And then what I recommend is that this is the content strategy. This is something you can do whether you're you're 18 and freshly licensed or whether you're 70 and been in the business for 50 years. So I would recommend starting off with what is the one type of type of niche in your industry that you love. So let's talk real estate. Let's talk luxury real estate. If you love luxury real estate, they need to start saying no to the mobile homes. You have to actually define your lane, which requires saying no to the wrong thing. And a lot of people say, "Well I have to eat this month." This is a personal opinion, but I'd rather go to the plasma center and be in my lane then selling out. Because the more yeses you say to the wrong thing, the more you repel the right thing. Okay, and that that becomes a downward spiral. I would agree with that wholeheartedly. There was a Steve jobs quote that said, "For every yes, there were a thousand no's." At some point you have to take a stand for who you are and who you want to serve. And I know a repellent for people is that, if for example, you want to be luxury and they see you list a home that's far from luxury, in their mind you're actually not who you say you are. Yet. It doesn't mean that someone on your team can't service that person. Doesn't mean that you, if you get a referral from a close partner, you don't help them, but maybe your marketing looks different. You may just need to learn to say no and refer it out. That's probably a better strategy because with every yes, there's an opportunity cost. I've learned for myself that every time I'm meeting with an agent, that takes up space, and so that better be a good meeting. It better be a productive meeting and not all agents are productive. And so I have to be very careful with whom I choose to work with because there's an opportunity cost to that. I could be sitting in meeting with somebody and it takes the same hour to meet with somebody that will close 150 homes this year, compared to someone who will close four this year. Same hour, but the result is very, very different. And typically the one that's closing 150 they hear my value offering different and better. And so there's this whole added layer of that's actually even a better fit. It's not even just the opportunity costs. It's actually a better fit for not just who I want to serve, but who I can serve. Insurance is where I spend a lot of time doing coaching and training and the differences is insurance agents are fishermen, real estate agents are whale hunters. You could get a deal as a real estate agent and pay your bills for three months. You will die as an insurance agent on that strategy. If you get one sale every three months, like you will literally die, you will starve to death. And so it's a different market. We have to get more deals every month in the insurance world. But it's still the same. I want to build that luxury brand and you have to take a deal in let's say a starter home to pay your bills--take it, but don't, don't make it public. Obviously you have to promote the house to sell it, but like don't celebrate it. Celebrate the luxury homes. Put that out there, make that your brand, communicate that. So this is a content strategy. Once you've defined your lane, you know what you want to stand for, the first thing that you post regularly, 33% of your content should be about the one thing that if you could do this for the rest of your career would make you just ecstatic. If that's luxury real estate, then that's the one thing that you talk about. The next thing is, because there's three parts to this, the next thing is what's the one thing that you absolutely need as a human being to function. To some people that's faith, to some people that's family. So if you have a god that you worship, if you have a family that you fight for every day, what is that one thing? Your "why" that you need this as a human being. That needs to be something that you share. You have to share. If you want to be successful in 2019 and you'll hear this from anybody, If you watch anything from any, Agent 2021 influencer or marketers sharing the reality of the situation is that if you want to survive longterm, you have to be willing to connect with people. Because if we're not willing to connect with people, and we're going to be them a digital avatar, then we're not going to be able to beat the big brands who have the big budgets, right? So we have to be vulnerable people. And so make your Facebook profile public. And if you've got pictures of your kids and you don't want to share those, make those friends only and that's fine. But for the most of you, make your profile public so people can share and connect. And then make every three posts, or 30% of your posts, about the one thing professionally that you love. Let's call that luxury real estate. The next thing is the one thing that you need as a human being, let's call that family, right? And then the third thing is what is the one thing that you like to do outside of work that if you didn't have to pay bills and if you were a trust fund baby, you would just do that. And so let's say that's travel or that's flying, that's the third thing. If you rotate through these three things on repeat like luxury real estate, family, travel... luxury real estate, family, travel. If you do that you will have success, because what you're going to end up doing, and it's not immediate, and this is just like you and I talked about, it's a long game and that's everything. There's no short game anymore. And so if you play the short game, you will lose always. And so unless you get lucky, but then it's just deceitful to yourself. So when you're playing this long game and you're going through this three categories, the cool part is that stuff starts to get shared in those networks. And you start to attract the other people who like luxury real estate, their family, and travel. And before you know it, not only are you doing more of what you love to do, making more money, now you're actually having fun doing it because you're not flipping mobile homes anymore trying to pay your bills, talking to people who like things that you don't care about at all. Now you're literally spending time with your people because you've defined your lane and you've given them something to fight for. They're going to support you. They're going to fight for you and the people have to be willing to be slightly polarizing, right? It's not about being better than something, but it's about being a professional. A brain surgeon makes more than a general practitioner all day, every day, right? You have to be willing to go, "You know what, it's not that I'm too good for starter homes. It's just not my business model. So I'm going to connect you with one of my partners so that you can be best served for your situation."And then what ends up happening is that person's gonna respect your honesty and transparency. And when they have an uncle or a cousin or whatever that is in the luxury real estate market, they're going to go, "You know what, I didn't get to work with him, but they sound like they're dope at this, so you should talk to them." And if people start to identify with the fact that this is what you do. So that's, that's really what it's about is, is defining your lane, letting people know what is important to you in work, outside of work and just at your core as a human being. And then those people will orbit around you. And then those people will build a tribe around you. And then once you get that, that audience of people, it just grows on its own. As long as you're consistent. I love it, man. One thing that came to mind, when you open up Instagram, when you go look at your profile. It shows your nine most recent images. What I'm hearing you say is that three of those ought to be w...

We've promised the audience to help them identify two blind spots. All of us have blind spots, right? And they're always more apparent in others. Meaning, it's always easier to spot someone else's blind spots than it is our own. Obviously. That's why they're called blind spots. Yeah. It's hard to see the picture when you're sitting in the frame. I like that. With the amount of transactions that you've done and the amount of agents that you've coached and taught and helped, there's a couple that probably stand out to you. Would you do me the favor and let's start with the first one. What's the first major blind spot that you think real estate agents struggle with? The first major blind spot when people get into real estate is they don't realize that they are actually tasked with running a business; That their own personal real estate activity is a business. And the minute that light bulb goes on for them, so many things change in terms of the way that they go about their day. They just see themselves as, "I'm a real estate agent." I don't know if they think that, well, they know it's not a job, but they don't quite realize that it actually is a business and can be run as a business. I love that you said that because it's true. I think they come in the business saying, "I want to learn how to sell real estate." And so they see themselves as, "I'm a real estate salesperson," just like maybe they used to sell appliances or cars or RVs "...but now I sell real estate." And even though there's this 1099 reality, I agree with you wholeheartedly that there's a little bit of a deficiency in realizing that "No, I'm actually a CEO. I'm actually a business owner," right? Yes, and the minute they start to realize that, one of the biggest things that changes is they start to think about being in business. A perfect example, I see so many agents, especially newer agents, but I see agents that have been doing this for a while. They'll meet someone, they'll get into a real estate conversation and that person expresses that they're not going to sell their house for probably two years. When their youngest kid graduates high school, they're going to downsize. And that kid is a sophomore and the real estate agent gets frustrated. They're like, "Oh, I keep talking about these great people, but this one's not for six months. That one's not for two years," or whatever their timeline is. The way that people initially respond is there they're not happy because they need a transaction. "I'm so frustrated. Nobody came to my open house today, right? Like nobody came...""...but they're not going to buy it until next year. "And they're just window shopping."The shift that happens when you think of yourself as a business owner is "Well I plan to be in business two years from now. I plan to be in business six months from now." So I'm not thinking about while, yes, I do need something to happen this weekend. I also know that I'm going to want to be in conversation and have a closing six months, two years from now, ten years from now. Because as a business you're looking the greater scheme of things. So anyone listening today who's in real estate and has been in real estate for more than six months, think about this. If six months ago you would have this mindset, what would this weekend look like for you?" You just got paid two years from now if you have the foresight to see it that way? Right. The way that I look at it when I'm talking with somebody who has an interest in buying or selling real estate is, I'm not so concerned with when that's going to happen. Is it going to be this weekend? Is it going to be this year? Is it going to be six months from now? I'm more interested in the fact that when they buy that house, I'm the one handing them their keys. Or when they sell a house, I'm the one putting my sign in their yard. As opposed to when exactly that happens. So that's the biggest mindset and there's a lot of other things when you start thinking of yourself as a business owner. It's helpful in terms of how you look at taxes and how I track things but the biggest impact on your bottom line is really keeping track of these people and being excited to talk to anybody about real estate that's going to be buying or selling at any point, whether it's tomorrow or next year or two years from now. It's almost as if one can say with the right perspective you're not buying for two years from now. That means I get two years to build a relationship with you and get in your referrals along the way. I have more time to have you as a forever client.Exactly. When someone expresses to me that they're going to buy or sell at any point and my goal is that when they're ready, I'm their obvious choice. Fantastic. I love it. Let's move on to the second blind spot. What is another major blind spot that you see agents have that we can help with today? Well, it dovetails nicely with what we were just discussing. So, the second biggest blind spot is the job of a real estate agent. The main job really is prospecting. It's not selling houses. For very obvious reasons, most real estate agents think their job is to sell houses and really that's the byproduct of their job. And that's at the end of their job where the income is, but their main job that creates that income, that gives them that opportunity is prospecting. So, having a daily habit of prospecting. And I think in the book I say two hours a day and that's a little bit but I don't feel like it needs to be a specific number. It might be different for everyone depending on what their goals are. I feel like somebody starting off, should spend the majority of their day prospecting until you have somebody to show houses to. That's the main thing. I put two hours because people always ask, well, "How much time should I spend?" So, I kind of had to come up with something and I feel like that's a good amount for people just to be coasting on. But the real takeaway that I want people to understand is that your job literally is prospecting. And any day that you did not prospect was a day off. What happens, real estate agents are highly focused on getting a new client, they do whatever activities they do, whether it's open houses or phone calls or door knocking that works, and then suddenly they've got three transactions in escrow and now their hair is on fire. They stop prospecting because they're dealing with everything. You know, keeping those deals together and getting them across the finish line. Well that happens and now, they just got paid on these three transactions, but their pipeline is empty. Hence the roller coaster! Hence the roller coaster. And that's how it happens. And the way to avoid it is to have a daily ritual. The pushback I get from agents is they'll say, "I don't have time to prospect, I've got these deals in escrow." And literally, it happens around three to four deals in escrow. Whereas once you have systems in place, I can have 10 deals in escrow and that's not a problem, right? I just have a normal day. You just have different systems.Well, what happens is people think they don't have time to prospect. But when you shift your mind and say, "No, that's your job," everything else fits in around it. So, if you don't have time to do everything on your list, and prospecting is non-negotiable, you realize that maybe you can pay another agent to go sit at that home inspection or put the fliers in your box. Because remember you've got some money coming in. So you, you do have the ability to pay somebody a nominal amount to go do some of these tasks for you. Or you can pay them a small percentage of your commission so you don't have to write them a check today. You can pay ...

Awesome. So one of the videos that I was most compelled by, and I've seen you doing videos where you're setting up these mega open houses that you guys do. One that I thought that was really compelling and it endeared me to your cause and your mission and what you're doing was you sitting on some bleachers that must have been at a nearby high school near to one of the homes where you were at, included some great drone photography was included and it was, you speaking from the heart about why you're at where you're at, why you do what you do and I feel like you displayed that you're a good storyteller. At the end of the day people want to work with people they know, like, and trust. They want to work with people with whom there's an emotional connection, not just a logical one. And in that moment I saw you demonstrating the skills that every real estate agent that I work with or that I teach and train through through Think Bigger Real Estate needs to have this skillset. It's not just about being a master of the market, it's not just about being a master of buyers and sellers scripts, you actually need to emotionally connect with people because it's such an emotional purchase. It's such an important thing for people. Talk us through a little bit, when you're creating a story, what does that look like? Yeah, those are great points. And the video you're talking about is on Superbowl Sunday when I first did that interview and then it snowed the next morning. So if you do go and watch it, it's a combination of two different days. My thought process, two separate things that why video and to your point it is so important for our audience to know what makes us different. There's so much competition out there and we need to get comfortable in communicating it. And if you're struggling with that, you've got to dig into the passion of why you're in this industry and why you're doing the job within this industry. So for me it's home loans and what makes me different. So my clients come to me for the trust, the communication and the experience and the fact that every time they're working with me they are truly treated like family. So, that's something that is extremely important to me when it comes to just the basics of any video. Some of the things I focus on, and it doesn't always happen naturally, but hopefully some sort of conflict. And then there's a resolution. So it just on the day to day stuff like at the open house, something that's super compelling to watch as a story is what are some challenges? We've all been a little late to getting to an open house. So it's like how am I going to get all of these signs, this, that set up unlocked the foot things. And that's super compelling to watch because it's real. It's not just a picture of the house, everybody's seen that, but people then could see how you handle stress and the fact that this open house is extremely important. So that that's if it aligns perfectly, that conflict resolution timeline is really nice. Some simpler stuff, because that doesn't happen all the time. So, I focus on two main things: have I done this before? In other words, Am I repeating what I've already done in the past and is it better than the last thing I did? Now I can't always hit the mark on both of those. But if I do think in those terms, the trajectory of where I'm going is in a great direction. So some of the focuses for me there.

Welcome back to the Think Bigger Real Estate Show. This is Justin Stoddart, your host and I'm really excited to be here tonight in Nashville, Tennessee at Funnel Hacking Live with a good friend of mine Pedro Adao. I even said it with a Portuguese accent.Wow, I wasn't expecting that. Tell them why you know that. So, I speak Portuguese. In fact, you're probably my best use of that for the past 20 years, meaning, I haven't used my Portuguese much at all. So this is going to be fun. He has good Portuguese enunciation. I was pleasantly surprised. He said my name right. It's very hard. It's a very hard name to say. Beautiful Man. So this guy, very, very successful financial planner and has achieved at some of the highest levels in his industry. He's also built a movement of Christian entrepreneurs. Maybe some of them in fact, who I've seen that have liked your page. You have some fans in Portland, Oregon. 100x Academy has hit Portland. Yes, 100x Academy. If you don't know what that is go take a look at it. Ben Rose, he was the guy in my area that I remember that had liked your page. Yeah, he's a videographer. He might be watching this and if not, I'm tagging him in this video. So Pedro, I'm going to talk tonight about financial planners and real estate agents. I work all day, every day with real estate agents, helping them have better businesses and better lives. And this guy, again succeeds at a really high level as a financial planner and as we began to talk, we realized that there's some commonalities, some common struggles and woes that real estate agents and financial planners face and some potential opportunities that you and I are talking about helping them to explore. Honestly, for me it makes no sense. This is like one of, probably the most under underutilized potential relationships. I know there's BNI and other networking type concepts, but like for real, if you're a Realtor, instead of having to go beg for leads from your mortgage lender, which if you have a lender that will do that--amazing. Alright, I mean that's, obviously still worth pursuing but also having two or three life insurance agents. Then you can network with and you can send them a lead, and guys, an insurance agent, a good insurance agent is in someone's home two, three, four, five times a week! And, and these are people, they obviously own a home or are looking to and they obviously met with their life insurance agent, which means they have some level of wherewithal. They love their family and care about their family and this is like ideal for a Realtor. I want to expound upon that. You think about when a life insurance agent is inside a home, it's typically when they're getting married, when they're having a new baby, when maybe they are getting ready to retire, all of which are triggers for real estate agents to say, Hey, somebody might be moving here. You're adding a baby to the house, you're getting married, you're thinking about life insurance and you're probably also thinking about a new home. Like there's often like a perfect connection here in that they need both of you at the same time. And what's happening now is there's a big industry called mortgage protection. Mortgage protection is a whole industry that the life insurance industry has created on the back of loan activity. There are life insurance policy companies that send direct mail to these homes offering mortgage protection. I get them like weekly probably. Okay. Hey, if something happens and you can't pay off your mortgage insurance. Most Realtors out there might not not know this, but most of these mortgage protection offers, they're not great plans. These are not awesome. Yeah. This is basically overpriced term insurance. So if you're a Realtor and you care about your client, if you sell them a home, what I would do is as they move, tell them, "Hey, by the way, you're going to get hit with direct mail for this thing called mortgage protection. Don't do that. Ignore those letters. I actually have so-and-so, he's an expert here in town. He'll go over all the options for you and get you the best product for you at the best possible prices." Because if you don't do that, your homeowner, is was going to go to the mail, open the letter--and this mail is very deceiving, these companies make their direct mail look like it's from a Wells Fargo or look like it's from Chase Bank. They literally make your mail look like it's from the lender. "Attention homeowner in regards to your mortgage in regards to your loan amount..." They make it look like it's the lender and in small print at the bottom it says "Not the Lender", but most homeowners are going to submit this form, which becomes a lead for the insurance company. They literally thought they had to fill it out. That's how deceptive this industry is, so if you're a Realtor or a loan officer, why would you not take one minute to give a heads up to your client and then actually refer them to an integral, high quality insurance agent in your town that can go serve them. And then that agent is going to be like, "Wow, thanks for the lead. What can I do for you?" Reciprocity, right? So stop chasing the mortgage guy because he's got 10 realtors wanting his business and there's 100 life insurance agents that no one's talking to. So there's a natural potential marriage here. And the fact is like there's no competition. It can be a great to be a great partnership and it's just instant. I don't understand why, to me, a Realtor, a life insurance agent and a financial planner, it's like peanut butter and jelly. Here's what we're going to do, for everybody that's in the Think Bigger Real Estate group, I'm going to get these scripts from Pedro and I'm going to put this in the group so that you can actually approach, new buyers of a home and know exactly what to say to them and then also how to approach life insurance agents and say exactly what you need to say to them to add big value to both sides. And then at that point it'll be pretty obvious that if you're working with a right person, there's going to be some reciprocation. I want to thank you for your time--killer stuff. Again, this guy does a great deal of business in life insurance. He's the guy that really understands this who is speaking from experience. There is opportunity here that's untapped by real estate agents. And guys, I'm from marketing, like I'm big into marketing and Facebook ads and sales funnels. I am at Funnel Hacking Live. I'm a two comma club winner and I believe in marketing, don't get me wrong. It's not like I'm recommending to just go to your warm market, warm market, warm market. I believe that you should be running traffic and should always be building your list. I mean like why not have a couple of these guys in your Rolodex that you're working with. I mean, it just makes sense. So yeah, I'll get those scripts to you. Awesome--thank you for tuning in. I really appreciate it everybody. Again, if you're not yet a member of the Think Bigger Real Estate group, go find it on Facebook. These assets will be there. And if this has been valuable, please share it out. Let's get this out to more people.

Hey, welcome back to Think Bigger Real Estate. I'm excited to be here today with someone who I've known for a long time, my brother Jeremy. Hey there. Thanks for letting me twist your arm to come on the show today.It took some work but happy to be here.Yeah, he's been a very close friend and a mentor of mine for a long time--a very bright individual. And tell the audience real quick what you're up to now.Yeah, I have a very entrepreneurial background, but I've spent the last three years working for a company called Andersen Windows and Doors and I'm actually headed to San Diego. We're opening a new division down there, so I'm going to help open that up and get things up and going down there.You will be managing a sales team of how many people do you think?Well, we're going to grow. We're starting with zero, but I've hired six so far and we'll be at probably 20 by the end of the year. We'll probably have a team of 30 sales people by the middle to the end of next year.Awesome. Yeah. One of the top producers in the country. So, we're here to talk about some things that we're passionate about and it has been helpful for us and we really think it applies directly to real estate agents in helping them grow their businesses. So we're here at a conference and we are learning a lot.So the three things that we want to point out that are central for real estate agent to have a better 2019 than their 2018 is TO LEARN. What are some of the ways that you learn the best?I think it's a good question. We were having this conversation and it's interesting, we're already almost two months into the year and when you get out of town, it gives you a chance to look at the year you're having and say, "Okay, where am I at?" And where are my habits are my practices. What am I doing? Am I in a better spot than last year? And I certainly think that the learning component is huge. It makes a huge impact on where you're at and the direction you're going. For me, I, I think there's a combination of things. I end up spending a lot of time in the car and so naturally I have Audible and I, try and be listen to something good at all times. We're obviously at a conference now where there's huge value in that and we are learning from bright people. Someone that would go out and spend enough money to go out of town and learn is typically a person that you want to hang out with and learn from. So between books and podcasts obviously are great and what I spend most of my time on.Yeah, for me it's the same. I try and read a book a month and really go through it and even go back and listen to it. So for me it's books and podcasts, of which I have a few favorites. Hopefully the Think Bigger Real Estate Show is on your list. A bit of a plug, or shameless self promotion right there. I would also add in conferences. This past week, I've been at two really significant conferences for me and so I appreciate you pointing that out. You do learn differently when you're out of the whirlwind, right? When you're learning in your city, in your environment, it's hard sometimes to really get to the right mindset, but when you're here to a new spot, you tend to buy-in at a higher level.I think it's distracted right? When you're at home it's, there's so many distractions with work and family and things pointing different directions. Getting out of town allows you to really immerse deep into a topic and work to become an expert at that. And maybe just as importantly some time in the evenings to reflect on where you're at and how to implement some of these strategies in your life. You know, I've set a goal to try and go to one a quarter and as I've done that at certain times of my life, I see great growth. I don't know if it's what I'm learning or the chance that it gives me to reset and organize myself going forward, but it's probably a combination of both.So point number two in addition to LEARNING is the NETWORKS YOU BUILD. I've been surrounded for the past week with like-minded people that are smarter than me, that are further down the path that I want to be on, and they're able to teach me. Last night we bumped into a friend of mine who is an architect who has built some really cool things in addition to just being an architect. And so it was fun for me to pick his brain and say, what advice would you give me here? There's so much value in having people around you, not just learning from books and podcasts, but also real people you can talk to and mastermind with. Tell me Jeremy, how have you found to best build a powerful network?Well, I think the challenge is we are very, very busy in our daily lives and so you end up living a life that's fairly reactionary and you end up surrounding yourself with the people that are the easiest to hang out with. Whether they live by you or they're old friends or whatever, and we've all heard the adage that you end up making as much as the average of the five people we align ourselves with. To get where you want to go, you've got to be very strategic about that. You have to determine who are the people that are going where I want to go. And that's not just professionally, that's also as a father or a mother. That's the way I need, or th way I can take care of myself. And it takes work to go out and build those new relationships. It takes getting into different environments then where you're at and putting yourself in spots where you can meet the right people. I've learned firsthand that if I'm not strategic, I could go, or a year or two without building a valuable relationship that is going to get me closer to where I want to go. Right? You've got to do and take the time and map out a plan. Here's who I want to be and then who are those people that I would also want to surround myself with and then how do I begin a relationship? It doesn't just happen by happenstance for sure.One of the things we learn when people are trying to build a network, they approach people with the mindset of what's in it for me, right? If I'm approaching you I would say in essence, "Hey, I think you'd be good for me. Let's build a network." And I don't think you can make that work by simply looking for that. I've got to be very intentional about discovery in advance, what that person really needs. In fact, we just heard a really interesting scenario, even Russell Brunson who's really kind of runs and leads this whole event that we're at and who masterminds closely with Dean Graziosi and Tony Robbins. So, Dean and Tony, were putting together a mastermind and they had it all set up and were super excited about it and Russell, who had not been invited to join, was a little bit jealous because he wasn't invited to participate in this mastermind. Well, Russell perceived a need that they had and he told them, "You guys need to buy the domain mastermind.com. It's only $1 million. And Dean and Tony, were like, you know, for $1 million "No thanks." Well Russell went out and negotiated the deal and got the domain mastermind.com For $600,000 and gifted it to Dean Graziosi and Tony Robbins. And in exchange for that value, he didn't expect anything from it, but he's smart enough to realize that good things happen when you give massive amounts of value to very powerful people. So, what did they do? Well, they invited Russell to be a part and now it's no longer just a two person but now a three person mastermind in which they going to be teaching some really powerful courses together.There is a great lesson for all of us, that although maybe you nor I can at this point strike a $600,000 check, to get somebody, something like that, there are things that you can do and I think you could show up very intentionally in advance. And you'll show up differently by coming with what can I give instead of what will you give me?A lot of times it's stuff that's free, you know, it could be, "I ...

Welcome back to the Think Bigger Real Estate Show. I'm here in the Gaylord Opryland Hotel in Nashville, Tennessee at a digital marketing conference, learning some amazing things and I just happened to bump into one of my longtime friends Enoch Sears. He is an architect that actually has a digital media company in which he gives really great resources, consulting and coaching to architecture firms. First of all, thank you for taking a few minutes this late at night. It's super late where we're at, almost midnight, but this guy keeps it going. We just keep on rolling; No stopping. We're at this conference and they brought in the founder of Operation Underground Railroad, which is an operation that goes in, a bunch of bad dudes, former Navy Seals, Army Rangers and Homeland Security Officers, that go in and bust up human trafficking rings in other countries. Were you impressed by the presentation?Blown away--blown away. I mean, I'm a big fan of Navy Seals. The operator mentality, everything they do, I mean, a lot of the guys that are involved in those operations, you know, left the navy seals, left the rangers and now are doing something like that with their lives is... It does make me proud to be an American, but not just Americans. It makes me proud to be a citizen of the world that cares about other people. And man, it was just very inspiring. So the point, I guess, the message that I would hope that at least that I'm taking away from this is, the real estate industry is a really powerful industry. I think sometimes we don't think big enough and we think in terms of what does my family need, and that's it. And so we don't get really disciplined and good enough to really go bigger. And, and to think that for $2,500, yes that's the cost to actually bring someone out of sex slavery--a child out of sex slavery--and to rehabilitate them to where they have the opportunity to have a good life. If you think about the frivolous things that we spend $2,500 on in the course of a year. I don't know if that thought went through your mind at all. It is now, let's put it that way. It is now. But this, this concept of how grateful I am to be part of such a great industry and I hope that maybe all of us start to think a little bit bigger and start to think about growing beyond just what we need and realize that there are some children in some really bad situations in the world right now and that finding great organizations like Operation Underground Railroad that can lift them out, is a powerful thing. Any other thoughts from you? Yeah, just, I was really struck by the fact that everyone has a part to play, right? So I'm not an ex Navy Seal. I could never survive even the most basic Navy Seal training. But what I do as a businessman, what I do as an entrepreneur, it contributes in a way. So I think the best thing we can do that I was having as I watched that amazing movie premier that we just got to see, and to see the founder, and being here at this marketing conference, is that we all have a part to play. We should all do our best to do it. Not only to do just mediocre, but excel at what we're doing and realize that it's important. Yeah. Very, very important. And if we just get by with mediocre, we will still live, we'll probably still be fine, but there are people out there whose lives could be touched if we actually put in the effort to be great at it. And it's almost like what Grant Cardone says: "It's our duty and our obligation to have massive success", so that we can not necessarily increase our own lifestyle, although that's one of the benefits of it, but more importantly because of the good that money can do. You can look them up online, Operation Underground Railroad, they have the trailer on there. It's heart wrenching. I was thinking about, I don't even know if my wife would even want to watch it because it, it is disturbing to see the reality of what's happening in this world. But at the same time it is heart warming to see the rescue and the guy who's leading it, Tim Ballard, who we just saw, he premiered the movie, it started as an idea in his head and he relies exclusively on donations. So it's people like you and I who are willing to say that this is an important cause and I believe in Russell Brunson who's leading this conference, getting everyone together to contribute to that cause. So whether you contribute to that cause or something else, you're making an impact. And I know Justin, here, my buddy has been doing that for a long time.Thank you, Enoch, Sears. For our audience, if they know of any architects that are great practitioners but maybe could use some help on the business side, how would people get in touch with you? Meaning where would people find your courses.I would say just to have them search for the Business of Architecture on iTunes. And actually, they might have already heard of it so you can use it as a conversation starter. I love it. The business of architecture. Find his podcast on iTunes and let people know about it. It's great stuff. And he has his business partner from the UK right here by his side. Let's get Rian in here. So Rian is from the UK. These two guys are business partners. Rian, what was your biggest takeaway from today? From today? Just today in general? Just the possibility and being able to communicate a powerful story and being authentic with that message that you really can create an audience, you can create a movement. And that's the message that I've gotten from today is that a lot of the businesses that I've seen here are mission-led businesses and they're businesses that have grown organically and they've created movements and audiences, which is such a deep grass roots level that anything can happen and you can change anything. And I think that was reflected as well in the film that we just watched about the real power of entrepreneurship. It's not just about making money, it's actually about making a difference to humanity. And it literally was transformational, very, very inspiring. I'm really grateful to have bumped into unexpectedly Enoch and for having met Rian, two really bright guys that are making a difference in the world. And hopefully this has been helpful. If it has been, do me a favor and share it. Make some comments and like this video. This message is a really important one to me and that is that real estate is much bigger than just taking care of our own family's needs but can also have a really big impact in the world and in a great way. So, have a good night everybody. Thanks guys for being on the show. I appreciate it. 

I've mentioned that the real estate industry is being disrupted. That's right here. That's not hype. That's reality. Yeah. And I've always seen AI as being a real threat to the industry. This weekend, my, my mindset shifted and I started to see that if properly gone about, AI doesn't have to be a threat. It can be the most powerful leverage tool to empower great agents to continue to be well paid and not to be paid like baristas or Uber drivers. But to be paid as they are, but by adding more value. And that's always what I've thought is if agents are going to continue to get paid what they get paid, they're going to have to add more value. And today, this weekend, I had this mindset shift that AI is not the thing that's going to cause them to be marginalized and have their margins compressed, it's going to be the thing that allows them to add more value.Cool. Well, right in the old story of the Luddites, right? Which is now just a word that means somebody who is against technology. But the Luddites were a group of people who smashed weaving looms. They were actually a group of people and it was like, oh, those looms are taking our jobs of weaving cloth together.Oh, I haven't heard this story. Maybe some of you haven't either. YYeah. So that's where the term luddite comes from. If you've ever heard that term before. And what we can't do is say, oh, the machines are going to beat us and I need to somehow be against the machines. It's where I'm going to refuse to participate. Instead it's like, wait, how can this machine make my life better? And the reality is there's so many of us that are living with machines that make our lives better, right? And it doesn't have to be high tech. I mean, the shovel made people's lives easier. Before you were using a stick and now you know, my smartphone makes my life better. And, and here's the other interesting thing is I think people are afraid of technology because they think, oh, I have to be tech savvy. But what Apple taught us, what the smartphone taught us is, I don't understand how my phone works. Do you understand how your phone works?No idea at all.Right? I don't know how my car works anymore either. And yet I use my car, I use my iPhone? And so it's simply a matter of being willing to commit to the process of learning how to use the technology and then allow the technology to enhance what you already are. So, hey, guess what, I've got birthday reminders in my phone. It actually makes me a better friend and son and brother because I remember my people's birthdays and so the technology makes me a better human being and I have become acutely aware of it.I mean some of the technology that's being being rolled out in the real estate industry now is similar to why you and I love Amazon. But the reality is your Amazon is different than my Amazon. You go to Amazon, you get a certain experience. I go to Amazon, I get a different experience. We both love it. Same thing with Netflix. And what I realized is that agetns have tried to do that for a long time and that's why they've worked their absolute brains out to try and create a customized experience for their clients. And now using artificial intelligence, they have the ability to offer a very customized experience at scale. And not have to be managing spreadsheets constantly to make it happen.Yeah. That's a powerful concept. Well, a real simple example of that, right? A good real estate agent will say, Hey Josh, when you're looking to buy a home in the next 30 days, now you've really risen to the top for me as somebody I need to be paying attention to. So now I go in and check out our hot sheets once a day to see if there's any new listings that match your criteria. But that's a highly labor intensive practice and it's a very human practice, so it's just going to take a lot of time, a lot of effort to send you what you need. Yeah, but here's the thing, you're not going to move right now. You might not be moving, looking for a year or two years, five years, but you like looking at houses. Who doesn't? Right? It's like one of the best forms of voyeurism, I'm just looking at other people's houses and you, so we do that, right? We're looking at houses were sort of window shopping for houses, but I can't listen if you're five years out, I can't do that.Yeah, I'd go broke. Honestly, if I'm five years out, I'm less interested in houses that I am if I'm three years or three months out. Absolutely. You're less relevant to me in that conversation.And by the way, I've got a huge ramp up period to get to know you and what your preferences actually are in the midst of that, right? Unless I've had this machine sitting on your shoulder for five years, that every time you go in and look at how every time you drive by an open house and you open up your phone and go, Hey, what's going on with that one? And every time you go in and be like, man, I like, I like granite counter tops better than, than Corian counter tops, you know? And I like, um, you know, stainless steel, better white appliances and it is tracking is doing that for you. Now all of sudden it's just like you've had this experience, right? You're on Facebook and all of your sudden you're like, how did it, know I like those shoes from zappos.com right now. First of all, that once you get over the big brother aspect of that, because that feels a little creepy at first, but when you actually embrace that and go, hey, that's actually cool. I actually like that thing and I liked it. It follows me around what if your technology is able to say, Hey, I happened to notice that you like these kinds of houses.And it starts to deliver me stuff that is exciting to me as opposed to stuff that's irrelevant to me.Oh yeah, and I think version 2.0 that we're going to see if this is your investor profile, like, hey, this is what I'm looking for from a cap rate? These are the types of properties I like investing in and it's like. Hey, by the way, we have one of those in Boise, Idaho that might fit your criteria and we have one in Corpus Christi, Texas that might fit your criteria. I mean that's how you can become a real big deal in investing too. So this is going to be such a value add for our real estate agents for their clients, right? And hey, this is just one technology platform. We have to think it's the one that's leading the pack right now and we're grateful for what their doing in real estate. If you're in real estate, you have to be embracing the technology and you've got to be paying attention right now. You've got to be paying attention right now because there's a whole lot of travel agents, there's a whole lot of cab drivers that were blindsided. They'll tell you it happens faster than you think it's going to happen.

Hey, welcome back to the Think Bigger Real Estate show. I'm actually very excited to need to talk about something that I'm obviously passionate about because you hear from me a lot when it comes to video. My personal belief is that your clients, need to be hearing from you a lot through video. I know for a lot of people that's very daunting and a you get stuck in, “I don't like how I look. I don’t like how I sound. I don't know what I'm going to say.” The reality is those really shouldn't be issues at all and I'm here to help you with that. I've got with me, Shane Ryan, with BombBomb. Many of you who know BombBomb know that it's a big time solution for real estate agents in helping them really take their video game to the next level. Shane has a couple of tips that are going to help you get started to not overthink it, but just very simple things to get you in action. The first thing is you can't change the way you look or sound. So the fact that you may be scared to be on video, should not be a thing. The thing to remember is that we don't want to boil the ocean. There’s Facebook live, there's Instagram live, there's YouTube and all these other avenues where you could be using video. Choose one and get consistent with that. Maybe that's birthdays, or anniversaries starting with just your repeat and referral business. Start with the people that already know, like, and trust you.This will help you gain your confidence so that you can start doing more of the advanced things that we talk about all the time. I just want to put an exclamation point behind what he said.oftentimes, there are so many things you could do with video. Just pick one thing and I would suggest with people that already know you, like you and trust you and do a one-to-one video. You can do it from your phone and send it via text or even a better solution is to check out BombBomb. The thing that we have found so often, it's just starting with the understanding that people matter, right? Are spoken here is we believe in you when you believe in your clients, and so when you're reaching out to them and you're saying simple things like happy birthday, or I remembered they just got back from vacation and just want to see how it went. Or, the next step in this scenario would be to let them know  that you want to hear all about it over coffee. You're rehumanizing your business.That way when you interact, it's no longer transactional. It's more about them and that's a big deal. The second point is that you need them to be the hero. You can't allow yourself to try and be the hero. I went to a training just recently in Columbia, South Carolina, and I asked all the agents, I said, raise your hand if you believe you're the hero for your client, and a 95% raised their hands. And frankly, you shouldn’t be. Your clients want to be the hero in their story. They want you to be the guide. The guide is going to stay in people's lives. Everyone wants to be their own hero and so for you guys, that's what you need to start focusing on how do you provide value so that you're helping them with their story. We’ve ot a question here from Elizabeth Davidson, a friend and client of mine. She asks:How often should you post videos on social media? Shane- I think you start with maybe once a week I work in video and I think you can do it too much. And I think that was a great question because what happens is that if you do it too much and you're not providing value, then they're going to start unfollowing you. But again, with that, I'll put a little bit of a caveat because you do a lot of videos every single day, but if it's valuable, you watch, you tune in, you're tuning in right now at seven 30 in the morning. And so if you can do that every single time that you get on air, if you're providing value, you're not just talking about the weather or something like that, providing value for people, they're going to tune in and you can continue to do those things. Justin- that was going to be my point. To get online, just to get online and be heard, I don't think that’s a good strategy. If you have something specific to deliver what you know that has helped people, then do it. I would say that most people do video too infrequently. Can you overdo it? Sure. If you're not delivering value, absolutely 100%. But if you are delivering value, I think sometimes we think that everybody in our network is going to see everything we post. And it's just not true. Facebook algorithms and others, they favor the frequent, they favor the content creators. And so even if you think people don't want to hear from me every day of the week, guess what—they won’t!  Even if you post it everyday of the week, they might see it once or twice a week. Yeah. So I wouldn't overthink that part of it. What I would dig into, which is what Shane's talking about is, how do I provide value? Justin- And I think a great, a great way to do that is when you get a really solid question from one of your clients, you answer that question because if, if it helped them, then there's going to be value for other people. Shane-And I think one of the biggest things that agents can be doing is talking about your struggle because a lot of times you buy and put in the perception that everything is great, right? Everything is easy. Well, I just talked to a physical recently where they were stressing out trying to list their house because they thought, you know, there's a seller's market. I'm just going to sell this thing. I don't need an agent. But within two days into that whole process they want, like they went crazy and they were looking for someone to guide them. So again, your, your clients and your people, potential clients are looking for you to be that valuable asset. And so if you can start answering those questions that people have and helping them understand that. 

Marketing is important for marketing properties and the owners care about that. But when it comes to getting business for me it's, I'll give like almost all credit to prospecting. Is that right? Jordan? Did I understand you correctly? Yeah, I mean, we're a prospect based team and we have been for a long time. I've, you know, I believe in marketing. I, it's something I will, I like to look good and something I like to do.Ultimately earning business, every transaction that we get, it's because we could go out and we get it. I would say that we're prospecting based, marketing enhanced and that's been the key to success for years. Many think, as long as I'm really good at marketing, I'm going to have all the business that I want. And what I hear you saying is that could be a fallacy depending upon your business type and model. But if you want to get business quickly now, today and actually improve your 2019, you're going to have to go hand to hand combat. You're gonna have to go talk to people. I believe when I first got into real estate, I wanted to spend a bunch of money, you know, and you know, radio and marketing and flyers and postcards and every, and database mailings and you're sitting there and you're waiting for it.Earlier in my career I had gotten connected with Mike Ferry and I really enjoyed Mike. I was very involved with him and I liked the idea with Mike was that instead of spending money in waiting for business to come to me, I go out and get it. The marketing can be really great. It's great to have them in Luxury Home Magazine. It's a way of getting in the door. It's part of an elite, a pre-listing package to get us in the door and earn that business. But at the end of the day, we win that business because we’re great at scripts. We know what to say and how to say it and we've called hundreds and thousands of people.I don't see anybody having a solid career based on marketing. It really, it really needs to be, you need to have earned that database and earn that. Even if your work a database, if you're not calling expireds and cancels, you still need to prospect your database. I know brokers that are doing 50 to 100 million dollars of real estate and some you've had on your show probably and they're calling, they're still calling. They're calling every day. They're calling now. It might be, hey, how's your kids birthday? Or how was your wife's anniversary? Or whatever. They're calling and having those relationships, but they're consistently staying in front of those. It's a schedule, right? It's following that schedule. Look, if you want to have more business, you're going to have to talk to human beings, right? At end of the day, if you want the real estate business, they're going to want to actually have a conversation with somebody. And the more of those conversations that you can be in on a daily basis, naturally with the right scripts and the right offering, you're going to be getting more real estate transactions. Let's talk about failing to schedule. Jordan, I know that's one of the key value propositions to your team, right? Last year you close 112 transactions, you've got 13 people on your team, all of them are newly licensed minus you, right? I've got a couple of staff and the rest are new agents. We just hired somebody who got licensed in May and her first 90 days she did six transactions. She'll do 12, 15 million next year--no problem. So what you're saying is that the differentiator, is you actually have and hold them to a schedule, right? And in the middle of that schedule is contacting people. I tend to lean towards expires and cancels cause it's my bread and butter. But despite that my business has become more database. We’re now almost at 30 to 40%. The goal this year is to get 50% of our business from the database.Again, people want to spend a bunch of money on marketing and they want to spend the money and hope that they don't have to do the work. And the thing is, even if you spend five, 10, $20,000 a month on leads, you have to call those people and you get to call them for years. But again, the gold is in the schedule. Everyone is here at 8 am. Everyone does three hours of log Mojo time, which means that they have to be dialing for 3 hours, not just sitting in front of a phone. They click pause, it stops. We follow that religiously. We have script training every morning. We have team meetings, we have huddle ups. It's like getting a master's degree in real estate so that we can get our agents into production very quickly. Their number one thing is getting them into a 200 person database as quickly as possible--reaching out to those people. We also do quarterly events, like OMSI, the zoo or Christmas trees or whatever, and inviting people to that. We then follow up with the 20,000 people that we have leads paid for leads hundreds of thousands of dollars with the leads that you have to call 30, 40, 50, 60 times. Right? So that marketing can be great, but it's, it's like dot. Even that's like the, that's the first base. You know, you have to, you have to do all the time. And, and it's a contact sport, which reaching out to people, talking to people and having that communication. And that's critical. I love it, man. So your agents appreciate that. That's why they come to your team is that they realize, you know, I've tried to do this on my own and I tend to shy away from a schedule, right?A challenge that real estate agents face is--I'm self employed, I'm free, but oh crap, where's my next paycheck coming from? What we say is join our team and we're going to hold you to a schedule which is also holding you to receiving income. Am I understanding correctly that that's like you just happen to know what's good for them. If you're on the team this is what we expect, but keep in mind that we're doing this for your own good because if we just give you all the freedom in the world and you don't actually contact people, you're going to be disappointed with the results. And the key to remember is that don't really have to babysit them. I mean they, the first week or two, they're trying to get into the flow. I mean, again, there are a lot of them are newly licensed where they've been doing it some way. They're trying to do it a different way. I don't really hold them accountable. The team holds everyone accountable. It's a very positive peer culture and they're all cheering each other on. There's so much business out there. There's no fighting over leads or anything like that. It's a lot of opportunity. And so they all kind of hold each other accountable and it's a very positive peer culture. It’s coming in, making calls, going on appointments. That's what my success has been, is listening to coaches like you and national coaches in real estate and they just tell me what to do. And I do it. The top five jobs of a realtor is prospecting, lead, follow up, going on appointments, negotiating contracts and mastering your skills and dialogues. So our brokers focus on those. If they're not working on flyers or during a blog or a website or messing around with the Facebook page. They're going out and getting business.They're taking it back right there hunting and bringing it back. It’s not easy, but it's simple. It's super simple. And I love how you guys have made things super simple. Give us one take-away for everybody listening here today. If they could actually go move the ...

Nick Krautter has solved a problem with which a lot of agents struggle... how do I actually retire from real estate and get something for the many years that I've worked. With the same process, he's also uncovered how, what he calls adopting agents, can scale a business by referral very quickly. Nick's best-selling book and speaking tour on national stages further validates the need for this solution at this time. 

My fellow agents, our clients struggle with social media and online marketing. And the biggest thing that they struggle with is often, knowing what to say and what to do and then the consistency of doing that repeatedly. The premise of our company is pretty simple. It's just to take as much of that off of the Realtor’s plate as possible. So, we do a lot of the online marketing for them, email, social media, our websites, blogging. We also coach them and lead them to the water for the things that we can't do for them. Social media obviously is social and so you need to be your best representative of yourself on social media.It’s not something that you can hire out. But what you can hire out is the coaching and the accountability and the knowing what you should be doing so that it is as easy as possible. I hear people spending money. In fact I just heard, of an agent on Friday who had, outsourced his social media to other companies. Wouldn't that be the equivalent of sending somebody else instead to your best friend's birthday party and expecting them to like be okay with that?Once we get our heads around what social media is really about, it's about, relationships, we won’t do that anymore.  It's about enhancing relationships that it gets really hard to outsource to like a loved one. It's hard to delegate that to somebody else and have it go well.  What you embody is that people need to own it and people need to do it. But you also realize that most people out there aren't doing it at all.  Either they're overthinking it or they're spending too much time thinking about it as opposed to just being an action, getting it done. I think for most of us, social media is not our business. It is a tool of our business. I like to stay in touch with people, but it is not our business. And oftentimes when I see people saying, I'm going to do social media, every other part of their business starts to really struggle and suffer because they spend so much time in their thinking about, ‘Should I post this? Should I post that? Luminary Agent’s 14 day challenge takes away the, “what should I post, how should I post it, how do I make it sound this way”. Or “should I do it this way or should I do it that way?” All the what if’s.  Because those are all the stumbling blocks. So if I can remove all of those stumbling blocks and make it as easy as possible without doing it for you. With social media, it's meant to build relationships and then those relationships lead to transactions. But social media is not meant to be transactional in and of itself. That's where a lot of people get social media mixed up is because they want to, they want to hire out being themselves on social media thinking that it's a marketing sales transaction tactic and it's really not. It's not a selling tool, if you use it that way, you'll quickly lose all the hours and credibility with people. If all you're ever doing is selling, for your friends, your followers, your fans, what value are you providing them? If all you're ever doing is posting your listings, your solds, your awards and accolades? What's in it for me? That's the question you should always ask.Too often, especially this time a year, all of my counterparts in the industry are putting out, “I sold X number of homes. The entire newsfeed is filled with people talking about how many homes they've sold. I don't see anybody else doing that in other industries. My insurance agent isn't doing that. My doctor isn’t doing that. I get that it's been taught that there's this evidence of success concept, where you want people to know you're actually a successful agent. So maybe there's some truth in that and I think it's working for some people, but maybe there's a different way to do it. I think there's a time and a place for proving your success.  I don't think that it is randomly on social media to a bunch of people who may or may not know you very well. That's the thing you have to remember with social media is that it's a huge mix of, your mom, plus somebody that you met at an open house. And so you need to be careful and mindful that those bragging pieces, those experiences pieces, there's a place for those. And it might not be to everybody on social media to share those with. It might be in the middle of an email campaign or a Facebook marketing campaign when you're targeting an actual potential client.  With that information, it becomes relevant to that person.There is a way of telling your success. If you say, “I had a goal of helping this many people last year and I reached that goal,” or “I exceeded it” or “I almost made it, but it was still an amazing year and thank you all so much, you helped me get there.” That's a different post. Then when somebody's just flat out bragging and saying, I sold X number of homes last year, you know, great. I know what's in it for me as the person seeing it.You might think how that's being received on the other end? And even ask yourself, is there someway for me to say that differently, to get the same information across, but through the right context. If you were at a party and just randomly brought that up, like I sold X number of homes this past year to everybody in the room,it might be odd. Especially if that’s all you said.  I think intent and authenticity have a lot to do with how it’s received. If you are angry, intent is true. If you're saying it in a way that's authentic for you, then I think that makes obviously a huge difference as well. So you just have to go with your gut on that.Going back to the point of this broadcast of why I've invited you to come on and you graciously accepted that is to let people know about this 14 day challenge, which will help a lot of people that are stuck in social media. They're either not doing it all and, or they're doing it and it's taking up way too much time to do it. How do they find your challenge?So you can get to the challenge by just going to luminaryagent.com/14day. And that will redirect you to the landing page for the challenge.You can either sign up using Facebook messenger or there is an option to sign up for email. Then, every morning you will be fed a new challenge  for the day. Just click on the link and you'll get a video of me explaining that post in a challenge for the day, you'll get tips on how to make the posts, you know, the best that it can be. You'll get examples of other people's posts that have done these types of posts before so that you can actually see them. And then you'll also get your engagement tip for the day as well. I promise you that you will start to think differently. How quick social media can be, how authentic it can be and how helpful it can be to have a true expert in your corner that is helping guide you along the way.

The first thing that agents need to do in order to maintain their businesses and margins is to actually get better. The best way to do this is to learn from other brokers. Joe Fustolo has dedicated the past seven years to building a powerful Facebook community called 'Masters in Real Estate' with the intent to help this community of real estate agents have better ethics and gain more knowledge. This mindset of helping other agents, even your own competition, get better is a key to a better life, a better business and a better industry. 

There comes a point within each of our lives, I believe, when we desire to go beyond success to a place of significance. We want to not just impact our own family's life, but the lives of as many as we can reach. Both Josh Pitts and I have felt this stirring and his Facebook Live show has inspired me to do the same. In this episode, Josh and I discuss some of the pitfalls that keep people from leveraging this powerful tool, not just to impact their own business and life, but to impact the lives of so many more that they could be reaching and helping. 

Jay Puppo is not only a friend, but my personal productivity coach. He has transformed the way I look at the way I spend my time. Rather than choosing the best things to be doing, he has helped me to really focus in on what is my ONE Thing and work to cut out everything else. This will get you thinking about your own personal possibilities when you learn to identify and really focus on it. 

For years and years I spent too much time trying to outrun my fork. I wanted to look and feel a certain way and because I did not have control over my eating habits, I spent too much time away from my family, trying to exercise my way to fitness. When I was introduced to Jon Fuller, I realized that I had been hacking at the branches rather than the root. This man has helped me to understand and live good nutrition so that I can have my time back. 

Although the precise timing of a market shift is never totally known, the reality that they do happen is known. As a result, many agents have been preparing for some time on how to best take advantage of the opportunity that is our current real estate market shift. These kinds of markets require not only the right mindset and energy, but the right vision and leadership. 

"As a real estate agent, I know I'm supposed to be creating and sharing content on social media, but what do I create, say and share?"If you've ever had that question, I've brought on nationally acclaimed video influencer and Newberg, Oregon real estate agent, Brandon Porter to help you get unstuck.

There are two types of discontentment. One is healthy and fuels people like you and me towards our potential.  The other is unhealthy and causes discouragement and takes us away from our potential.  Tune into this short share to hear the difference. 

Cody Martens owner of Top Left Creative, a marketing company that offers turnkey solutions for real estate agents and lenders, gives tremendous insight on how to market in today's crowded marketing space.  

On this episode, financial industry leader Tim Clairmont of Clear Financial Partners hits on two major topics: 1. Going from something that you love, to creating success, to then creating significance. 2. How to thrive amidst industry disruption. Teaser- despite the knowledge economy that we're in, EQ (emotional intelligence) will matter more than IQ in the days and years to come.   

If you are in a service based industry and are tired of shrinking margins, then this episode is for you. Mark Savage, owner of Cornerstone Web Studio knows that designing beautiful websites is not enough in today's economy. Mark spends much of his time also acting as a thought leader in his industry and those that he serves.  As service based industries continue to be disrupted by technology, including that of artificial intelligence and automation, becoming a thought leader is a key component in staking out your future. In this episode we cover some ways to do that. 

Cody Martens and I have a really fun conversation about what real estate agents are doing right now as marketers of their business to really thrive. 

Bryan Welton founded and built the largest name tag company in the world. In addition he invests and advises approximately 30 small businesses through his private venture capital fund, all while raising 6 children, participating and leading philanthropy projects and causes in other parts of the world and leading a youth ministry of over 1000 kids.

What if every time someone purchased your product or service, charities in your area automatically received the support and help that they so desperately need. Would that change your potential customers' buying patterns?  We've seen this model for years in things like 'Tom's Shoes', or 'Ethos Water' at Starbucks. Would this model work for your product or service? This episode will expand your thinking to consider how you might be able to forge business and philanthropy both within your own business as well as with those from whom you purchase. 

Whenever I get the chance to talk with Nick Hoogendam, I learn SO much. Today was no different, other than I let my audience listen in. If you are growing a business or a brand as an entrepreneur or intrapreneur, the concepts and ideas shared here will give you an inside edge on understanding how to thrive in our current attention economy. 

On his deathbed, legendary innovator and business leader Steve Jobs expressed regret in not being a better father. I admire Steve for what he did in the business world and I also want to learn from his regrets. I have a lot of weaknesses and failures and I'm sure I'll have my own regrets, but at the end of my life, one that I don't want to have is that I missed my opportunity to be a great dad. For this reason I try and surround myself with great dads from whom I can learn. Tony Gillard, father of 3, one of which has had 4 open heart surgeries, is from whom I learn regularly. 

Professional coach Dan Foster shares what shares how his coaching organization, Building Champions, Inc., has made a quantum leap by having different conversations to have different offers for different people.  He also delves into moving topics such as how changing your thoughts, beliefs and feelings is at the root of change and how creating not just a business plan, but a life plan often creates the fuel to achieve your most ambitious business plans.  

Whether or not you're ever interested in foster parents, the principles that Chad and i discuss will benefit anyone looking to think bigger about the impact that they can make in the lives of others and truly pursue a life of significance.  Listen in as Chad shares his story of how he and his wife became foster parents and how he also volunteers as a mentor to young men who do not have a father in the home.   

A true life success story out of Sherwood, Oregon, Nathan Doyel has been a student and practitioner of success philosophies his entire life. From playing Division I football at a prestigious university, to raising a family of five children, to being a fearless advocate of important non-profits, to building a dentistry that consistently breaks records on production levels AND service levels, Nathan is the kind of guy that you not only want to be around but one that you want to learn from and emulate.  In his research for his new book, Nathan shares multiple examples that demystify why all of us tend to remain within a certain zone of achievement.  In so doing, he shares the simple recipe he has used for himself and his team to break through these self-imposed limitations and achieve at all new levels. 

US Marine Force Reconnaissance member Steve Brush discusses training that was so tough that he blacked out multiple times, once in shallow water. All of this was preparation for 6 tours in Afghanistan and being on the front lines in machine gun fights with the Taliban. Steve is probably the toughest and bravest human being I've ever met and some of his biggest challenges came upon returning to civilian life. The lessons in life and business that we pull from his experiences could likely change your life. 

Whether it's inspiring large audiences at Nike, HP, OHSU, or taking people to the top of Africa's highest peak, transforming lives is what Lou does. Tune in and you too will hear and feel what I mean. 

You'll love my conversation with Trevor Hammond, regional manager of Sierra Pacific Mortgage and Founder of Portland's 10X Growth Summit in which Trevor shares the mind-expanding process he's been walking the Summit's attendees through to make the seemingly impossible goals, seem completely attainable. Tune in to experience it for yourself.

Josh Friberg heads up the Five Doors Network expansion team here in Portland, Oregon. In addition to that, he is a certified ONE Thing Trainer. Listen to how Josh and I are applying the principles of the NYT, Amazon, USA Today best-selling book The ONE Thing in our lives and you too can create new freedoms and possibilities for yourself. 

This interview with Jesse Garcia, top Realtor and co-founder of Pipeline Wizard is packed with nuggets of wisdom that will help you THINK BIGGER.  Jesse was leading a life by default, but inside he and his wife knew that he had bigger things to do. With the help of mentors along the way that have helped him to think bigger, he's now leading a life by design. 

In a time and era when it is easy to "connect" with almost anyone virtually, we as business people have forgotten one of the tried and true success principles of building business, which is doing so one relationship at a time. In this interview, we review some of my key takeaways from Patrick's book and discuss how to avoid the commoditization that is happening in mortgage, in real estate, in insurance, and many other industries through a focus on relationships. 

Although an icon in the real estate industry, this interview will expand the thinking of any and all that hear this story. When Marc got into the real estate business in 2006, he experienced less than a year of upside before things got, at least for others, really tough. Despite this, Marc closed 43 transactions in his first year by simply following a proven model and great mentors. Fast forward to last year and Marc and Fox Property Group closed 266 transactions. He's now to a point where he leads the company and seeks to crelate great success THROUGH others with his powerful perspective on real estate expansion teams that focuses on helping his expansion partners close business sufficient to significantly change their lives.  Tune in to hear the rest of the story, including the many lessons that Marc has learned through his journey thus far.   

Tune in for the simple definition of what leadership really is and how understanding this definition can help you to think bigger in every area of your life.

Six years ago Scott LaPlante owned a mechanic shop, was 255 pounds, borderline hypertension, just went through a divorce, and was dealing with stress in some very unhealthy ways. Fast forward to today and Scott is a physical specimen and one month off from having run his first 100 mile race and consistently does additional ultra marathons. Listen to his story, together with the amazing stories of his races and the life lessons that come from them, as he totally changed his situation and his life, which all started by being around people who helped him to think bigger.      

My 10-year-old daughter asked if she could accompany me on my run this morning she rode her bike. She rode and talked and I ran and listened. I was so impressed with how big is her thinking. She shared with me how she doesn't want to live a life just in a pretty dress holding a girly umbrella, which I thought was hilarious, but she wants to do really important things.  She referenced the movie Hidden Figures, which she has not even seen yet, which led me to share some thoughts on living a life of great impact. There is no doubt in my mind that she will impact and change the world in wonderful ways. The big takeaway for me, is that you don't have to have a big fancy title, or be a best-selling author, in order to have really big thinking and inspire other people to have a really big thinking. And we often need to look around and take wisdom from those around us who have such a pure and unjaded view on the world and the endless possibilities that exist.        

In today's episode I discuss takeaways from my mastermind lunch of which I am a part with a few very successful friends. We discussed the powerful practice of quieting your mind, whether it be through transcendental meditation or other, the results of many of the world's superachievers speak for themselves.   I also share tidbits from a powerful book called The Power of Full Engagement by Tony Schwartz and how the practice of quietInc your mind, actually helped some of the world's greatest tennis players lower their heart rate in between serves, which then allowed them to be able to consistently outperform their competition. 

What is sure to happen when you are on the right path to bigger thinking, bigger actions and bigger impact, is that some people that have been in your life up to that point, will no longer hAve as big of a place, or even a place at all. As this happens, some people will retreat and go back to their comfort zone, remaining in those same relationships and conversations, due to peer pressure and wanting to remain in everyone's good graces. Unless we are talking about your spouse, to whom you have made at least a lifelong commitment, I would recommend that you do not to retreat. Rather, see it as evidence that you are on the path to bigger thinking, big your actions, and bigger impact.    

I had an experience today that is teaching me a really powerful lesson. Over a year ago I did something unethical with some clients. I started to give a lead source that was not mine to give. My intentions were good but the way I went about it was not. When it all came out, I felt very remorseful and asked a sincere apology from those involved.  Just today I had an encounter with one of the individuals wronged and from it I have learned a myriad of lessons about how holding grudges and forgiveness, or lack there of, can limit our ability to think bigger, act bigger and have a big impact.     

Meet Patrick Woods. Patrick began his real estate career in 2002 and is currently an owner and General Manager of 4 Keller Williams Realty franchises with nearly 1,000 associates selling over 7,000 homes equalling approximately $2.5 billion in sales in 2016 alone. Previously he served as the CEO and Team Leader of the Roseville office. With over 500 associates, the Roseville office has finished as the #1 Keller Williams office in the world in both 2011 and 2012 out of approximately 700 offices worldwide. In 2014 Patrick and his office reached the pinnacle of selling over $1 Billion worth of real estate in a single year. Our interview with Patrick goes into the rise and fall of his career in the Dotcom world and how that helped him to develop the vision and leadership lessons and attributes to go big in building a real estate and coaching empire. You'll love some of the nuggets shared by this business icon. 

I had lunch this past week with a friend who doubles as a very successful individual. His success extends beyond the business world into his faith and family. He is someone definitely worth modeling. In our conversation, he shared with me that he had told his wife that he wanted to come up with a billion-dollar idea. That lead he and I down an interesting conversation path and has caused me to reflect on it since our time together. From that, I've derived a question and a formula that can dramatically change your thinking, conversations, actions and impact. 

In this episode I interview the leader of the top producing real estate team, SELLPDX.com, and best-selling author of the game-changing book The Golden Handoff- How to Buy and Sell a Real Estate Agent's Business. Nick and I go into a massive paradigm shift that agents can have, either at the start of their career, or as they are nearing the end of their career, when they realize that their real-estate business is something they can one day sell.

There are TWO WAYS to get the bingest and best building in town. The first is to take all of your effort and resources to go build it. The second is to go and try and knock down other people's buildings so that yours remains or becomes the bingest building in town. The first is gratifying, helps you become something great, and is effective. The latter will be ineffective, shallow, short-lived, and comes with an opportunity cost of not spending time improving your brand, offering, business, etc. Whether in the past, currently, or even in the future, you find yourself spending your precious resources knocking down other people's buildings, stop it! You are only hurting yourself and not serving your customers and your industry in the way that you otherwise could.

Show me your calendar and I will show you how big you are thinking. In today's episode I tell of the realization that I had as I looked at my calendar and seeing a recurring appointment that is a very common practice in my industry. What I know and remembered is that this may not be the best use of my time in helping me to think bigger and therefore help my clients to think bigger and don more. I encourage you to look at your calendar and see if there are activities and/or white space there that should be filled with bigger thinking activities and bigger conversations. As you do, I am convinced that you will like the return.

I was in a meeting today with some clients and the topic came up and of how to get out of conversations when clients are trying to get you to heavily compete with other agents. Our discussion led us to the solution of letting the client know that we do not compete on those terms, but that we compete at a different level on different terms, that are ultimately more valuable to the client and that we are not sure that we are a good fit. Essentially, what we are doing, is recognizing that this client is inviting us to be small thinking and in small conversations. We are declining the invitation to be in those conversations and inviting the client to join us in bigger thinking and the bigger conversations. Often times, we underestimate the cost of being in small conversations. We often only calculate and consider the direct costs, like lowered commissions, etc. What we fail to recognize, is the opportunity cost of being in small thinking conversations... which take the place of a conversation in which bigger thinking could be taking place. That cost has the potential to be enormous.