here, you're gonna love it even more than the 30s. So you obviously expert in real estate have been long enough? At what point did you start your own brokerage.Justin Bosak  We just started the brokerage last year. So you know, kind of grew from, you know, developing a team and then you know, having our own innovative ideas, and we kind of blocked on some things that we wanted to do with the team. So it just was a natural fit that just grow and just era? Well, you know, if you're not gonna allow us to grow within a brokerage and do the things that we need to do to become number one, you know, we're going to have to take it to the next level and start our own brokerage.Justin Stoddart  Interesting. So you realize your ambitions were bigger than the arena you were playing in? And you realize, like, I can't slow down for where I'm at. I'm gonna have to go create my own arena, correct? Justin Bosak  Yeah, I mean, you know, I came through, you know, '06, '07, '08, you know, so you saw the high highs, the highs and the lowest lows. So, you know, my thought back then was "Listen, nobody ever gonna take away from me," you know, when I know something's right, and I gotta do something, I'm still work hard and keep at it. And you can let other people limit you know, your innovation and your growth. It's very important to be able to do what you feel is right for you and your business. So, don't ever let something you know, somebody stop you, or tell you what you know is right.Justin Stoddart  Interesting, we oftentimes create glass ceilings, one, right is the arena that we play in. Secondly, I think is the arena that we think within right is oftentimes we think, Oh, I can't do that I don't have I'm not as talented as Justin Bosak, right? Oh, I don't have the same skills. I haven't been in the industry, as long as he has. I'm not in New Jersey, right. I'm in a much smaller market. There's all kinds of things that we say and we play these continual tapesthat we run through our head every day, that create our own reality. And what I hear you saying is that, once you start to change those tapes, you start to think a little bit bigger, you start to realize that there's more possibilities, and that you kind of get restless and you realize, like, I have to, I have to do something more, I can't know what I know, and feel what I feel, and stay doing what I'm doing.Unknown Speaker  Yeah, for sure. I mean, it really just comes down to just taking notice of what's happening, you know. In your market, and then maybe having the understanding that, hey, in four or five years, you know, the top players may not be the top players, you know, the top companies may not be the top companies, the way business is done, it's going to change, and it's going to happen at such a fast rate. Regardless of what happens in the market, I think the market, you know, a crash or some kind of recession is only going to accelerate it that much further. I think there's some things that are here in the real estate industry, that are going to remain, you know, I saw after the last recession, some things went away, took a while for them to come back. But with technology and innovation, and you got all these big players all this big money in real estate, you know, there's so much attention on this business, and everybody's trying to squeeze every dollar they can out of us as Realtors, you know. So we have to really proactively take our business look at it as a whole and say, you know, how can I protect it? You know, if commissions are cut and the new norm is a one and a half percent on the list side, or one and a half percent on the sales side? What are you going to do about it? Is your life set off financially, you know, that you could weather that storm, you know, and that's the thing is preparing for the future. And I think real estate is going to go through some major changes, I really do.Justin Stoddart  Ya know, it's interesting to realize what happened during the recession to our economy as a whole, right is that major corporations were forced to do more with less and so they brought in a lot of automation, obviously, they cut their workforce pretty significantly. And everyone thought that as the economy recovered, that they would hire again, and a lot of companies did not because they replaced their workforce to some degree with automation, with computers. And I think because our society started to turn that way, and technology had caught ...

Hey welcome back to the think bigger real estate show. I am your host and I am fired up today about who I have with me here in studio to teach you all about Instagram. She's dynamic and has done some amazing things in the real estate industry and the body building industry. Do me a favor show us your guns real quick. Check this out. Anyway, so she has built a following both for her business as well as for her bodybuilding career. And so I'll get into introducing her here in just a second but I just want to remind you at thinkbigger.realestate you can sign up to get notified every time there's not only a new episode, but also at the end of the week, I send out a summary of all the key highlights and action steps. So be sure to go to thinkbigger.realestate to get signed up for that so you don't miss out on amazing stuff like we have today...Here...Miss Stacey Dearth. So, Stacy first and foremost, thank you for being on the show today. Thank you so much. I love Stacy. She's fantastic. We get the great privilege of working together here Old Republic Title and let me tell you a little bit about her: a former top real estate agent in Arizona, where she actually led a team of 13 agents, right? Yeah, at one point we were 13 deep.Goodness. So,Top Producing agent. In addition to that, with all of that going on, she's also a mom of two beautiful children. And she has her IFBB Pro card. If you don't know what that means it's the International Federation of Body Builders and she's a professional, actually training to be back on stage here pretty soon. Hence, I made her do the unsolicited or the solicited, I should say, bicep flex there. So you can actually follow her on Instagram at @thatsassytitlegirl for her title and escrow business and then also @themusclemommy. You'll see more about her bodybuilding career, so you'll be able to see that she knows what she's doing. She's a pro in many areas of life. And we're excited today to bring you tips and tricks that you need to be knowing all about Instagram. So I'll just kind of preface it by saying this that more and more eyeballs are on Instagram, less and less eyeballs are on email, if you as a real estate agent are counting on the fact that people are reading your newsletter, either receiving it in the mail, or receiving it in their inbox, and that they're consuming it entirely. I think you're missing out. Would you agree? I would absolutely agree.That there is more and more attention being given to the social mediums in particular Instagram. And it's a place where you need to be not only do you need to be there, present, but you need to be there correctly. Let's talk about what are what is one of the biggest maybe pet peeves or mistakes that you see real estate agents making when it comes to their Instagram account. You know, I think we as real estate agents, and I can say we, since I spent 13 years doing that, I think that we are so pushing to market the properties that we have. And so you know, it's like get the property, get the property out. And so we're trying to sell we're trying to sell our properties on Instagram and social media and really I think that what we should all be focusing on is making connections on Instagram. So, you know, instead of instead of putting out, you know, this is the latest and greatest property, which is great, and we need to do that. We also need to be making connections, we need to be letting people in to the real us who we really are because people want to buy from people that they know and they trust them they like, and if they don't know us, trust us like us, then they're not going to buy anything from us, right. I love it. You know, I see people I've actually gone to Realtor, not news feeds, it's their tiles or their profile. Is this what you call it? And yeah, so they're their profile. So the grid with the grid there. Yep. And all you see is houses, houses, houses, houses, and I think maybe real estate agents feel like that they have a following and Instagram and so they're good at like you said sell houses through it. And that's going to end even their clients like great our houseThis feature there, but that house is one of so many. And there's no human connection. I know when I see that I'm not drawn to want to stare at it, right? I'm not drawn to want to, like scroll through it for very long. Whereas when there's people and there's, there's kind of unique circumstances in settings that gets interesting, right? Absolutely. I think, you know, you absolutely still need to put your listings out there. I used to like to put my listings kind of on my story and highlight them. Anything that was jaw dropping would go in my in my feed as a permanent tile there but, you know, I think that more importantly,I've sold houses directly from Instagram. I posted a house one time and someone commented, Oh, do you have anything else in that area? Yes, as a matter of fact, you know, I can absolutely didn't know the person hasNever met the person I we connected via direct message, got him hooked up with the lender got him pre qualified sold him a house. Did I sell that house on Instagram to that person? No, I didn't. But what happened was I made a connection with him. He had been following me. He had been following along he felt that he could trust me by what I had put out there and therefore he reached out. I sold him a house. I didn't pay for that marketing was free marketing. Yeah, you know, but the key was that your entire profile wasn't filled with houses, right? It was it was occasionally in there. Absolutely. But you were more selling the fact of who you are as a person. The and I think you said it best when you said the miss the biggest mistake that real estate agents make when it comes to Instagram is that they're trying to sell as opposed to connect correct you connect with people then you can you can help them which includes a sale right at times. Absolutely, without the connection, the people aren't drawn to you. And you'll have their attention for that long as opposed to an extended period of time, where you can actually then serve them and help them which is selling. Right. I love it. So, second tip, maybe, that you could give us. And it's something that I've seen a weakness in my Instagram game. Right, right. We just pointed this out, talk to us a little bit about engagement, why that's so important.You know, I think so many of us were so busy, and we carve out, you know, 30 minutes of time to do our Instagram. But what's happening is we're posting and we're leaving, and we're not engaging with other people. And so many times, people will, you know, reach out and it's happened to me before I've made a comment on someone's page or about their story and they don't respond back. That doesn't feel very good, right. When you respond back to people, when you engage with them, then they feel like they're making a connection. Once again, we're back to that connection again. And now you have this friendship or whatever it is, but you need to engage with people you need to respond to them. You need to if they've written you a question or they've written a response, respond to them, engage with their posts say that's amazing. That's, you know, I saw a post yesterday that was a Portland realtor had put out a little tidbit about what you could have in the Portland city limits, you know, you can have three chickens. If you don't like chickens, you can have dubs or pigeons, or pygmy goats, or whatever it is. And I was like, Yes, I want chickens. And so I responded to that, um, you know, and made a comment on their page, but just trying to engage with them now, I would expect that they respond back, right, we'll see. Right? Not yet, but we'll see. But, um, but yeah, that's, you know, those are things that...

I promise, today's announcement is going to have a massive impact upon me, upon my family and upon my ability to serve all of you. As you know, I'm a think bigger kind of guy. I've actually been entertaining texts and direct messages since yesterday "Hey, man, what's going on? What's going on?" So anyway, for those that have been trying to guess, you probably will not have guessed. I'm pretty confident of that. So as I prepared my thoughts today, typically I don't write things out, but I felt this was important enough that I did. So I have to apologize if it looks like I'm reading, because I am a little bit. The specifics of today's announcement may not directly or indirectly impact you. However, I would invite you to listen very carefully. Because I promise you that the themes and principles that I share today will absolutely affect you. And similarly have the potential to have a massive impact upon you upon your family and upon you your ability to serve other people as well. So a little background before I make today's announcement, as a kid growing up, I played football in middle school, high school, and actually a year of college. In high school was fortunate to play on some really good teams. In fact, the the head coach of the Cal Bears was our quarterback. He was an All-American quarterback in high school, and we were fortunate to win a couple of state championships. Football was a big part of my childhood. I loved playing.I'll say that at some point, however, when I decided to hang up the cleats, when I decided I wasn't going to make money on football, I realized that I still had a passion for the game. I would get up each Saturday and watch College Gameday. For those that are college football fans, you know what I'm talking about. For those that are not bear with me. But College Gameday, replaced my fascination with playing and I began to become an amazing professional spectator. I would get previews and predictions of that day's games, I had no idea until I was actually preparing this announcement that that this show, College Gameday is 180 minutes. Think about that, 180 minutes of previews, not of games, but of previews--pretty phenomenal. So not to mention, as soon as that was over, then these games started. And there's big game after big game after big game. And then in the evening, of course, you have to watch all of the highlights of all of the big games and big games and big games. Again, that's quite a commitment. You college football fans what I'm talking about. You know, of course, being married and having kids lessens that commitment, yet even with this added responsibility, we were off doing other things with my family family, I oftentimes felt myself longing to be back in front of the big game. And it's that's kind of sad to say, right? Because, again, I've got, you know, pretty good family and a pretty good life. Well rewind to just this past week and I'm actually watching, and this is really what led up to this experience, is on Thursday night, my alma mater played the in state rival, and they got hammered. So I dedicated four hours to that. Now, keep in mind, we were preparing to go on a trip over Labor Day weekend and my wife's asking me to help pack and I'm not being very helpful. In fact, I resent a little bit of her continual requests to go do this, go do that, when the big game is on, right, another big game. That night, she went and I think she probably put the kids to bed herself, she actually went to the grocery store, she was working the next day, 13 hours as a nurse and she said, here's the list of stuff I need you to pack in the car before you come. I didn't pay very close attention. Needless to say, we got to our destination in Central Oregon and I had mispacked some things. Now she wasn't thrilled about that. Now move to Saturday night. This is this is Saturday night. We're spending our last weekend of the summer in Central Oregon. And I I had designed Saturday's activities so that we could be back in front of the game by 4:30pm, which is when the team that I grew up loving and watching and having season tickets to, the Oregon Ducks, were playing the Auburn Tigers. And so again, I've kind of planned our day around being back in front of that. No judgment, right if you did the same thing, but keep in mind that I'm mildly helpful with dinner, like pretending to kind of cut vegetables and stuff and my eyes are really on the game. As the game goes on, and any of you that watched the game realized that there were some pretty tense moments. It came down to the end. And with about 20 seconds left, my wife says, "Hey, I need some help." The baby is melting down and I was like, hold on, there's 20 seconds left. And she said, "It's 20 football seconds. There's time. I need your help." At one point, she actually didn't see this, which is probably good, "I actually glared at her. I glared," Are you kidding me? Needless to say, my beloved Ducks lost and I felt myself get a pit in my stomach. Not only sick about the fact that I dedicated another four hours, had neglected my wife and family during that time, but additionally, I had left with another loss. Now some of you might be saying, "Well you should just choose better football teams, right?" Maybe BYU and Oregon aren't the teams. I don't think that's the problem. Let me explain. So you think about that eight hours and $50, let's call it for a YouTube TV subscription. And what was I left with? Being a poor dad being a poor husband and eight hours gone. Eight hours! So this is the announcement. Now whether or not this directly applies to you. It will apply to you so stay with me. But I've consulted with my family and after years and years of dedicated commitment I'm announcing my retirement, announcing my retirement from being an avid football spectator. My fanhood is retiring. Many are going to say "You're so young, you have so many years ahead of you, like Andrew Luck, how could you possibly retire? Your career as an avid football fan is so bright, there's literally decades and decades still in you know. Others are going to say, you know, you're quitting, you know, you're giving up on us." I've consulted with my family and after much deliberation, it's time. It's time to give it up. So many of you may think this is a joke, right? A little bit funny, but pay close attention to what I'm going to say after this because keep in mind that this has nothing to do with with college football, like very little to do with college football and everything to do with you no longer being a spectator of someone else's life. But you being an active, active fan in your own life. Now you could take college football and you could insert in Netflix, you could insert in video games, you could insert in The Bachelor, Instagram, Facebook, you name it, right? Doesn't matter what it is. But all of us spend too much time being a spectator of someone else's life. As opposed to being a player in our own life. No offense to Justin Herbert. Right. I've been a fan of his for the past three years excited for him to hopefully win the Heisman Trophy. But I think I've been more interested in Justin Herbert, the star quarterback of the Oregon Ducks winning, then having this Justin win, right? When opportunity abounds around me. That's a problem. When I'm saying that I'm not necessarily where I want to be physically, professionally, financially, maybe some of you can relate to this, right? There are things in our life where the only thing keeping me from being that is that I don't have enough time. Think about that, you don't have enough time. I don't have enough time to be where I want to be in all these other areas, yet I dedicate how many hours to observing and being a spectator of someone else's life?! Hopefully this is res...

Justin Stoddart  Welcome back to the Think Bigger Real Estate Show. I'm your host Justin Stoddart and I'm very excited about this episode today, because I think it solves a big problem not only for real estate agents, but for your customers and for America as a whole. There's no doubt that debt is a growing epidemic in our country, and that far too many people in general live off debt. And today we're going to be talking about how you as a real estate agent can start to get more control over your personal finances, so that you can act more as an advisor to your clients. Again, the goal been helping you be an expert and be able to command being a well paid professional. So before we get into that, before I introduce today's guests, I'm going to just reiterate the purpose of this show, which is to help you think bigger because when you think bigger, your actions start to follow suit, and your opportunities and life. Again, follow that and my aim and passion is to help you have a life of great impact, which all require you to start thinking bigger.So, let me begin by introducing a good friend of mine. His name is Rod Cummings, I've known Rod for years. He's an entrepreneur, a professional, someone who I greatly admire and respect that he reached out to me to said, "Hey, Justin, I have a solution for real estate agents that they need to know about." And so I said, hey, let's bring him on the show. I agree with you that that is something that would be a benefit to them for their own life, as well as for helping you be a real differentiator in the marketplace. So I want to introduce Rod Cummings. Thanks for coming on the show today, my friend. Rod Cummings  Oh, you bet. Thank you for having me on today, Justin. And it's awesome. I, the show that you created, I've watched some of your previous episodes and the impact you're bringing to the real estate marketplace is incredible. So thank you very much. Appreciate it. Justin Stoddart  Right. So let's get into this topic. Obviously, you kind of you brought it to my attention. Not that I wasn't aware of the problem, but but kind of a solution. Talk a little bit about what we're going to cover today. And who you've brought along with you to help kind of have some additional experts helping us get kind of to the bottom of one way to go about doing this? Rod Cummings  Well, absolutely. Well, about a year or so ago, I got involved with the two gentlemen that are on the screen here. They are currently associate partners with a company called Symmetry Financial Group and they're also advisory board members and they're very much involved with the launch of a new initiative within Symmetry called Debt Free Life. And when I was exposed to the program, back in February, I got extremely excited about it. And over the course of the last several months, they have been involved in the implementation of it. And when I learned about your podcast, I thought and what's happening the Portland market with the explosion in the real estate, and of course, the associated debt that goes along with it. I thought, Wow, what a better way than to jump on the show with you and explode expose the Portland Realtors and the Portland market to this opportunity and see where it goes. Justin Stoddart  You know, I appreciate rob you know, it's an interesting from my vantage pointin that I get the chance to work with a lot of different real estate agents. And I think from the outset, people think that if you're a real estate agent that you're rich, right, maybe you drive a nice vehicle, maybe you, you know, people see your signs and stuff around, they see you selling homes. And there's just an assumed this assumption that real estate agents, you know, don't have any concern with money. And I know firsthand because you know, I deal with some, even some great agents who, who struggle with this, and I think everybody struggles with what is the best option for your money. Debt can be a real killer. And so I really appreciate you bringing this to my attention. Rod Cummings  You bet. You bet. Well, I'll just let you know that both Matt and Brad will be involved the rollout of this new initiative, Debt Free Life, but they've actually had some examples of working with clients that have already put this into practice. And so I can't wait for you to hear what they've been able to do in this short period of time since this initiative launched and the impact that they're having both with in their own businesses and helping other agents like me, you know, able to bring this to the marketplace around the United States. So I'm excited to be to have them on the show today. Justin Stoddart  Awesome. Well, they look a little bit of like, I don't I don't think that they're related. Haha... I just want everyone to know that's actually not a mirror image, these are actually two separate human beings.Rod Cummings  I was wondering. Yeah, so we've got Matt Smith and his brother Brad Smith, as you can tell identical twins. Justin Stoddart  I love it. I love it. Very good. Welcome, gentlemen. Thanks for coming on the show today. Matt & Brad Smith  Appreciate it, Justin.Justin Stoddart  Yeah, so let's let's, you know, let's kind of dive into this topic here. You guys probably have some specific stats on on debt. And again, I'm not just picking on real estate agents. This is you know, nationwide. Let's talk a little bit about this debt epidemic that really plagues our our country.Matt & Brad Smith  Yeah, is an epidemic. I know that firsthand. Personally, I closed the business end of 2012 and I left that business with a lot of debt. And I know firsthand that it affects your stress level, your anxiety, your sleep, it affected my relationships with my family and my spouse, and you know, virtually every aspect of life. And so, you know, we're very passionate about helping people get out of debt, educating people. And we have very specific tools that help people accelerate their debt without spending anything more than they're currently spending. And I want I want to ask any listeners this question, and I want you to think about if you were to ask your clients this question, if I could show you a way to pay off all of your debt in less than your mortgage without spending anything more spend, is that something you'd be interested in seeing? I haven't yet met a person say no to that. And realtors are in a unique position that they're every client that they have versus unless they're paying cash is getting ready to go on debt and it is a thought it is a concern for a lot of people. And and other realtors are always looking for ways to add additional value to their clients to position themselves and differentiate themselves in the marketplace.So that's what we do when we work with realtors and mortgage brokers, with their clients and with themselves to help them pay off debt in an affordable way. Interesting.Justin Stoddart  I love the topic. Let's Let's ask Matt, would you add anything to that? That that you would say that would kind of open people's eyes is maybe why this is such an important topic?Matt & Brad Smith  Well, yeah. I'm getting some feedback. I don't know if you guys you're hearing that but maybe, sorry to pick on you. But I guess on your end, maybe you want to make sure everyone can hear what we're talking about. Is that better? A little bit. Okay, I've got my speakers as low as I can still be able to hear you guys. Justin Stoddart  So, we'll take it, we'll take it. Yeah, I mean, we're in the insurance and finance, business. So we're always looking for ways to add additional value solve additional problems. Similar to you guys. I love I love how you intro the ...

Justin Stoddart  Welcome back to the Think Bigger Real Estate Show. I'm your host Justin Stoddart and I'm very excited about today's episode in which I have with me serial entrepreneur, and a financial professional that is actually host of the podcast Grandma's Wealth Wisdom and we're going to be talking about as a real estate agent, how you can show up more as an advisor than just as a customer service representative or salesperson. So, before I introduce today's guest, officially, let me just remind you that you can get show notes and highlights action steps by going to the website, think bigger real estate, sign up for our weekly update, as well as I've got a treat there for you when it comes to actually becoming more of an advisor. So today's topic fits in perfectly with that. And I want to thank Amanda Neely out of Chicago, Illinois, all the way from Chicago, coming on to the bigger real estate show. Amanda, thank you for coming on today.Amanda Neely  Thank you for having me, Justin. I'm excited to be here.Justin Stoddart  Yes. From one possible podcaster to another, it's a It's a pleasure to have you on so very cool. Now I know you are a business owner, you've started everything from coffee shops, to financial advisement businesses. And you're young, like I'm assuming you're young. You just got great cream or something. But I love the ambition. You know, I think sometimes people believe that they need to be in there, like in the late 50s before they can start getting after it. And you're kind of teaching the world otherwise, maybe kind of the millennial generation, I'm assuming.Amanda Neely  Yep. Yep. So I hear a happy birthday is in order for you. Happy birthday? Yes. Then I'm an August baby. Myself, too. I just turned 35. So just a little bit behind you.Justin Stoddart  Yeah, thank you for that. And Happy birthday.Amanda Neely  Thank you.Justin Stoddart  Now you've had your birthday, or you're going to have it this month? Amanda Neely  I had it. I had it. Justin Stoddart  I hope it was wonderful. Mine certainly was had a lot of people make me feel real special. Good. Very good. So let's talk a little bit about your podcast, grandma's wealth, wisdom, just tell us kind of in a nutshell. What's that all about? What would people expect to hear if they want to find your show?Amanda Neely  Yeah, so a lot of times when people are thinking about their money, they are looking for what's the hottest, latest, most awesome product out there. But we like to return back to time tested time honored strategies. And in particular, the greatest generation, you know, they came of age during the great recession or depression, you know, in the 30s and 40s, early 40s. And we found have found that there's a lot to learn from, how they structure their financial lives and this post 2008 kind of life that we live in now. And so there's a lot more that's transferable than I think like what our parents would have used in the 80s and 90s.Justin Stoddart  It is really interesting. That with the internet, right with podcasting, like there's a bajillion ideas, yet there are tried and true principles that when implemented, and, and utilize over time, they, they they have proven results, right. And there's a bunch of newer ideas that maybe don't have that same track record. So I love that you're kind of a voice for the millennial generation. On to these tried and true principles. Right? These these got a North Stars of financial wealth. Yeah,Amanda Neely  yeah. And real estate is a big component within their because hat owning your own property, whether it's something you live in or that you rent to others, is a great way to create wealth that's worked for thousands and thousands of years.Justin Stoddart  Great point, you know, and I love hearing you say that I think sometimes financial professionals are seen as, you know, antagonists to owning real estate, right, because it takes away their investment opportunity. And what I hear you and your counterpart, Mark Willis, who's been on the show, as well mentioned is that real estate is actually a very critical component of every buddies, wealth portfolio who is wealthy? Yeah,Amanda Neely  yep, absolutely.Justin Stoddart  And good thing, you're speaking to an audience of real estate professionals today. So you're in good hands with a mentality and philosophy like that.Amanda Neely  Yeah, yeah. And, you know, grandma would have different views of how to use your whole in terms of, you know, pay off your mortgage as quickly as you can, where you might say, use that as leverage more or something like that. But the US the home as a source of where life happens, and where life is stewarded. And push forward is a great way to think about what a home can mean, not just in the wealth that it can create, but in the value that it brings to the lives of the people that are purchasing that home or, and are living in it. And that I think ties in really well with what we're going to kind of talk about today.Justin Stoddart  You know, I think I love that you said that, because I think, you know, the life of a real estate agent, I get the great privilege of being around them all day long. And it can be a bit of a grind at times, right. And I think when people can step back and say, wait a minute, I'm helping people find, like, their favorite place on Earth, they're safe place, the place where they have their, you know, their, you know, oftentimes some of their greatest moments. And I, you know, a believer that, you know, the greatest work that we do oftentimes is within the walls of our own home. And that's not my own quote, I borrowed that one from a mentor but, but I think that when real estate agents start to recognize just how powerful their role in the world is, maybe it helps them rise above kind of that, you know, that grind. Let's, let's let's talk a little bit about because one of the things that you help people with when it comes to their financial life is helping them start with the end in mind, right. And I want agents, I invite agents to listen to this through a couple different ears, right, this one over here is going to listen to it as for your own personal finances, the other is going to be listened to it as the questions that you can adopt that Amanda is going to share with us today that you can begin asking your clients again, in order to rise above industry disruption, in order to rise above tech platforms that are discount brokers to rise above I buyers, you can't just have a flashier listing presentation, you actually have to provide more value have to provide more leadership. And so asking questions that get people to move and be influenced to make more and better decisions is critical. So I want you to teach us, Amanda, some of the questions that you have. We're going to keep today's show a little bit brief. But I'd like to have you teach us a little bit about what are some of the questions that agents should be asking themselves that they then could adopt to begin asking some of their clients to really, again, rise above kind of the commodities level of where real estate agents value proposition has been?Amanda Neely  Yeah. So it's really pretty simple. And yeah, I like to go on a timeline kind of fashion, where I start with, where are you at right now? Like, what are some of the things that are happening in your life that could have a major impact on your financial future? Or like, what is the home you're looking for right now, in the case of a real estate agent, you know, you get the, the, you know, this many bedrooms, this many bathrooms, whatever it might be. And then but then also like sharing, like, well...

Welcome back to The Think Bigger Real Estate Show. I'm your host, Justin Stoddart. I'm very excited about today, you as real estate agents work very hard for your money, right? Most of you, some of you don't. Those that are high producers, those that love this show are very hard working. And wouldn't it be nice if you could keep more of the money you earn number one? And number two, wouldn't it be nice if you had a strategy to be able to differentiate yourself from the typical agent, differentiate yourself from technology disruptors, and give people a reason beyond just liking you as a human being, give them a real value proposition that makes them want to come to you because your commission becomes irrelevant, because you're that valuable. Today's topic is going to be all about that I have with me a true expert, national expert. His name is Toby Mathis. And let me get in his bio here in just a sec. But let me give everybody a reminder that we do a lot of content here on the think bigger real estate show, as you know, and I would encourage you if you've not yet signed up to get our weekly updates that go through and give you show notes and then also give you highlights and action steps. Go sign up for that at thinkbigger.realestate. Alright back to our guest today, Toby. Again, thank you for being on the show today. I'm super excited to introduce you. So let me to start by saying thank you for being here. Hey, thanks for having me. Yeah, this is good stuff, man. So for those that don't know, Toby, he is a teacher. First and foremost, he said, that's the thing that I want people to know, first and foremost about me as a he's a teacher. He's a writer. He's written over 1000 articles, a number of books. He's a tax lawyer out of Nevada. He and his firm serve on an ongoing basis, over 18,000 clients. And at any given time, they're servicing upwards of 50,000 clients, because of their tax strategies. They understand tax law. They understand the importance of real estate when it comes to tax law. And these guys have some stuff that are going to absolutely blow your mind today, Toby. Again, thank you for being on the show. I'm excited to share your knowledge at least not sure all of it because that would take forever but at least introduce you to the audience and let people know how they can get in contact with you. So appreciate being here. Hey, it's again, it's fun to finally get to join him. Usually people don't bring a lawyer into the mix voluntarily. Usually it's got to be a beaten over the head. But if you learn how to use them appropriately, they can be quite an asset. I love it. So you're in let's let's kind of get something out of the way here really quickly. This TB stands for think bigger. My goal is to help people think bigger and when they do their life gets better. What is Toby, you're obviously a big thinker, I mean to have the kind of impact that you're having, and servicing lot of people that you're servicing and something I didn't mention, you've got over 150 properties nationwide. So right you're in this real estate game, not just from the outside, but from the inside. What what what is the reason why you do all of that? I mean, what's behind you? is there is there family some sort of like big motivation that's like, you know, I have a driving force to make a big difference in the world because I want to what does that look like for you? Yeah, for me,It's it all comes down to creating a legacy for my family. So when you first get involved in something, I always look and say what kind of what kind of impact in the world can I have? So I'm very much into the charities. From a tax lawyer standpoint, I can tell you there's nothing better than tax free, where you give, you can literally just give you one example, you could literally give a rental property that you've depreciated fully to a charity and write it off all over again. So for some of the high net worth people out there, they're going, what Yep, I can I can take 100% fair market value deduction tomorrow if I want to. So once you start realizing that there's laws built around that it gets, it gets to be a lot of fun. And so for me, my driving force is a you shouldn't be teaching something that you don't do. I believe that there's nuances to doing things. So if you're in real estate, for example, you better be talking to advisors that actually are in real estate, that you can't learn it out of a book he learned by doing. So I'm a big believer that I better be doing what my clients are doing, because there's what you can do, and there's what you should do. And I could I could get your taxes down to zero. I know that because I'm a tax lawyer, like there's so many different loopholes or incentives out there. But if I did, did I just hose your business? Like, how are you going to get alone? How are you going to grow? And so there's always this stuff where people will go to the accountant to the go to the lawyer, and they're teaching it from a philosophical idea or out of a book, but they're not thinking about real world impact. And as a result, I just say there's so much bad information out there that I really enjoy correcting it and I enjoy watching people just get huge results with very little effort. That's kind of that's rewarding. Awesome. So that's what that's what's driving these think bigger actions that you have. And this is the legacy and creating something great for your family as well as you seeing it. Kind of a big difference. It makes the lives of people I love that man. Let's let's lookLet's kind of go here. What's some of the biggest? And you've kind of already hinted at some of these. But what are some of the ways that a real estate agent not even including their own, like investment portfolio, right, that's a whole separate topic that maybe we'll go on in a different show. Maybe we'll have time today. We'll see. But let's say that I'm a real estate agent and I'm earning income. What are some of the biggest mistakes real estate agents make, then would make an immediate difference in the amount of taxes that they pay on their income?Let's just increase your your take home pay by 10% on an average agent, so let's just say that the average agent is somewhere between 50 and $70,000 a year. The what we see is if you implement one small strategy, which is the tax designation for the at that actual business, you'll increase your take home pay by about 10%. So if you just want to increase your take home pay by a few thousand bucks, the easiest thing to do is make sure you're not operating on your schedule. See on a 1040 70% of the agents out there operate a silver  that's what it's called. Because the accountants say, Oh, it's easy. It's one of the worst things you can do if I could, I'm going to approach this from a couple different angles, Justin. Number one.From an audit standpoint, if you are a sole proprietor making, let's say it's $100,000, but I'll just use that throughout hundred grand, you are 1200 percent more likely to be audited than your corporate counterpart. You are also going to lose that audit. And this is from the night 2018 IRS data book that they just published out a couple months ago. Like they'll tell you who they who they audit and how often they when they went about 94% of the time, the IRS, so you're 1200 percent more likely to be audited, you're going to lose 94% of the time. So why would an accountant put you in that situation plus, you're paying about $10,000 a year more in taxes as a sole proprietor and that's because 100% of your product are subject to something called Old Age death and survivors and Medicare commonly known as social security, you're getting hit on 100%. Whereas if you just designated yourself an escort, you would be able to eliminate about 70% of the money from that, that you make from that designation. You could literally buy a simple piece of ...