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Welcome to another episode of The Millionaire Maker Show. Today's focus is on Generating High-Quality Referrals Using the Upstream Model to unlock better business opportunities. Special guest, Justin Stoddart, and I dive into practical tips for keeping relationships "hot" in the context of networking and collaboration, which is essential for business success.Guest IntroductionJustin Stoddart is the founder and CEO of Pro Insight, a networking platform aimed at real estate and service professionals. He is an authority in marketing and business strategy with over 20 years of experience. Justin is also the author of the bestselling book The Upstream Model, which reveals strategies for generating high-quality referrals. Additionally, he hosts the Think Bigger Real Estate Show, where he interviews top achievers and explores strategies for scaling businesses.Generating High-Quality Referrals Using the Upstream Model - Key TakeawaysThe Upstream Model is a partnership-focused approach to business and essential for generating high-quality referrals.Relationships are a long-term game; it's essential to invest in your relationship bank accounts.Avoid traditional networking pitfalls; prioritize direct, value-driven conversations that lead to business growth.Identify professionals who have existing influence over your ideal clients and collaborate with them to generate high-quality referrals.Understanding common ground and shared interests is vital for effective networking and referrals.Keeping Relationships HotNetworking doesn't have to be a slow, drawn-out process.Engage in direct discussions about mutual interests instead of lengthy meetings and social events.Identify clients who could benefit from your network and introduce professionals who can help them.Approach networking with a spirit of reciprocity—collaborate rather than compete to enhance your referral network.Common Networking ObstaclesOvercome the antiquated notion of slow networking; embrace speed and efficiency to foster growth.Understand the true value of your client relationships and look beyond surface interactions.Utilize data to recognize opportunities within your existing client base, aiding in generating high-quality referrals.Lessons LearnedSurrounding yourself with high achievers can elevate your mindset and business opportunities.Intentionally seek out relationships that inspire growth across various aspects of life, especially in coaching and personal development.Be aware of influences that can either uplift or diminish your professional reputation.Key Quotes“I didn't have to know everyone. I just needed to know the right people.”“When you take care of people even when you're not getting paid, it opens the door to serve them and their friends more often.”“If you can surround yourself with more people who are dreamers and achievers, it will expand your possibilities.”“Choose your friends wisely; influences can elevate you or harm you.”Resources MentionedJustin's website: https://proinsight.comFollow Justin on social media: @justinstoddartGet my free bundle, The Social Media Sales Machine: sellmorewithsocial.com
Quick Take - (Full Episode - #95 - Link Below to Full Episode) In this episode, we learn about referral partnerships and sit down with Justin Stoddart, CEO and Head Coach at Think Bigger Real Estate, and author of the best-selling business book, The Upstream Model, which provides practical tips and insights to help real estate agents grow their business through warm-market referrals. Justin teaches real estate agents how to build strategic referral partnerships with professionals from neighboring industries, creating frequent, consistent, and predictable referral flow that benefits both the agents and the professionals with whom they partner. He has helped countless agents grow their warm-market business through his step-by-step approach to identifying, approaching, meeting with, adding value to, and integrating the value of real estate agents into the client experience of these professionals. Justin is also the host of the Think Bigger Real Estate Show, a top 1% podcast that features interviews with some of the biggest thinkers and highest achievers in the real estate industry. On the show, Justin covers a wide range of topics related to real estate entrepreneurship, including marketing, branding, business strategy, and more. He also interviews some of the top performers in the industry to get their insights and advice on how to succeed in real estate. If you're looking to grow your warm-market business and generate quality referrals from professionals, Justin Stoddart is the go-to expert. His coaching, training programs, and top-ranked podcast provide the insights and guidance you need to take your business to the next level. Things we discussed in this episode: - How buyers and sellers are currently on different planes, attached to the rates and values of years past. - Being more intentional about finding highly motivated sellers in today's market - Building relationships with professionals whose businesses deal with people right around a life transition - How to add value to business professionals and make it so simple to earn their referrals - Identifying people who you are uniquely set up to serve, and then identifying the professionals with already established relationships with that person. :: Link to Full Episode - https://youtu.be/-KvMphxdmtU Where you can find Justin: Website - https://thinkbiggerRE.com Podcast - https://thinkbiggerRE.com/podcast Facebook - https://www.facebook.com/justincstoddart Facebook Group for Agents - https://facebook.com/groups/thinkbiggerrealestate Instagram - https://www.instagram.com/justinstoddart/ LinkedIn - https://www.linkedin.com/in/justinstoddart/ Join Jason Muth from Straightforward Short-Term Rentals and Attorney / Broker Rory Gill of NextHome Titletown and UrbanVillage Legal in Boston, Massachusetts for another episode of The Real Estate Law Podcast! #realestatepodcast #realestate #realestatelaw #realestateinvesting #realestateinvestor #realestateagent #realestateportfolio #businesscoaching #realestatecoaching #personaldevelopment #referrals #referralpartnerships Follow us! Following and subscribing to The Real Estate Law Podcast not only ensures that you'll get instant updates whenever we release a new episode, but it also helps us reach more people who could benefit from the valuable content that we provide. The Real Estate Law Podcast on Instagram and YouTube NextHome Titletown Real Estate on Facebook and LinkedIn Straightforward Short-Term Rentals on Instagram Attorney Rory Gill on LinkedIn Jason Muth on LinkedIn Hospitality.FM The Real Estate Law Podcast is part of Hospitality.FM, a podcast network dedicated to bringing the best hospitality-focused podcasts to those in and around the industry, from Food + Beverage, Guest Experience, Diversity & Inclusion, Tech, Operations, Hotels, Vacation Rentals, Real Estate Law, and so much more!
In this episode, we learn about referral partnerships and sit down with Justin Stoddart, CEO and Head Coach at Think Bigger Real Estate, and author of the best-selling business book, The Upstream Model, which provides practical tips and insights to help real estate agents grow their business through warm-market referrals.Justin teaches real estate agents how to build strategic referral partnerships with professionals from neighboring industries, creating frequent, consistent, and predictable referral flow that benefits both the agents and the professionals with whom they partner.He has helped countless agents grow their warm-market business through his step-by-step approach to identifying, approaching, meeting with, adding value to, and integrating the value of real estate agents into the client experience of these professionals.Justin is also the host of the Think Bigger Real Estate Show, a top 1% podcast that features interviews with some of the biggest thinkers and highest achievers in the real estate industry. On the show, Justin covers a wide range of topics related to real estate entrepreneurship, including marketing, branding, business strategy, and more. He also interviews some of the top performers in the industry to get their insights and advice on how to succeed in real estate.If you're looking to grow your warm-market business and generate quality referrals from professionals, Justin Stoddart is the go-to expert. His coaching, training programs, and top-ranked podcast provide the insights and guidance you need to take your business to the next level.Things we discussed in this episode:- How buyers and sellers are currently on different planes, attached to the rates and values of years past.- Being more intentional about finding highly motivated sellers in today's market- Building relationships with professionals whose businesses deal with people right around a life transition- How to add value to business professionals and make it so simple to earn their referrals- Identifying people who you are uniquely set up to serve, and then identifying the professionals with already established relationships with that person. Where you can find Justin:Website - https://thinkbiggerRE.com Podcast - https://thinkbiggerRE.com/podcastFacebook - https://www.facebook.com/justincstoddartFacebook Group for Agents - https://facebook.com/groups/thinkbiggerrealestateInstagram - https://www.instagram.com/justinstoddart/ LinkedIn - https://www.linkedin.com/in/justinstoddart/Join Jason Muth and Attorney / Broker Rory Gill of NextHome Titletown and UrbanVillage Legal in Boston, Massachusetts for another episode of The Real Estate Law Podcast!#realestatepodcast #nexthome #humansoverhouses #realestate #realestatelaw #realestateinvesting #realestateinvestor #realestateagent #realestateportfolio #businesscoaching #realestatecoaching #personaldevelopment #referrals #referralpartnershipsSupport the showFollow us!NextHome Titletown Real Estate on InstagramNextHome Titletown Real Estate on FacebookNextHome Titletown Real Estate on LinkedInAttorney Rory Gill on LinkedIn
Those who can effectively communicate during these uncertain times will win the clients and win for their clients. Brenden Kumarasamy is a public speaking and communication coach. He joins us on the Think Bigger Real Estate Show to help us to improve our ability to communicate and effectively lead our prospective and current clients.Links:Full episode with video, audio, timestamps and full transcription—Explore past episodes: thinkbiggerre.com/podcast/Download my international best-selling book, The Upstream Model, here: justinstoddart.com/freebookIf you enjoy the podcast, please leave us a short review on Apple Podcasts. I love reading reviews and engaging with our community.Follow Justin:Instagram: instagram.com/justinstoddartFacebook: facebook.com/justincstoddartYouTube: youtube.com/c/justinstoddartRateThisPodcast.com/thinkbigger
In an era of improving technology and increasing technology adoption, we as professionals have a choice.We can:1) Be minimized and leveraged by technology2) Be empowered, productive and effective by LEVERAGING technology.Learn the difference between the two and how to be sure you are leveraging, not being leveraged.Our next guest on the Think Bigger Real Estate Show is Khaled Yatim who:1) Became an agent right out of high school2) Was the youngest broker of record in CA at age 203) Sold over $500M of real estate Links:Full episode with video, audio, timestamps and full transcription—Explore past episodes: justinstoddart.com/podcastDownload my international best-selling book, The Upstream Model, here: justinstoddart.com/freebookIf you enjoy the podcast, please leave us a short review on Apple Podcasts. I love reading reviews and engaging with our community.Follow Justin:Instagram: instagram.com/justinstoddartFacebook: facebook.com/justincstoddartYouTube: youtube.com/c/justinstoddart
The Think Bigger Real Estate Show has surpassed a few noteworthy milestones recently including over 50k downloads and being ranked #4 on Feedspot's top 20 real estate marketing podcasts. Tune in to hear valuable lessons that he's learned along this journey that will help you to Think Bigger and better scale your referral business.Links:Full episode with video, audio, timestamps and full transcription—Explore past episodes: justinstoddart.com/podcastDownload my international best-selling book, The Upstream Model, here: justinstoddart.com/freebookIf you enjoy the podcast, please leave us a short review on Apple Podcasts. I love reading reviews and engaging with our community.Follow Justin:Instagram: instagram.com/justinstoddartFacebook: facebook.com/justincstoddartYouTube: youtube.com/c/justinstoddart
Episode Topic: In this episode of Not Just A Transaction, host Nick Prefontaine speaks with CEO, Bestselling Author, and host of the Think Bigger Podcast show–Justin Stoddart. He explains how he helps sellers and buyers close on their homes with title and escrow. Justin also shares the model that he's developed to help real estate agents get to their clients. Glossary of Special Terms Used in this Episode: Title: insurance that offers protection to home buyers against accidental or malicious acts. Escrow: a third party company that holds assets and money of both parties during a transaction. What you'll learn about in this episode: What is title insurance and escrow How title insurance ensures that you don't inherit the sellers baggage Why it's important to focus on a life of a significance rather than success What is the Upstream Model and how it helps real estate agents Why you should always prioritize your home life, ahead of success Resources: Website: https://justinstoddart.com/ YouTube: https://www.youtube.com/c/justinstoddart Instagram: https://www.instagram.com/justinstoddart/ Linkedin: https://www.linkedin.com/in/justinstoddart/ Facebook: https://www.facebook.com/thinkbiggerrealestateshow Podcast: https://justinstoddart.com/podcast/ Paperback Book: https://justinstoddart.com/book Free Ebook: https://justinstoddart.com/freebook/ Additional Resources: Pre Property Solutions website: https://www.prepropertysolutions.com/ Contact Us: https://www.prepropertysolutions.com/contact/ Justin Stoddart's Bio: Justin finished his Bachelor's degree in construction management and business. He self-funded his college education by partnering with investors to flip homes, owning and operating a home services business and then working for a high-end home builder, which later led Justin to form his own high-end home building company. In 2007 his company built the featured home of the area's Parade of Homes. Despite rapid growth and success in the early to mid 2000's in luxury home building, the market crash forced deep introspection and Justin came to realize that his passion wasn't building homes, but rather building business and building people. Over the past two decades, Justin has owned, ran and grown small businesses, becoming an expert and thought leader in marketing, branding and business strategy. Now, his day-to-day entails being knee-to-knee with professionals through individual or team consultations, training and masterminds. In these settings, Justin is positioned on the front lines to help identify the biggest challenges facing professional industries and the subsequent opportunities that always follow. He recognizes the urgent need to help inspire industry professionals to Think Bigger. As an industry challenger, educator and leader, Justin is intent on helping to reshape the value proposition of well-paid professionals so that they can have a life of success and significance, income and impact. He is the host of the Think Bigger Real Estate Show where he interviews the biggest thinkers and highest achievers in the real estate industry. Justin is also an author and a nationally recognized, award-winning producer and speaker/trainer. He is also the International Best-Selling Author of The Upstream Model- Hidden Secrets to Building a Massive Referral Business While Crushing Big Tech Competitors. Nick's Bio: In 2003, Nick Prefontaine was in a snowboarding accident that left him in a coma for over 3 weeks. The doctors told his parents that he probably wouldn't walk, talk, or eat on his own again. Less than 3 months later, he was running out of Franciscan Children's hospital. Now Nick speaks to groups that benefit from his message of overcoming adversity. Nick grew up in the real estate industry and got started at an early age. Most notably, he was knocking on Pre-Foreclosure doors at 16, doing up to 50 doors a day. This experience helped shape Nick's real estate career. When someone opens the door you better have something compelling to say. Now, Nick specializes in working with lease purchase buyers to get them into a home and on the path to home ownership. That includes working with them throughout the entire deal which ends in them being able to get their own loan. Getting buyers to the finish line is something Nick and the entire Pre Property Solutions team take pride in. That is something that separates them from their competition. Regardless of a buyer's credit situation, he looks at their complete financial picture and comes up with a plan to get them into a home. Zachary's Bio: Zachary is an Amazon Best-Selling Author of The New Rules of Real Estate Investing and revised edition of Real Estate On Your Terms. He has been an authority in real estate for 7 years now and has personally completed hundreds of real estate transactions and has mentored investors to complete thousands of transactions. At the age of 25, Zachary decided to leave the world of bartending and personally training and jump into the family business. Now he is an equal partner and runs the acquisitions department, focusing on helping sellers accomplish their goal of selling their property. If Zachary is not working, you will find enjoying the outdoors or spending time with his wife Kayla and two kids Remi and Bellamy. His passion for family and business is what keeps him motivated and excited to take on each day.
Today on The Wealth Secrets Podcast, Sean Adams welcomes Justin Stoddart, author of the international bestseller The Upstream Model. He's also the host of the Think Bigger Real Estate Show, as well as a coach and consultant to top entrepreneurs. Sean shares his proven strategy for building a network that produces recurring referrals for your business or personal life. [03:10] Getting to know Justin Stoddart [05:02] Developing the Upstream Model [12:37] Win clients and referrals with the Upstream Model [16:41] Put in the effort to stand out [22:00] Cultivating long term relationships [27:25] Identifying opportunities with exponential returns [39:47] Thinking Bigger Podcast Justin experienced first-hand the difficulty of finding his next client. Cold calling and networking did not produce fast and consistent results. This gave him the idea to look for partners who could open up doors of opportunity for him¾to go “upstream”. For the Upstream Model to work, you must be referred by a trusted professional to the person you seek. Introduction through a credible professional will warrant a warmer reception. During the first few appointments with your potential partner, it's crucial that you build rapport and identify their business problems. Find common ground by talking about your past successes in the industry. Once you know their main concern, find a way to solve it in time for your next meeting. By doing this, you instantly prove your value through immediate action. How do you know which relationships to seek out? Choose an upstream partner whose customers can possibly become your own customers in the future. It's better to have a handful of contacts with warm referrals rather than hundreds of contacts with cold referrals. Focus on the relationships that give you repeated value. This also prevents overwhelm from managing large databases of referrals and frees up your time for other things that matter. Links and Resources: Justin's LinkedIn Justin's Instagram Justin's Website Connect With Sean: Facebook: https://www.facebook.com/profile.php?id=100060279543976 LinkedIn: https://www.linkedin.com/in/leveraged-life/ Instagram: https://www.instagram.com/sean_adams103/ Youtube: https://www.youtube.com/channel/UC0i91Q-fFy70LkaFxvfnGpg For more videos and resources, visit leveraged-life.com. Do you have questions and feedback? Get in touch with Sean Adams through his email: sean@leveraged-life.com. --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/wealthsecretspodcast/message Support this podcast: https://anchor.fm/wealthsecretspodcast/support
Today on The Wealth Secrets Podcast, Sean Adams welcomes Justin Stoddart, author of the international bestseller The Upstream Model. He's also the host of the Think Bigger Real Estate Show, as well as a coach and consultant to top entrepreneurs. Sean shares his proven strategy for building a network that produces recurring referrals for your business or personal life. [03:10] Getting to know Justin Stoddart [05:02] Developing the Upstream Model [12:37] Win clients and referrals with the Upstream Model [16:41] Put in the effort to stand out [22:00] Cultivating long term relationships [27:25] Identifying opportunities with exponential returns [39:47] Thinking Bigger Podcast Justin experienced first-hand the difficulty of finding his next client. Cold calling and networking did not produce fast and consistent results. This gave him the idea to look for partners who could open up doors of opportunity for him¾to go “upstream”. For the Upstream Model to work, you must be referred by a trusted professional to the person you seek. Introduction through a credible professional will warrant a warmer reception. During the first few appointments with your potential partner, it's crucial that you build rapport and identify their business problems. Find common ground by talking about your past successes in the industry. Once you know their main concern, find a way to solve it in time for your next meeting. By doing this, you instantly prove your value through immediate action. How do you know which relationships to seek out? Choose an upstream partner whose customers can possibly become your own customers in the future. It's better to have a handful of contacts with warm referrals rather than hundreds of contacts with cold referrals. Focus on the relationships that give you repeated value. This also prevents overwhelm from managing large databases of referrals and frees up your time for other things that matter. Links and Resources: Justin's LinkedIn Justin's Instagram Justin's Website Connect With Sean: Facebook: https://www.facebook.com/profile.php?id=100060279543976 LinkedIn: https://www.linkedin.com/in/leveraged-life/ Instagram: https://www.instagram.com/sean_adams103/ Youtube: https://www.youtube.com/channel/UC0i91Q-fFy70LkaFxvfnGpg For more videos and resources, visit leveraged-life.com. Do you have questions and feedback? Get in touch with Sean Adams through his email: sean@leveraged-life.com. --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/wealthsecretspodcast/message Support this podcast: https://anchor.fm/wealthsecretspodcast/support
During this episode of the Lab Coat Agents Podcast, host Jeff Pfitzer talks to Justin Stoddart, host of the Think Bigger Real Estate Show, in which he interviews top business minds in real estate. Justin is the author of The Upstream Model, an international best seller. One of his favorite things to talk about is building a referral business that crushes big tech competitors. You need to hear his insights! Episode Highlights: Justin talks about his career journey and personal background. He was raised by entrepreneur parents who introduced him to the world of real estate. After a few initial struggles, Justin realized that he had to be strategic about his business. What does upstream mean in business terminology? Justin targeted those professionals in the marketplace who were dealing with his future clients. How would you coach someone to approach financial buyers? Justin explains the difference between financial advisors and real-estate agents. It is best if you get referred by someone. “All of us are being pressed by big tech platforms; We all need to raise our value proposition,'' says Justin. Justin talks about the white-collar crowd, the financial professionals, and lenders. When house hunting, people should think about financing first. Justin says this often does not happen. In all professions, everybody covers the WHAT, but you should really think about the WHY behind it. Make a list of all the people that you can coach and make a list of people with whom you can go to coffee or lunch with, this will help you to analyze how big your referral channel is. Justin recommends adding layers to a business so that it adds value to the customers. How do you get customers to see a difference in you? The Think Bigger Real Estate Show started as part of his value proposition in real-estate. Justin realized that if he can have a conversation with bigger thinkers than him, he can grow as a person. “You are the sum average of 5 people whom you spend time with”, Justin recalls a famous quote. Be dynamic, don't be a fixed product, advises Justin. “If you have the hunger, go find the right resources,” suggests Justin. Justin advises listeners to find the people who motivate them. 3 Key Points: What does upstream mean in business terminology? Justin built relations with professionals like architects, interior designers, land developers, real-estate agents who were in relation with his future potential clients. What is one of the biggest mistakes that people make when they approach somebody who has the potential to give good referrals? Why do big tech companies win? It is because they are more convenient, and they reduce complexities. Resources Mentioned: Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram Jeff Pfitzer | Instagram | LinkedIn | Twitter Justin Stoddart | Website | Free Training | Facebook | Podcast | Instagram (DM ebook) | The Upstream Model | Free book
Justin Stoddart So the big question is this: How do those of us in the real estate industry, with crazy amounts of ambition, how do we Think Bigger than the building of our own empires? How do we simultaneously seek success AND significance, income AND impact? My name is Justin Stoddart, and this is the Think Bigger Real Estate Show.Justin Stoddart Welcome back to the Think Bigger Real Estate Show. Today, my friends, we are going to get into the mind of a Navy Seal. I can't wait to introduce this gentleman to you and talk about what he brings to the marketplace, and what he's going to bring to you in helping you to live your best life. Before I go there. Let me remind you that inside of the Think Bigger Real Estate Group on Facebook we go deeper. We're gonna introduce William, and even give you access to him to where you can understand again, what he brings to the marketplace. That's where learning happens, when you engage not when you just listen. So we're glad you're here, but again, go over to the Think Bigger Real Estate Group on Facebook, where you will be able to become and implement the things that we talked about today. Justin Stoddart Today's guest His name is William Branum. He and I became fast friends as we have a shared mentor. He's doing some really cool things. But before we get to what he's doing to help people deal with stress in a more healthy, sustainable way, we're going to get into his mind the mind of a Navy SEAL. William Branum, thanks for coming on to the show today. William Branum Thank you for having me. I'm pretty stoked to be here. Justin Stoddart It's a total pleasure. I have to laugh, you're wearing a shirt that says "Get Naked" and you're sitting in a hotel room. Ladies and gentlemen, this is a family show. No worries about what's going to happen here. Before I go too much into that let me just state that William owns a company called Naked Warrior Recovery. It's It's It's a CBD company. He's on a mission to help veterans to reduce the suicide rate. And veterans can believe that people who who served our country at the highest level is 22 of them a day commit suicide, he's on a mission to reduce that even eliminate that entirely. So please stay tuned to the end of this out of respect to him, and what he's done for our country already and what he's doing, I want you to hear what he's got that again, can help people in a big way. So, William, let's talk a little bit about your background. Right. I think Navy SEALs is internationally known as some of the baddest dudes on the planet, right? You just don't mess with a Navy Seal. At what point did you decide I want to be I want to be one of those guys, I want to be a navy seal? William Branum So I always knew as a kid that I wanted to be a some sort of a commando, and also a ninja. I'm still working on the ninja piece. You know, some of my role models growing up where we're in not just talk about my age too much here but John Wayne, he was a Green Beret in Vietnam, at least in the movies. He was there was John Rambo, I think he was an Army Ranger. Chuck Norris was part of Delta Force and they rode dirt bikes, and they shot rockets off the front of those, I'm still trying to get some one of those. But I was you know, I was heavily heavy in the Boy Scouts. I always knew I wanted to be a commando. And, and I was trying to figure out what I wanted to do. I knew I wanted, I didn't want to be part of like the big army, like a big movement of a lot of people. I wanted to be part of a more specialized force. And so I was looking at like maybe Green Berets or Army Rangers or Marines because, you know, the commercials of Marines. When I was growing up, they were fighting dragons with swords and things like that. And I was like, those guys are cool. And they have pretty cool uniforms as well. Like, the one organization that I would never join is the Navy, because they have ugly uniforms. You know, there's a Navy base in the town I grew up in all those kids act like a bunch of idiots. And, you know, of course, when I joined the Navy, I was one of those kids that acted like an idiot so I, whatever, however, that worked out, but someone told me the you know, hey, I was at a on a Boy Scout adventure and from Meridian, Mississippi, and going to the national Jamboree, and I met a kid and he's like, I want to be a navy seal and I also want to fly F-14 Tomcats because the movie Top Gun had come out and and we also won like the first Gulf War really with airpower, you know, dropping bombs and pilots are really were really the heroes there. And so the my the summer between the 11th and 12th grade of high school, the Navy recruiter called me, and I had finally decided, yeah, I want to be a Navy Seal. I didn't really know what that meant. I didn't because there were no books. There were no movies, there was nothing like that when I was a kid. And there was no internet when I was a kid.William Branum And, you know, we he said, Hey, have you ever thought about joining the Navy? I was like, Well, actually, I was thinking about becoming a navy seal and fly f 14 tomcats. And he was like, Well, why don't you come down here and we'll talk about it. So I came down to the recruiting office, he showed me this super cheesy video of like, you know, these guys jumping out of a helicopter and getting it a little rubber boat and going to the beach and then you know, looking through binoculars at a building and then the next thing you see them like running out of the building and it like this really terrible GCI explosion behind them. And I'm like, Yes, that's what I want to be. I want to be the best of the best and so, and that was really all I knew about it, I knew that they were the best they because they jumped out of airplanes. They scuba dove, they, you know, ran around in the woods, they shot guns, they blew stuff up. And they were like an elite small unit. And so that's what I wanted to be, I wanted to be a part of something like that. So I joined the Navy to become a seal. I made some tactical errors, and it almost cost me becoming a CEO making those it was just really about like, choices that I made as far as like maybe jobs because there when I joined, you couldn't like join and say, I'm gonna be a seal and being a seal was your job, you had to become a gunner's mate or a bonus mate or a Quartermaster, whatever, those Navy jobs in order to advance in the Navy, and so that those jobs took me down a rabbit hole that put me on a ship for two years before I was able to, and that was actually almost didn't get to go, I had to ask the Chief of Naval Operations, who is the most senior guy in the Navy, there's only two people in the military more senior to him, which is the Secretary of Defense and the President of the United States. So this, this super senior guy, the guy that's in charge of the Navy, came to my ship in Yucosco, Japan, after everyone told me no, you can't go be a seal. And I raised my hand and I said, Hey, I joined the Navy to be a seal. I think I deserve a chance to go. And my you know, all these people won't let me go and he's like, you're right. You do deserve a chance to go, you'll be in the first class after your PRD which is planned rotational date. And so I went to BUDS and it took me a short 13 months to complete a six month block of training. So I don't remember the question, but I just started talking and here we are. Now I have graduated SEAL training. Justin Stoddart So I've read the book can't hurt me by David Goggins. I'm in the middle of Leif babban. And Jocko willings book, Extreme Ownership, they paint a pretty gnarly picture of Navy SEAL training. Is it that bad?William Branum Um, it's very difficult. It's very difficult. I got hurt several times, and almost got kicked out. Because, you know, I only made it a few weeks in and then you know, broke a bone, made it a few weeks in and like stuff broke again. And so they were like, Alright, you got to go. And I'm like, wait, I wait, I I need I can't leave. Like it took a while it took the CNO to get to get me here. Can I please stay? am I crying and there's a whole mess. And so they said, okay, you can stay, you've got one chance left. And so when I finally class back up for class 207 I wasn't healed. I was just hobbling along. And so I went, what I learned is that you can push your body so much further than you actually think that you can. And this was really something I learned throughout SEAL training. And there's a week that's it's, it used to be week five, now, I think it's week four, or three or something called hell week. And you you only sleep in five and a half days, you only get about two and a half hours of sleep. And actually, I wish that they wouldn't have let us sleep at the time. But they just I mean, part of it is there's safety involved and all this other stuff. But um, what I learned I saw one boat crew in in hell week that kept winning races. And then we this was very, very early on. Like Sunday night, it starts Sunday night. And you have this sort of breakout where they put you in a tent, and you have all these explosions, and they pull you out in the spring with fire hoses and run back here and go back there. And they're shooting gun blanks, shooting guns, and everything is super chaotic. And like, go get wet, go over there and do this. And at some point, I like stopped and I stepped back because another guy that had already been through hell week who was injured and he was waiting for the other class to another class so that he could hop in post Hell Week. He was like so when you go through hell week during breakout, what you should do is you should like, stop. Because there's a lot of people out there running around. It's just total chaos. And you just step to the side and then look around and see how much stuff is going on. And what what all is happening. And when I did that I stopped. I like stepped off to the side, I saw a moment where no one was paying attention to me stepped off to the side. And I looked and I just saw chaos, explosions, gunfire, kids running around, I saw all these looky loos these people on the second floor of this balcony overlooking the BUDS compound. And they're like, and I was like, I never would have seen those people had I not like stopped and like step back and taking a look at like what's what's actually going on in this super chaotic event. William Branum And so as we kind of go down this road, that'll be a little bit of a theme of, you know, we all get sucked into this chaos of life. And sometimes we just need to like step back. It's still gonna happen in front of you, but step back, detach a little bit and look around and see what's actually going on because a lot of times what's actually going on, you'll see details that you wouldn't see if you just stayed stayed sort of focused in on it. So buds, it's very hard. But one of the things that I learned is I, you know, I've told you I saw this boat crew that was like winning races, like Sunday night and Monday morning, I was like, I want to be in that boat crew, those guys are about my height, because we boat crews are all you know, every, like, you're carrying a boat on your head, the boats about 250 pounds. And you know, which doesn't sound like a lot if it's divided amongst seven people. But it actually is kind of a lot after you're like running, and it's bouncing up and down. And it's running, running back and forth. And you will make you bald, and and it's like jamming your neck. And you know, maybe the instructors are throwing sand in the boat. And, and I saw these guys winning, and I was like, I want to be in that boat crew. Because the guys that I'm with right now, some of them are quitting, I don't want to be around them, I don't want to be around quitters. I've been here for like six months already, I'm ready to like get through hell week. And I want to do it as quickly and as effectively as possible. William Branum And so I eventually got into they they re re lined us up, I got into boat crew three, and we run almost every race throughout the rest of Hell Week. And what I learned is that hell week sucks, buds sucks. But it's always better. If you can suffer in the front than suffer in the back, you're going to suffer no matter what, let's put out one to 5% more effort to get to the front of everyone else. And you might get a 20 minute break instead of like suffering the whole time. Like it was just like morale building to get to the front of the line than to be in the back of the line. And so that was just sort of a lesson that I've learned. And I've started to like, incorporate more into my in my personal life and my professional life as well. Justin Stoddart So real quick, a couple a couple lessons stood out for me that apply directly directly, I think to real estate agents. Number one is this concept of stop and reflect. Right? Again, we live in, especially right now the market, right I just got off a call with a client of mine. And she was just she was describing how fast moving the market is right now that there is no time perceivably to stop and reflect. It's just it's a complete race because there's so few homes, so many buyers. It's just highly competitive. And I think regardless of what it may seem on the outside to everybody else, just like your scenario, right, where they're shooting you with fire hoses, and you know, explosions going all over the place. That's a little bit what kind of the whirlwind of real estate can feel like to some degree. And I think making sure that you take time to reflect right? It might not be during business hours, it might not be when you're supposed to be meeting with a client, it might be you need to get up a little bit earlier and stop and reflect and see what's going on. How do I position myself on a winning team to be able to get ahead like what's working, what's not working? Sometimes the best answers come and we just stop and ask ourselves questions is what I'm doing working, is what I'm doing producing the result that I wanted to, is there a better path? Can I observe anybody else around me that's doing it better than I am, to which I might be able to adopt some of their practices. William Branum Exactly. And oftentimes, you it is best to stop during those working hours during that like, you're like, Oh my god, I have so much to do. And I have to like, you haven't even prioritized what it is that you need to do, you're just reacting to the things that are in front of you. And if you can, like stop, it takes discipline. And I fail at this a lot. But if you can stop and step back just for a second, I know it takes you away from the task that you're doing right this second. But and then turn and focus and like what are we what are we actually doing? What is the actual objective? Is it like to get this award? Is it to get the highest dollar amount for the property? You know, figure out what it is? Is that team just like you said, is that team doing better than the team that I'm on? How do I get on that team? And how do I stack the cards in my favor? Not necessarily. I'm just grinding, like we all grind. And a lot of times the grind, we focus on the wrong things when we're just grinding instead of like, figuring out the things that actually matter. And most of the time, those are the things that we don't want to do. And so and it is for me at least. Yeah. And, and so I think that's, you know, a lot of it like, sometimes we just have to stop in the middle of all of it and like focus on focus on on, step back, detach from what it is and then figure out where we actually need to go not just grind to grind. Justin Stoddart I had a client actually that was meeting yesterday and talking about the importance of like him at some time with his family, right? Like I'm trying to take a weekend trip and I can't get the time because I'm working weekends I'm working evenings, it's just non stop. And I think at some point like when there's problems in my household where things aren't going quite as I would have wanted, let's say kids have way too much screentime let's say that they're just constantly thinking of each other, ultimately, I've got to look at myself and say, What am I doing wrong is that as the leader of this household that's allowing these things to happen. And I think those of us that that, again, the owner of businesses, if they're not going just how we want, whether they be in the quantity of business, or in the quality of life that we're getting out of, we have to stop and look at ourselves and say, we can't always point outward to the market, we can't always say something else's fault. We have to be able to look inward to say, what can I do differently? I must, I must stop the tail from wagging the dog. I'm in charge here. I'm going to tell my clients when I'm available, I might lose some clients. But it's better than losing your family, it's better than than losing your mindset, right. And I think when you start to do that you show up different like differently for your clients, you have actually given yourself space to reflect time to grow yourself. You show up refresh, excited to be there not resentful that you're with them instead of with your family when they interrupted your your weekend. Again, I think it involves taking complete accountability, complete ownership, to say, No, I'm in charge here. And it's not where it's, I'm not where I want to be. And it's completely my fault, which then empowers you to say, and I can, and I can get me, I can get myself somewhere else, right, which is a lot of lessons I hear you saying.Justin Stoddart Let's talk really quickly about how you're helping veterans, obviously, you served our country, faithfully. Again, my hat goes off to you. I know we're right between Memorial Day and the Fourth of July. And that's why I wanted to book you during this time. Because I wanted, honestly, on behalf of me and my audience, for the depths of our heart, we thank you for your service for the sacrifice that you were willing to make. So that we can be free, in my opinion, so the world can be free. So thank you for that. That's a don't take that lightly. William Branum Thank you.Justin Stoddart Are there any other lessons before we get into what you're doing to help veterans? Is there anything else that you would say this is an important principle for having self discipline? Obviously, before this show, you and I talked about how there's a pretty simple recipe for being successful in life and in business in in real estate, it's the same thing. And I think it's important to recognize that it's oftentimes not the recipe that's failed, it's the person that's doing the recipe, right, they aren't actually building the database, they are actually making the contacts, right, like adding value to their client base, they're actually having a superior client experience. So if we know the recipe, the problem is we're not following the recipe because of our lack of self discipline. Is there any advice you can give to people on how to improve their self discipline, how to improve, empowering themselves to take control of their own life in their own business?William Branum So I would so let me let's back up just a second, going back to budds. Because, you know, you asked a question that I didn't actually finish answering it. Um, so BUDS, BUDS hard, and I made a mistake. And I think we all make this mistake, all of us. I don't think there's one person that hasn't made this mistake. You know, when I, when I graduated BUDS, I thought the hard work was done. I thought, it's all good, we're good to go. Now. Now the easy stuff and I'm getting, you know, I'm getting a, you know, I'm gonna go show up to the team and life is going to be great. What I failed to recognize or realize, and I've learned this over and over many times, is that every time you get to a peak, you're going to have to go back down and there's another peak that you need to go climb, like there will never be a peak in your life where you have to stop climbing, you're always going to get to another peak, you know, I remember going out and doing cold weather, some cold weather training and actually testing out some cold weather equipment that we were developing for the seal teams. And what we did is we went out and we climbed these mountains and you just got super sweaty and then you put on these puffy pants and jacket to warm back up and basically dry yourself out from the inside out. And and as I'm climbing these mountains I'm just sucking wind and the guys that are up there in Alaska, they're like okay, all right. You see that? You see that peak right there? That's not the top you have to keep going that's a false peak. So in life we always have these false peaks and what I think what happens oftentimes is we we think that we're we've done good enough like in your in your industry you sold a house Okay, I got a big fat commission check what guess what I got to sell another house and I gotta sell another house and I got to get more clients and I can't find a house to sell. I can't find a house you know, clients to buy. So you're always having to grind but you're always like, what makes the grind worth it? What is your actual end goal and there should never be like once you hit that goal, there should be a new goal and the new goal you should never ever, like find yourself at the top because when you're at the top, you're only going to fall. You should always continue to climb and get better throughout your entire life. And whatever the the businesses that you're in, you've probably asked me a question, and I didn't even answer it. But yeah, Justin Stoddart Well, I think the, I mean, the the lesson is the second that we stopped climate is the second we stopped growing. The second we stopped growing, is the second that we stopped really having your William Branum level back down the mountain, you just started you're gonna become mediocre at that point. Justin Stoddart Well, and and the second you stop growing is the second you stop having a fulfilled joyful life, right, that there's right. Like there's a there's a relationship between adversity, and the climb, and the grind that all of us oftentimes want to avoid, that is actually the recipe for fulfillment for success, for significance for growth, for all the things that we actually want 100% on the other side of the stuff we don't want, right? William Branum Yes. And I mean, it's, that's a hard lesson to like to get through, like, you know, it's like, in that boat crew that I was in, I we, no one in that boat crew was exceptional in any way. But somehow, it was an unspoken truth, we all want it to be at the front of the line, we didn't want to be kind of bouncing back and forth. At the back, we always wanted to be at the front. And I was so grateful to be surrounded by those men. Justin Stoddart Yeah. And, and you subjected yourself in order to, to carry the distinguish title of being a navy seal, right, and be able to serve our country and that, at that elevated level, you were willing to go through hell literally like how we create, to get there. And I think everybody wants like, the happy ending. Everybody wants the big successful business and the happy family and the healthy six pack, abs body and the on and on and on. Right. But it's the Yeah, yeah, I want that. But it's the actually being willing to subject yourself to the adversity, the trials, the challenges, the difficulty to get yourself there where the wheels come off for most people, right? Yeah. William Branum And, and they don't, they don't maintain that discipline that, you know, but oftentimes, I think they don't go in with the plan. They don't... and I've been guilty of this, I have gone in many times, like I didn't have a plan, and like, I haven't made it through buds. And now I'm gonna be a navy seal. Well, guess what, once I got to the SEAL team, I was still not a Navy Seal, I was still on probation, I still had to prove myself every single day, I still had to go before a board and they evaluated, you know, my knowledge, my experience, how I performed, you know, with the platoon, and they could have said no, you know, they're guys now that show up to the seal teams, and they fail in their performance. And we kicked them out of the teams, because they don't, just because you make it through BUDS doesn't make you a seal. Just because you show you got that pin, you can show up to the team and you can not perform to the level that we expect you to perform, and you will no longer be a Navy Seal. So I loved being in around that because I had guys that were senior to me, that pushed me I had guys that were junior to me, and they pushed me like everyone, we're all I expect more out of them than they expect out of themselves, they expect the same out of me, they expect more out of me than I expect out of myself. So I have to always raise the bar to become better, a better person a better Seal a better whatever it is. And if we can do that, in our in our own lives, you know, I'm not in the Seal teams anymore. And that was a very hard transition to to being a civilian and not having that mission, or a team or anything else. And now I have to like figure it out for myself. You know, if you are you can surround you know, who is it.... Five, the people you surround yourself with--Jim Rohn is, you know, right, I mean, and that was the epitome of the Seal Teams like you're surrounded by awesome people, elite individuals who push you and they push themselves, and then you push them and so everyone is just getting better every day. And now once I got out, I didn't have that push. So now I had to surround myself with people who are going to push me people like you who pushed me. And you know, I had to join, you know, coaching groups and things like that, so that I could become better and figure out what the hell I'm gonna do with now that I'm a grown up or when I do grow up, who knows? Justin Stoddart You know, I think you're less than that you're kind of teaching us through a number different experiences. You have to ask yourself, Am I on the best team? Am I am I positioned around the people that are going to actually help me to get the successful and the significant life that I actually want? Right? And I think we have to ask ourselves that sometimes people will get caught in a real estate brokerage, where it's like, well, they've been really good to me. I've been here for a long time. They're nice. That's great, right? But I would ask you, are you in the best spot to take care of your family, your future your clients? If the answer is no, you might need to make some hard decisions, right? Very similar to you. When you're carrying that boat. You're looking over at the team. It's like man, those guys are flying. Those guys are those guys are winning. Those guys are winners, and my team and William Branum I was surrounded by guys that were whining and didn't want to be there and many of them quit. And so I was like, awesome. Get out. Like when I first started was interesting when I first started I was like, No, don't quit stay here. We This is a good place to be. And then after I'd been there for several months, and I just wanted to keep going and be there, and I'm surrounded by those people. I was like, Yeah, get out beat it. I don't have time for you. You're in my way now. Yeah. So and, and being your account to your to your point of like being in those brokerages where they're like, they're comfortable. They're not being pushed. They're living a life of mediocrity. And we'll talk about mediocrity in a minute. Justin Stoddart Yeah, no, I love it, man. Such great lessons. I'm super grateful for what you shared right there. Because again, that was one of the key principles that I wanted to get into your mind to say, what is the mind of a Navy SEAL? Like what how do you see the world differently, right? And you don't see adversity as uncomfortable. You see it as the path to become the person that you need to become. Right. And so I think hopefully right now, where there's some adversity in the real estate market, either agents are working like crazy doing well working like crazy. And or they're working like crazy, not getting paid at all right? There's a lot of that well, is that you have to look at that, through a longer perspective of who is this helping me to become, because I'm somebody stronger and better through this, now I can. Now now as soon as the market tips just a little bit, I'm going to be able to really have a lot of opportunity, because it will have weeded out people that didn't belong here. Right? I mean, that's happening. Real estate is right now very similar to your Seal Teams, you know, or the people that were wanting to be seals, stuff Justin Stoddart I want to get into now your mission, again, which I think is is super, just inspiring, right, which is you've got to get 22 veterans a day are committing suicide. Obviously, some of those are our physical breakdowns, right, a lot of its mental views of what veterans have gone through to protect our country. Tell us about your company and kind of help me. William Branum So my company is naked warrior recovery. And the Naked Warrior is the predecessor to today's navy seal. So just a really quick history lesson here. If you've seen the movie Saving Private Ryan, the first battle scene there at Normandy, where the you know, the the assault force is going across across the beach. Prior to that assault force, the Navy went out and got a bunch of volunteers who were good with demo, who took little rubber boats from the big Navy ships out here into the beach, or just off the beach, a few 100 yards off the beach, got in the water, swam to the beach, did reconnaissance on the beach, figured out where all the obstacles were where the like the best lanes of assault would be, what obstacles were in that in the way there and then they would scroll back into the water and they're being shot out from machine gun nest on the beach, and crawl back into the water. And they would take a rock with a string on it with knots every six feet. And they would measure the depth of the water and they had a slate around their neck and they would take notes on the slate like the depth of the water, any obstacles, and then they would do you know, they would, you know line up and they would be in the water 25 yards apart, measure mark and then they would dive underwater, look for obstacles underwater, and then come up. If there was an obstacle, they would mark it. And then they would do it again. And they would measure three to 5000 yards of beach a night. And then they would go back to the ship and they would build a chart and the chart that they built was the chart used to assault the beach, like the Intel that they brought back was the was what was used to you know, basically for the day. And hours before the assault. These guys would go back in they put demo charges on the beach, they cleared lanes and cleared off schools that were in the water because you know the landing crafts were coming in on the water. And like as their the landing craft is launching, that's when they like blew the demo and like clear the lanes and then you know Saving Private Ryan came across the beach. And so that was the predecessor of today's US Navy SEAL. So that first day decommissioned that team after they did that mission, then you know, there the island campaign in the Pacific against the Japanese picked up and the Marines were like going across the beach, or they would hit a barrier reef and they would run off thinking they're in like three feet of water and then fall off on the other side. And they would you know, drowned in 30 feet of water when they thought they were in three feet of water. And so they recommission these underwater demolition teams, these naked warriors, and they would go in and they would you know, do more reconnaissance clear lanes of assault. And that was you know, again, that was the predecessor of today's navy seal. So it's that making worry recovery is is a hat tip to sort of my heritage as a seal. But also, you know, we're all warriors in our own life. We all have some sort of combat some sort of battles that we that we find ourselves in, whether it's something from work, whether it's a toxic relationship, a bad client, a bad deal, and we just feel like we get attacked all the time. And you know, what we'll do is we'll put armor on so when the seal teams, we put our armor on our body armor on and we go into into harm's way. And sometimes it comes in handy and then we come back, we take our armor off, and we hit the showers, we get naked, we recover and we get ready to do again. But in real life in regular old life, that doesn't happen. If we get attacked enough times we end up never taking our armor off, we get too much stress, too much anxiety, too much stuff going on. And we just feel like we're always under attack. And you know, after 26 years of service, I felt that way, I've got some toxic relationships, I have a bad marriage. And I have a lot of I have a lot of baggage that I carry around, I always have my armor on. And you know, the way that I dealt with the baggage that I have, I don't call it PTSD, I call it baggage because I could argue that I probably have more more baggage from my other toxic relationships than I do from seven deployments of combat. So I just call it baggage because other people put crap in your bag, and you end up carrying that around. So part of what get naked is is about taking that armor off, take that baggage off and putting it in the corner so that you can also find so you can you find a place that you're vulnerable so that you can sort of expose yourself and be fine healing because if you're carrying crap around and you're always armored up, you're never ever going to going to find any sort of healing in your life, any sort of mental stability or anything else. I mean, I used to use alcohol like glasses and glasses of alcohol at night vodka rocks, was my drink of choice, and some other pharmaceuticals just to turn the noise off in my head. And so I heard about CBD. And I tried it. And I didn't notice anything right away. It wasn't there was no like spectacular magic pill or anything. Magic elixir didn't see rainbows and unicorns, the world wasn't great. But what I noticed is, I like to say that water boils at 212 degrees, I was living at 210 degrees, like it didn't take much for me to like, blow that top for that steam to start shooting out. But when I started taking CBD, I noticed that, you know, maybe I went from like 210 to 208 to 205 to 200. And eventually, like maybe down to like 190 or 180 for like the, you know, the first 30 days of CBD that I had. And I also noticed that some pains, I mean, I'm 26 years of running around and jumping out of airplanes and and beating myself up.William Branum The pains weren't gone, the migraines weren't gone, they were just less severe. They were just not as sharp. And so I you know, I finished that bottle of CBD. And, you know, I noticed things start coming back, I started creeping back up into that like 190 200 range, I'm like, Well, let me try this, again, a different brand. And, and so things started getting better, like the noodle started moving away from that 200 Mark again, now maybe this time, I was like to say 170 or so. And, and so what CBD did is I realized later that it helped me have better self talk, it helped me drink less alcohol, because I was just using alcohol to mask the noise so that I could just close my eyes and go to sleep. Like when it's late at night. And you know, I've got all this stress and anxiety that's just rattling my body in my brain like I don't, I can't sleep, I can't close my eyes, I can't be still. But CBD over time helped me to like, quiet those thoughts, quiet that noise and then have better self talk. And that's what it helped me to do. And so the other thing that... and so how this has helped veterans and I'm speaking veterans, first responders, but we're all warriors is you know, you know, you mentioned earlier that 22 a day. So right now, the number is 22 a day. But actually, as of November of 2020, the VA the Veterans Affairs did another survey and they estimate that it's closer to 26 a day that take their own lives. And so we've lost more veterans in in from from suicide than we have in 20 years of sustained combat and yes, we've been in sustained combat for 20 years. This is the 20th anniversary of 911.William Branum And actually, this is a fine time to throw this out. I'm doing a swim and I'll send you a link. This will be the second year of three that I've done it. Where we start in New Jersey we run down to a from one part to another it's about a two mile run. Then we get in the water and it's all former seals veterans first responders and patriots we get in the water we swim out to across the Hudson River to in front of the Statue of Liberty on a barge and we do 100 pushups and 22 pull ups to to represent the 22 veterans a day. Then we get back in the water we swim out to in front of Ellis Island on a barge, we do another 122. And then we swim to lower Manhattan. And we do another one 122. So it's a fundraiser for the GI Go Fund. And and I'll share that, that link with you. And I think right now there's about 125 people signed up to do to swim this year. So I'll be doing that. That as well. But, but the and I'm not a good swimmer, like that's a huge misconception that people make about Navy Seals that we're all good swimmers, I'm a I have a don't quit--never quit attitude, I will just grind through stuff, which is sometimes a downfall. But it is what it is, I can go forever. I'm just not fast. I mean, we have some Olympic medalists that are doing the swim with us. They did the swim last year. And so and we've got some women doing the swim as well, I won't be in the front, but I've definitely not be in the back. Justin Stoddart So let me pull in some relevance here. I see the stress that real estate agents go through, especially in a in a difficult market. And I do believe that alcohol becomes kind of an elixir of choice, right? It becomes a medicine of choice to be able to quiet the mind to be able to relax, be able to turn it off. And what I hear you saying is there's a healthier option than that, right? There's something out there, your CBD products that allow people without concern of addiction, right? without concern of, you know, the the adverse effects of alcohol, that give people a similar response in their ability to decompress. Is that what I'm hearing you say? William Branum Yeah, so it doesn't, it doesn't affect the body or the brain the same way that alcohol does, you don't get high, you don't get a buzz, you don't get anything like that. It's just a you can take CBD during the day. You know, if you feel a little bit of stress, you can take a little extra and I use it to help quiet my steam my steam engine, like it just puts a little bit of a little cool this on it. When when my stressors kick in. So in different products do different things. And we could do a whole a whole show about that. But, um, you know, but at the end of the day, the you know, what we have to do is we have to take that ego off that ego that we carry around like armor, that bag is we have to take it off and put it in the corner and set it aside so that we can actually find that healing so we can like quiet our mind, you can't quiet your mind, if you're all you're thinking about is like the crap that's going on around it. You can't change your mentality or how you're thinking or how you're going to, you know what your next role or your next your next mission is or what how you're going to like, you know, conquer the day, you can't even think about that, because I can't even go to sleep. I'm too busy thinking about stuff that doesn't even really matter. Justin Stoddart And going back to what you had said before, which is the importance of stepping back, observing, reflecting, it's hard to do when you can't quiet the mind, right? It's hard to do that when you just get locked in it and you're in that chaos of Hell Week, you're in that chaos of explosions in gut, you're like just you get stuck and you're not able to detach so CBD really was sort of that ability to like stand up and step aside and detach and look around and actually observe what was kind of going on in my own life. Let's talk about how people find your products. William I love the mission that you're on of helping give veterans a better alternative and keeping them alive right so that we can honor them How do people get access to your store and your products What does that look like?William Branum So my store is at is NW-recovery.com it or you can write in nakedwarriorrecovery.com I changed it to NW because I didn't know if everyone wanted to write naked into their search engine afraid of whatever might come up but really quickly just to kind of talk about you know, you see me wear the shirt and get naked and get naked there's a there's a message there and the message is about mindset and I'll go over really quickly because I think we don't have a lot of time left but so basically the end the get is just means to take action get is an action word naked and it's a really easy thing to remember get naked we all want to get naked we want to look good naked we want to be naked naked is how we started this world naked is really our leave the world but make it is about taking off that armor but also the end or is that and stands for never quit and I don't mean like never quit smoking or drinking your bad habits or porn or whatever. never quit if you have something that you want to do and you want to achieve in your life and it seems unattainable like becoming a navy seal. you chop that up into little bitty bite sized pieces and you know if you're in SEAL training, you chop it up into like, I'm not going to quit until after this evolution is over. I'm not going to quit until after chow was over. I'm not going to quit until like you just go from like one evolution to the other. Oh, I made it through that I must be good to go. I made it through that I lived I were good to go so I'm not gonna quit so just never quit. If it's something that you want to do and you put your mind to do it and your body to do it. never quit make that part of your mission. William Branum The A is accepted. Failure is the foundation of success. You know, we get wrapped up around failing, and I didn't do that, well, I lost this deal or whatever, you learn something from that. So accept the failure, make it your foundation, and make that part of your success. Because if you accept failure, you create this foundation, you will become more successful. The key is kill mediocrity. We like just kind of what you talked about earlier, I'm in a brokerage, we're not really performing, but I'm happy, the people are nice, you're in a mediocre relationship, you're in a mediocre state of mind. So what you have to do is you have to kill that mediocrity and go find an organization, a brokerage shop, that is crushing it, and go surround yourself by awesome people, that he is expose your failures, part of getting stuck in that brokerage shop getting stuck in that, you know, getting rid of a client that is really not a good client for you, you're afraid of losing something, you have this fear stuck in the back of your mind. And you you you get stuck on that. And that fear that you don't even want to expose is back there, and it's actually controlling you. So what you have to do is you have to control the fear. So what you have to do, in order to do that, you have to expose it, and what a friend and a business coach of mine, and you may know the guy you may have heard of him, his name is Sharon Srivatsa. He has coined the phrase fear does not exist on paper. So take that fear that thing that's like eating at you and write it down with a pencil or a pen, not on a keyboard, write it down, physically write it down. Once you have you can read it, you can see it, you can look at it, you can share it with someone, now you've exposed that fear. And now you control the fear, the fear no longer controls you and the D is to do the work. Because all of this requires action. All of it requires work. There's nothing that is free in life, everything has a cost. So you have to do the work to get the results that you're looking for. And that is what get naked is all about. It's that simple. But it's not simple. It's complicated. You just have to get naked. Justin Stoddart That's, that's you answered the signature question of the show, which is what do you do to continue to be a big thinker you just answered? It's getting naked. So get for those that haven't that feel like that there's some some untapped potential inside of you. PS, that's all of us. And for those of you that maybe you're dealing with some of the stress in unhealthy ways, this is a great guy to follow. Be sure to go to his his his store, NW hyphen, recovery, calm, I put it in the show notes here, and and go find out a better way maybe to help veterans in your life and or yourself. Additionally, there's some amazing mindset stuff you share with all of us. Well, it's been a total pleasure. Again, I thank you for your service, not just to our country, but to all of us today. Justin Stoddart And my final request of everybody listening here today are these three simple words and they are go think bigger. Appreciate you. Justin Stoddart I want to thank you for tuning into this episode of The Think Bigger Real Estate Show. If you found value here, I asked three things. Number one, give us a review. Number two, go to Facebook and in groups search, Think Bigger Real Estate and apply to join. Here you will find a community of big thinking professionals that will help you grow your income, your independence and your impact. Justin Stoddart And my third request is Go Think Bigger!
Justin Stoddart So the big question is this: How do those of us in the real estate industry, with crazy amounts of ambition, how do we Think Bigger than the building of our own empires? How do we simultaneously see success and significance, income and impact? My name is Justin Stoddart, and this is the Think Bigger Real Estate Show.Justin Stoddart Welcome back to the Think Bigger Real Estate Show. I'm your host Justin Stoddart and I'm excited about today's episode. We're going to do a couple of things that are going to be really valuable for you. Number one, we're going to help you understand how to differentiate by understanding how to renovate and rehabilitate a home. Your clients are going to be better advised and better taken care of than they will with another Realtor by learning what you learn today. Justin Stoddart Secondly, we're going to talk about how this knowledge can help you see properties that you may have looked past, and be able to see them as an investment opportunity, taking you off the sideline of being an investor into the game of being an investor. Justin Stoddart I'm excited to introduce today's guest. Before I do that, let me remind you that inside of the Think Bigger Real Estate Group on Facebook, is where we go deeper on these topics, we introduce the guest of the show, and we allow you to ask additional questions, get to know them and get to know what they can do to help you go deeper on these topics. Justin Stoddart Today's guest is somebody that you want to know his name: Van Sturgeon, currently coming to us out of Canada. And he has let me give you a quick kind of background on his situation. He owns over 1000 units across North America. He's has rehabilitated over 1000 units as well, and is someone who now coaches and helps other people to understand that process. Van, It's a total pleasure to have you on the show today. Van Sturgeon I really do appreciate the opportunity to spend some time with you. Thank you, I've been admirer of yours. I've listened a number of your podcast. So you got a lot of great content. And hopefully I can help folks out there with you know, giving us some secrets, tips, insights about the whole renovation rehab process. Justin Stoddart I love it. If it's time of day, we'll probably have a few people that you know that will tune in live if you are watching live. And you have a question on your mind that you've always wanted to ask about renovations rehabilitations of homes, please do put it in the comments. We'll get to those as we go through the episode. If you're listening to this afterwards, be sure and again, check into the group as well as vansturgeon.com. You'll see the name here at the bottom you'll be able to get some additional resources this man is mentally done at visa. He's also written three books that teach people how to do exactly that. So Van, talk to us about how you got your start as a real estate investor, seeing the opportunity really of rehabilitating renovating homes. Van Sturgeon Just quickly, like I'm a product of the late 60s and I grew up in, in Chicago, my parents and I along with my little brother lived in a one bedroom apartment and in Chicago, and my parents wanted to live the American dream, save up their money to buy their first their first house. And in the midst of doing that, they discovered that the building that we were living in, had gone up for sale. And instead of buying that actual house, they decided to put a down payment and purchase the apartment building a real living. So we instead of being property owners, my parents became landlords. And that was that happened during the late 70s. Where it was a it was a really tumultuous time, Justin, the year two, I think you're too young to remember the gas lines and having to wait in line to get gas for your car and interest rates at 18-20 some odd percent, it was just a really miserable time in America. And it during the midst of that, that's our building that was fully occupied, it's all of a sudden started to suffer a lot of vacancies, a lot of the good neighborhood turned into a bad neighborhood. So as good folks leaving, you know, the gangs and drug dealers and all that kind of stuff started to come into our neighborhood. And as a result of that, we started to see vacancies rates skyrocket. And as a family, we had to do everything ourselves in order to be able to make ends meet. So part of the whole thing was as a, you know, part of that was learning how to paint and plaster and do roof work and replace windows and carpeting and all that kind of stuff. So we walked through that period of time and then eventually graduated from university, I could have gone and become a lawyer but decided I wanted to get into this real estate construction renovation thing. And that's when I opened up my jaw contracting firm in Chicago, and started to grow and develop that. And as years went by in the early 90s are they're pretty good terms of real estate, or in terms of construction renovation. And I kept running into the same people over and over again that I would quote work on these real estate investors who would buy properties and and then would flip them and and there were other guys who would buy their properties would do some work to them and mentally hold on to them as rentals and to add to their portfolio. And it was through those individuals and seeing what they're doing got me involved and I slowly over a period of time progressed to where I own over 1000 units right now. They're spread over four areas in Michigan, Ohio, New Brunswick and Florida. And I still have a number of successful businesses that are in real estate, whether it's a property management, renovation. I also build homes, subdivision builders as well. And I got really a lot of great people involved, whether they're employees or partners that look after my businesses and, and some sort of like, in that semi retirement stage in my life where I've kind of downshifted, they, you know, this whole, this whole trek has taken a lot out of me, including, especially my family. So I'm sort of in that stage where I just enjoying life, and I just want to contribute and help people out because I know that there's a lot of, there's a lot of fear out there with regards to rehabilitation renovation of properties. And I know that there's a real need out there for folks that want to really grab complete control over the renovations who want to avoid dealing with or having to deal with bad contractors and tradespeople and really just be able to increase the value of their properties and, and and all those three things I'm an expert on because I literally have anything you can think of that walks and crawls in real estate I've done in terms of renovating from apartments all the way to house single family homes, commercial properties, things that sort. Justin Stoddart It's interesting how many people will kind of hang their hat on I want to get you know, it's kind of small handful of rental properties, create some mailbox money, write some passive income. for retirement, I can't imagine sitting on 1000 units like good for you. That's impressive. Kudos to you for all the sacrifices that you've made to make that happen. Let's Let's start with kind of the first topic. And I appreciate that background, it creates such context for all of us to really appreciate and value who we're talking to. When we get into this concept of right now we're in a very low inventory situation, right? Not enough homes for sale, compared to the amount of buyer demand. And it's very competitive as a real estate agent, you're working very hard to try and differentiate and separate yourself from the competition. Obviously, we live in not the industrial era anymore. We live in the knowledge economy where the more you know, right, the more valuable you are. And I hope real estate agents really internalize that concept. Because when you can start to have your knowledge reflect the needs in the marketplace. Now you become highly valued, and you start to stand out from your competition and price is less than less if not a complete non issue. And so having this ability as a real estate agent, to be able to understand, right, not just HGTV understand, like to say, Van, you were like rehabilitating homes before it was cool, right? Like before, it was like all over HGTV you were the guy doing it. And so you know, to those out there that are like, you know, if I could have a deep understanding what that looks like, not just the HGTV service level, but like, coach by or under, you know, have deep understanding from Van Sturgeon type, you know, be able to have that kind of conversation with people about, hey, if we, if we bought this home at this price, here's what I think we could do with it. Right?Justin Stoddart How would a real estate agent, what what are some of the key factors do you think that real estate agents should know? And maybe where should they start if they wanted to kind of go to that path of really understanding how to be a great advisor to their clients, on homes that can use a little bit of work?Van Sturgeon Justin, you nailed it on the head. We live in a different time than 30 years ago lay I when I got started in this in this business. I was doing burb before there was a birth strategy. And right now we live in a world where information is at the fingertips of everyone. And the differentiator that real estate agents salespeople need to have is the ability to be able to go beyond the access to information but really provides some insight on properties that might be potentially up for sale, or currently are for sale. So I part of that service offering that I think that might be a differentiator, that able to distinguish yourself from others is the ability to be able to walk into a property and be able to provide some sort of assessment as to the physical condition of the property. And what are they requires in order to be able to be raised to a certain level that can actually result in profit for that real estate investor who's that that might be your client, or for even for that residential family who's just looking to purchase their first home. There's some real value there that goes over and past what you can find on the internet. If you can provide that in a clear and concise way that is easily digestible by the by the clients or individuals that you are that you're working with. There's a real need out there in the marketplace because right now as you touched on, suppliers is incredibly ridiculously low. You only have a limited amount of time literally hours to make a decision for whether you want to move forward on a property or not.Van Sturgeon And, you know, if you had the time, you might be able to call up your contractor friend to take a look at it and kick the tires to see what really needs to be done on a property, or perhaps even go further and pay to a home inspector or property inspector to come out and look at it and give you a laundry list of things that need to be done on the property. But right now, we don't live in those. We don't live in that condition. Right now. It is crazy. And so if you want to move, you need to be able to act quickly determine what the value of that property is today and what it could be tomorrow. And what is the you know, we're all buying, we're all looking for the ugly duckling the diamond in a rough, but what is it that's going to be what kind of capital infusion or injection, what needs to be done at that property to raise the value to make sense of this investment? If we're looking at it as investment, obviously, Rogen as a residential property? It doesn't, you know, if you're living in it, that really that's a different animal all to itself. Justin Stoddart Yeah, great point. A you, right? I mean, that skill set to be able to go in and do that and not have to rely upon like you said, an inspector, or a contractor. Right? So let's just give people a little bit of sampling. Well, let me let me back up maybe even more important than giving them kind of the nuts and bolts of what to look for, right? Because we could spend all day doing that kind of that's a whole different conversation.Justin Stoddart What kind of financial opportunity, I mean, why, let's go back to the why if someone would do this, obviously, we've talked about how it's going to differentiate, differentiate them from other agents, right? That they're going to be able to have conversations their clients, to allow them to pursue homes, that the typical agent would be like, I wouldn't do that if I were you, right. Whereas when you have an understanding of that, now, all of a sudden, there's more inventory on the market, because you can actually do more and and get the home to be how your clients want it to be without it having to be that way now, right. But you had mentioned about understanding this process, you can help people to save between 30 to 50% on a renovation, talk to us about that a little bit. Van Sturgeon Sure. The, the whole notion behind saving that dramatic amount of money is is comes from the ability to be able to sort of pushed the general contractor off to the side, put them actually to the curb, and you acting as your own general contractor in these renovation rehab projects. If you look at a renovation that costs $50,000, and I am a general contractor, by the way, that's how I got my started, I still am. If I were to price out a job and just charge you or gave an estimate of $50,000, Justin, my net cost on that would be somewhere around 30 to 35,000. So I would be making a profit of 15 to $20,000 on that project. And I have to in order for me to babysit look after it use my knowledge and experience over the course of two, three months to look after that project, I need to have that kind of money. And so by virtue of you eliminating that, or pushing that kazon contract offer off to the side, and taking over that opposition and planning and managing that renovation rehab, by virtue of that you are already in a product in that, you know, you've saved that 15,000 $20,000. The next step forward is that by virtue of you taking over that actually being that that that person looks after the planning and managing you have much better control, complete control over your renovation rehab, and you're able to really dive down and identify the good trades people and contractors you want to do business with, and the ones you don't. And then the next step, of course is you're just able to pick and identify the items, you really truly need to be able to raise the value of the property. So that's where the whole ocean idea of being able to walk in and be able to save that kind of money is to act as your own GC. And in most municipalities all across North America, that opportunity exists. If you're the principal, if you're the owner of the property. Some areas very few won't even allow you to do that you have to be licensed. But in many, many parts, you know, you have property rights, you're allowed to be able to do whatever you want to do within reason, of course within building law bylaws, being able to do whatever you want in your property. So we Justin Stoddart Think about that. If you could go in and know exactly what you are, like you need to upgrade, like most people will look at a property be like that, like that doesn't pencil, right? That doesn't make sense. But when you can go in and spend the right amount of money on the right things to get the right amount of rental return, right, kind of the right price for your tenants, all of a sudden now a whole new, again, you're increasing inventory by not just creating inventory for your clients, but also creating inventory for your investment portfolio. Things that didn't pencil before all of a sudden do because you put the right money into the right things which demand a higher price point in the rental market. Is that right hearing you say? Van Sturgeon Yeah, look, if I can add to that is that oftentimes I find that there's a lack of information or lack of research that are done by by agents, salespeople and principals. The actual homeowners and or investors and what they wanted to what types of upgrades and repairs or renovations re rehabs that they want to do that are a property that gives the highest ROI. And so one of the things I stress in individuals that want to engage in that process is that you really thoroughly guys do your due diligence in that area where your property's located and identify what it is that you're actually looking to do, if you're looking to do a house flip is different than if you're looking to hold on to a property as a rental. And even then those are the both those scenarios. What is it that what's the ultimate end game, if it's a flip, how much money do you want to make, if it's a rental, how much money do you want to rent it out. And once you have those goals identified and written down, and they're staring right at you, then you got to go out there in the marketplace and validate, that's where the critical, critical role of a real estate agent salesperson is that they can help that their client to be able to say, hey, if you bought this property, and if you did this, this, this because I saw this, this, this and that property down the street, two blocks down. And if you did that this is what they're doing. This is how much you sold it for and made profit wise, this is how much you're renting it for these are greater This is the kind of information that I or you know, as a client of yours would be very appreciative of because you save me a lot of legwork and you eliminate any, any, you provide more clarity, you provide more clarity by going to your client and saying, hey, these are things you can do to raise the value, and you get the highest return on your investment. Justin Stoddart Boy that was a powerful script, that everybody that's listening to this kind of takes that to heart that that conversation that you can have with a client, by understanding this process is wildly valuable to be able to say, this is what your home would sell for now is what it's worth now, if you made these improvements, which would cost roughly this amount, the home would then sell for this amount. And you can actually walk people through an you know, scenario of a return, right? Like that's powerful. If I'm an investor, or even just a homeowner, a buyer looking to buy, having somebody with that expertise. Justin Stoddart And again, I go back to the fact that we are moving out of a real estate economy where people are just going to choose you because they like you and they know you, right, they need to have more value than that because there's lower price options out there. And one of the ways you can differentiate, differentiate yourself, one of the key ways to differentiate yourself is to be able to have the knowledge that actually moves the needle for people that actually helps them to get a return. And or make a smart purchasing decision, especially when purchasing decisions are are rushed today, right where you have to move very quickly. And people are waiving inspections and appraisals and all kinds of stuff that could really come back to bite them to be able to go in and be able to give some confidence that and still compete in that crazy market, right still be able to compete with an offer that's going to get accepted. But to be able to have some more knowledge than the typical agent and just being there to open a door and say, Do you like it? Do you want to write an offer? Right, those days are are going those are not going to be well paid agents, if I don't think those are well paid agents anymore. I think those those agents to get that kind of business are after the discount significantly. But you don't have to go there by earning by by gaining increased knowledge in this space, you make yourself invaluable to your clients. Van Sturgeon Absolutely, like I live for again, we're dealing with individuals that are new homeowners or new real estate investors, the added confidence that you can provide as a as a bonafide expert, as a real estate agent who understands the market. And you're able to provide these tips, these little tidbits of information with regards to this particular property you're looking at and why it's a it's an ugly duckling that should be purchased. Because you can do this, this this to do you know, to get X amount of dollars, or ROI, ROI return is huge, because a lot of folks are looking for that we're not talking about the seasoned real estate investor. I'm not talking about that. We're talking about the individuals that have come in in the marketplace, or new real estate investors who need that guidance, they need that support. And that's where i is i think is a missing or a critical component to a successful real estate agent to be able to really make some headway is by being able to provide that that little extra in confidence. How do you get that confidence being understated being fully appreciative and understand the process of rehabilitating renovating a property and being able to give that kind of information to your clients that they can then seize on? And and and you know, and everything's good, solid? It's a win win situation. Justin Stoddart Yeah, it's great stuff. And let's go to the second point here of now, in fact, I think was Gary Keller that said, you should sell every house that you don't buy yourself. I think when you step into the real estate industry as a real estate agent, you know, one of the things that that agents oftentimes don't realize when they walk away from maybe corporate America or some of the thing is that there's no built in retirement plan. Now some companies have established some profit, share some revenue, share stuff, that's wildly helpful, but for the most part, you're on your own to create your own retirement, right. And obviously even in those scenarios, you're able to create your own retirement. And so many agents over overlook the opportunity that you're on the very front lines of seeing what investment opportunities are out there. And that really is the inside track that really is the insider trading information that allows you to build a far better retirement that then corporate America, you know, could ever provide for you. However, most agents don't start thinking that way until later in their career. In fact, I've heard agent after agent, oftentimes ask them, what's the what's the one bit of advice you tell yourself, if you were to go back and talk to yourself, just getting started in the business, and one of the common threads is I tell myself to buy a property every year, right? Like dude, like, make whatever sacrifices, increase my goals, right, instead of just having my goals be like, Okay, I'm gonna, I'm gonna take care of my earnings this year, and I'm gonna, I'm gonna, I'm gonna go on a vacation, I would raise that goal, another X amount, so that I could afford a rental property every year, you do that, and all of a sudden, 10 years in, now, all of a sudden, you're dependent upon, you know, making a commission check every month, right, it starts to offset that. And then you get to the point where you're like, then where, you know, life's you're sitting pretty, you know, you're sitting pretty. So again, but again, many agents don't see that opportunity because again, they're intimidated by the fact of the renovation and rehabilitation space. Justin Stoddart And that I didn't mention this to you. But I was a high end home builder, for a number of years nearly to kind of starting in early 2000. And so I know a thing or two about contracts, subcontracts. how, you know, though, like the right subcontractors can make or break you. Talk to us a little bit about now this investment opportunity, right? Obviously, we've talked about it as being an advisor to your clients and offering significant value to them. So that you get chosen every time so that you win every deal, right? Because you can help them to see inventory that that other agents would would steer you away from. Now, let's take the perspective of now you're the agent or the investor slash agent. And I'll put it in that order on purpose, right? Is it like what kinds of opportunities does this knowledge allow you to take advantage of having an understanding of the things that you teach? Van Sturgeon I couldn't agree with you more about real estate agents, they are they're their own little companies, it's, and they need to look after themselves, and moving forward in the future. And I've also, in the early days, debated about moving towards getting my real estate license because agents license because there were an our opportunities that folks like you are able to see, then then we out there in the public. There are definitely opportunities every single day, in every single market, those opportunities exist. And those are, you need to be in a position in a right proper mindset, and also have the tools available and the heart and the passion to be able to go out there and seize them. There are opportunities every single day, other investors are looking for individuals to be able to partner up with where folks like yours truly has money that's looking for partners to be able to identify those deals, whether it's on the residential commercial side, and be able to do partner up and move the ball forward so that it's a win win situation. These are the types of opportunities that real estate agents can afford themselves. If they strategically start to think about, you know that the spending more spending some time not spending some time on trying to identify who they are and how they can move the ball forward, being able to create that real estate portfolio, that passive income, that venture over a period of time, all of a sudden, can be their sole source of income. And it's not all that difficult, Justin to create that it's just a matter of sort of taking yourself out of that box and looking, you know, looking at looking at yourself and seeing where it is, where are you today and where you want to be tomorrow. But the opportunities definitely exists more so for real estate agents, because it's the things that you see, and the relationships that you have, and the networking opportunities to be able to not only reach out to fellow real estate agents who might come across an opportunity, but also to reach out to investors who might have the capital to be able to go in on a on a partnership basis to be able to, you know, get out there and create some opportunities for yourself. Justin Stoddart Yeah, I love how you said that. And again, you see opportunities that others would pass over right? You'd see see things that others the others won't see. And it really, really can create quite a compelling future for you if you get started early enough. And if you aren't intimidated by stuff that you don't need to be intimidated by, right having having to get built homes or invaded homes myself, I know that to the discerning eye you can get yourself in trouble. Right. But to the discerning eye, you can you can create you know you can create wealth for yourself. So, so muchVan Sturgeon So Justin, you again, real estate agents have an incredible opportunity because they they are, if they're active in their marketplace, they understand in another in a much more elaborate level of what the what the market dynamics are in these particular niche or sub markets. And being able to position yourself as that as having that information and being able to act on it is, is huge. And that's the reason why you find a lot of real estate investors actually have migrated from that, were there real estate agents, there's a lot of very, very big real estate investors that came out of that field were their real estate agents first, and they might still continue to be and accumulate huge portfolios of properties, and is finding those in real estate agents understand that, you know, things like curb appeal are important, understand the needs of certain things that are, you know, that are in the property. And it also can create certain differentiators within that property that separates you from what the masses are. Now, because of the market that we're in, that kind of is not as necessary, but things will change this, what we're going through is not going to continue it there will be hopefully there won't be a crash or something that'll hopefully, it'll be a slow letdown. But there will be a letdown, I think we're already starting to see glimpses of that it's not as robust. The real estate market is not as robust as it was maybe three months ago, and things will sort of subside, and then really the opera, more opportunities will present themselves. It's just you got to be in a proper mindset, to be able to say, hey, I want to be proactive, and I want to be able to do all of this stuff. You have the information, you have the tools, you have the knowledge, it's a matter of putting getting out of that comfort zone, there's a lot of fear that's involved in taking that next step for saying, Hey, I'm going to buy that investment property, or finding that relationship with somebody to be able to go on a partnership basis to purchase I bought some property, there's a lot of fear. And it's normal, everybody has fears. So it's like walking or walking into that, you know, when you're 16 years old walking to that car, and you're getting in the driver's seat for the first time, the apprehension, that tension to all that, you know, all that stuff. And then several years later, it's like no big deal, you just hop in there, and you just drive off. But think about all the things that you have to go through the process in order to be able to drive the vehicle successfully from point A to point B. But yes, it's second nature to us, it's a matter of getting out of that comfort zone and get out, get out, you know, get the fear out, go in, Justin Stoddart I would say, you know, it's always important to dig your well before you're thirsty, right to gain the knowledge. Even if you're like, I don't see any properties I need to renovate right now. Once you gain the knowledge, your paradigm shifts, you start to see through a different lens, you start to see things you wouldn't see otherwise, I think it's important for people understand that once. Once you gain new knowledge, the world looks different. And you start to see things and focus on things that you wouldn't have seen before. Van Sturgeon That's what I have seen time and time again, with clients that I've worked closely with in going through the process new real estate investors when they're going through the process of their first renovation, rehab, where I walk them through the whole planning and management of it. And it's it's a beautiful process to watch because it's a it's a everybody is they have complete control over the renovation, they don't have to deal with these bad contractors in situations, we strategically do things so that you have a beautiful streamlined process where you complete the project and you save 10s of 1000s of dollars. And at the end of the day, you learn a skill set, you've got the confidence because you already did one, you already got a notch on your belt, you've done it, you've done it before, to be able to move on to your next project where it's going to you've got the confidence in being able to just be able to move the process forward. So it's, I strongly encourage people and folks that if you really want to differentiate yourself in the marketplace, to be able to offer that to your clients is is I think in many cases is a game changer because it attracts people to you. Bet other people other agents are not doing. Justin Stoddart Yeah, that's a great point. Then my final question is going to be this you're a big thinker, obviously you've done some incredible things in the real estate investing space and now guiding and teaching other people to do the same. What does Van Sturgeon do to continue to be a big thinker to continue to expand his possibilities?Van Sturgeon You know, I by interaction with folks on a daily basis that are getting out there and starting their their real estate investment careers and being successful at it really fills my fills my soul I really enjoyed I don't I do this because I'm passionate about it. I have all this experience with over 30 years. I like to well I love being able to share by virtue of that exchange of information keeps me up to date keeps me an understanding of what's happening in the marketplace. And so on one hand I do it because the sheer pleasure of seeing people be so successful but also the same time it gives it keeps the finger on the pulse of what's happening out there across North America. And and I'm thoroughly blessed by the opportunity and I continue to enjoy every single day waking up and dealing with folks and helping them out and starting their new year started in real estate investment career where they get to the point where they have passive income and being able to create financial freedom is tremendous. And then some of them might even just be able to carry a portfolio and pass it on to their, you know, to their children. And that's that's beautiful stuff. Justin Stoddart Something just came to mind, you know, if you want to be successful learn, and apply if you want to be significant teach, and coach and I think that's kind of what you embody, right? Someone who's done both success and significance, which is the absolute mission of this show has helped people to marry the two is that they're not exclusive to each other to help people to think bigger than real estate, to pursue success and significance, income and impact. vana spent a total pleasure, appreciate everything that you've shared today. And the value offering you bring the marketplace for those that are interested in gaining this knowledge. So you can really separate yourself from the average agent and separate yourself from the average investor, go to vansturgeon.com, you can learn more about his books, the things that he has there for free, as well as some ways that he can actually coach you through your your rehabilitation and renovation projects. So, Van, total pleasure. Thank you again. And to everybody. My final request is this. Go Think Bigger than we appreciate you. Justin Stoddart I want to thank you for tuning in to this episode of the thick bigger real estate show. If you found value here, I asked three things. Number one, give us a review. Number two, go to Facebook and in groups search, think bigger real estate and apply to join. Here you will find a community of big thinking professionals that will help you grow your income, your independence and your impact. And my third request is go think bigger
Justin Stoddart So the big question is this: How do those of us in the real estate industry, with crazy amounts of ambition, how do we Think Bigger than the building of our own empires? How do we simultaneously seek success and significance, income AND impact? My name is Justin Stoddart, and this is the Think Bigger Real Estate Show.Justin Stoddart Welcome back to the Think Bigger Real Estate Show. I'm your host, Justin Stoddart, where we help you not just pursue success, but significance. Today's guest is all about significance. He's someone who I admire deeply. I can't wait to introduce you to him. Before we go there. I want to remind you that inside of the Think Bigger Real Estate Group on Facebook, we go deeper on these topics. Listening gets you to one level of understanding, but when you start engaging with it, that's when it really becomes knowledge and even onto wisdom. Justin Stoddart Super excited to have again, today's guest His name is Josh Kalinowski He is a former professional baseball pitcher, turned real estate agent, now investor. His story is fantastic. Before I go deeper on your story, Josh, thanks for coming on the show today, man. Josh Kalinowski I just Oh man, this is a pleasure. Super excited to be talking with you and your audience. Justin Stoddart Talk about a big thinker and you your early days of baseball. Now let me let me bring in some context here for everybody that's, that's listening that saying, Okay, I'm not a baseball player, does this relate to me right? Today, what we're going to be talking about is how to overcome disappointment. Okay, so whether your first career didn't quite work out now you find yourself in the real estate industry, and or even in the real estate industry right now you're finding yourself, like a little frustrated not getting the wins that you expect yourself to be having, this episode is for you. So Josh, let's go back, you from a very young age knew that you had some talent. throwing the ball, right? Josh Kalinowski Yeah, yeah, I grew up with knowing my purpose. And that was to be a professional athlete in some form or another, right. So either a quarterback in the NFL, or left handed pitcher in Major League Baseball. In fact, I really kind of wanted to be both man, Bo Jackson was my hero. And coming from a very small town, I was a pretty big fish. And so success came very easy for me at the very early stages of my life. And so that was everything. To me sports, was it and I felt like that's exactly what I was created to do. And I felt like God already had that plan. And I was etched in stone to be a very successful Hall of Fame, professional athlete. Justin Stoddart Did you have the shirt made? Josh knows kinda like Bo Knows? Josh Kalinowski Yeah, right. Basically, it was pretty much that already did there's no, I had my, I had my number picked. I knew where my stadium was going to be. And I knew exactly it was gonna be called Cal's corner, and that was gonna be my pressbox area. Like, dude, it was already there. You know, those vision boards had a vision board before they even knew what a vision board was. Yeah, this is, you got it? Yeah. Yeah. Right. Justin Stoddart So it's super interesting, because you hear you talk to any of the success gurus, right. And they say, if you want to accomplish something, get laser clear on what you want to accomplish. And it's just a matter of time. And that's what you had been taught. It sounds like and you were like, crystal clear on this is exactly where I'm going. This is one way to have. And, and like you said, I knew my life's purpose, it was to be a professional athlete. Right. And with that, you're gonna do a lot of good along the way. But that was the climax. That was where you were headed. Josh Kalinowski That's exactly right. And yeah, my father had he always, you know, my dad was a great he was an athlete as well, too. He was an all American Basketball Player. And so he understood the competitiveness, I was literally like, I was a miniature Dave Kalinowski. And he always set goals for us, he always helped us set goals for ourselves. And so at every level, no matter where I was at whether I was in, you know, t ball, or in high school, or in college, I had a list of goals that I want to wanted to accomplish. And they all revolved around sports, right, if I was going to get A's in school is because it allowed me to play baseball, not because I really wanted to be a great student, was because that's what allowed me to play the game that I absolutely loved. Justin Stoddart Yeah. Well, just to put some context to this to how good you were, and you probably wouldn't say this, but you pitch the no hitter. Right now. It's extremely rare, right? For anybody that that knows baseball, knowing that pitching a full game and having zero, like on base is a phenomenal accomplishment, right, which just fed the fuel right, we just fed up to be like that. I'm absolutely on this path. Right. Josh Kalinowski Exactly. Justin Stoddart That and then being strikeout King right in your league, being drafted in the minor leagues by the Rockies, right. Just all these things are just lining up just the way they're supposed to. Then some things kind of started to not go your way. Right. Talk to us a little bit about the disappointment because again, whether people have experienced disappointment in the past and they're still hanging on to it, or they're experiencing it right now in this crazy market and or just in their personal life. Yeah, a little bit about yours so we can kind of relate to a guy like you. Josh Kalinowski You bet. Well, let me make it very relatable if you were in the market, selling real estate prior to 2006 and you were having success, and you were doing everything right, right. And then the market gets crazy. And you're like, Oh my gosh, like, I'm like, I am the best agent out there. I cannot believe how much money I'm making. I can't believe how many clients I'm serving. I can't believe how easy this is right? Well, that's what baseball was for me. In a sense. I was throwing a no hitter. I, I had a 20 game strikeout I was MVP of the league. I was an all star candidate. For three years of those years, I led the minor leagues and strikeouts, a little Colorado Rockies in strikeouts, you know, so everything was saying, you are going to be a Hall of Fame pitcher, it's just a matter of time for you to get there. Right. So 2006, you're in real estate, this is going to be awesome. I'm going to retire by the time I'm in 2010. Or I'm going to take over the world in 2010. And then 2008 hits and you're going What just happened? Like I wasn't ready for this. I wasn't prepared for this. This was so so go on forever, right? Well, that's what happened to me. in my baseball career at the age of 26. Too many surgeries and baseball really shut its doors on me and and I had to retire as I like to say, but it was more of a I had to really walk away from the game that I absolutely love because it was moving on without me. And I could not keep up with it. Justin Stoddart Yeah. Well, yeah, we've all felt that I love the context you brought in because you're right. I was a homebuilder up intil 2009. For a while, I felt like I could do nothing wrong. Maybe real estate agents here over the past little while have felt that way, right? had a pretty hot market for the past number of years, almost in the past year and a half or so it's been like, wait a minute, this isn't quite as fun. All of a sudden, I've got eager buyers, I just can't find the sellers, right. I've got sellers, and how do I possibly go through all these offers? Like it's just a lot, right? It's just a lot more than what people are used to going through a lot of potential disappointment. Okay, so walk us through kind of your story, like what came next, you started to have some, like your body started did not quite work like you wanted it to? Right? Josh Kalinowski Yeah, you know, at the age of 26, I'd already had three surgeries. Three on my shoulder, my shoulder, one of my elbow. So I was really broken. And I really was unable to perform like I used to I my mind was there, but my body was basically broken. And you know, I remember, you know, at the age of 26, as a professional athlete, you also gotta remember to is that I'm like four years away from retirement, like, you know, 26 years old at the age of 30. That's when most guys are thinking of retiring. So in my mind, I was an old man, I was getting to that point in my life that it's like, I got to really start thinking about the rest of my life. And so as I continue that journey, and really trying to figure out who I was, what my greater purpose was, and that's when I walked away from the game. And you know, that, you know, I've got a book called strike three that I and I talked about the 13 years it took for me to really overcome that failure. Right. And, you know, as you talked about it, you know, it's it's such a common theme with real estate agents, one of the things I love about our industry is that I feel it's so relatable because most of us did not come into it as our first option, just like we've talked about, and you you have said many times, you know, we come in and because it's like, what other options do I have left, right? And then, of course, sometimes we come into this with this guise of like, well, gosh, if I, if I only sell one house a month, like that's 12 a year, that's going to be an $8,000 Commission, like, then I'm gonna, I'm like, $100,000, that's pretty easy. That's I can do this part time. And we all know that the industry will absolutely Eat up. It's a super tough industry, and it really will consume you, if you do not make sure that you're using it as a entrepreneur, as you're acting as an entrepreneur in this industry. So. So that's a little bit of just once again, I think the reason why I transitioned into real estate is because I found a lot of similarities of the competitiveness, and the fact that there is absolutely no ceiling in either one of those realms. And I was able to find a greater passion in this industry.Justin Stoddart Great for really, again, kind of bringing some context to the kind of the correlation, right is that you went from having these big dreams, big aspirations, and maybe others that will listen to this for like, yeah, yeah, I was supposed to be XYZ, no, by myself in the real estate industry, right? Yeah. But for some could could be a disappointment. And once you get in, you're like, wait a minute, why wasn't this planet right? This was actually pretty good. Right? If you do it, right, absolutely. can be pretty good. Walk us through again, because the the promise to the audience today is how do we overcome disappointment? So as you started to realize, like, I'm not going to be Cal Ripken, Jr. as much as I thought I was going to be or Nolan Ryan, right. Like, I'm not going to have that kind of major league baseball career, you went into a little bit of a spiral I know you talked about in your book, which again, for those that are looking for a great read, strike three, just call an auskey. It's a great read. You can get it again, if you don't listen to the whole episode, at strikethreebook.com, so get yourself a copy of that. But you talk about in the book about how there's this this point where you kind of went dark for a little while, like you had a really tough time realizing like wait a minute, what happened? What happened talk to us about that turning point. In fact, I just read it through the day where you had this turning point where where it became very clear that disappointment doesn't mean failure, right? Josh Kalinowski Absolutely, like, well, let's see. I'll give you the short version. Thirteen years of my therapy that I had to go through in order to do this, you know, one of it, I think that is a big theme in my life was that I had to learn to move my finish line. You know, I felt like my life was over. Like the purpose was I kind of said that earlier that in this in this podcast that I knew from a very early stage of my life, that my purpose was baseball. Right, I was baseball, I thought that like I knew that distinctively. But then I had to realize that it was not my purpose that I was not baseball, baseball happened to be the platform that allowed me to go and have success and find out who I was. But it was really only a chapter in my life. And so for years, I really looked in the rearview mirror, and saw my successes back there and never felt like I could have success in the future. And so until I got to that point, where First of all, I started to tell myself the truth, right? A lot of us tell ourselves these stories, and there are a lot of them are lies. Let's just let's face it, right? I started so myself to find the truth in the story. Why was I created? Why was I given this opportunity to chase this amazing dream? Why was it taken away? Right. And in the book, I talk about that experience that I had that really that come to Jesus moment, where was literally point blank to me, and I heard that voice where it said, Dude, like, I did not create you for baseball, I created you for so much greater. And it's like, Okay, all right. Now I've got purpose. And now I've got something even greater, I got a bigger chapter in my life that I can pursue. And I've got to move that finish line. And so that was that process. And there's a lot of things that continue to develop in me. And there's a lot of things that I can talk about even more so. But if you're going to just have one theme, moving your finish line will help you achieve greater things in your life. Justin Stoddart But it's so powerful. so powerful. And remember the analogy you use in the book, which is this was a chapter, this wasn't the book, right? And you can even add on to say like, this is your first book, right? Like, yeah, there's so much more. And I think we oftentimes get so myopic, looking at the here and now and we forget the fact that Eternity is a really long time, right? Even our lives go really long time. Yeah, it's hard to put that into context. And it's like, you know what, it's okay. These disappointments are exactly that they're simply a disappointment. And they don't have to sink me they can if I'm not careful, but they don't have to, you know, I, I work with people and kind of a big theme of of my life, Josh is helping, you know, there's endless gurus that are teaching success. There's countless paths, like in their great paths to get there. I feel like there's too little too little emphasis on, on building significance. Yeah. Which I believe success fits within that, but of actually taking care of the other areas of life because you can have a very successful business a very successful career. Meanwhile, everything from marriage to even finances, to your health is crumbling in the background, mental health, right, all that stuff. And so what I like the lessons that you're teaching here fit so well under kind of the value that I want to bring to the marketplace, which is helping people to think bigger than real estate, to think bigger than your business think bigger than your career and realize it's a component of it. And even within that career, there's chapters and there's multiple books, there's lots of story to be left. Justin Stoddart Remember Barbara Corcoran who's kind of the queen of New York real estate right Shark Tank for those that are returning place that name she said I would take something somebody like to me the most successful people are the people that can get up the fastest they're like we're all gonna get knocked down. How fast can you get up? You know, that's the difference in someone who I want working with me as opposed to somebody that's Uber talented, but when they suffered up with disappointment they can't pull themselves up for for you know, for far too long. You know, what a great lesson that you just taught us there which is bumped the finish line out like things aren't as bad when you zoom out and be like, Oh, this is a speck in the scheme of things right spec This is an everything like we have once expected so very similar to you I had ambitions to be like about your hex right to be you know, I want to play college let you know college football at the highest levels ended up playing small college football and you know, it's kinda like a Rudy character as opposed to like a character, right. And so I can I can feel your pain there a little bit. I wasn't nearly as talented as you were. But remember that disappointed of like, Oh, crap, that's not quite how I planned it to be. Yeah. So anyway, I love the lessons you're teaching. What else would you say to somebody that's like, Man, this is resonating with me. I want to think bigger than just my real estate career. I want to get over these disappointments, whether they be kind of the direction my career's gone. And or like the direction that my business is going right now in this tough market. Is there anything else anything else that you want to kind of point out here that you pulled from that time that would help people to to overcome more quickly, right, be that person that bounces back quickly? Josh Kalinowski Absolutely, buddy. Well, I think I want to highlight a couple things. One is, you know, you're talking about these other areas in your life and in the book I really talked about why do we really believe in five foundational pieces, right? We, we've got to create a very strong foundation in our life, and five foundations or faith, family, fitness, finance and future. And specifically in that order, you know, in faith is really the faith and belief in a higher being, I know that you're a man of God, I'm a man of God, but also that faith within ourselves, you know, we, when we experience brokenness, we lose faith in ourselves, we lose faith in the abilities and the talents and the uniqueness that we have. And we, we often build up these walls in our lives that we think that there to protect us. But in actuality, what it does is it actually holds us back, it holds us back from what I call being three dimensional, right? It holds us back from being the dad that we want to be in the husband that we want to be or the mommy wants to be. And the entrepreneur wants to be like all of these features. And so as I was going through my evolution of a man, I was man i was i was really, I was watching and looking at other men be successful. And just like you said, I was really getting tired of watching men be very successful and one attribute and their life and a complete train wreck. And the other ones that I'm like, gosh, there's got to be more like, why can't I be exceptional in all of the areas of my life? Why can't I be a great man of faith, a great family man, a great entrepreneur, and businessman. And so I really started to chase that down. And what I found is that when I started building integrity moments in my life, I started having the confidence that I could go out there and be the man that I wanted to become, right. Josh Kalinowski And so one of the things that I do on a daily basis, this is just a great hack that if you're looking for like, Okay, well, what does that mean? How do I build integrity moments, it's called The Pill. So every day I take the daily pill, now it is not a pill that's gone. This isn't like a physical pill by any means. But this is a pill that you can take every single day. And so the P stands for painful, alright, so every single day, I'm going to do something painful, I'm going to do something that embraces the heart, or if you've heard it before, like do something that embrace the suck, right? I'm gonna do something every single day in one of those areas. That's hard for me to do. Now, the easiest way to do that is typically when somebody does it in the physical part of their role, right? The fitness part like so it's really easy to do the painful thing, go do the Murph, go run a 5k, go do the 45 minute workout, I know you're on 75 hard, you could do the painful thing every single day twice with those 45 minute workouts, right? Go take a cold shower, right? Like those types of things. Josh Kalinowski And then the I stands for intentional. So every single day I identify something intentional, that I need to do in one of those areas doesn't have to be all of them, but just one of them. And then so as I mark that out, and I do that, of course, obviously, I'm starting to complete this pill. Josh Kalinowski The next thing is lazy. You know, we are all lazy at something in our life, right? I don't know about you. But like, every time I walked by the trash, I'm like, I'll get it on the next trip, right? Like, I don't want to do this. Now wait for it to get a little bit fuller, right, or, I hate doing the dishes like that is like my nemesis, that's not going to happen, right? So every single day, I identify something that I'm lazy at. And so when I start to do the things that I avoid the things that I really don't want to do, it's amazing how much integrity I started building within myself confidence and discipline. And all of these things are these attributes that help you have a strong foundation and belief in yourself. Josh Kalinowski And then the last thing, which is really the most important to be honest with you is because this is one area that we neglect so much in ourselves is that you have to identify something that you love to do every single day. Something that you love to do for you is even more important, because we as leaders, as you know, we give of ourselves and this industry, it is so easy to get burned out because you are emptying your cup on everybody, right? Your clients, your friends, your family, everybody that needs you, right, you have the responsibility to help other people in every aspect of their life. Well, the problem is that we often don't fill our own cups, and we don't give ourselves the attention. We do not give ourselves the permission to do the things that we love that lightest on fire, right. And so when you can identify just one thing, one simple thing, right? Go on a 10 minute walk, do an interview that you love to do a podcast, right, listen to a podcast, something that fills your cup. It's amazing how much more power you have to pour out to other people's lives. And so that in itself, right, there has been one of the key factors that has really helped me overcome the failures in my life and understand there's a greater purpose and I have a roadmap that I can be doing every single night, every single day to continue to keep building myself. Justin Stoddart Was that an acronym? Can you say it again? So people like the way that they can remember that because it was brilliant content, like what a way to really prepare yourself to be of greater service. Josh Kalinowski Yeah, so it's called the pill. So you got to take the pill every single day. So it's painful. And attentional lazy and loving. Justin Stoddart I love it. And that's in the book. Am I gonna get to that here at some point? Josh Kalinowski Yeah, no, that's not in the book. That's actually a part of our Kingsmen Group which I know that you've got a little bit of that as well to get you a little swag. Yeah, yeah, we were but yeah, that's part of we, we have a group of, of men that we love to pour into, and they pour into us. And it really just helps us attack life. So that's one of the things that we do is help them with that the idea of what a pill is so. Justin Stoddart So cool. Can't wait to learn more about that. Yeah, I do. I am sporting some, some pretty cool gear these days. Thanks. Thanks to you. I love it. Awesome stuff. Josh. Can't can't thank you enough for number one being the kind of leader, right, that looks at life and says, Okay, what can I learn from this and then share it with other people, right? It takes an added amount of courage to say, look, this was a real failure, I'm going to share it with the world, because the lessons are so important. Because it's so important for me to help lift other people, I'm going to be super transparent and say, Look, this is where I spiral. This is where I failed. This is where I sucked it up. And, and it's just it's a great tribute. Because really, we can't relate to people who haven't gone through difficult times. Yeah, when someone's vulnerable enough, brave enough to say, look, I really blew it. Here's what I learned from it. Man, we you know, you get an army, you know, coming around you saying, you know, you're a leader, like, let's, let's go. So, again, for any that, that want to learn more about Josh's story and feel like, there's still some some unmet opportunities in your life that just because you failed in the past, whether it's been in business, whether it's been in marriage, whether it's been at health, whether it's been at, like your mindset, whatever it is where you're like, "Man, that's really holding me back." Know that Josh has created a powerful story for you to dig into and realize that like not all dreams are fulfilled, even if you do everything that the Guru's tell you to do. Right? Have a clear vision and move forward, work towards it every day. Sometimes things still don't work out. But your perspective Josh and helping us to see that that is a powerful chapter to help us go fulfill what we were actually designed to do is where all of us need to go now. So again, if you're looking to get your hands on that story, you can get it at either Joshkalinowski.com. So get your hands on, I'm totally enjoying the read. Super fun to get to know a guy who I really admire level he's doing. So final question. You're a big thinker, right? That's what you are doing have done. I want to hear from you. What if What do you do to continue to be a big thinker and expand your own personal possibilities to continue to grow day in and day out? What does that look like for you? Josh Kalinowski Yeah, great question. Man. I love that we're ending on this. You know, I tell you what, there's no doubt that my development that my maturity and where I'm at today is, has not been because of the fact that I've put myself in front of people that have been my mentors, the amount of podcasts that I've listened to the books that I've read, and here's the thing is that you know, all of that free content is amazing, free content is awesome. And you can soak that up, but I will tell you some of the most impactful most life changing opportunities that I've had is when I've paid to play, when I've actually searched out and actually paid for somebody's mentorship, or I have paid for an event. Like when I started investing in myself financially, we can invest in ourselves with all of the things that we can do and content, we can get YouTube, once again, podcast books, that's awesome. That is so good. But when you start evaluating how much you are worth, and your success is worth, and you start putting a ton of money price on it, I tell you what, man that has grown in me so much over the years, and I I pay, I'll give you a maybe you should, this isn't the best thing to do. I pay more in my personal investments than the salary that I take a year. It's powerful is it well in Listen, when you want to make impact when you want to have when you when you want to take everything you possibly can out of life. It's worth it. It's awesome. The people I get to meet, I mean, getting the opportunity to meet you Justin like those wouldn't have happened if I wouldn't have put myself in those positions in those situations. And so I just want to encourage people when if you're listening to this free content is amazing. But you will truly have significant content, you'll have truly significant relationships, when you're willing to invest in yourself financially and help yourself get to that next level. Justin Stoddart I could not agree more you right our paths would not had had not had one of us not chosen to invest in a shared mentor, we wouldn't have made that connection. Right. But wouldn't it and there's so many belly Yeah, not only is it so much knowledge, but so much such a great network of people. When you're around people that get it that those that pay, pay attention, those that invest are invested right. Put yourself in a unique class of people that want it really, really bad when you see people who are willing to part with the almighty dollar in order to get the help get the knowledge get the you know, get the network that they need to move their, their life and their impact to the next level. So great stuff Josh, thank you so much man for being again the person who you are and for sharing so much with us here today. Again, if you're looking to follow this guy, go find them joshkalinowski.com you'll learn all about what he has to offer so and to everybody listening today. My final request is this, they are three simple words, you know what they are, Go Think Bigger! , Josh. Thanks, Rob. I want to thank you for tuning in to this episode of The think bigger real estate show. If you found value here, I asked three things. Number one, give us a review. Number two, go to Facebook groups search, think bigger real estate and apply to join. Here you will find a community of big thinking professionals that will help you grow your income, your independence and your impact. And my third request is go think bigger
Justin Stoddart So the big question is this: how do we those of us in the real estate industry, with crazy amounts of ambition, how do we think bigger than the building of our own empires? How do we simultaneously seek success AND significance, income AND impact? My name is Justin Stoddart, and this is the Think Bigger Real Estate Show.Justin Stoddart Welcome back to The Think Bigger Real Estate Show. I am your host, Justin Stoddart. Today we are talking about differentiation. It's a very competitive market out there right now. There are fewer sellers than what real estate agents and consumers would like. So how do you stand out in a crowded market? How do you stay top of mind and in a way that the consumer believes that you're actually going to be able to deliver a better result than the next guy? That's today's topic? Justin Stoddart Before I introduce today's guests, that's an expert on this. I want to remind you that inside of the think bigger Real Estate Group on Facebook, we go deeper on this conversation, you only learn so much by listening, you learn best when you start to engage. And that is where we go to allow you to begin to apply these topics and go deeper on how you can implement them into your business. Justin Stoddart Today's guest His name is Jason Shulick, he is a returning guest on the show I had him back because I feel like now more than ever, agents need to know how to differentiate. Jason, thanks for coming on the show today, my friend. I appreciate it. Jason Shulick Justin. Thanks. Justin Stoddart Yeah. Let's talk a little bit, Jason about, first of all, maybe your background, and then we'll get into a little bit about what you do and how you help agents. So obviously, in the past, I know you spent a number of years really going in and taking financially distressed companies and fixing them, right, putting them back out into the market. I would imagine that in that process, you had to really understand what was happening, not just at the micro level, like their economics, but also the macro level, what's happening at a global scale that affects this particular company, how we position it, to where it has the best chance of succeeding and succeeding big Is that true? Jason Shulick That is correct, you know, we would look at stuff from you know, what's happening with the economy to some maybe stock market, depending on what's going on there. Because you do have different fluctuations in both the economy and the stock market, that may affect what's going on with the business. Because you're going to look at your supply chain and see how that's affecting you, and how you're going to manage your business, especially in a distressed business, because you're dealing with very little money, and you're having to fix it and then sell it off, because you want to see how much money you generate from the company to get the lenders and all the equity people their money back in order to go ahead and get good returns.Justin Stoddart Interesting. So you obviously study the markets at a very deep level, right? You know, what's, what's happening locally? What's happening, happening nationally, globally? And how all those things interact, to set up an environment that's either conducive for success or not conducive for success for a business. Right? Jason Shulick Correct. Well,Unknown Speaker going, No, no, please. So as you say, as you know, when we're looking at all those factors, I mean, you're looking at political, you're looking at geopolitical you're looking at, you know, as I said, financial here, you're just looking at a whole different factors in order for companies to survive in something that we can get into is that, you know, while you're at these companies, we always noticed that they were always data rich, but information for and you know, you may have the data inside the companies, but you need to be able to understand what that information says, and then pair it with the economic realities of where you're at. Just for instance, like last year, when COVID hit, I mean, you had to look at a totally different perspective of life, for the company that we were running it as a as an aerospace company and say, okay, what's going to happen? I mean, we're building parts for airplanes, clearly, you're not going to do air travel during COVID? And how's that going to affect the outcome of this company? That was the stress? And what kind of return can you get if you go ahead and sell it at that point?Justin Stoddart Interesting. So that skill set again, I think, although real estate agents might be saying to themselves, like, thankfully, I don't have to do that kind of work. However, I want to, I want to, I want to pose this possibility for you that Imagine if, when you speak the agent next to you, all they do is they put out recipes. Now nothing against the recipes. I know some of the agents out there that are listening to this might take offense to that. But here's my point. If you're all about cooking, and you're like masterful at that, then you should be the recipe person, right? But if you're not, and you simply took a template from the person down the hall, because they did recipes, and you could care less about cooking recipes, or football schedules, right? We think about all the ways that real estate agents stay in contact with their people. And they may say like, I care less about football, but my clients like it. I think we're moving past that era in real estate where agents that are succeeding at a high level can't just use template information that they can't that doesn't actually move the needle for the client when it comes to things financial. Now, I still think you need to be very relevant when it comes to helping them live a good life and have a good lifestyle. But if everything you're putting out there is unrelated to their money unrelated to this being the potentially the largest buying and selling decision and transaction of their life, I think you're becoming disconnected with the value that people actually care about, right, or the value that really moves the needle form in such a big way that you'll be referred to people. And you'll people always come back for you. Any thoughts on that? Jason, Jason Shulick I totally agree with that. And that's kind of something why I designed what I did with this weekend money is that, you know, not only from transitioning from companies, but transition, just people in general, most people I've noticed, over time, have a hard time understanding money. Unfortunately, they don't teach you anything about the stuff in school, you know, what's happening, what it means and how it can affect your money. So I had a bunch of real estate people actually come to me say, this is a great tool for us to use here in Phoenix, because we actually get a lot smarter from the information you provide us. And if we're smarter, that means we can educate our buyers a lot better. And we're looking out for the best interest in the long haul, and everything that's going to affect their transaction, such as now. I mean, obviously, there's no supply. So people are paying for the nose right now. And everybody's just trying to find a house. Well, that may not be the best thing is just to go buy any house just because you can afford a house. I mean, there's a lot of panic buying going on right now. And if you don't do your due diligence on a house and understand what's what all entails in the house, and you know, doing inspections, everything, you could really screw your client, because you say buy this house, and it's got a whole lot of problems and your clients like I need to buy it right now, because we're at the top bid. And that's, that's the wrong way to look at it. And so if you're financially smart, you can go ahead and advise your client saying, here's this. And this and also lends to down the road is if your client is happy with their buying experience and understanding of your knowledge of financial aspects that help them, they're probably more than willing to go ahead and refer you to friends and family that want to buy a house in the future or actually want to sell a house, which is the key thing right now is who can get their hands on a house to sell because there's so little inventory out there. Justin Stoddart Yeah, we really are at an interesting time where right job report last week was was a quarter of what they expected it to be concerns about inflation, people, like you said are paying crazy amounts of money for homes, you know, far beyond even what they're appraising for, and they're doing it without contingencies. And I think it's important that people bring some rationality, right into this equation, that maybe this is not a bubble, maybe you are getting the best deal you're going to have at some point. But wouldn't it be nice for you as an agent to be able to speak intelligently now, you're not going to be able to foresee the future, nor is anybody, but at least if you can digest several key talking points, right, key kind of indicators as to here's what's happening economically. And I think you could, you could paraphrase it, like if I were a client of an agent that's listening to this today. And they were to say, look, nobody knows exactly what's around the corner financially. However, here's what we do know. And you were to say, point A, point B, and point C, and all of these things affect your purchase. I mean, just that alone, all of a sudden, I went from like, oh, you're not a part time realtor, you're not a hobby realtor, you're not even just a good realtor, like you're a great realtor, you just separated yourself from everybody else. Because you actually understand the numbers behind the economy and how that affects my purchase. Right? Then they take in all that information, bringing it back to, and here's where I think this applies to your situation buying in this neighborhood, in this community in this city in this area at this time, like, blown away, right. And again, it doesn't take that much. That's the point that I want to own help people to understand that you don't need to have an MBA or a doctorate in some sort of financial, you know, degree in order to be able to speak this way, right. But you do need to leverage the network of somebody who does somebody who has actually can go look at the markets at a macro level like that and and simplify it down and teach you on a regular basis. And I think that's a lot of what you've done, Jason. Justin Stoddart Well, we'll get to that for anybody that's wondering, like, what's the takeaway from the show, we're going to give you a very key takeaway, that's going to allow you to actually have a very simple tool that will allow you to become that professional that I just described, allows you to convert look your clients in the eye and say, Look, nobody knows exactly what's gonna happen. But here's what we do know. And that's something really powerful you've created. But anyway, any thoughts, Jason, more about kind of this, this evolution of the agent of not being just, oh, we're gonna use this agent because like, we were friends in high school, right? Or, because they, you know, they pop by cute things by my house, like this. Like we're moving to a level now where where people are expecting in order to pay you what real estate agents have traditionally been paid. People aren't expecting that they get a little bit more for their money than just a friend. Would you agree with that? Jason Shulick Correct. You know, things that I look at it from a real estate agent. Now. They're like, they're they're professional. They're just like a lawyer or CPA or something like that. They're very specialized and what they do and you need the people that need to understand the most information out there because you want the person that can go ahead and lead you down the right direction is you're just not going to pick somebody off the street and say, Hey, you know what, I'm going to go ahead and use you. If you go ahead and interview somebody, as a lawyer or CPA, you want to know that they understand exactly what they're talking about, and how it applies to your situation. Because you just don't want any CPA for any specific reason, you have a specific need that you need for a CPA, such as tax breaks, or where to live, however, you want to go get that specialized person. So if you're a real estate agent, you want to be able to separate yourself from the rest of the pack saying, Hey, I have all this information that I'm fully aware of now, I can go ahead and tell you how this is potentially going to affect you down the road. And this is the best option that you're gonna have based upon the information and you need to go ahead and make the decision. But I'm gonna guide you down that route with all the information that I'm now aware of. Justin Stoddart Yeah, I totally agree with that. You know, I think the reason why the red fins of the world that choose any agent off of Zillow why the discount brokerages have have, even I buyers have risen in in in market share, right and in my marketplace. You know, they took I think $38 million in GCI just this past year, like that was one eye buyer in our market. So it's like, it's not really affected me it is, and they're just getting started. And it's like, we should not be fearful that that you know that all agents are going to be obsolete, only the ones that only open doors, right? Only the ones that are not bringing real value, like the days are gone, in my opinion of well paid real estate agents that don't provide superior value, where your people are just choosing you because they like you, right or because they know you people are expecting more value, there's just too much money at stake for people to choose somebody because simply it's like the realtor that you know, yet we run into this same problem of like, you can be better. But if nobody knows it, because you're not Top of Mind, that's a problem too, right? I know, you know, you're aware of that we've discussed that you've built a tool around that tell us a little bit about how much of it does go into that being valuable number one, and number two, being able to stay top of mind with that value. Jason Shulick So if you're valuable, you can kind of drive more and more insured yourself in a higher price. People are willing to pay for value, you know, most people are going to go out, you know, don't have like three or four options. It's not saying you're always gonna go with the cheapest option, because the cheapest option may not be the best option, you may want to pay a little more because you're going to get a lot more out of it the end. So you doing something like that brings a whole different, you know, talking points to your client saying, hey, I've done this, I know my my clients, I know my area, this is why I can bring you to both sides. And so if you bring them an extra $100,000, they may be willing to pay you an extra $10,000, because you just brought them an extra 90 grand net. So looking at that, having that knowledge and everything going forward, only helps the professional get more market share. And you're right about the stuff with you know, you got all the technology and stuff that's going to start weeding some people out. But the people that really know what their know their information, they're not going to be overtaken by technology, because technology can only do so much and knowledge is not going to go ahead and negotiate your deals and stuff to get the biggest bang for the buck. When you when you go to sell your house, especially in this day and age. I mean, this is a seller's paradise. I mean, they can pretty much write whatever the number they want them to contract and get what they need. Justin Stoddart So, you know, one of my clients when approached by anybody who says, will you do it for less? Like, will you will you shave a half or 1%? off your fee? You know their responses? I think you're asking the wrong question. The question you should be asking isn't can I save a little bit of money on the fee, but it's Can I hire somebody that will help me to either save or make 10s if not $100,000 by being an expert in their craft, and really understanding the numbers. That's where all of a sudden, competition becomes irrelevant when you can not only say that, but back it up with results because you understand the numbers and perform at a high level. Now, like there is no competition, you are rare air, and people will line up to want to work with you. Because you have a value proposition that's not comparable to the typical agent is as an agent. You don't want to take every sales transaction on because sometimes it's not worth your time and stuff like that if you know your value. You know what you bring in, you're going to attract those type of buyers and those types of sellers that you want to manage. I mean, people here but the area that I live in, you know, there's certain ones that are dealing with $4 million homes and more. They're not flashing the ones are 200,000 because they know they can get the demand for the four lane because they're the experts. So they're like I'm not for everybody. That's how you will kind of want to differentiate yourself and being able to do that is being intellectually loaded with the right information, and being able to speak about your thoughts. That's Well said. Now, on all this topic, again, I promised that at the end, people would have a concept of like, Okay, what do with this, like, I agree that I need to be better. And I agree that I need to communicate that value better. I love what you've created. Jason. That's why you're back on the show, if I'm gonna put a link here in the comments. Jason Shulick It's called fiscalnewsletters.com, talk a little bit about what it is, and how it helps us to achieve this differentiation. And Top of Mind-ness that we've been talking about so far. So I've created this news weekly newsletter, it's called this weekend money, the good, the bad, the ugly. And basically, what I do is I go ahead and summarize the top stories from the finance industry every single week, and gives the overview of saying, This is what happened. This is what it means. And this is a potentially could affect your money. So pay attention to this point down the road, and kind of like the buffer or the the person that goes ahead and sorts through all the news to say, okay, what's really important? What do people really need to see? How do they need to understand it? As I say, go back to one of my friends, they don't they don't understand money, because nobody would talk about it. So it's kind of looking at, okay, what does this information mean, to me in the real world. So I go ahead and do that every week, picking out stories that are good, bad, and ugly. And I go ahead and I've created this letter where as an individual, you can go ahead and subscribe to it. And what I'll do is it's got the top section, which is the good bad, the ugly. And then starting then around the first of June, I'm adding a section where I'm going to go ahead and deep dive and do a big analysis on one, two stocks. Because my current readers like we would love to have this information so that we can understand what the stock market if we want to do some long term investing. There's also a version of this for the professionals that want to go ahead and get more visibility. So the clients not only gain intellectual knowledge, they can go ahead and sign up for it based upon the number of emails, they want to send out a different price level. But they also have the option of excluding the stock part. And the thing that I did with this is in order for these people to gain more visibility, because real estate is a relationship driven business, and you need as much visibility as much publicity can never get enough of it. And I've had a couple of real estate agents come in and say, you know, I missed out on one to three deals a year, because I'm out of sight out of mind, this tool allows you to go ahead and send this out to all your clients. It allows you to branded as your so you put your photo on there, your logo for your company, your contact information in the sketch your social media accounts, which you can upload Twitter, your LinkedIn, Facebook, in your Instagram accounts, and people can go ahead and click on this every week and read this stuff. And it's just a good tutorial. And so when they see your name in your picture every week, it just gives you brand brand new visibility that you didn't have maybe clients, you hadn't asked him in the news for months, and allows you to go ahead and reach out to him very easily say, hey, so you're reading this, by the way, are you in the market for selling or buying your house, because I'd love to really help you out. And you know, it's the same thing with mortgage brokers, they have an opportunity to go ahead and reach out the past clients say, I can help you out now because they know who's been reading these newsletters and say, Hey, we loved you with this, we can get you a new loan with this, we can save you $500 a month, it was a call. So it's really about the visibility and the intellectual issue that people can gain knowledge and stuff. And they can go ahead and speak intellectually and then grow their brain.Justin Stoddart Yeah, it's great. So again, two options, right, you receive the newsletter yourself, you have the talking points, copy and paste bits and pieces, or what Jason's saying is that there's another option that allows them to do it for you, here's my list, send this to them every week. Now, people might be saying an email every week, that sounds like a lot. I'm gonna tell you the people that I follow in business, I get daily emails from them. And you might be saying like, holy cow, I couldn't handle that. I only handle it from people that who are who bring me value. Like when I see that name, I jumped to it, I want to read it. Why? Because it's valuable. So for you to send out an email once a week, I'm just telling you in this day and age where it's it's noisy, right? And when you say I don't wanna be part of the noise, okay, then you're gonna get left behind, people aren't gonna remember you. Okay, and this is just one way in which you can up your game without saying like, I don't have time and capacity to draft one email a week to my client base, you don't have to. This is a way for you to do it. And differentiate yourself as being a true financial professional. Understanding the fact and relaying and conveying the fact that you understand that you're dealing with people's most important potential purchase transaction of their life. Like when you start to send other information, you start to brand yourself as somebody who really understands money, and that that's one of your value propositions is being different in the sense that you're not just the friendly realtor that drops by cute gifts once in a while, right? Now you couple that if that's your thing, you couple that with this financial strategy, I think it's really powerful. I'm not down anything that's working for anybody. I'm just saying, if that's all that you're doing, and you have, really you're not branding yourself as being a financial expert, I think you're going to start to lose business to those that are. This has been super insightful. Jason, any final comments, as we wrap up here, thoughts that you have, that you really want people to kind of understand about either what you've created, and or how they can apply it? Or any closing thoughts? Jason Shulick Well, the thing that I just want to say is I wrote this letter for people that just don't understand why standards make their lives better to make. So they can go ahead and make wiser decisions personally with their own money, not only instructing people that they may have clients and help them out. And that this letter also helps professionals provide value to their clients, because everybody that I've talked to know people that read the letter now, load the information that's there. So it's providing a diet to because they're all like, I didn't understand this, I didn't know this before, and you know what you're sending to them. It's very cost effective, it helps differentiate yourself, it just creates more visibility for you not only bringing more information and knowledge to yourself. So it's really about helping everybody out. And just trying to make sure that everybody has time. It's only about a 10 to 15 minute reading morning, on a Monday morning or so like that. So it doesn't really consume a lot of your time supposed to be quick at that point. That's why Justin Stoddart I love it. It's great stuff. Jason, that's what you're a big thinker, is you're helping elevate the value proposition of real estate agents, especially at a time when the economy has a lot of question marks, people have a lot of question marks about the economy. And yet at the same time, real estate agents are wanting to differentiate like what a perfect combination, people have questions about financial items, like financial matters. And the also, the real estate agents need to differentiate you couple those two together. That's what Jason's packaged up for you here and allowed you to differentiate through stuff that people care about that that matters a lot when people are paying over asking price as much as they are. It matters a lot. This is important stuff, people. And I'm grateful that Jason, you've spent the time created the expertise, taken your years and years of history and brought it into our industry. It's awesome. Thank you so much.Justin Stoddart Yeah, my final request of every listener here today is it's time folks. It's time to go think bigger. I want to thank you for tuning in to this episode of the thick bigger real estate show. If you found value here, I asked three things. Number one, give us a review. Number two, go to Facebook and in groups search, Think Bigger Real Estate and apply to join. Here you will find a community of big thinking professionals that will help you grow your income, your independence and your impact. Justin Stoddart And my third request is Go Think Bigger!
Despite rapid growth and success in the early to mid-2000s in luxury home building, the market crash forced deep introspection, and Justin came to realize that his passion wasn’t building homes, but rather building business and building people. Over the past two decades, Justin has owned, ran, and grown small businesses, becoming an expert and thought leader in marketing, branding, and business strategy. Now, his day-to-day entails being knee-to-knee with professionals through individual or team consultations, training, and masterminds. In these settings, Justin is positioned on the front lines to help identify the biggest challenges facing professional industries and the subsequent opportunities that always follow. He recognizes the urgent need to help inspire industry professionals to Think Bigger. As an industry challenger, educator and leader, Justin is intent on helping to reshape the value proposition of well-paid professionals so that they can have a life of success and significance, income and impact. He is the host of the Think Bigger Real Estate Show where he interviews the biggest thinkers and highest achievers in the real estate industry. Justin is also an author and a nationally recognized, award-winning producer and speaker/trainer. In today's episode, we explore how building relationships in adjacent professions can increase your warm referrals. In this episode, you'll learn... What is a professional referral? Upstream/Downstream partnerships Finding your unique value Lawyers Wealth Managers Trades-people Providing a holistic service Links and resources mentioned in this episode. @justinstoddart https://justinstoddart.com/ To subscribe and rate & review visit one of the platforms below: Follow Real Estate Success Rocks on:
Today I get the pleasure of chatting with Justin Stoddart. Justin Stoddart is the host of the Think Bigger Real Estate Show, Author of a Best-Selling new book, The Upstream Model, a husband, and father to 6 amazing little humans. He shares how to grow your business with non-traditional methods, growing yourself, and all things family life. Keep in touch with Justin: @justinstoddart http://justinstoddart.com The Upstream Model Book: FREE + Shipping https://www.upstreammodel.com/get-book
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Create your own real estate reality TV show. Your ability to build the business that funds the life you really want is contingent upon your ability to get and keep the attention of those you wish to serve. HGTV has created a powerful model of merging entertainment with education. Today’s guest, Brent Silberbauer discusses how he has created his own HGTV-like following in Chico, CA and you should do the same. **Take Action Item** Google Brent Silberbauer and watch the videos that he creates for his listings. What can you learn from him? How can you improve your own marketing?
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The mindset of a successful real estate agent with Jacqueline Smith helps us to know that we don’t have to be born positive and always be positive in order to be successful. Jacqueline shares how this is something that she once struggled with. Here, in this episode, she shares what she does in order to get have the right mindset for big success. **Take Action Item** As part of your morning routine, list out what you’re feeling. Ask yourself if those feelings are grounded in truth. If not, change your story to reflect the truth and align with the outcome you actually want.
Leadership- follow these principles and you and those you lead will be on the path to your greatest potential. Defy them and your best talent will leave find somewhere else to work and someone else to follow.
A salaried real estate team? That’s not a common thing to hear in a commissioned-based industry. According to Danny Brown of Arizona, there are few cons and mostly pros to this unique model. In this episode Danny talks about why all real estate team leaders should consider a salary-based model. **Take Action Item** Listen to this episode and ask yourself the question: What are the benefits that I might be missing out on by having a salary-based real estate agent team.
Jesse Dau the YouTube Agent, together with his partner Jackson Wilkey, in three short years of being in the real estate industry, has broken these three major paradigms that hold real estate agents hostage: 1) You can’t just create social media content and have hot leads call you all day, 2) You can’t just pick up your real estate business, move to a different state, and have it up and humming in a matter of weeks, 3) You can’t actually retire out of the business in a short period of time. **Take Action Item** Follow The YouTube Agents on YouTube to get an idea of how to start the process of breaking these paradigms in your own life.
In large cities, there are telling signs that a housing crisis is on the horizon. This episode is designed to give you glimpse of what those early signs are and give you ideas as to where you can focus your efforts to ride the opportunity wave that accompanies every crisis. **Take Action Item** Get your financial house in order by saving twice as much as you normally save and begin making relationships
Gus Munoz Castro of Power ISA teaches how to convert Internet leads. While many say that investing in Internet leads is a waste of time and money, there are others that have tremendous success from this method. What is the difference? Gus and his team of over 65 inside sales agents set over 100 appointments every day. Learn the three keys to better conversions in this episode. **Take Action Item** Join the Facebook Group Power ISA to continue to learn powerful conversion tactics.
Communication with Vija Williams was even better than I expected it to be. Two years ago, Vija was given the opportunity to manage 8 Keller Williams market centers, working directly under Ben Kinney. Within her first few months, Ben gave Vija six books on communication. Five key principles from within these books have changed Vija’s life and they will do the same for you. **Take Action Item** Follow the “Empire Building Podcast” and get and read the book: “Simply Said.”
Getting Results from Instagram is what every real estate agent wants. In a principle, strategy and tactic packed episode, marketing guru Shelby Lehman of Old Republic Title in Arizona, @marketingforrealtors on IG, shares why Instagram is so important and how to trade in results for overwhelm. **Take Action Item** Follow Shelby, @marketingforrealtors, on Instagram and do as she does.
Three Keys to Massive Transformation with Anthony Lolli. Whether it was building the largest rental focused real estate brokerage franchise in the country, Rapid Realty, whether it was building a fanatical-family culture in which over 100 of his agents tattooed the Rapid Realty logo on their body, or whether it was his recent accomplishment of a total body transformation of losing 125 lbs in 9 months, (as featured in the Amazon Prime Documentary Fat Lolli to Six Pack Lolli) Anthony Lolli knows a thing or two about massive transformations. In this episode, he outlines the three things that everyone must do to experience one themselves in any area of their lives. Click below to read the three keys. **Take Action Item** Watch the Amazon Prime documentary- Fat Lolli to Six Pack Lolli
Gossip—The Road to Ruin. That is the title of executive coach Amir Fathizadeh’s new book and the topic of today’s show. In this episode, you’re going to learn just how pervasive is gossip and how it is sabotaging your efforts to grow yourself and your company. Amir teaches us why that is the case and what we can do about it. **Take Action Item** On Amazon or Barnes and Noble, search for and purchase: Gossip—The Road to Ruin.
Thinking Bigger with Real Estate Investor Mike Nuss. Ten short years ago, Mike Nuss was filing for bankruptcy. Fast forward today and he has a business run by great people and a $20M real estate portfolio. Tune in to hear step-by-step, what he did to turn around his thinking, his credit, his business, his portfolio, his network and his health. **Take Action Item** Add at least one person to your network this week that is smarter and wealthier than you.
Becoming a Coaching Leader with Dan Foster, VP of Sales and Executive Coach of Building Champions. The real estate industry is as busy now as it’s ever been. Agents and mortgage loan officers are seeking to attract and retain great talent. One of the best ways to do that is to become a coaching leader. In this episode Coach Dan Foster discusses the four conversations that a great Coaching Leader has with those they lead. **Take Action Item** Don’t expect or try to catch your people doing something wrong. Expect to find them doing something right and then celebrate that.
Overcoming Naysayers is something that each one of us have had to do to get to where we are today. It is something that we are going to have to do time and time again if we are going to go on to achieve our biggest goals. This episode with Nathan Jones will teach you how to do exactly that. **Take Action Item** Perform an environmental audit by making note of those people in your environment that shrink your thinking instead of growing your thinking. Have a conversation with them about what you need from them moving forward. If you don’t see that change then you need to reduce or eliminate the time that you spend with them.
Dealing with overwhelm in real estate is a constant battle. That is especially true now. With the real estate market hot, many working and teaching their kids from home due to our global pandemic there is pressure mounting. Today’s guest, Wendy Papasan, goes deep on how to deal with and overcome overwhelm. **Take Action Item** As per Wendy’s insight, get everything that is most important in your life for your spiritual self, your physical self, your relationship self, and your business and financial self done before 11 am.
Leverage for real estate agents include people, systems, and tools. One tool that most agents might not consider to add leverage and to differentiate in the marketplace so that you can grow your business is a micro-book. While the process of writing a traditional book typically takes several years, a micro-book can be completed in just a few weeks. Today’s guest, Ben Allen who owns a publishing house and has helped hundreds of professionals grow their business through writing a book gives us great insight. **Take Action Item** Go here to learn about Ben’s micro-book course: https://bcallenpublishing.lpages.co/microbookcourse
Alisha Simpkins of Keller Williams in Chico, California has overcome all odds including being a homeless teenage mom, a work-aholic inattentive wife and mother, and alcoholism. She now has one of the most successful real estate businesses in Northern California. **Take Action Item** Sign up to attend Alisha’s class that I’m hosting on Wednesday, September 2nd at 12 pm: https://bit.ly/empiremom to learn How to Build an Empire without Your Kids Hating You
Mindset lessons from Randy Sebastian of Renaissance Homes. Randy tells his story of getting started as a homebuilder 36 years ago, his market predictions for the upcoming year, and the mindset lessons from building an enviable brand while doing Iron Man Triathlons and competing on some of the biggest body-building stages in the world. **Take Action Item** Just like when Randy started his homebuilding company, when you have something that you know you should do, don’t delay. Take action now.
Alexa Home Tours with Glass House Guide offer this experience: “Alexa, tell me about this home.” “Tell me about the schools.” “Tell me about the local restaurants.” “Why are the owner selling this home.” Imagine having that conversation happening inside of one of your listings with Alexa strategically placed in the most beautiful room of that home. Imagine being able to get instant feedback for your sellers as to what questions were asked, thereby giving you additional data to market and sell this listing and others in the neighborhood. **Take Action Item** Sign up for Glass House Guide. With code thinkbigger, you get one month for free and is only $20/mo for up to 5 listings at a time.
A turbulent market brings forth opportunities for real estate agents who have the right systems set up in advance. The 2008 crash created the REO and short sale opportunity, and we’re anticipating the same trend with the coronavirus crash. The people who will capture this opportunity are already focusing on the right activities. If we don’t have our businesses set up correctly, we’ll miss it. At a time like this, agents who run teams are better suited to provide the kind of client service required. Running a team doesn’t have to mean a lot more work. In fact, it can make things run more smoothly and provide a better experience for clients. Why are we better positioned to serve the client within a team structure? How do we find the opportunity in short sales? In this episode, I’m speaking with the host of the Think Bigger Real Estate Show, Justin Stoddart. We discuss how to do high volume on a small team, segmented workflows, and what we can expect with short sales. It doesn’t take a lot of time to lead your team, you just have to do it well during the time that you have. -Michael Hellickson Three Things You’ll Learn In This Episode How teams provide a better experience than a solo agent A solo agent can’t be in two places at once, and they can’t be available to fill all the roles required to deliver a solid customer experience. With a team, there’s systems and leverage so there’s never delay or drop in the quality and consistency of the communication. How to step away from production and still generate leadsSo many agents are too anxious to get out of production, but the decision is usually driven by ego or the wrong idea of running the team. Once we get out of production, the work doesn’t stop. Our new lead generation becomes recruiting, and we need to approach it the same way we approach lead generation. How to prepare for short sale opportunities There is an opportunity for short sales in this current market. There are people who recently bought their homes and haven’t built up enough equity yet. Short sale opportunities come to us the same way every other lead does, by generating leads, having conversations, and following up. Guest Bio Justin is a Title and Escrow Industry Challenger at Old Republic and the host of the Think Bigger Real Estate Show. He is also the author of the upcoming book, The Upstream Model: The New Rules For Growing a Professional’s Business Margins and Identity. For more information, visit https://justinstoddart.com/ and follow on @justinstoddart.
I have so many people to thank for helping us to get this far including, you, my audience, as well as Old Republic Title and the support that they continue to offer. I want you to know, we're not building a podcast. We're building a movement. This movement has the sole focus of helping you to Think Bigger--to wake you up to the potential inside of you and then to do two things: 1. Inspire you to live in pursuit of that potential 2. Help you to live in pursuit of that potential by giving you models, strategies, tactics and tips to help you and your business grow I do all of this, SO THAT: you can live, give and serve abundantly.
Unlock your potential through coaching with Pat Mancuso. For the past 15 years Pat has had thousands of coaching conversations and been in front of audiences for thousands of hours. He’s now taking that acumen to disrupt the coaching industry. Pat’s guarantee to his coaching clients is that if you don’t get the results that you had hoped to get, you can ask for a full refund. Talk about putting your money where your mouth is. Listen in to hear how to overcome your subconscious sabotage, push through glass ceilings to achieve your biggest goals for you and for your organization. **Take Action Item** Download Pat’s top coaching questions available inside of the Think Bigger Real Estate Facebook Group.
Subtle Words that Sell With Paul Ross. As a 30-year hypnotist, Paul Ross learned at a very deep level how the human brain works. As a best-selling author, speaker, trainer and coach, Paul now uses this knowledge to help his students and audience change the language in their own brain as well as in the brain of those to whom they are selling. What Paul shares is fascinating and mind-altering. **Take Action Item** Go to the Think Bigger Real Estate Group and download Paul’s entire book “Subtle Words That Sell” that he so generously offered to all of us.
Michelle Berman- getting results from Instagram. That’s what she helps real estate agents to do. Michelle talks through where agents go wrong and they can correct it. She shares the benefits of and how to find your niche and then four critical content types that every real estate agent should be posting on Instagram that will make people know you, trust you, like you, and seek you out when they have a real estate need. **Take Action Item** Go to the Think Bigger Real Estate Group on Facebook and download Michelle’s Instagram Power Method. https://www.bermanmediapd.com/InstagramPowerMethodRoadMap
Gaining Trust in Sales takes on a whole new face today as International Sales Guru and NY Times Best Selling Author of the book “Selling with Integrity” Sharon-Drew Morgen teaches how to approach clients earlier, with more transparency, more respect, more confidence and as more of a servant leader, thereby getting your more opportunities to list and sell more homes. **Take Action Item** We are not to get people to do something that’s good for us. Instead, we we are to be emotionally unattached to the outcome and be present to serve and help them to come to the conclusion that is truly good for them.
It's necessary for us to go through hard things. It's like going into a weight room and there's no weights, there's no resistance, how strong are you really going to get if you have no resistance? You have to have adversity and challenge in order to gain strength.
Darin Dawson, Co-Founder and CEO of BombBomb shares the perils of automation, the need to rehumanize, and the unique moment in time that we have to not lose ground with our relationships as a result of COVID-19, but to gain ground by getting your face in front of people, safely, and when it matters most. **Take Action Item** Sign up for BombBomb if you haven’t already. If you already have the service, go send one video text or email now.
Geographical Farming for real estate agents is a proven way to get more business. In a high-demand, low interest rate, low inventory market, getting consistent listings is the name of the game to a strong business and a reasonable quality of life. What is it that keeps most agents from NOT having success from a geographic farm? Top 1% Realtor out of the Phoenix, Arizona market shares the secrets that have helped him to sell 60 homes from one geographic farm. **Take Action Item** Join the Think Bigger Real Estate Group and get access to Kevin Owens’s direct mail marketing pieces that he says, “absolutely make the phone ring.”
Dealing with stress for real estate agents is critical for long-term as well as short term reasons. Dr. Kryzia Olsen, a naturopathic physician and acupuncturist shares how to identify signs that you are stressed and then tips to deal with it. **Take Action Item** Schedule time each week to play. Guilt free play that makes you smile, laugh and relax is good will make you happier and more productive.
Deep learning allows you to build a relationship with information you are taking in. When you read a book you create a physical and tangible connection to that knowledge. You can't underline a paragraph in a podcast. Are you an information flirt? Or do you want a deep relationship with the things you are learning? Do you want to go from consumer to creator?
Is the life you are leading today the one you really want? Are you showing up as the truest, best form of yourself? The times we live in today are extremely challenging but also provide an opportunity to challenge ourselves to reach and grow to new heights.
Summer 2020 Real Estate Market. What can real estate agents expect for the real estate market now and moving through the summer and the remainder of 2020? Today’s guest is the CEO of Altos Research, Mike Simonsen. His company creates and delivers data for every zip code in America, empowering agents to be valuable fiduciaries to their clients. Keep in mind that real estate agents that thrive now, and even more so moving forward, will need to be good at more than just being friendly and staying in touch. They will need to prove their value by understanding the numbers of real estate and being able to extract the story that comes from these numbers. **Take Action Item** Be sure that you are receiving Altos Reports each week in your inbox. If not, contact Justin. Then, share them with your clients and teach them how to watch the Market Action Index and what that means for their home’s value.
Think Bigger Real Estate. That is not only the name of this show, but is the best way to introduce today’s episode with Darren Jacklin. If you want to think bigger, listen to this episode. Darren sits on the board of four major corporations, one of which is eXp Realty. In this episode, Darren shares how he is running $100M through real estate investments whose passive income will then go to philanthropic causes throughout the world. Yes, Darren thinks bigger and uses real estate to make a big impact in the world. He also shares fundamental **Take Action Item** Accept that you don’t have a money problem, you have a thinking problem--you’re not thinking big enough. Block time each day for you to stop being busy, quiet your mind, and think.
Think Bigger in Real Estate. This was my first time interviewing someone who at one point closed between 120 and 180 transactions each month in his business all while working just 12 days a month. Yes, you read that right. Michal Hellickson has been a real estate agent for more than 20 years, founded Club Wealth coaching and training, and continues to perform in the top 1% of agents nationally was our guest today. Michael makes a case for real estate teams and shares his philosophy of leading from the front in which you don’t get to lead unless you have the personal production yourself. Whatever your business structure looks like, hearing how Michael did that kind of business will likely make whatever goal you have seem much more realistic and attainable, even amidst a global pandemic and social unrest. **Take Action Item** Consider this: What if your business did 120 deals per month while working 12 days per month? What would have to change in your mindset, your business structure, the way that you spend your time? Now, go back and look at your goals for 2020. Apply those same questions of “What would you have to change in your mindset, your business structure and the way you spend your time?” to these goals. Make those changes.
Optimism and real estate. We are living in a time when as a nation we are going through some very heavy things. It would be easy, especially if you spent time only watching the news, to think that there is no reason for optimism. Terry Sprague, owner of Christie’s International Real Estate, believes otherwise and lives accordingly. Optimism and confidence amidst difficult times is exactly what people need and want and it’s exactly where the best opportunities reside. Terry also shares the conversations and opportunities he’s currently having with buyers and sellers as well as his abundant mentality in dealing with other co-op agents. You’re going to love Terry, he’s truly a delight. **Take Action Item** Intentionally exchange time that you would have used to watch the news with that of going and serving one of your neighbors. Also, reach out to a co-op agent and/or client and openly ask: “Is there anything I can do for you?”
Fit real estate agent. Isn’t that the desire of everyone in the industry. Living through a global pandemic has made us all acutely aware that the choices we make concerning our health, for good or bad, won’t just catch up to us decades in the future, but potentially right away. As the real estate market cranks and agents are strapped for time, today’s guest, Diana Del Garbino- founder of Muscles in Motion gives us easy to implement tips within the three critical areas of health with which we all should be focused. Those areas include exercise, nutrition and sleep. **Take Action Item** Exercise- your workout should be intense and focused for 30 minutes, not passive and lackadaisical for 60 minutes or more. Nutrition- eat healthy foods you like but don’t go back for seconds. Sleep- go to bed at the same time each night in a cool, electronics-free environment.
Real estate agent closing gift ideas. Mark Lukes and his company Silent Marketing Solution solve at least three problems for agents when it comes to closing gifts. The first, what do I get my clients that they actually want. Second, how do I do it in a way that is memorable and keeps reminding them of me. Third, how do I do it affordably and in a way that is easy for an agent to get prior to closing.
Mike Michalowicz and real estate agents are a match made in heaven. With so many balls in the air, it becomes difficult for real estate agents to also track and best manage their finances. Traditional accounting says that Revenue - Expenses = Profit. What Mike Michalowicz teaches in his book, Profit First, turns that equation on its head. He teaches Revenue - Profit = Expenses. In this episode, Mike walks through some of the psychological magic that happens when we do this, the processes that support it and then the end result, which is true and lasting success.
Justin Stoddart is most proud of being married to a superhero wife and being the father of six amazing children. In his professional life, Justin has built businesses over the past 20 years. In doing so, he's found his passion is to inspire people to see the potential that is within them so that they can be in pursuit of that potential, leading a happy and fulfilled life of greater impact. He is considered by many to be a real estate industry challenger by helping the title, lending and real estate industries to think bigger about the value they can bring into the relationships of their clients and others in their industry. He is the author of an upcoming book The Upstream Model, which is focused on helping sales and service professionals rise above being displaced and replaced by technology and low cost labor by increasing their value proposition, their ability to communicate that value and the size of their audience. He is the founder of Think Bigger Real Estate® and host of the Think Bigger Real Estate Show podcast in which he broadcasts a daily interview with a big thinker and high achiever. In doing so, he knows that as he and his audience spend time with these show guests, their own thinking changes. As thinking changes, their actions follow, then their results and then their impact also follow suit. What you'll learn about in this episode: How Justin's upbringing encouraged him to want to become an entrepreneur, and how the real estate market collapse in 2008-2009 helped him refocus his efforts How Justin launched his Think Bigger Real Estate Show podcast to have the opportunity to speak with investors and entrepreneurs both within and outside his niche How watching his parents both succeed and fail in their efforts as entrepreneurs taught Justin to accept failures as opportunities to continue to grow Why business is always changing and evolving, and why Justin believes you have to continue to increase your value proposition to keep pace with these changes Why Justin made the decision to focus all of his efforts and attention on things that help move the needle for his success What valuable wisdom Justin included in his upcoming book The Upstream Model about rising above industry disruption to add value and stay ahead of technology Why all of the thoughts and insights in Justin's book are viable not just for real estate agents but for investors too How Justin overcame the devastating setback of the 2008 real estate collapse and adjusted his mindset to get past a scarcity mindset Why Justin named his personal brand “Think Bigger”, and how it has become more than his brand but his mantra for life How finding the right coach has helped Justin stay focused, keep the right mindset, and stay consistent in his dedication to achieving Resources: THE UPSTREAM MODEL Free Download: https://thinkbigger.realestate/ Think Bigger Real Estate Show podcast: https://justinstoddart.com/podcast/ YouTube: https://www.youtube.com/channel/UC6-OJcYG3_DOp8UFwNTiLiQ Instagram: @justinstoddart Instagram: @thinkbiggerrealestate LinkedIn: www.linkedin.com/in/justinstoddart/ Additional resources: Website: www.SmartRealEstateCoachPodcast.com/webinar Website: www.SmartRealEstateCoachPodcast.com/termsbook Website: www.SmartRealEstateCoachPodcast.com/ebook Website: www.SmartRealEstateCoach.com/QLS/
Real Estate Agents that Lead in a Crisis are more needed and more valuable than ever before. Sales is leadership and in times like these, leadership is on full-display. Thirty-four year real estate industry veteran, Diana McCredie, has been stepping up in a number of ways. In this episode we discuss what she’s doing to lead herself and her clients. She gives specifics to the journal that she’s using and why. She also shares how frequently she’s communicating with her clients and what specifically she’s including in those emails to be of greater to her clients both inside and outside of real estate. She also discusses additional things she’s doing to build a more helpful knowledge-base and network for her and for her clients.
How to be a better homeschool mom is in a question that is on the minds of many of my clients. That feeling is the same for dads. While the work-life balance equation of a real estate agent can often be challenging, unexpectedly adding in being a homeschool teacher only adds to the challenge. While many are struggling with these new responsibilities, my conversation today with the president of the board of the home school association for the state of Oregon will not only give you tremendous hope that you’re probably doing better than you think, but it will also give you some great ideas as to how to better mesh what you’re already doing with helping to give your children a great education.
Real estate agent nutrition. It’s such an often overlooked element of the fast-paced and busy life of a real estate agent. We’ve all been given the gift of a reset on many areas of our lives, to see what’s serving us and what is not serving us. This episode with Frankie Leigh, who overcame two cancer diagnosis’ at the age of 27 and has gone on to be a nutritionist, offer
Take Better Care of Your Clients. This episode will give you specific and tactical advice that you can be doing immediately. Here Kim and I discuss the things that she does to take care of her clients during a transaction, outside of a transaction, and even during a global pandemic. By following Kim’s lead you’ll have down the fundamentals for building a large and strong referral business. Additionally, Kim gives great insight as to how she has learned to embrace being an introvert and even leverage it to her advantage. What you’ll get by watching this: How to thrive in a sales business as an introvert. How to take care of your clients at the highest levels during and outside of a transaction.
Be Well Amid Covid-19. How do you stay well mentally, emotionally and physically when we are in a stay at home situation? We ask Sarita Dua who has a passion for wellness and adding genuine concern to her community while being a top producing real estate agent, MIT prospective MBA 2020 graduate, and a devoted wife and mother.
As a solo real estate agent with Berkshire Hathaway Home Services, Marie Boatsman sells about a home every week of the year, is married to a very busy CPA, does big events for her community, runs 4 subsequent miles at a 7-minute pace, gets up at 4:30 each morning, still does pop-bys, and as a result of school being canceled for the rest of the year, is somehow managing to now homeschool her three young boys. How does she manage her schedule, her mindset, her health, her role as teacher, her business, her clients and her marriage? Tune in to find out!
Referrals without asking. Wouldn’t that be nice?! Almost every real estate agent that chooses to get out of the business does so because they don’t have enough business. They don’t have enough leads. The reality is that most real estate agents are not good at generating leads. While all would prefer to get warm referrals over pursuing cold market leads, there is always that hesitation of asking for the leads. Today’s episode with Stacey Brown Randall, author and business coach teaches 5 simple steps to getting referrals without asking.
This episode of the Think Bigger Real Estate Show is going to give you three things. Number one, it's going to help identify some things that are going really well right now, despite the Covid-19 outbreak, there's still so much good happening in the world and in your business and in your industry. So we need to get your mindset right, so that you can then do points number two, and three, which we covered in this episode, which is probably lead and communicate with buyers, we're going to give you very specific things that you could be highlighting ways that you can be helping them and then point number three is going to be what you can be telling sellers right now how you can be helping serve and lead them. This is an episode you're not gonna want to miss. It's very timely, and it's very helpful.
Justin Stoddart is an advocate for the real estate industry and recognizes the urgent need to help inspire real estate industry professionals to think bigger. As an industry challenger, educator and leader, Justin is intent on helping to reshape the value proposition of the real estate industry to the consumer while helping real estate agents have stronger businesses and a better quality of life, so that they have lives of great significance and impact. His efforts include hosting the Think Bigger Real Estate Show where every day he interviews one of the biggest thinkers and highest producers in the industry. Justin is also an author and a nationally recognized, award-winning producer and speaker/trainer. In this episode, Jack Bosch speaks to Justin about the entrepreneurial mindset - Justin has a ton of incredible insights into how you can take your career to new heights by thinking big. You'll get some practical advice into how you can change your habits and patterns of thought so that you can stand out from the crowd and become a thought leader in your own right. What's inside: Learn about Justin Stoddart career history Discover how you should be thinking about your value proposition Learn the power of a abundant mindset Find out why you need to invest in yourself Mentioned in this episode Subscribe and rate our podcast at: http://www.Jackbosch.com/podcast Follow Jack Bosch on Facebook to get the latest updates: http://www.facebook.com/jack.bosch Learn to flip land for pennies on the dollar: http://landprofitfun.com/ Join the Land Profit Generator Facebook Group: https://www.facebook.com/groups/LandProfitGenerator/ Check out the Think Bigger Real Estate podcast and find out more about Justin: https://thinkbigger.realestate/
If you were to give your brand a score, what kind of score would it get? Oftentimes, agents and just entrepreneurs in general, spend time, money and effort getting their message out to the world, yet without a consistent brand, without a brand that really aligns with who they really are and what their value proposition is it gets really hard for that branding,marketing and advertising to all compound on top of itself, because it's different, because it's not really aligned with what the message is. Today's episode is all about branding and how branding can help you get more bang for your buck when it comes to marketing. get more bang for your buck when it comes to prospecting because everything is aligned everything again builds on itself. And I would encourage you to listen to this episode and listen clear to the end because at the end, it's going to give you a way that you can go find out what is your brand score. Anyway, super appreciative for Michael car, and for Tony Eberhart, absolute legends in their individual space.who've come together to create a powerful branding offering and bring tons of value to those of us that are listeners to the Think Bigger Real Estate Show. I'm excited to have you hear this one
I don't know of anyone more qualified to speak on thinking bigger than Grant Cardone. He is the author of the 10X Rule and the father of thinking big! When I ask Grant, "What does a guy like you do to continue to think bigger?" ambitious people everywhere tune in. When I ask Grant, "Why do you keep pushing at the level you're pushing when you already have so much?" ambitious people everywhere perk up. When Grant teaches what are the most important things to know about sustaining big success and choosing your mentors, we all want to know his answer. This exclusive interview with Grant Cardone himself answers these questions and teaches these principles.
While more and more eyeballs are moving to Instagram, real estate agents need to know to not only be there, but to be there with the right strategy. This strategy is not to sell, but to connect. Learn from one of the best on how to make Instagram grow your connections and your business.
Think BIGGER Real Estate Show is Facebook Live event where Justin Stoddart shares ideas and methods for real estate professionals to help them build, grow and scale their brand and business. Justin is real estate and marketing entrepreneur. He started in real estate as a custom home builder. Since then he realized his passion was building people rather than buildings. Today he works with real estate agents as a representative at Old Republic Title in Lake Oswego, OR. So many real estate professionals are caught up in the daily grind that must be performed to get the work done, that they have no time to think about, let alone execute, creating a brand and growing beyond the transaction mode. There are multiple opportunities to spend money on different tech platforms to advertise and get leads. But at the end of the day, is a client you work with from Zillow your client or Zillow’s client? Zillow is working to become the Amazon for residential real estate. They draw the attention of the prospective buyers, agents pay to be seen on Zillow, and it works. But will the client remember you, the agent when they are ready to buy again? Unless the agent has distinguished themself as something special, the customer will likely go back to Zillow, not the agent. In order for an agent to avoid being displaced by tech platforms like Zillow, they need to create value and position themselves as a brand. If the consumer sees no value in the service provided by an agent, why would the customer look past a tech platform? Think BIGGER Real Estate Justin recognized that real estate agents need help to grow their business and their brand. To help his clients, real estate agents, he created theThink BIGGER Real Estate Show. It is both a resource and an example for his agent clients on how they can bring value, and stay relevant in the eyes of their clients and prospects. The Future of Real Estate The future of real estate is certain to change. Real estate investors and home owners will continue to buy properties. Presumably, as technology advances and AI is more fully adopted, the division between Fiduciary & Functionary tasks will become more defined. Fiduciary tasks: Decisions made by the real estate agent on behalf of the client that put the clients interest ahead of the agent. Functionary task: The many task which are necessary to complete a real estate transaction such as filling out a form. Over time, these lower level task will be transferred to tech platforms. Ideally, by transferring the lower level Functionary Tasks to a tech platform the real estate agent will be able to work more on the Fiduciary Tasks, to better serve their clients. Time previously spent doing the functionary task, will give the agent time to spend educating oneself on where the market is going, engaging the client. This higher level will not be for all of your clients, but you will be able to provide this for a small group of your clients & prospects. When you ask better questions you get better answers. The more you listen and learn your clients wants and needs, the better you are able to serve them. Ultimately, this better experience will provide a happier client who is likely to refer more clients to the professional agent. BIGGEST RISK Each week I ask my guest, “What is the Biggest Risk Real Estate Investors face?” BIGGEST RISK: I think actually interviewed a gal yesterday and she said. I asked her the question which is kind of my signature question get on my shows which is, "what do you do to intentionally think bigger? And I 'think it's a great response actually for your question. She said I work too. I work really hard to avoid complacency. And I think the biggest risk that all of us face in a world that's rapidly innovating and rapidly moving forward is to get complacent with our own personal growth in our own personal network. And I'm going to put up a plug for you. You didn't ask for this but to have somebody who's whose business is insurance. But goes about adding value to their clients really modeling media. Modeling marketing at its highest form. I think it's it's brilliant on your part because you're becoming a much more, even if nobody listens to this. I know that's not ture, we had this conversation before. You've got a great audience. That just affect the person that you're becoming by having these conversations. Just makes you when you show up with a customer you're so much more valuable to them than had you just been going about as a typical insurance agent. And so I would encourage anybody who's listening that the biggest risk that you have is to not surround yourself with partners like Darrin and knowledge that's helping you grow and your business grow. Because we can't really complain and say, "Oh I've had such and such for so many years and you know they're you know they've done fine". Which I'm all about loyalty, don't get me wrong. Like I'm not. But what I am saying is all of us need to be aggressively seeking out how to grow ourselves and grow the value to our customers. And sometimes that entails actually taking a look at our partnerships instead of these people becoming somebody that can lead me? Are these people the growing network that can be a value to me and my customers as the competition stiffens. So not growing and being complacent I think is the biggest risk. For more go to: www.ThinkBigger.Realestate
Jeff Cohn and owner of Elite Real Estate Systems and I concurrently interviewed each other... and it was AWESOME!! You can learn a lot from a guy who gets personal shoutouts from Grant Cardone, whose team sells 750 homes a year and who likely coaches the highest producers in your marketplace. You don't want to miss this one... the Think Bigger Real Estate Show taken to a whole new level. Thank you, Jeff Cohn! I look forward to our next conversation.
The best marketing agents recognize that it's not about just showing a home. It's about how the buyer's story improves by living in that home. With more and more consumers making judgments about a home based on pictures they see online vs. actually walking the home, pictures can make or break the exposure and demand for your listings and if they ever experience what their story could be like living in that home. We have Darryl Glade, CEO and Co-Founder of Stilio.com, on the Think Bigger Real Estate Show to talk to us about why good pictures are important and how they can help build up our brands.
Can a real estate agent work by referral and still serve a lot families? There is a myth that in order to scale up a business, you have to pursue cold leads. One couldn't possibly have a big enough sphere to to serve hundreds of families with their real estate needs each year. And even if they did know that many, how could they possibly give them enough attention for it to turn into business? My guest, Laura Gillott, helps to bust these myths and show a model by which she served 526 families in 2018... 80% by referral!
REALTOR SAFETY- If you knew about all of the horror stories of real estate agents getting in, or barely out of, scary situations with bad people, you'd likely listen very carefully to today's interview. I have with me today former Marine, police officer and current private investigator and safety consultant John Jayne to discuss 2 critical components of staying or getting out of harm's way.
Preston Schmidli recently worked with Gary Vaynerchuk's team at Agent 2021, a conference designed to help insurance and real estate agents rise above industry disruption. He shares three categories of content that every effective social media marketer must cycle through on a very regular basis.
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