10X Real Estate Marketing & Coaching

Real Estate Market Myth Busting...with Sean Shallis The Consumers Real Estate Coach

Sean Shallis, Ri2 Consulting/lead Solutions — Thu, 11 Mar 2021 09:00:00 -0400

Hey everybody, Sean Shalles founder at the Tenex real estate warrior nation. We're also considered the consumers' real estate coach. And I just want to reach out to you today. I had a great conversation while the guys that works with me and he asked a good question. He said, Hey, Sean, you know, we're prospecting our brains out. And you know, the results just aren't getting what they used to get. What's going on there. Are we, you know, or how long are we going to in this kind of a situation, do you think it's going to continue? What do you think? What is the deal? So, you know, I kind of explained to him and I said, you know, the misconception that the general public has right now is that the real estate market is flying. Interest rates are low and everything comes on.

The market sells multiple offers. Well, yeah, it does because we're actually in the complete polar opposite of the economy that I was in when I was working in 2008 and 2009, I mean, 2008, 2009, what's happening. Then you got to realize like, you know you know, that is, that is now almost 12 years ago, 13 years ago, I'm 40 years old as opposed to 54. I walk into my office and in, you know, in the beginning of 2008, I had just opened my new office. I have one kid, one on the way I'm honestly making about 80,000, a hundred thousand dollars a month. And all of a sudden I wake up and against all the better judgment of all my mentors and all my coaches said, don't do it, don't do it. We knew we were going into a declining market. Had we known how bad?

I mean, it was like the perfect storm in real estate. I mean, it was just, it was disgusting to be honest with you. So here's a true story, you know, and will put it in perspective for you. I open up my office. I'm excited as how we went from number 180 on the sheets as a new company to the next month we come out and we're number 90 on the sheets. And what are the sheets while the sheets back then, what they did was every month, the more the real estate association or the multiple listing service would send us out a report and they would fax it to us back then because they didn't email it. And it was about eight pages long. So I, or that it came out on the 15th of every month. So the first month I get it, I was really excited.

I didn't even realize there was a report. And I was like, wow, look at us. You know, the next month that comes out, we're like a number we're like number 16, we go from number 90 to number 16. So within 90 days of opening our office, we went from 180 as a new office. And as the last guy in the lot to number 16, out of 180 companies, well, what I didn't realize was then, you know, all of a sudden it started to get closer to 2008 in September. I go in the office one day, I get the report, I call up the multiple listing sources and I go, dude, you know, I think there's something wrong with my fax machine. I'm missing the last page. And they go, what are you talking about? And I said, well, you know, usually there's eight pages on a hundred.

Yeah, 80 companies. I said, this month, there's only 140 companies. There's only seven pinch. He goes, yeah, well, those other companies went broke, Sean. They're no longer in business. And that's when the reality set in that, Oh my God, this is no longer just a bunch of people talking because we kind of ignored the news. We just, we really didn't watch the news. We just put our head down and showed up everyday and do what we were supposed to do. And, you know, ironically enough, when we started to look around and started to see what was going on, I really got, I really took it. I was like, wow. In a very short period of time, my income went from 80,000 a month to $8,000 a month, literally overnight and six months. I watched the market tumble to go down 40 to 50% and the amount of sales in six months period.

Click here: Get More Access to 10X Real Estate Warriors Nations-"On Demand Summit 2021"

And and not only were they, did they go down in the amount of sales, but the sales volume went down from lowers. The price of the homes went down by 45% in that same period. So you talk about a perfect storm. You talk about like, what do you do? I mean, I had just opened an office. I have one kid, one on the way I go home. My bills are probably 10 times what I was making or eight times what I was making a month. And I, you know, all I could think of is, you know, I got my health let's just get up and fight another day. And every day we would get up and we will look at the hot sheet to say to the people in the office and go, Hey, look, there was 15 people that actually listed a house yesterday. There was 20 people that actually sold the house. And there was this many people that did whatever else. So w all they kept doing was looking at the, at the hot sheet to remind ourselves that we hadn't gone to zero. We're still doing some business. And really what we did was we had to take a step backwards to figure out our numbers. So prior to that, I needed probably two listings for every sale that I wanted to make.

When the market's shifted all of a sudden

Carrying 110 listings, because I needed anywhere between 10 to 15 listings,

An order sell one house. So I had to keep that many in inventory in order to sell a house, we had to figure it out

New ways to manage inventory. And one of the ways that we did that was

Click here: Get More Access to 10X Real Estate Warriors Nations-"On Demand Summit 2021"

Figuring out that if we work with developers or investors that, that had portfolios of 10, 20, 50, a hundred homes, we can actually have one conversation with one portfolio manager or one investor or one, one developer and still manage 30 properties. So we still made the same amount of phone calls, but we were okay.

You were managing, or how housing and our inventory, you know, 10 times the amount of inventory. So that was, that was one thing that we did was pretty smart. The second thing that we did was every morning we would come

Men. And like I said, we would look to see what was positive. That was going on. Then the other thing that we did about three times a week, whenever, you know, you can't stay positive all the time, we would play the song from mighty Python. Always look on the bright side of life, which is a song where if you see the skit, there's there's three guys nailed to crucifixes, and they're saying, don't always look on the bright side of life and their feet are going back and forth. It's just you know, it's just a, it's what they would call a pattern break to break the tension and the office, and to show people like, Hey, you know what? And thank God. You know, I've always led by example. So I wasn't asking anybody to do anything I wasn't doing. I remember one of a very large yellow company in the Northeast port, my firm and the owner of that company came in and the president who's been in the business for probably 60 years. At that point, he said, I don't know how you guys are doing it, but you're doing more business in three of our offices combined. And he goes, we cannot figure out how you guys are appraising properties, because there's

Nothing been trading or nothing selling in order to get it appraised.

And, you know, one of the things I said was, you know, Jim, when, when do you get more excited when you're going down on the, on the rollercoaster, or when you go on up, he goes, man, you know, obviously going down, I said, well, market's going down pretty quick. And I said, people get excited. And I said, well, people get excited when they make decisions. When they're excited, I said, numbers bore them to death. And I said, you know, markets go up on elevators, go down on escalators. And I said, you know, I actually, I apologize. They go up on escalators and they go down on elevators. And

At that time, really what we were doing was just focusing on what was it going to take in order for us to do another transaction? And really what we do is we figured out the numbers. I probably, you know, thankful that that happened at that time. I wasn't thankful that, you know, it happened right when I opened my own office, but thank God I had really good people around me. I was trained by really, really good mentors and coaches over the years to basically, you know, not, I look back. I was, I was, I was like a weapon. I was designed to withstand pretty much the worst economy in the worst real estate market we've ever experienced. So why am I reflecting on the past? And that whole experience is because we learn a lot from our past that we can project into the future. So

When you know, over the,

Click here: Get More Access to 10X Real Estate Warriors Nations-"On Demand Summit 2021"

You know, I I've, I've talked with people and they said, Oh, you know, I'm working with so-and-so and he's a great coach and a great mentor. And I said, you know, you realize that they've never worked in a down economy or a sideways economy. And they're like, what are you talking about? I said, well, you know, when the market is going straight up, anybody looks good. I say, because there isn't anything that's going to affect them going forward. But I said, when, you know, the, the really the people that shine are the people that shine when the market is not doing so good or they're outperforming the market. So if the market went up 10% and your, your business went up 15%, that means you outperform the market by 5%. But if you have people like what we did in 2008, everybody else went down 40% and we actually stayed the same.

We did stay the same. We stayed the same in the amount of sales we did, but we didn't stay the same in the amount of money we may, because again, the volume went down almost 50%. So we only made half as much money and actually less because of what they would call the momentum effect. It takes time in the real estate business to actually get momentum and get into a groove. And usually that momentum phase is about 60 and 90 days in order for somebody to get into a phase where they start to create a duplicatable, repeatable, trackable business that can be monitored and tracked and increased or decreased. So you fast forward now it's 2021 and people are all like, you know, Oh my God, the market is going crazy. Well, yes, there's the, the real estate market, when we put a house on the market, there are six or eight offers on the property. There's, there's a ton of people out there trying to buy it. And yeah, the market is flying and the interest rates are super low. They're below 3% in some cases. I mean, that's all well,

Well, good. The challenge though, is, is that it doesn't matter how low the interest rate is, if you can't find and the house to buy again, I'll say that again. It doesn't matter how well the interest rate is if you don't have the inventory to sell. And so why am I, why am I bringing that up even more? Why is that? Even in the conversation, Sean, I don't understand. Well, you know, when you look at you know, any business for that matter, you know, it's supply and demand. So if I look at, and, and I recently got a I recently got an image from somebody in a report from somebody that showed that across the United States, on average, it's a 40 to 50% less inventory at this time, a year than this timeline last year and a year before that, as a matter of fact in the year before that, well, this sounds familiar, doesn't it?

Because we are actually in the polar opposite market that we were in, in 2008 and nine, 2008 and nine, if you had, have you had buyers, you control the market and this market, if you have inventory, you control the market. Because like I said, there's no inventory, but there's plenty of buyers waiting to chomping at the bit to buy. So really the trick comes is how do I control the inventory? How do I get the most control of inventory to be able to bring in the buyers to myself? And then once I get that buyer audience, how do I hang on to them? And how do I keep their attention long enough to buy a house from me? And for me to find them something or to put their confidence in me. So, you know, I, you know,

No, when you start looking at that and you say, okay, well you know, that's one way to look at it. Well, here's the differences of age and experience in March and April of two of 2020, when the market, when all of a sudden COVID-19 hit, thank God. I'm married to a doctor and she happens to be what I call the COVID czar. She used the Sheila, she's the national mental medical director for a very large corporation. And she and I, she's the love of my life, thank God for my kids. But more importantly she's in charge of this side of the hemisphere and especially in charge of COVID-19 and dealing with that whole debacle. And, you know, at some point I said, okay, well, what does it take for us to be able to operate our real estate business and operate within compliance of COVID-19? And she gave me an outline of what it would take. And I said, okay, great. And in the end of March, I actually had a conversation with my team. And I said,

Well, let's map out the entire

Click here: Get More Access to 10X Real Estate Warriors Nations-"On Demand Summit 2021"

Real estate process. And it turns out it was, you know, for all intents and purposes, about 105 different people, places and things that you're going to do along the way in order to list and sell a house. And we did it, everything from the first contact with the person on the phone all the way till the last moment where you hand them the keys and you say, congratulations, you're moving in.

And during that,

What we did is we put it all on a whiteboard and we said, okay, let's circle

All the ones in yellow that we think. And again, I'm going to emphasize think, have to be done in person. Well, wouldn't, you know, it probably less than 10% of it had to be done in person. And we went back and looked at it again, and we took another look at it. We said, how many of these things can we really, really, really have to physically be there for, it turns out it was only three or four of them, of the pro three or four pieces of the puzzle where we physically had to be there and we'd had to actually show up and the physically attend that appointment. Right? So once we had the process figured out, then we went to work on starting to figure out where the market was and how we were going to differentiate ourselves in the market and what was going to make us unique and how are we going to help our sellers to one, sell their homes, how we're going to help our buyers to get into the homes, to see them.

And then what happened was, is exactly what's happening now is over time because people were concerned about getting people in their house, out of their house. People trying to, if they sold, if I sell my house, where do I move to? I can't find a piece of him. And I can't find another home because there's nothing in the market. Even though I can get top dollar for my home, where am I going to live? So all those pieces of the puzzle started to come through fruition. So when you start looking at that and people say, Oh my God, the real estate market is flying. It's not always what it looks like on the surface. So if you're an agent out there, how do you, how do you start to figure out how do you dial this in and how do you start getting in front of it?

Click here: Get More Access to 10X Real Estate Warriors Nations-"On Demand Summit 2021"

Well, first of all, anything that you're going to do, that's going to generate business that you were doing and it's working, keep doing it, except you're going to have to do it three or four times harder. You know, I can, I can honestly tell you, I haven't grinded like this in a long time where we're getting it on the phones every day. We're gonna, you know, I've been doing it for 25 years and now I'm doing it even more so. And we're going back to old school tactics and going back to saying, okay, our closing ratio, wasn't good. Let's figure out where the holes are and let's get better at this because we can't afford to miss an opportunity you know, and to circle back and, and you know, where my associate krill said, Hey, you know, Sean, what do you see where what's the forecast here?

You've been around doing this for years. What do you think is the forecast? And you know, and no, I gotta be honest. I mean, at first I had to sit back and kind of really think about it. And I thought, and you know, I'll tell you the same thing I've told customers all the way through is, you know, in 2008 and nine, we had 2.6 million people out of work. You know, in, in today's market, we have 12.6. Let me say that again. We had 2.6 million people out of, out of work in 2008, we now have 12.6 million people out of work. And what's interesting is because people in my professional opinion, personal opinion, because people have been conditioned now to accept that they can actually work virtually where there's many of these swore that they could never work virtually and they needed an office space, or they needed to get a bigger office and everything else, or they needed more people in that office to manage things.

I think a lot of, a lot of those jobs may not come back. And I'm not excited about that. I'm just being honest with you and telling you, you know, I don't think it's going to be as rosy as we all think. It's not as though we're going to flip the switch and everybody's going to be fine again. And we're all going to go back to our jobs because the job that we had is no longer the same. You know, there's a, one of the people I interviewed is a guy named Jay Kender, who was one of the more successful agents at exp and, and the, in our industry. And, you know, he always said, he always said, he says, you know, I mean, he still says that he's still alive and great guy. He always says, you know, you can't unsee it once you see it, you can't unsee it. And once, you know, once your senior management sees that we can operate differently, we don't have to be in a physical office next to each other. I don't think they're going to unsee it, especially when they look at the bottom line. And they look at the, you know, the, the, the amount of money that is spent on housing and, or an office space and sticks and bricks. So let's just say, if you take me out of the equation

And you just, my opinion is I think we're going to see an increase in, in inventory like we normally do. I think we're starting to make the turn. So we're going to see, you know, there's going to be, there's always something traumatic going on in our industry and any industry for that matter, that's going to affect the market. Every, it seems like every year, there's something that happens in in the market that...

The Secret Benefits of Getting Skunked at the Open House

Sean Shallis, Ri2 Consulting/lead Solutions — Mon, 08 Mar 2021 09:00:00 -0400

Hey everybody. Sean shouts, your friend, your neighbor, your expert. Just want to reach out to you. Today's a 10 X real estate warrior nation in the field day. We're actually at an open house at a, a $1.9 million house in Morristown, New Jersey, you know, and it is kind of slow today. So I just wanted to reach out and share with some of the, yeah, some of the newer agents, some of the seasoned agents, even you know, what are the, what are the unseen advantages of doing an open house? And nobody shows up. So it's one of those times when you actually break out your phone and you start calling all the people that you've, haven't talked to, or the people that trying to get in touch with during the week that you can't get in touch with the other unseen advantage of doing an open houses, is that what you're going to be able to do is actually take that information, even though you get skunked, it gives you the advantage to go back to the seller and say, Hey, listen, you know, I gave it my all, I put signs out.

Click here: Get More Access to 10X Real Estate Warriors Nations-"On Demand Summit 2021"

I did the marketing, I did the posts. I think they're actually everything. And it turns out that, you know, at the end of the day, the people just aren't interested at the price that we put on your home. So you do want to sell your home, right? Mr. Jones. Yeah, of course I do. Well great. Then what we need to do is actually sit down and find out where the market really is for your house, as opposed to where we want it to be. So in many cases we'll speak to sellers, especially on the higher end where it's a unique property like

e this. And even, you know, in doing this for 25 years there going to be properties that you're going to look at, or I'm going to look at and go, Oh my God, I think it's here. But because this property sits in between three different towns right on the border of all three, it's got some, like, it's got a, you know, an Olympic size pool in it.

It's got a full size tennis court in the backyard. It's on a cul-de-sac, which you would think is all great. And it's only, you know, 30 to 60 minutes out of the city by train. But at the end of the day in the condition it's in somebody isn't willing to pay 1.9 for it as evidenced by getting a skunk to the open house. So what are the unseen advantages is getting the education also getting a little time and get a little quiet time to yourself to kind of look back and say, okay, what are the things that are working in my business? Where are not the things, the things that aren't working in my business. And then also it gives you a little quiet time, you know, so what is, what's the advanced quiet time? You know, I think you know, there's something to be said for being able to let the dust settle.

Click here: Get More Access to 10X Real Estate Warriors Nations-"On Demand Summit 2021"

You have to be there, you have to be focused, but at the same time when you're not getting that activity, it gives you the opportunity to kind of look inward a little bit and say, okay, did I give it my all, what could I have done differently? And what am I going to do the next time? And if that didn't work, what is going to be my conversation with the seller? It was, my conversation could be with the customers. You know, so I think, I think there is, you know, there's always a silver lining, no matter what's going on in your life. It's just a matter of finding it and finding out where that opportunity is. So, and, you know, I would, I would say this one of the most interesting things about talking to 25 of the industries, absolute experts guys like Michael Reese and I'll stay sick.

And those guys Jake hinder who was, you know, like one of the, one of the top realtors in the country at like a very young age, Tom Martins, Holy cow, welcome Tommer and send a welcome to exp by the way. You know, I think, you know, one of the things, one of the things that's interesting that they all said was there was probably half of them said that one of the more important things is knowing your, who knowing who is the person that you're actually going after, who is the person you're trying to service? Who are you being and who are you being for the person you're servicing? So what we like to talk about is help you to find your core passion, your purpose, what makes you tick? Some guys, you know, some guys, some women like to do postcards, some of them like them knock on doors.

Click here: Get More Access to 10X Real Estate Warriors Nations-"On Demand Summit 2021"

Other people like to call people on the phone. Some people like to do for sale by owners, expireds you know, whatever your bread and butter is. You know, one of the things about the 10 X real estate, where your nation is, we're actually out to help ordinary agents become extraordinary tenants, real estate wearers. And how are we going to do that? You know, really what it becomes is helping agents to really niche down and find out what their calling is, find out what their passion is, and then helping them to, you know, explore exploded. So if you want to learn to be a probate estate expert, we can help you with that. I mean, you know, me personally, over the years, that's become 50% of my business. You want to learn how to go from business to business. You can actually listen to Carrie Susan interview where she actually teaches you a strategy for you to go in and talk to your real estate broker talk as the real estate broker to the attorney and show the attorney how to do, you know, past clients and center of influence and actually do it for them to a certain extent as a partner.

So, you know, the glass is always half full. It's not, you know, maybe half or half empty depending on how you look at it. And our perspective, you know, it's, it's not a matter of what you're doing. It's a matter of who you're doing it with or where doing it. If you want to find out more about that, I highly suggest on there should be a link in this post. Just grab the link. We've actually taken the 10 X real estate we're in nation summit, 2021, and we actually made it evergreen so that you can actually go into the, you know, go into that site sign up for free. It's a hundred percent free. Let me say that again. It's the realtor's favorite price free, free, free, free yes, it is free. You can go there and you can get it.

It's gonna give you eight speakers over a three-day period. You're going to get, you know, eight, eight different speakers each day for three days. And if you want to get them all at once, if you have that instant gratification, you know, for you to go in there, we've made an ex like ridiculously cheap. We made it for like 27 bucks. You can get all the speakers all in one, you know, for, for a lifetime. I would highly highly suggest if you do get, if you do go in there and get the all access pass, get the speaker notes, man, it's 116 pages, again, 116 pages of all the top secret strategies, tips, tricks, and strategies that real estate professionals all over the country are using. And guys like, you know, Chris Heller, who was the CEO of Keller Williams, Keller Williams, international, worldwide you know, guys like, you know, Jimmy Rex, how did he do 32 transactions in his jammies in one day, again, third, two transactions in his jammies in one day, you want to find out how to do that kind of stuff.

You need to grab the link, go down there and grab the link. But more importantly, grab the speaker notes because I think the speaker notes are worth more than the actual videos. And then, you know, the other thing is too, is, is that with with the ax, when you get the all access pass, you're actually going to get members to a membership site. And by the way, you don't have to stop. Whatever all the other coaches want you to do is stop and learn in order to earn. We don't want you to stop. We want you to learn and earn at the same time. We want you to learn and earn and increase your business at the same time, by being able to access this information anywhere where you want and know whether you're in your car or anywhere. So we're going to look forward to seeing you on the other side.

Click here: Get More Access to 10X Real Estate Warriors Nations-"On Demand Summit 2021"

If you've got questions, you get comments, you got whatever you got, raise your hand. We are getting ready to watch another training. I'd love to ask the question. If you guys are watching this and you want to put a poll, you want to put an answer in here. What's the number one question that we can answer before he is a real estate professional. And what can we bring you in order to bring you the most value, we'll talk to you soon. See you soon. My name is Sean [inaudible]. I'm the founder and the host master ceremonies at the 10 X real estate, where your nation and we're just here to help you out and become the best version of yourself. Thanks a lot. Talk to you soon.

Click here: Get More Access to 10X Real Estate Warriors Nations-"On Demand Summit 2021"

Real Estate Professionals are you Tired of being Tired...Learn to take back your business and Livelihood!

Sean Shallis, Ri2 Consulting/lead Solutions — Mon, 01 Mar 2021 07:45:00 -0400

Welcome back to the 10 X real estate boring nation summit. I'm extremely excited to introduce our next guest. Here's the host of this Epic summit. Here's one of the nation's leading real estate experts working daily and helping hundreds of families, individuals, and businesses to buy sound and invest and manage a great state. Here's how buyers, sellers, and investors successfully negotiate over $500 million in real estate deals. That's just insane while navigating over thousands of real estate transactions personally, during even the most challenging markets, Sean has been featured as a real estate strategist and subject matter expert in wall street journals, the New York times, Bloomberg news TV, Bloomberg radio, Bloomberg international news service, CNBC and various print publications. Some of his personal mentors include Tony Robbins, D Abraham Russell, Brunson, Ziglar Bob Proctor Abraham Hicks Brian Tracy, Dean Graziosi, and many more so about the redo. Let's get a massive warm welcome to my friend, Sean, and the host of this summit. The amazing Sean to share. Let's give a round of applause.

👉 Learn More at the https://www.10xrealestatewarriorsnation.com/ 👈

What's up brother. I am doing great, man. I am so excited to be on here with you and you know, and I appreciate you doing it. It's kind of fun to be on the other side of the microphone, as I say, on the other side of the camera. So have at it brother.

Yeah. Awesome. So Sean, I've got a load of questions for you. Okay. So or to find all these off and if you can answer them that your, your best knowledge and your, your background, that'd be awesome. So let's get started. So, Sean, I, you know, I do know a lot about you buddy. But there's a lot of people out there probably don't really know a lot about you. So can you just tell us you know, who is Sean chatter?

You know I've been, I've been introduced as the most, the most disciplined guy in the company for when I worked at one, one real estate company, because I'd be at the office at seven o'clock in the morning and rain, snow, sleet, or hail or whatever, I'd be there before the cleaning crew. And that, that was like one, one of my introductions. But I think the interesting thing is how I became, who I am is as a kid. I was about 17 years old. My mom got divorced. I had a purple Mohawk, checkered sneakers. I was a skateboard punk, and I was just getting out of high school and I looked at my friends and I go, dude, I'm on my way to go to jail or something stupid. I'm not doing that. So I went and I actually, 17 years old, I signed up for the army.

And I went to the recruiter and a guy said, you need to have your parents sign you in because you're not 18. I was like, okay, what am I going to ask my mom? And even though my mom had custody, I called my dad. My dad goes, dude, you should go in the air force. You're going to be digging holes. And I'm like, no, I'm all right, dad. I know what I'm doing. Day two, I'm digging holes. So, but anyway, fast forward I ended up in Rangers which is one of the United States armies special forces, special ops guy groups. True story. The guy, the guy pulled over the car on the way to basic training and bought a BIC razor and shaved the purple Mohawk off my head and said, if I send you a purple Mohawk, the base there they'll kill you.

So my discipline became was like very early in my career. And then when I got out of the army, my uncle got me a job in the union and the elevator union. And quite honestly, I hated my job. I would get up every morning. I would go to work. I made a ton of money. I've what a guy for, I had no education, but I just hated what I did. And at some point I got involved with a multi-level marketing company that did mortgages and insurance of all things. And I was given the book thinking we're rich by Napoleon Hill. And after reading that book and after going through the insurance and all that stuff fast forward again, I don't know, probably 20 years later, I'm in a town called Hoboken. You don't really need a car. So you had everybody buys bicycles.

So I buy a bike, the guy steals my bike, like literally in an hour and a half after I own it, I come outside. I, I literally buy the bike, but I had 700 bucks to my name. I take 350 of it. I go buy the bike. I come outside, the bikes gone. I'm like, are you written literally the same afternoon? And I go back to the bike shop, which is on like 14th street. So I get back on the bus, take it up to the other end of town. The guy goes, where's your bike. You just bought it. I go, yeah, somebody stole it. I go give me the best bike he got and give me the, give me the same bike and give me the best lock you have. And he hands me one of those U locks that everybody used when we were kids and you couldn't walk everything, you couldn't lock up the frame, the parking meter and everything through to the, to the meter.

So at some point I designed a patent on the bicycle walk and after like year, and you know, after reading, thinking, grow rich Napoleon Hill and the power of like the mastermind and all that, I went to my one buddy who was in, in in newscasting business, got me onto to national TV. Once another buddy of mine who was a patent attorney, I went to another friend of mine who was like a machinist. His father had a machine shop and lo and behold, we developed a patent for the bicycle lock. And it true to true to the, my buddy, Matt, who I'll never forget where we're blind, drunk in a bar on a Sunday afternoon, playing darts. And I look at him and I go to in a Fairmont, Matt actually had the pedigree education from, you know, we want the Columbia. Then he went to university of what Northeastern or Western whenever, wherever it is, you get the MBA from.

👉 Learn More at the https://www.10xrealestatewarriorsnation.com/ 👈

And you know, the short answer I said to Mike, I still remembered him. I go, dude, if I had the money to, to finance my patent, I could actually make millions. And he goes, you know, my mom does real estate and she sucks at it and she makes a lot of money. He goes, you know, everybody, you can really do well because you know, and we will live in a town that was like a mile square. It was a Hoboken, New Jersey. I got involved in real estate in 1996, even though I was already in the business, 10 years on the construction side. And after about three months, my broker took me in the office and he goes, you see all those people out there. And I go, yeah, he goes, I didn't, I paid you more this month. And I pay them for an entire year. And they've been here for 20 years. He goes, you gotta quit your day job. I don't know. I don't know. I can't do that. I got benefits. I can't, I can't quit my day job. I got benefits, dude. So that was my intro to real estate. And that was probably, that was 1996. Wow. You know, so, and it's, it's changed a lot.

Oh, that's cool. That's so cool. I didn't, I didn't know that you yeah, I didn't know that. I was just like, wow, that's pretty cool. Awesome. That's brilliant. So Sean, how, how did you actually get like start into the real estate and personal development? So

Like I said, is that, you know, I got into it. It's interesting because when I got into it, I get into it by default and I was still working a day job and I worked part time in the real estate business. And I still remember, you know, back then there was, there was, you know, bookstores, right. They didn't have like all the stuff online. So you went to like the Barnes and noble to get a book, to figure out how to do something. And, and I remember, you know, I'm, I'm ADHD. There's no, no hiding it or anybody who knows me halfway knows I'm a maniac to a certain level. And up to that point, the only book that I ever read was cut to the catcher in the Ryan high school, because I had to every other book, I figured out what Monarch notes were.

So I cheated. I come out of you know, I, I, I get started doing real estate and all of a sudden I put a deal together. And like over the first weekend that I saw a house and I call up the broker and I said, Hey, I need your help to do this. And he goes, just keep doing rentals. When you figure out how to sell a house, we'll help you to do the, sell it. And I go, listen, you hump. I sold the house over the weekend. I need your help. He's like, really? I'm gonna go. Yeah. So at that point I realized I wasn't going to wait for somebody else to help me. So I went in the bookstore, I found the smallest book on the bookshelf, which was one of my mentors, a guy named Mike ferry. And the book was how to grow, how to develop a six figure income.

And it was like, it was like this Beck, right? And I'm like, Oh, I could even, I can read that. I read the book. I did exactly what the book said. And I still remember because I went one of the mortgage reps comes in and goes, you know, the guys who wrote that book, they're doing a seminar this month. And it's like, on this day, I go, I can't take a day off. She goes, Shawn, you made $3,000 last weekend. How much does it cost you to take a day off in the union? And I go, I don't know. It's like 200 bucks. She goes, and I was like, as long as it's coming out of my mouth, I go, all right, I'll be sick. Right. That, and you know, I basically went to the, the one day seminar and the guy who wrote the books, kid was doing the seminar. And after the thing is over, I take the book up and I go, man, your dad must have been really cool when he was alive, man. He goes, what are you talking about? Because my dad's still alive. I go really? And I look at the packet of book, it's got like the Afro from the 1970s and the big gold chain, you know, in the picture. And I'm like, this guy can't be alive.

You know, that started my journey of hiring coaches. And that was, he was one of my first coaches. And then I just got into like you know, I really took it on where the more I thought I felt, you know, cause I didn't go to college formally. I went to NYU for a little bit. I went through the front door out the back door real quick. But you know, I didn't have a formal education. So I've always been one of those guys where I've always kind of looked back and said, if I had, well, if I, if I didn't have a formal one, let me go find somebody else. And now I'm learning like what's called just in time learning, which is so much better thought learning just to learn, learn what you need to learn to get you to the next jump. You know? So I think that's really what, you know it's, you know, for me now it's a passion. It's, it's really what inspires me. It's a passion to learn.

Yeah. That's awesome. Yeah. I love it. And you know I'll say to you, Sean is, he'd be, you know, a bit out of the blue sort of thing, but what is your super power? Yeah, that's a good question.

👉 Learn More at the https://www.10xrealestatewarriorsnation.com/ 👈

My superpower is probably when I, when I do choose to do something it's 110%. As ER, if I'm going to show up in our, I'm going to put energy into it, I give it everything. And, and, you know, there's certain things that I do in my life now, where I feel as though I'm giving 10, I'm using level 10 skills and I'll ever level two opportunity. And it almost, it almost gets frustrating, but I have no other gear. If you hire me to do something, even though it may be a level one or a level three opportunity, you still get 110% of me. And, you know, and I think my superpower really is, you know, we launched a company called ROI square consulting, which is the parent company of the tenants, real estate warrior nation, and all the products. So if you think of the Tenix real estate warrior nation, as one of our products or one of our, one of our tribes or missions at the end of the day, our I squared was really launched because it's taking my 50 years and hundreds of years of old school sales tactics skills and tra you know, like the, just keep punching the guy until he says, yes, you know, the Brian Tracy and the Zig Ziglar stuff is, you know, like, Hey, just keep introducing yourself, make friends, create a rapport, ask them about their family, ask about their occupation and ask them about the recreation, their dreams and their desires, you know, which is what they call Fords.

Right. And you know, all that stuff. And then taking what guys like you would understand is artificial intelligence and systems and platforms and putting those together to leverage the time and the effort. Because years ago, you could have made a living in the real estate business on just, just on pure guts. And you couldn't make a living because you couldn't, you only really needed to talk to maybe 10 or 20 people in order to find somebody to, to buy or sell a house. Nowadays, you need to talk to 50, to a hundred. And when you need to talk to 50 to 100 people, he can't physically do it without automation, without leverage. Yep. People in our industry are still trying to do it that way, and it just doesn't work. And it's not a surprise that in the real estate industry 85% of our industry falls out of the industry in the first 15 and the first five years. So only 15% survive, you know, or stay in the business after five years.

Wow.

That's a little disturbing.

That's crazy. Wow. So yeah, no, that's, that's, that's good. And I love the super power of like, you don't give a hundred percent, you know that you actually give more. Oh yeah. And did that level, you get more and that's what I like about you showing is that you give that the actual level, even if it is on the, like you said, level two level for me, you're going to give them level 10. That's like, over-deliver, I just love it. That's awesome. And you know, what is like, what's unique about your background, you know you know, you know about you and your background, like what what's, what's unique about that?

I think, I think it, you know, I bring the, first of all in the real estate space, I'm still doing business everyday. There's coaches that I've had over the years that are great coaches, great mentors, and not to take anything away from them that they've never sold a house. We've never been on the front line. And, you know, if you ever seen that show the grit, the deadliest catch, right. And is he the guy in the end of the boat and he's going like this and the, in the storm and in there, you know, like, they're all like they're trying to hold on. And the guy like he's out there to make $10,000 for his family and him, and literally risking his life, you know, and maybe real estate isn't risking your life. But if you've ever gone through an appointment and the guy, all of a sudden, you open to the guy, opens the door and a giant pit bull comes flying at you.

You know, you don't as a real estate agent or you think I'm kidding, but I've seen it all. I opened the door and I actually had like, probably one of the funniest things I ever had happened was, you know, besides like the people like hooking up or whatever, when you opened the door, but I was showing apartments and I opened the door and it's in like a garden level apartment. So it's kind of dark. And there's these two girls behind me who are like, that had met in the bar the night before. And they're like, Oh, we need to rent a place. I'm like, Oh, okay, great.

👉 Learn More at the https://www.10xrealestatewarriorsnation.com/ 👈

I go to, I go and I open up the door of the apartment. And as I turn around and look at them, all of a sudden I turned the light on like reach in and hit the light switch. And also here I'm like, what the hell is that? The guy had one of these, one of these Komodo dragons, like things like lizard, but it was like, it was like four feet long. And it was like in the middle of the living room, like this, like, you know, I turn around and the girls are gone and I'm like, well, no wonder they're gone. So, you know, like when, when people say, when people say I'm working with so-and-so and I'm like, you realize that guys never sold the house. Right. And they're like, well, no, no, no, but he's really smart. I know you could be a smart as hell, but if you've never been to war, you don't know what it's like when someone's shooting real bullets at you.

And I said, it's a different, it's a different game. And I said, our, our unique selling proposition is we're not telling you to pick our strategy. We're not telling you to pick or tools and tactics, but we can tell you that everything that's in our platform and all the people that we have in our summit, we've worked with them and we've used their systems. We've used their platforms and we know what we know what works. We know what doesn't work. And really the, the key thing about when I keep saying the 10 X, we introduced a 10 X real estate where a nation, because the average agents were we're trained to be generalists. And if you know anything about doctors in generalists, generalists get paid general money surgeons get paid a tremendous amount more. And what I decided was that I got really tired of paying these major companies back for my liens on my own listings.

And I said, you know what? It's time to make a change. And so the real estate where your nation is really is helping ordinary agents become extraordinary Tenex, real estate warriors. And the way we're doing that is we're teaching them how to become a surgeon where in our industry, when you got a license, they said, here's your real estate license, go do an open house. And you can make a living well, years ago, you could have got away with that. But nowadays what's happening is if you can imagine giant the giant fishing boats in Japan, right. And they're just taking the net and they're scooping up all the leads, and then they're going back and they're saying, Hey, Kean, we're going to sell these leads back to you. Do you want to buy them? And the problem was, you know, before, before those giant fishing nets were scooping up all the different fish, you could have gotten a lead by accident and made a living nowadays.

They're not there anymore. And when they do come back, those companies are going back to us saying, Hey, we're going to sell it back to you for like two and three times what it's really worth. And Oh, by the way, it's on the fish that you caught. You remember the, you remember being on the end of the boat. Well, wait a minute. I actually, that's my list thing. And you're going to send me back. You're going to sell me back a lead that called in about my homeless thing. Well, yeah, but you didn't get it. So we got it for you, but you can pay us and we'll give it to you. So that's, that's why I said, you know what? There's a better way. And we just need to teach our industry how to go get those leads themselves. You know, it's hard to get passionate about it, but that's pretty much what makes me go is, you know, my assistant says, you know, when he gets angry, he gets good. So that's,

That's, that's, that's important though. That's the pay important shot, you know, who he wants to do that he wants to, you know, get someone in and then pay another company.

It's kind of like in your business, it's kind of like in your business, right....

Hey Realtors... Learn how Chris Heller Bringing Real Value to his Realtor Partners!

Sean Shallis, Ri2 Consulting/lead Solutions — Fri, 12 Feb 2021 09:00:00 -0400

Meet Real Estate legend Chris Heller Ojo Labs....

10x Real Estate Warriors Nation Talks with 10X Top Gun "Sharon Restrepo"

Sean Shallis, Ri2 Consulting/lead Solutions — Fri, 05 Feb 2021 09:00:00 -0400

. Enjoy it. Talk to you soGoing live what's up. People. Hold on, ladies, gentlemen, welcome back to the 10 X real estate warrior nation, where we turn ordinary agents at the 10 X real estate warriors. Today. I am super excited. It's freedom Friday, and we have a young lady who's going to teach us how to get free. And even as a real estate broker, one of the things, what if you could actually figure out how to get, create a business where instead of those people waiting seven years to turn over, they actually call you like once a month because they want to buy another property. That's what happens when you do wholesale business. So let's bring Sharon in here right away. Sharon. I am so excited to have you in. And have you talked to the crowd and tell them what you're going to tell them? First of all, where are you from Sharon?

💥Grab your Free Tix https://www.10xRealestateWarriorsNation.com

Thanks for having me, Sean. I am here in South Florida. We work in the South Florida market and newly have opened up in a market in North Carolina. So we're excited about that too.

You'd be what brings you in North Carolina? I mean, just out of curiosity.

Well the market we see a lot of opportunity, but we've been following it for a couple of years and you know, we pray a lot and we just believe that that's where we're supposed to go do what we're doing. Right.

Somebody's tapping on the shoulder saying, okay, let's go get on the bus pretty much. Most man. That's. That is awesome. So yeah. So you're, you're going to go to North Carolina. And when you say the market, your, you know, your interpretation of a market is actually different than the average real estate agent, because you're looking at numbers for return on investment. You're looking at numbers and stuff like that. So give the, you know, first of all, give the guys a little background, like how long, how many, you know, I think it's great. First of all, I want you to share the story that you share about how you got doing what you're doing, because it does have an impact on why you're so passionate about it. And if you talk to you for more than five minutes, you could see that it just, it just like noodles out of your body as you're talking.

Awesome. Thanks. Yeah. So, so we cater to investors, we're investors ourselves, and I'm feel extremely blessed because I love to do what I do. I feel like I get to do what I do. So to share that story, I'll kind of try to tighten it up for the sake of time here. But basically when I was a little girl, I met my high school sweetheart at 16 and we got married very young. And when I was 25 years old, he was killed in a tragic accident. But not before trying to convince me you to become a real estate investor. Now I was I had grown up in a home where my father believed you paid cash for everything. You took no risks. You worked, you know, your entire life for someone and then you retired. And if you were lucky enough, you had some type of retirement that could outlast your life.

And this was, you know, what my husband had to kind of beat out of me, but instead of beating it out of me, he came up with this very slow insurer plan to get convinced me to do this. So I thought, well, if I'm going to be a real estate investor, I must need a real estate license. And so I said, all right you know, I'm, I'm up for your plan, but let me go get all these licenses I obviously need. And I got, I mean, if it was on the list, I got it and turned out, all I really needed was my driver's license, but I'm thankful that I got those licenses and they have helped me make a lot more money. And so I started you know, as a, basically as a licensee at 26 years old, having lost my husband and I quit that full-time job.

I had, however, that job was very instrumental in teaching me a lot of things, because I worked for the in-house counsel of a commercial investor. And so there, you had to see yeah, the big world and how much they made on one deal. And, you know, my paycheck for life was like this much of that profit. So I jumped into this business and I bought the like ugliest house. I think I've still seen, I think it just resembled my emotional state at that time. And you know, got busy. I realized quickly as an agent that this is a lot of work. Agents are underpaid and undervalued. And if I wanted to make money, I needed to be in a place at a position where I controlled the asset. And that was my, basically my aha moment at 26 years old. And so that's when I shifted to attempt to do.

💥Grab your Free Tix https://www.10xRealestateWarriorsNation.com

And I began to learn how to invest in really the school of hard knocks, because we did not have the technology we have today. We didn't have the smartphones and the internet and all the things we had today. I mean like my most, you know, used a piece of technology in my office was the fax machine, you know? And so but yeah, so then I realized, you know, what if I can, I can only do so much business myself, right? My pockets were only so deep. I only have so much resource. So if I can also cater to investors as a, an agent or broker doing what I do for them, leading them into the the things that I've learned, well, then I'm going to make money helping other investors make money. And so I kind of drove both of those paths where both of those hats ever since then, and today we cater to investors worldwide.

We are the hands and feet of investors. Whether they want to invest their money or they want to invest in real estate. We provide all the services that they need here. And we do it in South Florida and now in North Carolina. So I'm very passionate about teaching people to do what I do, whether they want to learn, to invest where they want to learn to be an agent. And ironically, you know, we've called it the Maverick agent training because what's a Maverick, it's someone that's, you know, doing what the crowd is not and becoming the best at it. And, you know, and are the ones who niche down, you know, people who work general business make general money, but people who niche down and can really cater to an audience that may be underserved in some form or fashion really can make a lot more money. And when you do it with the right heart motives and passion and you work with integrity you're just going to be rewarded, I think, and reward others as well.

So I, I to, I don't know if you realize, like, where is that? Where is the site going from? Oh, it's from yours? I don't know if you are subscriber to Abraham Hicks and that, and that kind of philosophy and stuff where, you know, manifestation and all that stuff. And people, you know, mediums, you know, people speaking through people. But I mean, Jesus, you just hit the nail on the head where you said, Hey, general business gives general money. We started the 10 X real estate warrior nation because, you know, we were trained as generalists when we got our license. I said, Hey, here you go. And when I met my wife, who's a physician. She's like, well, yeah, we go, we get our licenses as a PA as a physician. And then we specialize and we go to school. If you want to be a hand surgeon, it may take you 10 years because you got to go to surgery first.

And then you got to go to a specialized program for his hand surgery. And then you may have to go take something for neurology or something. Cause there's so many nerves in the hand, it may take you another 10 years to be able to get that skillset. And then what we started realizing, and I know, I know I'm preaching to the choir when I say this is we're starting to see over the years is 10 years ago, we could have made a living or we did make a living. What I call the float it's those deals that are just kind of floating around that you kind of go wake up and you go, Oh, there's one, let me grab it. The challenges nowadays with the Zillows and the truly is, and all those big, those big Lee companies, they're like a giant commercial fishing net coming across in grabbing all that scrap stuff.

And now the other agents don't have that scrap to be able to live on, which is what the general real estate agent was doing. So, you know, as part of, and thank God, Sharon is one of our speakers who a gracious enough to really, you know, share her secrets to, you know, what she does and how she does it. And I mean, and bear in mind, it is a top secret strategy that, you know, I got to remove that for a second. I don't know why that's happening. But you know, you, what you're teaching people is really nothing short of nothing short of like a, you know, a very, very, very skilled discipline that's taken you years to figure. I mean, how many years did it take for you to actually stabilize your business to where the majority of your business is the investment strategy part?

Well, I didn't do a lot of retail and I pretty much I would say not very long only for the fact that I just chose to focus on investors. I just wasn't it, you know, and that's, and unfortunately there are real estate agents that have made a great living, focusing on that retail client, cause they need to be served and that's their passion and they couldn't care less about working with an investor. And so part of what I do is teach agents how to vet these investors because a lot of them call and say, I'm an investor, but they're really just a time waster. So we want to vet them, right? And so we want to vet them and we want to work. We want to hand choose. We want to work with, okay. And I find that a lot of agents or anyone actually who's an entrepreneur that is self-generating their income. They chase money and chase deals and chase after someone who says they're good investor, instead of become the expert and caused the business to come to them because the money to come to them. You know, in other words,

I know in your course of when you're, when we talked in your, on the summit, which is in Sharon and the 10 X real estate, where your nation, if you guys aren't sure what we're talking about, by the way, I'm the Tenex real estate where your nation is launching our summit on the 15th, 16th and 17th. Sharon is one of our top guns. What is a top gun general realtor? We teach you some skills. We give you a basic foundation. We give you what's called the 10 X real estate world nations find foundational skillset, which is that the personal success formula, we teach you how to build a Bulletproof morning routine. And once you start to do that, you become what I would call a 10 X real estate warrior. When you want to actually niche down niche down into becoming a real expert, like these people in here and like Sharon that's when you go and you will listen to Sharon and you will go to her VIP.

And she actually, right now we're talking surface level. But if you go into and you get an all access pass, she's going to go deep into teaching and what it took her, how many years, like 10 years to get it right. And you know, and I'm sure if I asked Sharon, you know, the only way you get it right, is by getting a wrong a lot, you know, you know, so you could shortcut their process. And like Tony Robbins says, you can turn, you can literally turn decades into days by saying, Hey, you don't want to go over there. Hey, I'll give you a great example of what you, what you just talked about was I had a, I had an associate working with me on my team and she came from California. She said, you know, I worked in California. I ran all these people around.

💥Grab your Free Tix https://www.10xRealestateWarriorsNation.com

I didn't make a lot of money in real estate. And I said, well, tell me more about your prequalification for the buyers. And she goes, what do you mean? I mean, if they got a heartbeat and they could fog a mirror, I'm putting them in the car. I mean, they got a check, right? And I go, well, and at some point after about a year and a half, the woman, the, the buyer that she was working was making offers on a house for 10%, less than the fair market value. And the properties were selling in less than three days for 5% over the asking price. So I got them on a, I got them on a conference call and I said, I said, listen. I said, if, if you, if you feel as though the market is here and it's really here, or you think it's here and you want to make offers here, I said, you know, we have nothing to talk about.

And I said, we can't really help you. And you know, that the buyer agent was so adamant that I was crazy. I thought they couldn't believe that I w I embarrassed them because I called the woman out and said, you know, we're, we're really, can't help you. You know, seven months later, I got a, I got an email and I got a phone call and a text to say, see, I told you I sold them a house. And I wrote her back. And I said, I only took three years divided by how many hours, how many houses did she sell them? And I know for a fact, when she worked with us, she saw, she showed them 15 houses, at least, you know? So your ability to help somebody do recognize, like, what are some of the things that you hear on the phone where you just kind of go, like, I know for me what it is, but I want to know what your, your perspective is when you just tune them out and go, okay, you're, we're out, you know?

Well, you know, here's, that's a great question. And there are, what I want to work with is ready, willing, and able, right? So the abled is the, is the percentage of the group that's out there that you want. So everybody calls, you says, I'm ready to invest. I'm willing,

You're prescribing Abel for us,

But able means here's my proof of funds. I'm ready to buy right now. What have you got? And so I take the vetting to even an extra level. And I, you know, I teach the people that you're bringing up, how to 10 X, each client. Right? So just like you mentioned, when we first started you, you know general real estate agents were being taught to drive people around and then mailed them recipes for seven years until they're ready to list. And hopefully they, and, and I'm not saying that's the wrong thing to do. That works if that's your thing. Right. But that's not my thing.

All right. I don't see you as a pumpkin pie lady. Like Mary Kay would have Mary Kay jacket on.

So I like to and I'm a firm believer in educating my clients. So everything that I do is what I teach your folks, how to do so they can duplicate a proven system. I'm all about buying my way up the ladder, rather than taking the time to walk up at myself. If somebody ahead of me has figured out a way to get there successfully their wheel works. I don't care how much that wheel is. If it's going to help me step into their shoes right now, I'm going to pay the price because time is not an asset of ours. We get so many years on this planet. However, we are not limited by the amount of money we can make. And so I don't want to wait till I'm 90 to make that money. I want to make it today. And I want to make an impact in the world with that money. It's not just about me, right? So I love to cater to the kingdom minded that have a cause behind their work ethic. And so, you know, we're able to change lives and we're able to change a lot of lives that need their lives changed as a result of what we do well. And so, Abel, I'm sorry.

I want to just touch on that before I, and because you say it so eloquently and you just bruised braised through it, tell us more about the kingdom mindset, because, and I know you're very spiritually based. We're not, and we're not saying you should do any spiritual or one religion or another, but if you, you know, like I was involved in an organization once and they said, you don't have to be a Catholic. You don't have to be a Jewish. You don't have to be, you know, Muslim, you just have to believe in a higher power or in, in something more than yourself, you know? And you've spoke on that on quite a few times, like you said, Hey, we, we ended up in North Carolina because we felt as though we were chosen to go there. And when, when, how do you, how do you, like, I think it's important to actually explain how to agents, how you recognize when not to work with somebody. Cause we can, all we can all say, Oh my God, I got another lead. I got another lead, but how do you know, how do you know when you just should just step away and go, you know what? That's going to be more of a headache than it's worth.

I think that a lot of people don't trust their gut feeling, you know? Because they're broke. I think that when people need money, they make the most compromises. And so whenever we look back at our mistakes, we can identify exactly why we made that mistake. And it's usually because we compromised stuff that we already knew that we shouldn't do. And, and so, and we already had the warnings, the writing was on the wall. So I think that when you have procedures to follow, and this is the biggest thing that I give them is procedures to follow. Here's the questionnaire, vet, every single client with this questionnaire. And if they don't answer it like this, they're not ready for you to work with. You're going to waste your time. I think I reiterate an, every single section of my training about how I hate to waste time.

I don't want my time wasted. I don't want their time wasted. I want to move on with life. So I want to know that they're the right person to work with. I'd rather work with three ready, willing, and able buyers that I like then 15 people that are just wasting my time on the phone. Right? Just like you were talking about. Sure. So people don't, and the other thing is people don't value themselves. So investors that don't want to pay me what I'm worth or the first part of the conversation is, is negotiating my commission. That's already a red flag to me. I don't, I don't want to make three and 6%. And I teach that right off the bat. I am earning a flat fee if it doesn't already equal X. And so you know, if you don't

Say that again, I I'm going to get paid a flat fee. There's no, it's a minimum standard that I'm going to work for. I'm setting the onset and what that number is. And I'm not going to accept anything less than that,

💥Grab your Free Tix https://www.10xRealestateWarriorsNation.com

Right? So I teach them how to, to create their own income because of that. So the value that I'm teaching them to bring his properties to these investors, that they will not find otherwise. So one of the main things I go into is teaching agents how to locate and find off market properties. So that way you're not competing with the Zillows and everything else out there, right? We eliminate competition. There is no one like you, Maverick agent...

10x Real Estate Warriors Nation Talks with "Entertainment Marketing Expert" James Chu, AVP at US Bank!

Sean Shallis, Ri2 Consulting/lead Solutions — Thu, 04 Feb 2021 09:00:00 -0400

Hey everybody. Welcome back to the 10 X real estate warrior nation, where we turn ordinary agents to extraordinary tonight's real estate warriors. Today. I am super excited to actually introduce to you. One of my good friends in a long time business part is probably one of the longest business partners I have is actually a guy who was, is a character altogether, but he's also one of the best in the industry in the mortgage industry. His name is James chew. He's the AVP over at us bank. And you know, when I think about what is his superpower he's one of those guys where he doesn't need to pick up the phone because really what his superpower is is what I call entertainment, inner entertainment, marketing. Hey, everybody. Welcome back to the tonics real estate, where your nation we actually have with us, James choo. I don't know what happened there. We had a little technical difficulty, but it's done. So we're excited. I'm back. So James, to first of all give us a little background. How many years you've been in the business, James? 20 years, 20 years. So in 28 years in the mortgage business that you own the real estate office at one point, right?

💥Grab your Free Tix https://www.10xRealestateWarriorsNation.com

Correct. Prior to that, I owned a real estate office. I know, I know I look pretty young, but I've been in business for quite some time.

You're the youngest, young and skinny that young man has actually lost a tremendous amount of weight over the past six months or so. Congratulations on that. Let me ask you a question. You know, I remember you telling me the story about you and Fernando, how you guys got started in sales and how that really kind of shaped how, you know, I always joke about it. I says, you know, he doesn't really need to pick up the phone because he's a master at, you know, like I said, your shooting powder is what our question is like the entertainment marketer. So how does, you know, how do you, how do you build a business based on the relationships you have and, you know, I mean, you belong to a, you belong to a country club, right? And out of the country club and you play golf for three, four days a week in the, you know, in the summertime, but you're working probably 90% of that time when you're playing golf. Right.

I don't really work doing golf, actually. Look again, I think networking, everything is about open Ozzy and be straightforward. And one things I have been taught right from very, very early in my career is never be afraid to tell people what you do right then in a day, you've got the, have to tell you, tell, you know, your, your, your friend, your acquaintance, what exactly you do for a living. Okay. And then a day, you know, I don't obligate, this is recipe. If they liked me, they gave me opportunity. I proved themselves. And that's something that I always try to do is try to prove myself that I'm able to you know perform my job to the best that I could for every single customers that come through me.

💥Grab your Free Tix https://www.10xRealestateWarriorsNation.com

You know, it's always me that it's inevitable whenever we go to your Coldplay play golf, which has always a pleasure. You know, one of the things about you it's interesting is I never hear you say, Hey, you know, I, I, you know, and even when somebody asks you directly, what do you do? You go on, you know, I'm in the banking industry, you know, and at some point it'll come out in the conversation that like, what do you do? And I'm, I'm mortgage lender, but what's interesting is I've been at the club with you and people come to you at the bar and say, Hey, you know what, Jimmy, I need you to my kids buying a place where I'm doing this, or I'm doing that. I need to talk to you when you get a chance. And, you know, that's what they call, you know?

But that, that, you know, a lot of kids, a lot of the younger people in the industry think like, Oh, that, that, you know, he's just lucky. I mean, how many years have you been cultivating that, you know, that relationship, those relationships and to get lucky, you know, like people say, Oh my God, you saw my house three hours. And I'm like, yeah, but it took me. It took my relationship with James 10 years. So that when I said, this is a good deal. He doesn't even think about it because he trusts me. He knows me. And he cares about me. So he just actually goes and pulls the trigger. How long does it take somebody to

The most important thing? The word thing, I think the word of mouth is the most important on a day, because at the end of the day, you have to have other people in the club on people that associated with the people that are interested, kind of give you a little a little support, little backing that you do the right job for people. And then day I build myself a pretty good reputation, especially in my community and my, my, that. We do the right thing by the customer. And you know, again, people say, Hey, James is the go-to guy when it comes to mortgages, go to James. So that helped out tremendously. I don't really, over the years, I used to spend a lot of money for marketing. I used to spend a lot of money in stress of going out prospecting, which I still do.

Prospects important. I think prospecting and networking, you always have to be doing that. You always gotta be out and feel. You have to let people know exactly what you do. What are you offering? Hey, well, there's a topic comes up. You know, people always asking people are always interested. What's going on with interest rates, what's going on with the market. Are they expert? I know exactly what the market is. So I try to share my expertise with people that are interested and I provide that information to them. As we go on the conversation, people can comfortable what I'm saying to them. And they gave me opportunity. And once I get a shot, a shot, I got to prove to them. So again, that's kind of where, where we are, you know, where, where a lot of young people that comes to the business don't understand.

💥Grab your Free Tix https://www.10xRealestateWarriorsNation.com

They think that things are just come to them by itself. You know, they expect anything at the end of the day, you got to work hard at it. You've got to build a good reputation among yourself. And you got to do right by evil. If you do right by people, the way I always look at it, it always will work out at the end. Everything always work out. And then a day, you know, we try to do a best by what we, you know, and you got to have your knowledge. You better know, you know, I'm in the mortgage industry. You know, I suppose the prior, you got to have a knowledge of your product. You got to have your knowledge exactly what the consumer and most important thing is. Believe it or not. In sales to ourselves is listened to people. You gotta be able to hear what you're saying, and you gotta take that information and kind of help them and, you know, provide them information that you're seeking and listening to the customer is the most boring people's needs.

So let me ask you this in on that note you know, and I, I, I actually was talking about you the other day. And you know, we did some mentoring, what your, what your mortgage mortgage loan officers in your office. And it was the beginning of the year. And I still remember, it was like January 6th and you were coming through the conference room. And I said, you know, let me have you talk for a second. And you're like, okay, you know, when you sat down and we had eight or 10, I don't know, eight or 10 loan officers in the room. And, and I remember you saying to them, we were talking about the numbers. And I said, you gotta know your numbers. You got to have a business plan, and you gotta know where your numbers are at all times. And, and James said, I'll never forget it.

You said, it's January 6th. I already know I'm behind on my numbers. And they all went for what? And I go, and they, and you said, you go, I could just tell that at this point in the month and looking at my pipeline, that I'm not at my goal yet, and I'm not doing, you know, where I need to be for this month, this quarter or whatever it is. And knowing that, and having a destination and having a chosen, you know, a path. And I think the other, the other thing is, you know, it's interesting is when, whenever we talk and I, and I I've said this to you recently, and I don't think everybody realizes that for years, you would introduce me as one of the top agents in blah, blah, blah, in Hudson County or whatever. And then when you change companies to one of these other brands, they had, you changed some language patterns, and you said, and we were, we were at your, at your golf course playing golf or something at an outing or whatever.

And he introduced me and went, here's my business partner, my realtor business partner, Sean, who works in this market. And, you know, what's funny is I could still remember you saying that that day 15 years ago, because all of a sudden we became partners. We were no longer, it was no longer the mortgage guy and the real estate guy. And, and, you know, you gave me whatever I gave you, whatever, if all of a sudden, I, you know, you acknowledge it, you acknowledge it. Hey, you know what? These guys are our partners in the business. And, and whether that was a sales pitch or whatever, it was, it worked to the point where all of a sudden, I was like, Oh, wait a minute. He, you know, he's, he's like my partner, I wouldn't do that to my partner. I shouldn't do that to, you know, what is the what are, what should people listen for? To know that, Hey, you know what I need to, I need to get that person in front of James choo or, or whoever for that matter. Well, let's

Kind of go back a little bit. I sack, we own that partnership right there. They, you know, people that we work for, but then they know human beings in terms of what we expect. If we give something sometime we'd like to get a little bit of back, right. Then they, you know, it's about the reciprocal, right? If Sean, you can refer me customers, and I don't do anything to be sympathy to you. That's not a partnership right? At the end of the day, we're in a circle right now, we're in a circle that we're going to make each other successful. I'm going to fly customers a lead for you. Are you going to find customers for me? And we're a lot of the younger, you know, sales people they'll come in. They don't understand is it's about the relationships we build with each other. When I, when I do great, you do great when you do great items.

Great. So we, we do treat this as a partnership and this relationship bill, it doesn't matter if it's a realtor mortgage lender or more just lender, financial planners. I get a lot of refer for financial planners, write out, okay, where rates are so low. They don't want their customers to relinquish the funds. So they're asking the customers, that's execution is to mortgage and leverage off. So those are concerned, my partners. So when I do right by them, they also do right in that the line is doing what's right to the consumer. What's the best for the consumer to get them to kind of benefit themselves. People, finance people, you know, they look for the best rates, shopping, the best rate I want to be successful. If I didn't. Also, if I'm not being competitive right then in a day, you got to do what's right.

💥Grab your Free Tix https://www.10xRealestateWarriorsNation.com

Be competitive. And you know, one thing, nose bleeding and which one I always worked for big banks is I believe in value. And in order for me to produce volume, I need to set goals. I know exactly where I'm at at all stages. I know exactly every month when I start a week, I know what I want to produce my goal some months, I see like January going to be asking for you. I kind of took it easy in January. I worked really hard last year until December, January, first week of January, I went to Dominican Republic, played a golf outing. And during January, I decided to just take a week out in Florida to kind of decompress. I actually doubled my production in the month of January business, which is [inaudible]. Yeah. It's not being lucky. It's about, you know, do right. And one things I, I own is number one, be very responsive. And one thing he always said that, you know, if you call me what a customer, I don't pick up the phone. That might be the last opportunity for you to call me with a customer. So I'm going to tell you, I always speak on my phone.

I want to touch on something. That's important for people to understand over the past 25 years of James and I have worked together, he's worked at numerous banks and numerous financial institutions. I've worked in real estate companies. And back in the day with the thing was, what is my mortgage lender? Give me how much money are they giving me? How much are they paying for advertising all this stuff? And I still remember this. And I remember telling James this story because I called them immediately after it. I was like, you know what? I just got to cost it. I just got extorted. You know? And I was at a big, I was at a big company and they brought me in a room and they, and all of a sudden, the finance, the guy who was in charge of the financial division, who was the chief financial officer showed up by accident and said, Hey, how you doing?

You know, by the way I'm being, you know, we want almost like it was like the CIA go. And you know, we know, we know that you hang out with James Chu and you give him the business. How come you don't give us the business? And I said, well, I tried giving you guys the best for 90 days. And quite honestly, you couldn't execute on anything you get. We gave you and my family and I have to eat. And they said, well, well, that's ridiculous. That can't be the real point. What is he giving you? And I said, I said, you know what? He gives me absolutely in they're like, but you give them a lot of business. You've got to be good. He's got to be giving you something. And I said, you know what? He gives me, he actually answers the phone.

And he actually says to me, Hey, you know what, Sean, that particular customer, we're not going to be able to help them because they're on the cusp. I don't want to tell you we can help them. And then we can't. And I said, you know what, what he tells me is the truth. And he actually says, Hey, if the deal is going to take four, six weeks, he'll say to me, Hey, it may be, it's probably going to be six, but I'm going to tell you seven or eight, just to be safe. Or when a deal's going sideways, James will call me and say, Hey, Hey, by the way, your customer sounds a little disgruntled. They're a little confused. Maybe you want to call them and kind of solidify that relationship again. And by the way, James and I will do that. And vice versa, I'll say to James, Hey, can you do me a favor and call this person? Because they're just a little uncomfortable with the numbers. And if you can, so, you know, if you can help solidify that we can put the deal together. So I mean that, that in itself when people say, what what, you know, what do I get? Why not think about what you're giving first and then how you can actually make that relationship work?

Well, Sean, that's a value partnership, right? It's about trying to help each other. Number one, and build a trust with the clientele. So we have a, you know, one thing is that we have serve a lot of customers over the years, a lot of happy customers. So they, over the years, and you know, I'm proud to say that, you know, and you'll agree. You'll see agent, you do, what's right. You talk to the customers. You're always there for them. And for me, that's what the partnership is all about. And you know, it's not about, you know, per transaction, you know, at the end of the day, there's a person there, right? There's a customer, the purchasing, the biggest purchase of their life. You know, I have a passion. I've been doing this for 28 years and she had a passion for this business. I started real estate once a mortgages and the mortgage end of it.

You know, it's, I'm still dealing. One of the things I love about this business is, you know, I'm dealing with one of the biggest pictures, somebody whose life, right? So for me having that passion, having the love for the business, you know, I don't think if I ever retire for me, I love this business so much. I'll just continue doing what I do and continue to serve my customers and do what I can do. And for those young, you know, young, real estate agents that come in, I can't stress enough. It is so important. Okay. For people to stay on top of their customers and build their relationship with their customers and build any business they work with.

💥Grab your Free Tix https://www.10xRealestateWarriorsNation.com

So I want to point something out. That being said, you know, we actually worked together and I, I still remember, you know, we put together a couple of systems in place where it would help the, the loan reps to communicate. And I got to tell you, like, I've never seen you so animated and so upset because you're like put away like a pen and a piece of paper we're getting, you know, your guys are using, like you guys are using like a hammer and chisel. I'm giving you a laser to keep track of this stuff. And Sean's going to teach you how to make it, make it work. What you have to do is apply it. And, and, you know, from that experience, what I took home was realtors and mortgage lenders are very similar in the respect that they wanted them for them. You know, they're not willing to, they're not willing to do the DIY thing and do it themselves.

They want to have somebody hand it to him. And I'm like, you know, like, I'll G I'll give you a great example of this. One of our guests actually was doing an interview and he said, you know, only 4% of our community will actually pick up the phone and actually call somebody. And I said like, even the call, their past customers or sentimental unfolds, or family and friends. And they're like, yep. Only 4% is the statistic. And when you think about that number, what do you think the average, you know, our industry 15% survive the other 85% fall out of the business in the first five years. And I'm sure the mortgage lender business it's the same numbers are less. What do you think makes the, like a guy like drew McKenzie, who's one, one of your business partners, a long time. We're a long time fan of drew. And by the way, happy birthday to his daughter today, I think it was today or yesterday. What do you think makes the difference between guys like you and drew, who has survived every storm, every, every hurricane, whatever the hell's going on, you guys are still like to deal like the last man standing

Well, you know, pulling that base, right? So we build a great base. Each one of us have great business partners that we work with over the years, great referral partners. You could be realtors, financial...

10X Real Estate Warriors Nation introduces 10x Biz Flicks, Its Like Netflix for Business

Sean Shallis, Ri2 Consulting/lead Solutions — Thu, 04 Feb 2021 04:00:00 -0400

Everybody welcome back to the 10 X real estate where your nation's 10 next best flicks.

Where we actually talked to some of our professionals, some of the people that are on our summit, some of our silver sponsors, which are guys like Draper, Draper and Kramer mortgage. And we also have us bank is one of our other mortgage lenders with James choo, who is the AVP over there. And today we're actually gonna get, are gonna bring back Chris Brady because you know what, honestly, we wanted to finish the conversation that we started yesterday. We just you know, and I think it's important for us to kind of go deep in with some of these people. So let's get Chris in here. Hey, Chris, welcome to the game, sir. How are we doing today? Good Sean. Doing well. How are you doing today? I am doing fantastic. You know how you make an hour with snow shoveling and you'd done there, or what

💥Grab your Free ticket At ...www.10xRealestateWarriorsNation.com

I'm not done after this call, I'm actually gonna go out on my deck and try to finish that at this point, you know, it's like throwing boulders off. It said so much snow.

Well, you know what I don't know if people, you know, we understand that we get it. What's interesting is, is that right now? You know, in the Northeast like in Jersey and my area, my area worker, you know, we're only a few miles apart you know, probably 50 miles, 30 miles apart or something like that. Interestingly enough though we've gotten, I know we've got 28 inches. I don't know about you 30. I think we had like 32 inches or something, 32 inches. And let me ask you a question based on that. Did you still talk to customers today? I, did you still talk to realtors today they're needing your help and stuff like that? I did.

I did not. That's why they make the, the AirPods and you got your cell phone and you go out and you tell somebody, Hey, if you hear the noise. Oh Yeah.

And if I had to jump in, I didn't mind getting out of the snow for a few moments and coming into my computer. So it was all good.

Right. And Chris, I'm just curious, you know, like I always ask this question, but so you're telling me, even though it's a snow day, you're still working. Absolutely. Absolutely. And what do you think, you know I was talking to a lender today and he's actually a fairly, fairly influential guy. And we were talking about the value that mortgage lenders can bring to a realtor. That's not always just, you know, like years ago it was okay. You got a desk fee with our broker, right? You had, you had some kind of relationship with somebody and they wrote you a check to rent the space in your office. And then the United States government kind of changed that a little bit, made it a little more challenging to do that. And you know, quite honestly a lot of those guys were, I hate to say it, but they were too cervix and extorting mortgage brokers, you know? And it really wasn't fair to you guys. So if you're going to bring something in the office besides a box of donuts, what are you bringing to the realtors to make an impact nowadays?

I mean, without paying for the space, without bringing in a donut, it's really the expertise and the ability to pivot, especially now with going through COVID and everything that's been happening, it's understanding how to help the realtors, help their clients and ultimately our clients, you know, with the affordability, with understanding the home buying process with being comfortable and making the largest purchase of their life, quite frankly. So it's really partnering up and then bringing, bringing knowledge, communication, and capability along with it.

💥Grab your Free ticket At ...www.10xRealestateWarriorsNation.com

So knowledge and communication. And when you say knowledge of communication, I mean, communication with you, communication with the customer communication

With everyone involved in the transaction. So, you know, as any, any realtor knows and everybody deals with real estate, you know, you have your attorney depending on what state you're in and it could be the title company. You have your insurance agent for the home. You have inspectors, you have, you know, town, you know, sometimes you need a certificate of occupancy to be had, you know, so you've got all these different people that are all working together and we all need to get to the same point, which is the closing and getting the house taken care of. So it's having that communication with the multiple points and involving the realtor, along with, with the borrower or the purchaser in this case, you know, we're trying to get that done, not to mention you have the selling agent, you've got the seller, you've got so many different parties involved. It's trying to keep a good line of communication with everyone. So you get a smooth transaction all the way through.

So, you know, it's interesting you say that because you know, when we, when, as a realtor, right, you know, a lot of realtors think like, Oh, that's not my job, or that's not my job. You know, your job is, you're really the, you're the point of contact between everybody. And, you know, I could tell you in March of last year, yeah, last year you know, my staff and I actually sat down and looked at when we said, okay, if we're going to be COVID if COVID is going to step in and it's gonna, you know, put it, put it to a point where we have to do things a certain way or different way. What we actually did was took all the different pieces of the real estate transaction, put them on a whiteboard and then said, okay, which ones do you circle?

💥Grab your Free ticket At ...www.10xRealestateWarriorsNation.com

The ones in red that you have to actually physically go show up to do? And, you know, it's interesting as I'm sure, you know, the guy you've done transactions with them was Marty Egan, who was one of the real one of the real estate attorneys in the area here. And I still remember having a conversation with him and my staff going, Hey, you know I just want to let you know, we're still doing business and here's what we're going to do. And we would just need to increase our communication a little more. And Marty goes, well, you know, I don't understand, you know, it's going to be a little crazy. And I said, Marty, do you realize that my associate Abby has done probably 300 transactions with your staff and talk to your staff at least three times a week, four times, if not by text or email every day almost.

And if not three or four times a week. And I said, you know, what's funny is in three years that she's done probably 150, 200 transactions with them. She met the woman once in your office to go show up at a bottle of whiskey. And he say to her, Hey, congratulations on retiring. That was the only time she ever met her, but yet she's done these transactions. Oh my God, we have a special Chris. I can't wait to introduce you to this guy. So Mr. Wren Jones, how are you, sir? So Wren is one of our speakers. He is an amazing Brendan and I have known each other for probably better part of 20 years now. We met in a coaching program where we both ended up coaching and he was one of the rockstar coaches. And now he became the guy on the other side, making weapons for, of destruction for real estate. Hey, Ren. How, what are you, what did you know, I noticed you were on today talking about on your Facebook live, right. And we're rolling.

💥Grab your Free ticket At ...www.10xRealestateWarriorsNation.com

Okay. I might've been yeah. What were you talking about today is Wednesday. Yeah. Yeah. They push out a yeah, that wasn't live live, but okay. So that was recorded. We have a show called roadmap, which is, I interview someone every week that is taking two or three listings a week on average. And they just explain how they do it. Right.

What is tell us, tell us a little bit about Vulcan and tell us a little bit about everybody, everybody answers. Just so what they're going to find out on the summit, which you're going to talk a little about, about, about that in the summit. It could be great if you actually, instead of telling them about the product, tell them what they're going to, what their benefit is going to be using it. Like, what are they going to expect?

Yeah. I mean, yeah. That's, that's yeah. You know, they can figure out how to use it if they get involved. I mean, all we do is get people oriented to the listing side of the real estate period, that's it. Okay. And, and all the best practices and all the ways to get into the listing side of the business. Cause buyers take time listing, state skill. And if you can be on that listing side, you can be, you can just blow it a big time on a leverage, you know,

Again, buyers, buyers take time. That's a great statement actually. Buyers take time listings take skill. Yeah. So tell us more about that.

💥Grab your Free ticket At ...www.10xRealestateWarriorsNation.com

Well, there's, that's it I've, but as far as bucket seven goes you know, there's, there's nice leverage, you go out of town for a week. You come back for your listing, sold, try that on the buyer side. So it's just a better way to be in the business if you, especially, if you have other people in your life, kids or a spouse or something like, you know, you can actually, you know, you can actually, you can have a life, you know, and you know, there's the old analogy. If you're, if you're on the listing side of the business, you're the employer we're working with the buyers, you're the employee, you know, so it's just, it's oriented towards that period.

So, you know, Chris is in the, Chris is in the mortgage business. How do you think, how do you think your service how does he, how does he work with your service and work with the realtors and introduced them to your services? You know, Chris, I rang to actually shared a statistic with me, which I thought was dumbfounding actually. And he said, you know, and, and Chris actually does make outbound phone calls and calls people. And he's not afraid of that. It actually is coming to my office as a mortgage lender and, and ran how many people actually are willing to put themselves in a confrontational situation to get on the phone and call somebody.

Well, I don't think it's confrontational. These people need help. And you call a for sale by owner that a lot of times they just want, you can't get them to shut up. You know, they want to tell you everything about their household, right? And then you end up doing business with them. So it's, and it's a wonderful thing. And if you are, if you're a mortgage lender and you're working with agents that are doing taking a lot of listings that are on the listing side of the business, those are the ones that tend to feed you really well. It's the ones that are live and die by one buyer that they found, you know, those people after about a years, they burn out and they're gone, you know, but the ones who are, are always sending you deals cause they're there, seven buyer agents are sending you deal after deal after deal. So that's, you know, you certainly want to saddle up on the listing side if you're in the mortgage business for darn sure.

💥Grab your Free ticket At ...www.10xRealestateWarriorsNation.com

Hey Chris, what questions you got for Ren?

Well, that's a, that's a great, that's great to mention number one, run. So thank you.

What city are you in?

I'm in Sparta. New Jersey.

Gotcha. Alrighty. Yeah, that's some snow.

Oh, you got a little bit of smell. Just, just a little bit. So it's still the bit, I just think of the big dig. I guess they call it up in Boston right

Back to the house.

That's kind of, kind of what it is. I'm going to build a Fort here later on. I think you know, it's not only insightful, but I, I, I agree a hundred percent with your statement. I think you, as a mortgage lender, we, we, I mean, obviously work with buyer's agents, but the listing agents are the ones that are the movers and the shakers, and I'll look and take it a step further. A lot of my listing agents, I have great relationships with, they use me as a secondary approval for the offers that are coming in because they get an approval letter from am. A couple of companies out there that, that, you know, we all in the business are going I'm okay. Not too confident in this approval. What's going to happen. We've seen this train wreck before, you know, would you mind giving us a call and seeing what can happen? I pick up a lot of transactions that way, and then, you know, going from that person.

💥Grab your Free ticket At ...www.10xRealestateWarriorsNation.com

Yeah. And I liked it. I liked that strategy because that really works how many times. And there were a couple of lenders when I was running a big team, they would say, well, our philosophy is everybody's pre-approved okay. So that's what your letters are worth. Yeah.

Airplane out of this thing. So, so how would you approach that, you know, with, with your approach? I mean, in, to, in terms of, I mean, you're saying to saddle up, but it's really, I'm taking it along with listing agents to get with their buyer's agents, but I mean, have you seen much,

That's leveraging your business to just figure out who the top 10% are in the business and then just, and then saddle up with them. And you're probably good for decades, you know, you just, all you need are like 10 of the top players, not, I mean, that'll make your wealthy for life, you know, or you can work with 47 mediocre. So cause I mean the 10 top ones are, you know, they, they have a deal a day. Yep. Yeah.

Well, it's interesting, you guys say that because you know, what's interesting about just what you just said was we were doing, we were doing mentoring and coaching for another mortgage company. Max, matter of fact, our other sponsor, which is us bank and in their office, we started a program called the perfect 10 and what it, what it really was, was what I said to the loan officers. As I said, if you can get, if you can get wholesale partnerships or business to business partnerships with 10 solid sources, meaning like three or four realtors, two or three financial planners, two or three, two or three guys that are wholesalers that are working out, maybe at a builder that don't have the resources for, you know, secondary paper or something like that. But to have, have a stable of 10 solid relationships that, and those guys, those are guys you're calling like every one or two, every, every one or two weeks, you're probably going to get two deals a month just out of that group.

You're probably not, you may not get a lot more, but at least you're going to get two deals and that's enough to keep the lights on and make the minimum, you know, make the minimum nut for your monthly, you know, your monthly number. And what's interesting is I would say to them, okay, go on Facebook and start to look for the perfect ideal customer and rent out. If you remember, remember we did that core. Remember when that trainer brought in the woman from Iowa, you know the perfect customer, you know identifying the perfect customer and they wrote a book on it. I actually I forgot the name of it. And it was like, make a list of the 10 things you want the perfect customer and then put that out there and let people start to help you to attract that.

💥Grab your Free ticket At ...www.10xRealestateWarriorsNation.com

Yeah. You know, and it's, and like you said, instead of working with painful people that are just, you know, they're just going to keep, they're going to Badger you because they have nothing else going on. I said, one transaction near a train wreck waiting to happen.

Yeah. You'd be like three pages of tips.

What's the, what are the most successful agents that are using your platform right now? What do you think they're doing differently? That like, what's the one thing they're doing that is changing their business?

I guess they're just listing centric and it's a daily routine and it's very structured and it's, and they have a lot of training and they have, and they have, you know, I mean they have, you know, like an environment, a six, eight, 10, 12 of them that are all working together and competing with each other. And so it's just, it becomes very systematic and it's it's, and it feeds off the S the system and the structure, right. Versus being sporadic and being, you know, there are now that said there are a whole bunch of one man shows, one person shows that, you know, that are with one assistant and one buyer agent, or no buyer agent that make a lot of money too. They make four or 500,000. I have a great life. Right. You know, so there's that everything exists out there. But one of the things we were seeing in the last decade and the predictions are that we'll see a lot. I mean, even more is that middle ground, that solo agent within assistance started to disappear and teams are just everywhere.

Right. So massive, massive teams and stuff like that.

Yeah. It's just like, yeah, I'm thinking over the next 10 years, we're just going to, everybody's going to be part of a team. It's gonna be like the financial industry. It's just is what it is. You know

Point something out too is, and I learned this with working with Wren is when your, your model is very similar to the tenants real estate, where your nation, where you're not saying, you're, you're not saying who to coach with, but you're saying you should have a coach. And you have relationships with coaches that you support

💥Grab your Free ticket At ...www.10xRealestateWarriorsNation.com

Because we can't too many people's business. We can't sit there and alive with one person. So what we always do is we, we push it back, say, you need to be involved. Because one of the things we do is we teach a lot of best practices of during the week. And the message back is whoever sent you to us, get involved in their coaching, send me...

Welcome to "10x Biz Flicks" Candid Conversations with Real Estate's 10X TopGuns

Sean Shallis, Ri2 Consulting/lead Solutions — Wed, 03 Feb 2021 09:00:00 -0400

Hey So as we're waiting for somewhere where he's wait for some of our guests to come, I noticed there's a couple of comments. Let me see if I can answer these comments and see what's going on. So Pamela is saying, hello Facebook user,

Hey Sean, how are you? My name is Paula from India. How are you pal?

So what is the first of all, what does a 10 X real estate warrior and 10 X real estate warrior nation is really what we ended up doing ?

We were so tired of having agents that were just, you know, not sure what program, what products to use, what programs to use where exactly they were going to get the information they wanted to get. So what we decided to do is actually start to bring in some of our powerful speakers here. Like, you know, first of all you can go to the 10 X real estate where you're a nation and grab your free access pass. We're actually launches on the 15th. Hey, Hey, we just got Chris Brady in the house. Chris Brady, how are you, sir? Hopefully you can hear us and you're good to go,

Chris, can you hear us? I can, can you hear me? Yeah, we can. Hey, Chris we're live right now. We have a couple of viewers out there watching us already. First of all, I want to introduce Chris Brady. Chris is actually one of our mortgage partners and he is actually one of the solar sponsors of the summit. And he's been doing a great job with Ashley, getting painted back, paying it forward by sharing the SOA with his agents and stuff like that as a gift. And I thought, which I thought it was a brilliant idea, Chris, I gotta give you a lot of credit for that, just to you know, give back to the community. We were going to charge for this event. And then, you know, after talking to our sponsors, they were like, you know what, we'll sponsor it. You just give it to them for free and give them the access. So that's what we're doing right now. I'm going to I want to just get a little more from Chris here and Chris tell us a little bit, you know, tell us a little bit more about you know, what your business is like and how what are you seeing with COVID-19? What do you see when agents, how are you able to help anxious nowadays? What do you think is the biggest question that you're getting?

Yeah, I mean, without it, I mean, COVID-19 has been challenging on several levels and trying to work with agents and creativity and trying to work within all the confines of what's been happening a lot of it's education. And there's been a lot of changes within the guidelines of how mortgages now are being underwritten and put forth. And it's really asking a lot of questions and getting the information upfront, you know, in front of prospective hires. So in this case, in my case, the borrowers

💥Grab your Free Tix https://www.10xRealestateWarriorsNation.com

Madison realtor helped you with that. How can we, you know, how can we as your partner? Cause I mean, you know, in case you guys aren't paying attention, Chris and I are partners, you know, if we send him somebody and he's trying to put a loan together, he's trying to put all in together so that we all get paid. So she, you know, you need to take an active role in the process. What do you think the biggest struggle is for most newer agents that, you know, maybe don't understand the process, how can they help you Chris, to do your job

In, in helping me do my job is, is to get as much information. You know, if they've had a conversation with the, the clients to begin with all the times you do as an agent, right? You know, that's how you build up the report while you get things going, you, you learn some information about them as far as you know, where they're coming from, what they're looking for you know, what kind of work that they're doing and in different aspects. So the more information I get that you share with me, the better off my conversation is that at that time with the borrower and the buyer, in your case to try to help them find the best place for them and also prepare them as far as the, the I mean, the biggest thing Sean is you've seen and most agents have is the lack of inventory in a lot of areas. And therefore it's created multiple offers to come in and, you know, getting them prepared to say, Hey, you know, you might be one of 13 offers when he had offers coming in and just managing their patients at that point. And just being quick to pivot as far as different properties or getting the information we need on that specific property. So really it's just working back and forth and sharing information more than anything else.

💥Grab your Free Tix https://www.10xRealestateWarriorsNation.com

Right. So in, you know, speaking of communication, I think Mr. Zem is a zoom is actually got us pooped together. Let's just see if he's ready. Can you wave at me, Sean? Are you ready to go? You've got your smiley face on that. So saw it. I want you to, I want to introduce you, first of all, the Chris, Chris is an awesome partner of ours. And Chris, you know, just so that just so that you understand Chris Chris is one of our silver partners by the way. And Chris, can you introduce yourself and your company just so that everybody knows who you are and what you guys do?

Sure, sure. So my name is Chris Brady. I am a mortgage loan officer at vice-president at a company called Draper and Kramer mortgage court been around since the late 18 hundreds. And actually it was the third company in history to get a, from HUD back in the 1920s. I look pretty good for someone that age, right.

But it's like, you're you're you aged? Well, whatever you're smoking, I want some,

Thank you. Thank you. So it's, it's a privately owned company and we're one of four divisions within the corporation. We do real estate lending. So we are a through what they call it, direct lender. The limit is anything as, as you know, going to your bank to get your mortgage, but this is all we do. And this is I've been doing this now for over 23 years, passionate about what I do and not thousands of people over the timeline. And I'm working with great partners like Sean and others that are out there. But yeah, we're, we're lenders. We, we do all types of residential real estate.

And I, I think you guys do a little bit of specialty stuff too, right? Because you've been around for so long, you have like a, a pretty good line for jumbo loans and stuff like that. Correct?

We do. Yes, that's correct. Yeah. We do a lot of investment property, second homes, jumbo loans, condominiums. Co-Ops right. You know, we have a lot of debt that we have our hands and again, because we're a direct lender, we're on company. We have a lot of pivot points so we can do, and a lot of experience and expertise in order to help them out.

You guys, you guys do what, like what used to be called the structured desk right back in the day for those people who remember with one one-up cell phones and, you know, you had to hook your car battery to it. Hey, I want to go back to Sean Zim. Now, Sean, how are you brother? I see you got a baby in your lap.

What's some on that. I got little Olivia right here. What's going on a little cameo. You know, what's going on, Chris? Nice to meet you brother.

So, so Shawn, Tom, Shawn, Shawn, with a w by the way, Sean w a N we call it Sean squared on this show, Johnny squared, what's going on, brother,

💥Grab your Free Tix https://www.10xRealestateWarriorsNation.com

Doing well. How's the snow treat in your bro.

Chris is also in Jersey were, you know, for those people who are not in New Jersey. And if you were like, if you were like a pineapple and they are in India, maybe you got, you may get 90 grade weather. We've got 28 inches of snow by us. You know, I think we're only the three of us are only about 40 miles, 70 miles apart. Let me ask you a question, Shauna, tell them what you do and tell them how you're involved in our relationship here.

Yeah, man, I appreciate you allowing this platform. I am the show. I'm showing zoom, the connection machine, AKT insurance doctor. I am based in New Jersey. I am the little different insurance broker than that's out there. A lot of insurance brokers sit in the office, wait for the phone to ring, and I actually try to help others grow their business, which actually helps me grow my business because I don't have to worry about finding insurance because I help others first, you know, mortgage professionals need help real estate agents need help this whole event that we're, you know, I think we're going to talk about is massive for these real estate agents out there because they're not learning anything. When they go to school, they learn how to pass the test and that's it. So I found Chris that we have to spend our time. I'm sure you do. We teach agents how to grow, find business. And that's that sense, you know, puts you above other originators, above other insurance brokers. You know, that's what I've found. And that's why I got involved with Sean because providing value consistently is where I think that changed the game for everyone.

You know, it's funny you say that because when I first met Chris, I can remember Chris having, we're having a conversation and Chris goes, you actually, you actually know what you're talking about. You're actually, you know, your staff knows what you're talking about, like Abby on my team. And you know, I, I say this lovingly and jokingly that I've been in the business for, you know, well, I was told actually by some pretty influential people that you don't title, how long you've been in business, that's more than 20 years because then you're dating yourself. But I'll just say it, I've been on this, on the sales side for 25 and in the industry for 32. And Abby's probably been around for twice that long. So we're gonna probably date her a little bit. She'll get at that, but that's okay. But you know, Chris has met Abby too, and, you know, thank God the people on our group are actually a wealth of knowledge.

And krill, who's a fairly new agent, but I mean, go figure Crow actually went to school for real estate and college. So we're, you know, it just so happens. We're the oddity to the rule. And when I met Chris, I remember him coming in and saying, Holy crap, there is so many people out there that just don't have a clue. And one of the reasons why we started the real, the 10 X real estate, where your nation was because in that, in that economy of scale, if you will, you were trained to be a generalist. And the problem was nobody actually told you to taught you how to be a specialist and with the advent of Zillow, Trulia, and all those different companies, you used to be able to make some money off the float and all those little deals that would float up to the top and kind of bounce around a little bit.

Now what's happening is those, these lead companies are actually scooping those off the top and then reselling them back to the agents for an exorbitant amount of money. And, you know, so there is no, there is no like accidental deals anymore because they get, they get scooped up by somebody and then get resold again. So knowing that we actually decided to go deep in finding out what, you know, I'm gonna, I'm going to just share the screen for a second because these guys are honest to God, they're the best in the best, like, you know, nickname. And actually this has 22. I actually made a mistake. He's actually got 26 Emmys to his name. If you ever seen the the underground railroad where it's talking about the slave trade with people actually was still going on. He's the guy who actually produced that produced it.

He's the producer and the of that, but he's going to teach people how to actually become a brand expert. You know, Sean, Sean pre Chris Prefontaine is actually a investment property specialist. You know Michael Reese is actually going to teach, teach people, automation, bill hang is actually, you guys actually may know him. He's actually the he works for CoreLogic Shaw Chris but CoreLogic has a whole division just for the media side of the business now called home visit. And Bill's actually in charge of that mess. He's also, he's also helped. He used to own a technology company where they sold it. But they've actually built like something like 120,000 crazy number of micro-sites for agents and stuff. But here's the guys like, I just want, like this guy here, Chris Heller used to be the CEO of, of Keller Williams worldwide.

The guys that are interesting though, I think is like this guy here, Jeff Quentin he's right in Jersey. Chris has, I mean, he's done over 5,000 transactions as an agent with a, he's got a team, but you know, he gets up every morning. He's on the phone every day. He's teaching his team now how to get on the phone. He's teaching them what to say, what to do. And Chris, we actually talked about this with your dad. I don't know if you remember this, but remember we talked about helping, helping the realtor, the attorneys figure out how to do their, how to do their past customer center of influence. Yes, I do remember that. So Carrie Sue actually created a whole program that actually helps attorneys to build their business. And while we were talking, we've actually decided that we're going to come out with a product where we're going to teach agents, how to actually bring value to their, their real, their their lawyers and their partners to go to lawyers and say, Hey, we're going to show you how we do past customer serve infants. Follow-Up we'll even do it for you. And then, you know, in Korea value that way so that the attorneys actually go back to them and say, Hey, wait a minute. These guys helped me build my business. Now I need a real estate person, or one of my clients needs a real estate person. Hopefully they're going to call that person, you know? So it's just a different approach. What questions do you get on a regular basis, Sean from Y customers and realtors that you get in your group,

A lot of them are worried or concerned on how they're going to generate leads. Generation is a problem. I think today, a lot of people think that they can just buy leads and it's going to be something that isn't be beneficial to them. And buying leads as, you know, two, three, four, or five people are getting the same leads. And if you're not fast, you don't know how to talk on the phone to be able to do anything.

💥Grab your Free Tix https://www.10xRealestateWarriorsNation.com

I'm laughing. I'm laughing because my mentor said to me, one day he goes, he goes, if, if you don't want them to squirrel them out, right? If, if you call them three times, text them three times, three times, just throw it out. Right. So years ago I was throwing, I was ripping them in the hand, my, my index cards, because that's what I did back then 25 years ago. And I would throw my in my normal camp. And then I found that guys on CRISPR coming in, in the morning before I got there at like six in the morning and taking them and pasting them together and calling the leads, they didn't realize that they were already in their own database. You know? So Chris, how would you, how do you address that with the agents that come you as far as leads go? I'm curious, I'm curious what your response is. Cause I, I know you're an aggressive guy and your business.

Oh, I mean, you get a lead, you got to jump on it because how many other people have shown with saying are going to be there as well? I mean, especially if it's coming online or Zillow or wherever the case is, or even if they're being referred, but let's face it. I mean, there's so many different realtors out there. People have a very short attention span nowadays, so that if you can't get back to them, you know, you've got people and you've got clients who will call text, email, and circle back through it again. And if you're not getting back to them in a few moments, they're going to move on to the next person. Even if you don't have the bandwidth to talk with them in full at that moment, just acknowledging. I see you. I hear you. What's a great time. Can we speak at, at one o'clock this afternoon, will that work for you? And that always, I find that's how I handle everything because just because the reaching out to me, that's their time. I mean, I'm ready for them at that point, but we don't want to lose that connection. And I think as long as people are acknowledged, then that's the best thing there. And that's what I tell people, but be the first one to acknowledge them because otherwise somebody else will at that point,

You know, it's funny you say that. I just want to point somebody out in here for a second. Let me, I want to do that without being rude to you guys. So you see this guy here Howard tiger. Do you remember you remember tiger leads back in the day, Chris, like a BoomTown kind of, right. So they were the predecessor to BoomTown. And, and he's like the mad scientist that kind of puts these stuffs to get these tools together. Right? And there's nothing short of an agent that has to follow up and they have to make the first contact. But once you make the first contact, then it becomes, especially in this kind of a market, you probably would agree with me. There's not a lot of inventory in the market. So you have to put them on some kind of search pattern and some kind of automated system in order to get them to see the information.

But here's the funny thing is, let's say you let's say you and Sean were married for argument's sake and I know you're not, but we're just going to use that anyway, just for funding funding, poops. And you decide that because you're the guy with the pocket book, you're only one of three bedroom, two bath, and show him with his bouncing new baby on his lap goes, what are you guys out of your mind? You know, w we need a four bedroom. I don't know if you're paying attention, but you know, we just got another kid and we don't have enough room as it is. So, I mean, let's, let's do something here. You know, we got to do something. So lo and behold, Sean starts looking at four bedrooms behind your back. Now what's funny is I set up though, I set up the campaign for descend.

Chris' three bedrooms. And the problem is who's going to win in that situation. Is it his wife or his husband? Who says, no, we need four bedrooms. We gotta wait. I got another kid. So now what happens is you all, but forget about the three bedrooms. And because I don't follow up with you, I don't know that you're not looking at those, those, those properties. And now all of a sudden, you're looking at the four bedrooms. And even though I got you warmed up, I spent an hour, two hours, three hours on the phone with you to get you ready to start looking for properties. When it finally shows up, the challenge is I follow up with you, let's say a month later. And all of a sudden you go, Oh, I'm sorry. I didn't tell you. We actually started looking at four bedrooms. And Sean Zim actually sent them to us.

So we decided to go work with him. We bought a house already and you're like, well, wait a

Hey Realtors...Ever Wonder which Products, People and Strategies are the Best for you?

Sean Shallis, Ri2 Consulting/lead Solutions — Thu, 28 Jan 2021 09:00:00 -0400

Hey, there are 10 X real estate workers. How are you? It's been a while since we talked last. I just want to reach out to you. Let you know, we didn't fall off the map. We actually had our head down working really hard on the 10 X real estate where your nation's virtual summit, 2021. So we're actually putting together the summit. We've actually got it all together. We've pre launched it so you can actually get access to it@thetenxrealestatewhereyournation.com. Again, that's a 10 X real estate word, nation.com. So what are you going to get when you actually get access to this summit and what the hell is a summit? Any way Sean? Well, in the time of COVID-19 or where it's really hard to get people together nowadays we've actually decided to do what we normally would go to as an event. And we would get together the top speakers and the top.

Grab a Free ticket Here on Us!

https://www.10xrealestatewarriorsnation.com/summit-2021-free-ticket-1

Yeah. The industry experts into a conference room somewhere. And instead of doing that, we've actually figured out that, you know what, you can't do that. So we're going to do it virtually. So who do we get together? So we got guys like me, we got guys like Michael Reese was one of the, one of the foremost experts in you know sales funnels and automation. We have Chris Prefontaine. Who's an engineer. I mean investment expert. We have guys like you know nickname, no, who is a 20 time Emmy award-winning producer, Mio producer author. He's a director. We have, you know, Ren Jones. Who's a top gun expert. He's actually the guy, he's the mad scientist behind Vulcan seven. We have prospecting experts like Abe Sava. Asafa we've got bill hang. We've got Jay kinder, who is probably one of the funniest and one of the best interviews of the whole show.

We have Dan Stewart, who's actually a communications expert. We have Krista mash, mash, or Krista masher is going to actually show you how to do video actually the right way on Facebook. We have Sharon, we have Sharon Russ Perot. She's also a by showing you how to build our investment business and go business to business. Nick Kremsky Kremsky is probably one of the more interesting guys in the summit. He's actually the communications expert. He's going to show you how to create your own TV channel and do it on social media and stuff like that. And then we have a guy who's really a world winner is Chris Heller, Chris Heller. I can't say enough about the guy I've actually worked with him over the years. He was even, I were coached by a guy named John Alexander off years ago. And course actually took off like a rocket over the past 32 years.

He's actually been the CEO of Keller Williams international. He was actually the guy who introduced a Keller Williams into about 20 countries. He also was the CEO of loan Depot's mellow division. So you're talking like, you know, guys that are really incredible powerful people. Jeff Quintin, who's done over 5,000 transactions with his team over the years. A good personal friend of mine here in Jersey, just a world-class guy, specialized in a resort market. We have Carrie Sue doxy. Carrie's actually gonna, she's an excellent attorney. And she's going to tell you how to get into attorneys and how to start to do business to business. She's got a whole program so that you can go in and educate attorneys on how to build a business that way Howard Taggart. So if you guys remember, if you guys remember tiger leads, Howard was one of the mad scientist behind tiger behind tiger leads.

Grab a Free ticket Here on Us!

https://www.10xrealestatewarriorsnation.com/summit-2021-free-ticket-1

Also now the CEO of Y LOPA, which is, I can't even explain it to you. You got one, just watch the video. It's just some, it's some really high tech it's way. Have you ever had, have you ever had a, a buyer or seller go on and you set up a search for, and you set them up with the three bedroom, two bath, right? And then all of a sudden the guy looks at, he gets it all set up and his wife goes in there and says, dude, there is no way we're living in a three bedroom. We need a four bedroom. So she starts looking for four bedrooms. And what happens is because you didn't know that she starts looking at four bedrooms, she goes on somebody else's site, somebody else sets up an algorithm for. And the next thing you know, they're actually buying a house without you, because you didn't realize that they've actually changed their search patterns.

Well, Howard's actually Howard's program will actually notice that. And with artificial intelligence, we'll update it on the fly. So instead of doing static searches, where they, until you go touch it, he's actually created a comment, a company where they do dynamic searches so that when that person's patterns change, the search pattern changes. So here's, the other thing is interesting as John Pikey, he's actually a top gun recruiting expert. How many times, you know, one of the most expensive things in real estate is actually hiring and firing people and then rehiring and training people and training the wrong people. John's going to show you how to actually he's a he's hired help. All right. I should say help realtors hire over 2000 people in the industry. He's actually got to figure it out before he worked in the real estate industry. He was actually on in the private sector doing this for massive companies like IBM and and some of the bigger companies out there.

John is a wealth of knowledge when it comes to build an organization and HR I've actually got Veronica Figaroa. She is one of the most powerful women in real estate, hands down. She is actually was invited to be one of the national speakers at the Zillow or Zillow, eman news. She is actually one of the few Latino American women that actually are in the Zillow. And as she says, you know, I'm not your typical, I'm not your typical pasty white woman. But you would think, God, God bless her man. She has got one of the most powerful organizations in the Florida region. She is growing her organization worldwide. She's now getting ready to open an office in Puerto Rico. And man, she is one of my heroes. I'm going to be speaking in regard to you know, how to automate your business, how to do, how to do open houses on steroids, how to, instead of getting three people show up at an open house, how to get like 30 or 40 people show up consistently to grow up in a house.

Grab a Free ticket Here on Us!

https://www.10xrealestatewarriorsnation.com/summit-2021-free-ticket-1

We're also have guys like, you know, Ryan, Ryan Hartman, who is hands down, one of the funniest guys out there. But Ryan's actually created a software. Like every time I go and I write a handwritten note, it's a pain in a button. I don't write real well, but what if you could actually do it with a computer, but it actually looks like it's a handwritten note. So Ryan's one of those mad scientists that actually created a software and created a product and a company where they did direct mail. And when you type in your, your handwritten note into the system and actually gives you about 15 different ways from Sunday to pick a handwritten style that looks like your handwriting and you could actually automate that entire process. So you can send out 50 handwritten notes at a clip with the push of a button.

Tristan, Tristan is by far what I call he's like, he's like the family guy. Why do I call him the family guy? He built an organization and lab coat. If you guys have been on, if you guys have been on Facebook and you've been on lab coat agents, Tristan is the mad scientist behind that. He's actually created a group on Facebook of 115,000 realtors that have gotten together to share tips, tricks, and strategies and ideas. And the way he did it was so ridiculously humble. That guy is just, just straight up. He's like, you know, he's, you know, he's just there and he's, he's out there for you. How about Charlie? [inaudible] You may not recognize that name, but you should. He's right. Actually going to be the president. And he's, he's actually the president of the national association of realtors for 2021. I'm going to say that again, Charlie opera is going to be one of our speakers.

He is actually the president of the national association of realtors for 2021. He's been in the business for 40 years. He's a broker owner and yields 15 officers. Plus he's got 700 agents, but they've actually though 700 agents to $2.5 billion in volume alone. Now what's interesting is you're talking about a guy who you're, you're running you, you own and operate 15 separate offices. He has a partner in it, but he does the that's majority of the work. And then on top of that, he's out there, he's out there being your champion and the national association of realtors. You're not going to want to miss that interview cause he's actually answering the question. What the hell does the NAR do for me? What, what is my national association of realtors actually taking them? Do my dues. By the way, when you get done listening to Charlie, you're going to want to make a donation to them because you're going to realize how much you really don't pay for the services that they give you.

Grab a Free ticket Here on Us!

https://www.10xrealestatewarriorsnation.com/summit-2021-free-ticket-1

It's just over and above whatever anybody ever expected. How about the mad scientist behind the guys? Here's the, here's the greatest, the greatest, the greatest statement of the, of the summit was our guy, Matt Wagner. So Matt Wagner, he's a, he's had a scale of large scale, large scale marketing expert. Okay. And what is the thing he said? He goes, man, you know me getting involved somebody's business, like putting a blowtorch to it. If you're not ready for it, it could be dangerous, but if you're ready for it, I'm going to set it on fire. Laurel Starks. So Laurel Starks is actually going to teach you how to become a 10 X real estate warrior, but she's going to teach you how to be able to 10 X top gun divorce expert. Not only is going to show you and teach you how to do it.

She's got actually certifying certified hundreds of agents across the country. At this point in time, I actually got a brand new program coming out where she's going to actually help you to go business to business. So you remember, we talked about, you know, Carrie, Carrie doxy. She's going to tell you how to have the conversation with Carrie and how to get in her office. We're not getting thrown out and actually actually providing value to them and providing value to the court. So they want to hire you again. How about one of my mentors and friends and coaches all time expert Al Stacy Al steak is, is one of the handful of guys at exp Realty. That one of the most humble guys you're going to meet, but he was isolated. He was actually a partner in a handful of guys, Jay kinder, Michael Reese, and a couple of other people.

I junket insurance and a handful of other woods Davis. And he actually blew up the honey Honeybadger nation in Keller. I'm sorry, in exp. And what do I mean by that? Blew it up. He has now an organization of over 4,000 agents that they actually mentor coach and lead through the XP XP model. And people say, well, what's the big deal? What do you guys pay? Well, exp when I, when I joined the company two years ago and thank God for Al the stock was $8 a share or $7 a share as of yesterday, the stock was a hundred, $4 a share. So if you get nothing out of this podcast, the first thing you should do is call your stock broker and buy some of the stock and sit on it. And I, I'm not, I'm not a financial advisor.

Grab a Free ticket Here on Us!

https://www.10xrealestatewarriorsnation.com/summit-2021-free-ticket-1

Sophia's hear this and you go do it and you're go broke. Don't blame it on me. John kitchens, John kitchens is a growth expert. He is ultra marathoner, multi, multi Fisher, an iron man's. He's been a business coach. He was the guy who actually, when Jake hinder said, Hey, I just can't do it all by myself. I can't grow this. I don't know where the missing, where the holes are. He was the guy he, he brought you on in. And John actually looked at his business and figured out and said, Hey Jay, we could do this. We can take this off your plate. We can actually get some marketing, marketing dollars from these guys. And we can actually leverage your business so that you become just a sales person and just show up to close. Here's the last guy. So this guy is probably one of the more intriguing guys I've met young guy.

He's known to be the most interesting guy on Instagram and real estate. His name is Jimmy Reckson. So Jimmy racks is in Utah. He's just a funny guy, but he's straight up hands down, top gun expert sales, Jedi. Why do I say sales jet? I, well, he's the guy who texted me when we're supposed to do our interview going, Hey dude, I gotta reschedule me. And I got 32 transactions today and I wrote him back. I go like three transaction note, 32 transactions. And one day you want to find out how to do 30 to 32 transactions in one day. And by the way, he never left his office. If you want to find out how to do that, you need to tune into the 10 X real estate warrior nation. You need to get an all access pass in order to see how Jimmy did it.

He'll tell you about it, but he's not going to tell you the secret sauce. So if you want to find out how to build your business, how to build a duplicatable, repeatable, trackable, scalable business. If you want to find out what these guys are doing to go from from ordinary agent to extraordinary 10 X real estate warrior, you need to buy an all access pass at a 10 X real estate where your nation summit, 2021. We're going to see on the other side, I am so excited. I can't wait for you to see these people in these speakers and what they have to deliver to you. It is going to absolutely blow your mind. I keep saying this event will be Epic. When I say Epic. I mean, it is probably some of the most incredible people in real estate, in today's industry. And you know what?

Grab a Free ticket Here on Us!

Grab a Free ticket Here on Us!

https://www.10xrealestatewarriorsnation.com/summit-2021-free-ticket-1

They're giving you the secret sauce. And I'll tell you if you, if nothing else, if you don't, if you don't care about them, you don't care about the business. You don't care about the money, but you do care about people. We've actually made it a commitment at the 10 X real estate where your nation I'm actually in a, in a Knights of Columbus. I'm a, you know, old school Catholic kid. Probably say that, but I am. It's just the way I am. It's got family business in that order. And in the Knights of Columbus locally, they've actually been doing a benefit for a few years now, and it's really near, near and dear to our heart because it has to do with the military. I'm a former military guy. My wife is former military Abby, natal, Berg, a big shout out to Abby who helps me run my business.

Her kids are active duty and a big shout out to Stacy. And those guys harden her husband, man. They just knocking it out of the park. And you should check out her business. We're going to have her as a podcast here, a podcast guest here soon. But at the end of the day, what we ended up doing was we're doing bring a soldier home. So what is that? There's a lot of soldiers out there right now that can't afford. They go out, they're taking every nickel they have and sending it home to their families because their families aren't working. A lot of them have been, have been affected by COVID. So these soldiers are out there throwing, sending every Nickelback home and they can't even afford to go take a leave and go back to see their families. So some of these guys haven't been home for two, three, four years.

So what actually brings a soldier home is, is actually we're doing is we're going to give 5% of whatever the money we raise from the summit, which there's some stuff going on that you can actually purchase and up. So a, an an ever pass and all access pass, we're going to take 5% of whatever we raise and we're going to put it back into the system and we're going to help bring soldiers home. Last year, they brought, they brought home 10 soldiers. I'm looking to bring that to 20 soldiers this year. So if you can help us to help others. And if you don't care about any of this business stuff, but you do care about helping people grabbing all access pass, come see us at the Tenex real estate warrior nation. Even if you give the ticket away, give it to your kid. The stuff that you're going to learn in this summit is not just real estate.

You could use this, any aspect of your life and your business. We'll look forward to seeing you on the other side. My name is Sean [inaudible]. I'm your host and master ceremonies at the 10 X real estate, where your nations virtual summit, 2021. Look for us. You can Google it. You can actually go, just go to the website, 10 X real estate warrior nation.com and grab a free ticket there. Or you can also join the real estate warrior nation.com nation on Facebook. Again, it's 10 X real estate, where your nation on Facebook as our private group look forward to seeing you have a marvelous day.

Grab a Free ticket Here on Us!

https://www.10xrealestatewarriorsnation.com/summit-2021-free-ticket-1.

Hey Realtors...What is the One Thing you Can Do that Changes Everything in 2021?

Sean Shallis, Ri2 Consulting/lead Solutions — Sat, 02 Jan 2021 09:00:00 -0400

Hey, there are 10 X real estate words. Welcome to 2021. It's January 2nd. And we just want to reach out to you and tell you some great stuff that's going on right now. First of all, let me ask you a question at the beginning of the year, I always asked the same question. If you had it to one thing, if you had to focus on one discipline for 90 days to kick off your business this year, what would it be? What are you going to focus on? What are you going to actually invest your time and your effort in, and where are you going to shift this year to make a difference? So are you tired of doing the same thing over and over and over again and getting the same exact results and every year saying, Hey, I'm going to be famous. I'm going to be rich.

Get Your Free 10X Blueprint www.10Xpsf.com

I'm going to be successful. And you just end up back in the same hole. Well, listen, what are you going to do this year? That's going to be different than every other year before you keep doing the same thing, you're going to get the same results. I mean, it's Einstein, you know, he was smartest guy out there said, Hey, if you keep doing the same thing, we're gonna get the same results. So change what you're doing. So let me ask you a question. What could you do that could actually change everything? That'll actually change both your mindset, your attitude, your approach, your expectations, and everything. Well, I just gave you the ticket there. It's your mindset. So listen, and the things that we do, what are 10 X real estate warriors to help them go from being an ordinary agent to a 10 X real estate warrior.

Get Your Free 10X Blueprint www.10Xpsf.com

It was actually walk them through the 10 X personal success formula. And whether you're using this for real estate, or you're just in this for your personal life or your kids or your family, it's just a great exercise. And it's a great blueprint to help you to set yourself up for success every single day. And after doing it for 20 or 30 days, you'll actually learn and actually create a habit. So I can, in the words of my daughter or dad, it's a habit. It's hard to break it. You know, I've been doing it for so long. It's going to take me 25 days to break the habit. According to what you say. Well, you could also make a habit in 25 days too. So in 2021, what are you going to do? What's the one thing that you can do that makes everything else easier or not necessary as you move forward into the new year.

Get Your Free 10X Blueprint www.10Xpsf.com

Are you going to hire somebody? Are you going to create a new, a new team? Are you going to start an investment time and learning a new business strategy that may you'll generate like a for sale by owners or expireds, or maybe you want to focus on our ultimate open house success formula, where we show you how to get 20 to 30 people showing up to your open house versus one or two you show up. So where do you find all this stuff? First of all, go download your 10 X personal success formula over@tenxpsf.com. Again, it's WW dot 10 X psf.com and grab your free, your personal success blueprint to getting you from being an ordinary agent to a 10 X real estate. Then if you want to find out more and you want to go deeper down the rabbit hole, and you really want to change your business and change your life going forward, that I invite you to the 10 X real estate warrior nations virtual summit taking place on January 26th, 27th and 28th.

You guys, if you're listening, you're ahead of the game. You're already getting this before anybody else out there in the general public. Look for our launch. Go to the 10 X real estate warrior nation and Facebook and join. Join the community. Once you joined the community, you're going to get a VIP pass and you're going to get an early access. By the way, if you download your 10 X personal success formula for free over@wwwtenxpsf.com, you're going to actually get an actual personal invitation from me to join us at the summit. We're we're going to have 30 to 40 of the world's foremost experts in real estate, helping you to become the person you want to be in 2021 and, and on. So I'm going to ask you one more time. What decision are you going to make today that could change everything for you going forward. One, that decision may be draw a line in the sand and say, I'm tired of being tired. Go download your 10 X personal success formula workbook over@tenxpsf.com and get started. It's free a hundred percent free. It's realtor free. This time is just like that time. You're going to be able to go download it for free and change your life and change your business. Moving forward.

Get Your Free 10X Blueprint www.10Xpsf.com

Hey Realtors... Do you want to know the Secrets to doing 5000 Transactions ?

Sean Shallis, Ri2 Consulting/lead Solutions — Fri, 18 Dec 2020 09:00:00 -0400

Hey, there are 10 X real estate warriors, Friday, Friday, freedom Fridays. Some people call it. We had some really good interviews this week with some of our guest speakers that are going to be on the EOS summit, the 10 X real estate warrior nations. First virtual summit on 2021. It's going to be January 26, 27 and 28th. Funny is today we actually spoke with one of my longtime friends, mentors coach, and just a, you know, really solid guy. He's almost like family to me. And he's definitely a real estate family and real estate royalty in my book as Mr. Jeff Quintin. And you know, Jeff's down in ocean city, New Jersey, he's rebuilt his business and built his business on numerous different occasions. He's got an expansion team and people in different States and everything like that. Ironically enough, though, the, the simplest thing that I got took home from his conversation today was keep it simple, stupid.

You know, you can't change the fact that you have to have conversations with people and get in communication with people. It's not a contact sport anymore. You know, people say, Oh, real estate is a contact sport. It's not a contact sport. If you grind every day, it is. But if you're grinding every day, you're really not looking to help people. You're looking to just have, you know, try to make money. The challenge is eventually poop, floats to the top and people recognize that. So start having conversations with people versus having conversations at people. You know, we, we talked about how in real estate, there's only 40 objections that somebody can ask you. Jeff and I spent years learning probably three different ways to answer every one of those objections. Jeff and his team calls them certified script experts before he'll actually let them loose on the public.

What are you going to do in your business? What are you going to do in 2021 to change or to make the difference, or, you know, to actually change what you're doing? You know, the, the definition of insanity is doing the same thing over and over again, and expecting a different result. 2021 is coming. It comes time where people make decisions, people draw a line in the sand. What are you going to do in 2021, that's different. That's going to get you to your goal or get you to your intentions faster. And while you're still helping people and making an impact along the way, you know, we're not judged by what we say, we're judged by our actions and what people see and what other people say about us. You know, the old joke is, you know, where are they going to put on your tombstone when you're, when you're, when you're done or what you, what do you want them to put on your tombstone?

It doesn't really matter what you want. You're not going to be there. Tell him what to write on the tombstone anyway. So what is somebody else, Walter, what are, what are your, how are you going to show up to those friends and family and those agents that you inspire and those customers that you may be coming in contact with people in your community, how are you going to show up every day to those people are going to be a person of integrity and an, a person of honesty and, and trust and value. And as a resource, or are you going to show up as the, you know, the telemarketer and the, the, you know, the salesman, you know, there's a major difference between the people that have been around for, and, you know, as I said, with Jeff, you know, we survived. And when I say, literally survive, changes in markets where they've gone up and down 50% in one direction or the other over the past 20, 25 years.

And one thing is consistent that we've kind of figured out is, is two things. One is having conversations without using the words iron MI and having conversations with people where you're asking more questions than you're making statements. You know, because real estate is about is sales and sales is about asking questions, not making statements. So selling is not telling, selling is finding out where somebody needs something or where you can help and trying to deliver the solution for their problem or their challenge. And if you can, you know, get, get in between, you know, real estate is not complicated. It's find a buyer find a seller, get in the way, you know, there's plenty of companies out there. There's plenty of teams like Jeff seaman that, you know, they have 14 different people on the staff and there's a interior designer and there's a you know, customer, a customer acquisitions expert.

And then there's a customer relations expert. But at the end of the day, when somebody is going to hire you to buy, sell, or invest in a home, and they said to you, Hey, this went wrong or that one wrong. You need to be the person to stand up and say, okay, I'll take care of it. And I'll take responsibility for it. Nobody wants to hear you pass the bucket to somebody else. So if you're to, if you're going to build it, if you had the perfect world and somebody said, you have a clean slate in 2021, how are you going to restructure your business? Or how are you going to build the business to be that perfect business. And usually what we recommend is starting backwards. If I had the perfect world and you had the perfect audience of people that you wanted to work with, what does it look like?

What does it sound like? Who are they, where they hang out, where they spend time and start to model that group and start to create an audience for it. So that now you can start to work with your perfect audience, as opposed to working with people you don't want to work with. Hey, we appreciate you listening at the 10 X real estate warrior nation. We're helping turn ordinary agents into extraordinary 10 X real estate warriors. How are we doing? We're helping you to become, get away from being a generalist and trying to do everything for everyone and start to pick an actual discipline, pick one or the 30 or 40 speakers that we're going to have and pick their approach to it. And let's say you want to be an expert at doing direct marketing, or you want to be an expert at doing open houses, or you want to be an expert at, you know, telemarketing.

I've talked to people on the phone cause you're in a resort market, whatever that is, find a mentor, find a coach. And we're going to give you 30 to 40 of them for free at the 10 X real estate warrior nations virtual summit. In 2021, it's taking place January 26th, 27th, 28th. You're going to be able to listen to the entire interview with Jeff Quintin, who again is probably one of the foremost experts in the real estate business, in my professional opinion. You're going to get information from him. You're going to get his secret weapons and secret tools that he's using with his staff to keep them on track. We're going to look forward to seeing you and have a marvelous day Friday, Friday, freedom, Friday. Enjoy it.

Hey Realtors... Are you really being Authentic

Sean Shallis, Ri2 Consulting/lead Solutions — Thu, 17 Dec 2020 09:00:00 -0400

Hey there 10 X real estate warriors, WhatsApp. So today's message is going to be pretty short, pretty sweet, pretty simple. It's about being authentic with yourself. Today we actually had the pleasure of waking up to about 13 or 14 inches of snow. It was about five 30, six o'clock and I looked outside and I was like, all right, you know, what do we do our training? Or do we do it on a treadmill? And I was like, you know, put on some warm clothes, grabbed the dog. And we went out and it was us in the plows. We pretty much went for a run, had some fun went for about three mile, three and a half mile run. And it literally was the most peaceful, peaceful, and surreal experience was to go out there. But probably the bigger thing was the conversation between that five inch span and that five and spans between your ears.

You know, it's that, you know, it's the two wolves, you know, you gotta feed the both. But depends on which one you feed. Are you going to feed the one that's selling you a and just go back to sleep. It's there's 12 inches of snow out there. It gives you a good reason not to go out there and go out in the cold, or do you feed the one that says you've committed and you've actually made the commitment to yourself first and foremost, and you made it to others that you were going to do this workout and do the, you know what today is, I think Dale, Evan, a 42 on the half mile marathon training. So you know, it, that leads me into the conversations that I had later on in the afternoon with three different individuals that are what I would call 10 X top gun experts.

One of them was a weapons expert. Another one was a strategist and the, and the other one was another weapons expert. And interestingly enough there was like three main messages that they all came out with. One was, you know, discipline and communicating to people with, you know, one of them said it very well. He said, you know, with authenticity, you know, you don't want to just throw crap at people and try to communicate with them and try and say, Hey, do you want to sell your house? Do you want to sell your house? No. You know, people don't want to hear that. They want to hear, Hey, how's the family. How are you? How's it going by the way, can I help you? Or do you need my help with your real estate needs at this time, different conversation. It's putting people first and then asking if you can be a resource or, you know, with authenticity in that, you know and then there, you know, both of those, both of those weapons experts had ways to leverage communication and had different tools and techniques, but trying to get to the same end, which is have a conversation that opens up a dialogue that gets somebody to raise their hand and say, Hey, it's funny, you're reaching out to me.

I am interested in finding out more about the value of my home, or I am interested in finding out more about homes in this area or that area. And then the other guy who we spoke to, which is, you know, one of my you know, long-term mentors, coaches, he's also one of my business leaders in my organization within exp is guy named Al Stacey canal is an interesting guy. He is probably one of the most humble yet powerful men in our industry right now. He not only operates a small team of 40 people, which is not a small team by any stretch of imagination in Cleveland, but he also is one of the three partners helping over 4,000 agents throughout the United States, Canada, and several of the countries to either to build their real estate businesses within in the exp model.

You know, and, and not to go down that rabbit hole, but it takes a certain person to be able to put that 4,000 people in those 40 people first, before anything else. And, and you know, I said it in the interview, when I go to do the interviews with these experts, a lot of times I'll pull up their bio's and I'll go to their LinkedIn and I'll find out what they either, what they wrote or what somebody else wrote about them. And what's interesting is when I got to Mr. Stacy I couldn't find anything about his bio. Everything was about his company, the service they provide the community efforts that they're doing. Like they, they fit at over a hundred thousand people over the past several years with different benefits and, and organizations that they're doing. Also though what's interesting is you know, Al's got a funny way about them is, you know, it's not about Al it's about you and it's about how we can come in and help you.

And I think that that's a message that we need to start to get across to salespeople that are in an industry where it's a service industry, our industry, for years, you were trained to be a generalist. You were just there to do real estate. You know what, I'm, I'm a real estate you know, I practice real estate. Are you practicing it or your professional real estate broker, because if you are, you're not going anywhere and you're going to be here. So it's not like you have to run a sprint. You know, one of the other guys we spoke to was Abe today and Abe is actual, he's like an ultra marathon runner. He runs like 30, 40 miles at a clip. And he said, you know, there used to be a time when I just wanted to run a sprint and I just wanted to get through three miles as quickly as I could.

And I said, you know, ironically enough, that's like most people's real estate business. You know, when they're calling for the, for sale by owner or they're calling the expired listing, the reason why they're willing to go chase them is because it's the hunt. And, you know, I've done it myself over the years. It's the fastest way to get a transaction, a turnover. It's not as exciting sometimes to call a past customers or center of influence because, you know, you may not get the same immediate reaction or immediate gratification, but interestingly enough, if you call people enough and if people are aware enough of what you do and not so much how you do it, but what you do and how you can be a resource for people that like themselves, and also the people around them, believe it or not, that becomes far more fruitful and far more gratifying to be able to help those people.

You know, and again, you know, one of the, that one of the measures that we use in our businesses as well, to how well you bring value to the customers and to the people you're serving is by asking how many past customers or center of influence come back. You know, I can remember you know, some people that I've come in contact with over years that used to specialize in doing expired listings, which is a property that, you know, it didn't sell and they will go back and contact the homeowner and real estate home. And, you know, my mentor shuts and one day they said, you know, you're really good at doing those, but if that market dries up, you're going to have a problem because, you know, if let's say hostel starts selling like hotcakes, you're not going to actually know how to do that other business.

And if you don't keep in touch with the people that you sold homes for, then you're really gonna have a problem. Cause you don't have any contact with your past clients or center of influence. So you really, in essence have no business. You really have an accident. And every day you have to get up and grind. So what can you do in your business today to start to add value, maybe you're going to do a newsletter. You can do a podcast like this. Are you going to create a you know, create your own channel on Facebook? You know, you can create a, you can grade a live TV channel, literally using some of the platforms that we'd recommend to our, our, our 10 X real estate warriors. If you want, when we get it up and running, we'll let you know.

But our 10 X real estate Warrior's weapons arsenal, which is also one of our pages is like a resource page for our 10 X top guns and the, and the services that they provide. I mean, these are like top secret services that you could very quickly, very easily, you know, scale your business whether it's in real estate or any other business for that matter. And then the other thing is it's like ways to leverage your business, to do it, where people are going to be believed that it's professionally for Boost or you're you hired somebody to do it. And in reality, you didn't you just use the, you just use the service or a technology that enabled you to look as though you had hired somebody to do it. So hopefully you're not rambling on, I don't want to keep you guys too long today.

Didn't want to let you know them. The 10 X real estate warrior nations, virtual summit, 2021 is coming at you. We're we're going to help ordinary agents like yourselves become extraordinary tax real estate warriors in less than 90 days in some cases, even 30 days. So if you want to find out how to 10 X your business and how to 10 X your lifestyle stay tuned, January 26, 27, 28, you're going to get the invite and it's going to be free for those few people that are listening to this podcast. And I do appreciate your time. Appreciate your day, have a marvelous afternoon.

NAR Says "87% of Realtors Fail in the first Five Years" YIKES !!!

Sean Shallis, Ri2 Consulting/lead Solutions — Sun, 13 Dec 2020 09:00:00 -0400

Hey there. 10 X real estate worries. How are you today? Just wanted to touch base with you and follow up with you today on today's topic is really simple. It's actually negotiation, who is the hardest person you've ever had to negotiate with? What is the most difficult negotiation you've ever had? And do you continue to have it or have you got it under control? So who was that person? It's it actually is the guy inside your head. You know, at other voice, I call them little mic. Some people call it your alter ego. Everybody's got a different name for it, but the bottom line is, is that, that is by far the hardest person you're ever going to have to negotiate with. You. See, years ago, I met a guy named Darryl Rutherford, God, rest his soul. He was a mentor and a coach.

He actually coached up until the time he was 93 or 94 years old fantastic guy. And he had a concept of learning to control that, that ego, that voice in your head that actually controls most people and his philosophy was, you know, you name it. You're not going to get rid of it. You're not going to, you're not going to get them out of your head, but if you can learn to align with them, and if you can learn to negotiate with a person in your head, it becomes a lot easier. You know, and it's one of the more frustrating things to listen to people say, Oh my God, you know, when you start real estate, it's really hard. There's nothing worse than having like a coach or a mentor, actually start out the conversation by saying, it's going to be really hard on my God.

You have no part it's going to be, I mean, really like, what are you thinking who wants to go into that conversation or who wants to get involved in that business when the coach or mentor is, Oh my God, it's going to be so hard. You're probably want to quit. It's no wonder why most real estate agents quit in the first, you know, in the first year in business. I mean, why not start out the conversation with these people by saying, Hey, it may be challenging, but we have all the tools and we have all the things you need in order to go to the next level. What specifically are those tools and those things, first of all, it's, it's your self-confidence and your self-esteem. So if you go back to our foundational course, which is the 10 X personal success formula, which you can actually download the blueprint over at 10 acts, P F I'm sorry, 10 X, P S f.com.

Again, 10 X psf.com. You can actually download our our blueprint that actually helps you to create the foundational pieces of being a 10 X real estate warrior. So, I mean, by that, well, the first thing you're going to learn to negotiate with as in your head is, you know, sitting quietly and sitting quietly it took a long time for me to understand the difference between meditation with hypnotherapy or guided meditations versus what I would call TM or total transcendental meditation, which is purely sitting quiet. And, you know, ironically enough, when I started doing the transcendental meditation, I said to the guy, well, what's the focus or where we have to do. He goes there, isn't I go, well, what, what is my mantra or what is this or that he goes, he goes to the mantra is, is not designed to have you focus on it.

It's designed to let go. And ultimately it's designed to help you to learn, to breathe and do actually get clarity that there is nothing to be focused on. And ironically, most people don't realize this is, you know, everything happens in the white space and what I mean by the white spaces, when you finally get to that point where you're sitting quiet enough to where there's nothing going on, you're not thinking about anything. And I usually will last for what they call bliss. And that usually lasts for a couple of seconds, maybe tops, because ultimately what happens is your brain is so smart. It actually goes, Holy crap, we made it. We're we're at we're we're at bliss. And as soon as you do that, you're also focused on how you got there. So that's one of the, one of the first ways that we start to, you know, starting to control that voice in your head starts in that quiet space and that white space, if you will.

And the white space is where things are designed, where things are manifested, things are attracted to people. The second thing that you're going to do is, you know, is, is affirmations where you're gonna start to repeat affirmations and hopefully positive ones. That I'm a great salesperson, or I attract, I attract friends and family to me all the time. Every time I have a great body, I have a great mindset, you know, and you're wanting to repeat and duplicate that those, those affirmations in your mind sometimes, right, I'm writing them out by hand. The next thing you want to do is visualization. You want to visualize being the person you want to be the person you're going to awesome. You know, at some point going to accomplish and, you know, getting away from the do have the like Darrell always used to say is, we want to start to focus on, on being the person you want to be now modeling that person.

Now, having the things that they have, and then doing the things that got them there. And in Darryl's place, he always used to say is, you know, if you focus on who you're going to be and start to act like that person start to be that person, eventually you'll start to do the things that that person does and you'll have everything that they have. So the next piece of that puzzle and the next person you're going to have to negotiate with is one of the more difficult ones is exercise. So how many times you've been on the couch and you and your brain goes, you know, I just I'm, I'm going to do it. I'm going to do it. I'm gonna do I can't wait I'm tomorrow morning when I get up, I'm going to work out and you're ready and excited. And you're full of pea and vinegar and you're on Facebook and you're saying, Hey man, I'm going to Mark.

I'm going to be a marathoner. I'm going to be a triathlete. I'm going to be ultra marathon or whatever it is. And tomorrow morning comes and all of a sudden tomorrow morning comes, you can't get out of bed. You're tired, didn't really sleep well. And now the negotiation begins because that little voice in your head is going to you're tired. Does she go back to sleep? You really, you know, they always say that you needed so many hours of sleep or, you know, you shouldn't run. If you're, you know, if you listen to the warning at the beginning of the workout and it says, if you need to consult your doctor, I mean, you know, anytime you're hearing that use common sense. I mean, if your chest is, if your chest is pounding or your arm is hurting, you might want to go seek a doctor and you might want to eat some aspirin on the way there.

But the reality is, you know, for somebody who's fairly fit and fairly healthy, it becomes a mental gymnastics to negotiate yourself out of bed and or into action. And, you know, like this morning I was running a four miles, you know, and it's been a while since I ran four miles, you know, I'm running with my wife and my wife pretty much just gets up and just starts running. And she's like, okay, four miles. We're good. I'm like you going any further? Nope, four miles. We said, we're going four. So there's real not, there's really not a lot of negotiation in that. Then you have the, you know, me who was like negotiating the entire time I'm running. And at some point I said, Oh, you know what, I'm going to run for songs and maybe take a five or ten second break in between. So I got about a third, maybe two thirds of a mile left, three quarters of a mile left.

What song comes on American pie, which is probably an eight or a six or an eight minute song. So, you know, the reality is if in fact you're going to exercise and you're going to negotiate or negotiate with the person inside of that five in span between your ears is probably the most difficult person or you're gonna negotiate with specially when it comes to exercise. So the last thing is sitting down and reflecting on what you actually are trying to accomplish or what you did accomplish and being thankful for it, grateful for it. Okay. That, and then last is scribing it or writing it out on a piece of paper or writing it in a, in a, in a document so that you could document it. And one of the important things about documenting your mini successes, even if it's the smallest thing of, Hey, I got up this morning, I didn't go back to sleep is you start to create a pattern for yourself.

And when you don't feel like doing whatever, when you don't feel like your self-esteem is at the highest level, you can actually back in your journal and read through and say, Oh, I did this, I did this this week. And I did this this week. So it's another way of creating a tool if you will, or a technique. And a strategy for success is by using like what I just got done going through was the, you know, what, how L rod calls the morning routine, which is savers, is the acronym he uses, which is, you know, sitting quietly affirmations, visualization, exercise, reflecting, scribing, or writing or journaling. So in that learning to negotiate with that little voice in your head, by the way, by learning to negotiate with that little voice in your head is going to be the most successful and gratifying negotiation you're ever going to win.

And what's funny, you can win every time, anytime, every time within your skull, it's a choice. So choose today to be the person you want to be choose before it shows up. You know, so many people get caught in a doing to have to be. And the problem is, are doing, doing, doing to have this, to have this. And they never really got to be that guy or that girl. So why not be that person now start to do the things that person does so that you can have everything you've ever wanted, except you can have it now. And you could be that person now, Hey, welcome to the 10 X real estate warrior nations podcast. We appreciate you as always getting close to the holidays. We're also getting close to our biggest, our greatest gift to you in the world. We're going to introduce on January 26, 27, 28, we're going to be introducing the 10 X real estate word.

Nation's first 100% virtual three-day summit. We're going to be delivering to you 30 to 40 of the world's most intense, the greatest, the best of the best real estate professionals, industry experts. But this world has ever seen. We have some of the people that created multimode hunches of millions, of dollars in tools and tactics and strategies and softwares that make your job so much easier. We're going to have other people that are going to help you to build your foundational skillset, to become a 10 X real estate warrior. And then we're going to give you the guys that are going to specialize in doing like probate in the state and different expertise to help you to be known a TEDx real estate warrior, a 10 X top gun in your actual field. We can't wait to have you participate in that. It's going to be free, but you are going to have to sign up, tell your friends, tell your office, watch it as a group. It's going to be incredible. It will actually be Epic. It will never be done again like this. We're so much looking forward to having you there or have a marvelous day and over for a senior. On the other side, Sean chalice, 10 extra rules that were your nation have out. It.

If it's All About the WHO...Where did you meet your "Ideal Real Estate Clients" Sean?

Sean Shallis, Ri2 Consulting/lead Solutions — Sat, 12 Dec 2020 09:00:00 -0400

Hey, Hey, real estate workers. How are you today?

I don't know any morning and it is getting close to Christmas. Beautiful day out. Just want to touch base real quick. You know we were talking to a young agent the other day and they kept asking the question, how do I do this? How do I do that? How do I do this? You know, one of the things I said, I said to the woman, as I said, you know, first she needed to sit back and look at it. The who or why, and then you can figure out the how in most cases to how figures out itself. So if you we'll actually sit down and look at who was my ideal customer, where do they do, where they work, where they say, well, do they have kids? Do they not have kids? Am I working with first-time buyers?

Or are they just coming up the college? Am I doing presentations at the local church? Am I doing presentations at the local union hall for first-time buyers? I've done, I've done webinars. And first time buyers seminars in the Walker room of a amp to work with all the employees, because it was the easiest place to get in touch, you know, to be able to present to 15, 20 people in one shot. So what do I mean by that is in other words, I figured out at the time, my ideal customer was making 60 to a hundred thousand dollars a year and they worked in finance. So what I was doing was doing presentations in the local bar, I would rent it out, have a mortgage lender, pay for the cocktails, have a title company pay for some of the reserves that were being passed around.

And we would actually do a first-time buyer seminar for all these young professionals that were just getting their, you know, just getting their, their job under control and starting to basically getting ready to start a family. Then I realized that our customers are, who was starting to transition from once they made some money, they moved from Manhattan into Hoboken, or they moved into Brooklyn. Once they moved into Brooklyn or Hoboken, they lived in a one bedroom or two bedroom apartment that they paid 200, $300,000 for by the way, which is worth like 700 now. And they lived there until they got married. Once they got married and they had their first kid and they had another kid on the way, the apartment got really small, as soon as they had their first wedding, bridal shower or birthday, you know, or, or the, the beginning of their child when everybody started bringing toys to their house.

So they very quickly decided that, okay, it's now time for the next transition. That transition was out to the suburbs of New Jersey or out to the suburbs of long Island. So what I did was started to partner with people in those markets and, you know, so that when my people were moving from one place to another, they weren't, I wasn't losing them as clients. I was referring them to other people and getting some of a deal versus none of the deal. So it starts with the who, not the how or the what or the why. So you may have gotten a real estate and you're trying to figure out, okay, here's what I'm going to do. I'm going to specialize in you know, open houses or I'm going to specialize in doing door knocking, or I'm going to, I'm going to do a farm.

My, my broker said, do a farm. Well, if you're going to do a forum, are you for everything? Are you farming all the vegetables? Are you going to try to grow wine in New Jersey, which is probably not going to go real well because of the weather conditions? Or are you going to look at the actual weather conditions and go, you know, for New Jersey, corn is really a really Hardy kind of plant that will actually grow really easily. Who else does that? Like strawberry strawberry, you know, in the summertime, strawberries, Jersey tomatoes. There's a reason why we're famous for certain products, certain agriculture it's because it's what grows in our community. So what is your community like? Are you, are you servicing the Apache Indians? Are you servicing the Comanche's? I always say this. If your target marketing, the Comanche Indians, and you're sending the same messaging that you're sending to the Apaches, they hate each other, by the way, and the messaging, they're going to take that in.

They're going to look at that message and you're not going to throw your stuff away because they're like, wow. You know, she's working with my, my deadly enemy. I'm not going to go work with her, or I'm not going to work with him. He's actually marketing. You know, he's telling us about Comanche teepees when we're actually, you know, Cherokee Indians, but that was wrong with this guy, the challenges, our company, our industry was always just keep talking to the masses, keep talking to the masses. And in our I square consulting, we actually are telling you, Hey, let's find out the who let's dial in, what do they do? What are they like? What are the foods they like, where do they spend time? Who do they spend time with? Are they, are they families? Or are they individuals, are they divorced? Are they probates?

Are they you know, same-sex marriages. I mean, you know, I will tell you that. It's probably a really funny story actually is one of the clients I met was in a men's steam room and I didn't realize it, but there was two, two men. They were actually a couple and the one man was actually hitting on me. I just didn't get it at the time. And if you're, you know, if you're a big guy like me and you're 200 and some pounds, and you try to wrap one of those little, you know towels around your waist, in the steam room, there's not a lot to wrap. So as I'm sitting in the steam room, the guy says, you know, we really like to buy a house, but we can't. And I said, why not? They said, well, the problem is, and this is bear in mind.

This is 15, 20 years ago when the same sex people couldn't get married in certain States. And what would happen is, is they said, you know, we'll get married and we'll go by the house. And the problem is we can't buy the house as a couple. We have to buy it as two individuals. And God forbid, something happens to one of us. If I pass away or he passes away, we actually have to pay a 40% tax on the other side of the house for them to take over the house. I said, well, that's ridiculous. And they said, you know, in, in a lot of cases now what's even more disturbing is the families of our, you know, of, of us. God forbid, we pass away. Don't always accept that we're married to another man or a woman, or we're in a, you know, a same-sex marriage relationship.

And what happens is, is some, sometimes the families are a little evil and because we don't have a legal, like the stand on, they'll try to take over the house as you know in, in probate court and go to the court and say, he's not even family. Why should he take the house? Even though he's been my partner for 15 or 20 years, the same as had been married to my wife. So after sitting through it a little bit, I said, well, let me ask you guys a question. I said, you guys don't, do you have kids? Or no? And they said, no, no kids. I said, you have a lot of money. They go, yeah, of course. Well, you know, I said, you have enough to put down for a down payment of like 25%. Yeah, of course. I said, great. I said, let's do this.

Let's incorporate you guys. And we're going to call you Tom Jones, LLC, Tom and Bobby LLC. And we're going to buy the house as a corporation. And what we're going to do is give each one of you a hundred percent, the stock for a dollar. And what has to happen is God forbid, one of you pass away. You're going to give the other person the right to take over the house for a dollar. And all they have to do is pay a dollar to take over the stock in the company, which the stock at a company is actually the house. And I said, so, and then what we're going to do is God forbid, something happens to you. You don't have to worry about, by the way, you don't have to worry about the capital gains tax either, or the inheritance tax, because you're just taking over the company.

It's as though that other person has left the company. And unless there's some kind of entitlement to somebody else, maybe his family or his kids or something like that from previous. But other than that, it's a straight up, it's a straight up corporate real estate deal and you're buying up, but you're buying it. You're buying an actual home that you're going to live in, but you're gonna buy it as a corporation. And wouldn't, you know, it, after I did it, the first one at the, at the party that we had for the open house party, to, for their family and their friends, all to come over and see their new, their new apartment as I'm standing there, I'm the straight guy, you know, heterosexual or whatever. And I had probably was approached by seven or eight different couples of both men and men, women, and women.

Some people I'm not even sure what they were, but there were wonderful people. And they said, Hey, can you do that for us? And I said, yeah, absolutely. And over time I actually did was assembled a team of experts, which was an attorney that did corporate, you know, that the small businesses that incorporated them, I had a title company that did properties, where they were bought by corporations or LLCs. I had a mortgage company that would give me up to 80% the value. And then I got the insurance company. So what I would do is every quarter, we started doing the, the LGBT gay men's and women's associations home buyer seminars. And we were teaching them how to buy homes without the liability so that they could buy a home just like anybody else. And actually in their case, it was actually even better because they had all the benefits of owning a corporation.

So, you know, it's not the, who is not always what you may seem. And sometimes the who doesn't show up or the how doesn't show up until you find a who, but it goes back to who is your, who, once you figure out the, who stop worrying about how to figure out how to do it, how to do it, how to do it, just let that go. Just focus on what you want to get accomplished, who you want to service, who you want to be a resource for. And then deliver that to that community and be an actual lighthouse. Be a resource, be somebody that can stand up and hold, hold your head up high and say, Hey, I'm here to help you on be the champion for your real estate community, become the celebrity expert in your neighborhood. Hey, we're looking forward to helping you learn more about this.

We're going to have 30 to 40 of the world's foremost experts in real estate. They're going to be presenting at the 10 X real estate warrior. Nation's first virtual summit in 2021. We can't wait to have you. It's actually free. You're going to be able to get into it free. We're going to have to do is sign up. It's going to, we're going to start that launch in January to be able to get access to it. If you want to get, pre-launched start listening to this podcast. Tell your friends about it again. It's the, it's the TEDx real estate warriors nation. First virtual summit, a hundred percent virtual three-fold days, 10 hours a day of the best speakers in the country. And the most influential people in our industry are going to be giving you the tips, tricks, and strategies to build your business over the next 30, 60, 90 days. Check us out, look forward to hearing from you. Hey, have a great holiday. If we don't chat,

Where are you going?

hey Realtors...is your Business Transactional or Relationship Driven?

Sean Shallis, Ri2 Consulting/lead Solutions — Fri, 11 Dec 2020 09:00:00 -0400

Hey, there are 10 X real estate warriors. How are you today?

It is Friday, Friday, freedom,

Friday. Some of us call it today's conversation is about mindset shift. So making them, making a shift from surviving to thriving or abundance. So for years, decades, and coaches and mentors of mine have always said, Hey, you get what you focus on, Sean. It's whether it's good or bad, the more you focus on it, the more it's going to happen. So if you're focused on how much money you don't have, eventually, you're just not going to have any money. And if you're focused on the amount of money coming in, or if you're focused on transactions happening, and people being attracted to you to do business with you, you're going to start to see more of that happening. So, you know, over the years I call myself focusing on, you know, the lack or even some cases how much money I don't have or didn't have, or even Embiid some of those other people that didn't have money on their successes, as opposed to looking at them as, you know, possibility or, you know, even, you know, opportunities you know, over time it got a little bit better.

And as I looked at prosperity and stuff like that, and you know, over the years, I've been very thankful for what I do have can never, you know, would never give any of that back, especially my family and my children and my wife. But what major hiccup happened that, or recently that, you know, helped me to understand this concept even further and really get my arms around this. So, you know, focus is really what it comes down to and, and, you know, we always were, you know, I was always focused on, Hey, it's just another deal. And this deal is going to pay for this. And this deal is going to pay for this. And this deal is going to pay for this. The challenge was after it paid for that, there was nothing left. So you're constantly playing the it's another deal.

It's another deal game, as opposed to playing the, let me build an arsenal or a stockpile of cash or savings. So over time, you know, realtors get caught up in the, Hey, I got this closing coming up and I got this closing coming up and that's going to line up with my bills that are coming in this week or that month or that year. In reality, you know, that's been an extremely challenging lack based mentality. Yikes. I mean, really. So where is the mindset shift? So learning how learning to focus on the, and the accumulation, the stockpiling of knowledge, wealth, abundance, power strength self-esteem, self-esteem self-confidence and yeah, even money, you know, money isn't everything. And by, you know, by far it's not the, it's not the most important thing, but it's right up there with oxygen truck living without it.

And the words of my friend, John Alexandra, God rest, his soul passed away very young, but John used to say it all the time. He's like, you know, you just try living without it for like 10 minutes, you know? So here's the deal. What, you know, like I started doing the Peloton running and it's a marathon training app. And during that, I started realized that, you know, it's kind of like when you go off for a run and you run the workout, when you finished our workout and you finish running, you know, that's it until the next run, when you're focused on being a marathon or an ultra marathoner, you know, in, in the words of Michael Reese, who we interviewed, who thank you, Michael, for all the wisdom you gave us and dropped on us for the summit, what do you guys hear his interview on the summit?

It's just amazing. There'll be, it'll be a game changer for you, but you know, the reality is somebody like Michael or myself was training now to be a marathon or half marathon, or, you know, that's a mindset shift and it's totally different mindset. And it brings you to a different place and a different focus because now your focus changes to this simply, isn't just going out for a run. This is simply who I'm being and what I do. Sure. I run, you know, yet I no longer run just to do a run. I'm now running to be a marathoner. I'm running to change who I am and who I'm being and what I'm focused on in the end and my goals and what am I, it becomes inspirational as opposed to transactional. So if you want to start to shift your business from, you know, no longer just closing real estate deals to pay the bills and survive and start to be somebody who's a resource, a coach, an influencer, or a course creator.

In my case for those family and friends and individuals that I come in contact with that need our help. And we're helping them build wealth, knowledge, endurance, money abundance, and you know, and just long-term. So here's the crazy ones, you know, just want to reach out to you. And you know, they talk about the 1% crazy. So, you know, Russell Brunson has a quote and he says, you know, here's the crazy ones. The misfits, the rebels, the troublemakers, the round pegs in the square holes, the ones who see things differently, they're not fond of the rules and they have no respect for the status quo. You can, you can quote them. You could disagree with them. You can horrify them or vilify them. But about the one thing he can do is ignore them because they change things. They push the human race forward while some may see them as crazy. The crazy ones we see genius because the people who are crazy enough to think they can change the world are the ones who do. So, are you going to change the world? Are you just going to keep doing transactions? Hey, if you want to find out more about changing your mentality and changing your mindset to one of prosperity and get the tools and the techniques and the tr the ticks, the tips tricks,

Geez, the speed hacks checkout,

Check out the 10 X real estate warrior nations. First virtual summit, 2021. It's going to be free to all you guys, January 26, 27, the 28th, you're going to get free access for three days and three to 30 to 40 of the world's best and most powerful speakers on the planet. Right now, the influencers, the guys who are the 1% crazy, they're going to give you the tips, the tricks, their secret strategies, and we're even going to give you discounts and get you private access to some of the tools that they're using that aren't even in the market yet. So here's the crazy ones I wish I, you know, I invite you to be one of the Tenex real estate warrior nations. You can go check us out on Facebook over a 10 X real estate warrior nation. It's our private group. We invite you into that. Also, if you just want to hang out with us on the podcast, tell your friends, subscribe now and have a great day.

Real Estate leverage and Technology...

Sean Shallis, Ri2 Consulting/lead Solutions — Thu, 10 Dec 2020 09:00:00 -0400

Hey, there are 10 X real estate where your nation just want to reach out to you today real quick. How do you automate certain pieces of your business? Anything that you do over and over and over again, every day, let's say that you email a certain person or you text somebody the same message. Every time you hang up the phone with them, or until you send them an email, you know, why do it manually, why not figure out a way to automate that process or, you know, I actually have it so that it seamlessly happens every time that you tag that person with a certain task. And the were, have it set up so that, you know, automation does it in artificial intelligence. Does it see today and age is so many people out there that we have to communicate with.

And there's so many people that are on what, say for argument's sake, distribution chains, people in a, in a real estate transaction, you know, for argument's sake, there's probably six or seven different people that are in any given real estate transaction, whether it's a buy sell or, you know, or investment property between the appraiser between the, you know, the two attorneys, the buyer, the seller, the administrator, the for maybe my, my administrator, the attorney's administrator. So by the time you get done, there could be 15, 20 people in that group. And ideally you want to figure out how you can automate a process so that instead of having to go and fish down, you know, figure out that whole group, why not make a group in your emails. So that, that happens. The other thing is, is that, you know, one of the things I learned a while back is in Google and Google for argument's sake, there's what they call filters.

And when an email comes in, you can actually set up a filter. So that automatically forwards to your assistant. Or if you have somebody you really don't like, and they keep torturing you, you can, instead of putting them in spam, you can set up a filter and actually dump those emails into a bucket somewhere. So those are out of sight out of mind. But again, you know, learning how to run your business, as opposed to letting your business run you is part of, you know, growing up in what I call business maturity and business maturity is actually taking a step backwards, slowing down long enough to figure out what are the steps that you can take to automate things that you do on a daily basis. So let's just say for argument's sake, you send out a daily email to a group of people in your organization, and you know, every time you want to send that out, you have to go in and you have to create the email and you have to create the content and everything else.

What if you set up a template so that it had automatic merge codes on it? We do that all the time. We have what they call workflows, where depending on the type of customer is going to have a certain email workflow. And depending on if it's a probate or in a state, it's going to have certain merge codes that are going to emerge certain addresses in certain certain contact information and certain information about the property. So that we don't have to manually do it every time we want to send a communication to somebody. So can you automate in your business? You know, people talk about how difficult business can be. It can be, but the more you can automate your business, the easier it becomes. And again, you know, I ideally people say, Oh my God, if it's, if I don't touch it, I may forget about, or may not know about it.

It's just as easy to set yourself up alerts so that it it's a hands-off process. But at the same time, if something goes sideways, it's also going to alert you and tell you, Hey, by the way, you forgot to do this, or you forgot to do that. So what are some of the other things in, you know, the expression I like to use is, or, you know, as like in judo, you know, in judo, they actually, instead of, instead of actually, if you're fighting somebody that's substantially bigger than you, how do you actually pin that person? Or how do you get them on the mat? And the way to do that is to use their energy and their inertia and their size to their disadvantage and to your advantage and learning how to leverage yourself between them and the ground, and actually spinning them off your body weight, and using their bodies the way to actually use their inertia and their body weight to push it to the ground.

So in business, the same thing is learning how to basically take the interview, gee, that you're spending to figure out why, why it's so frustrating spinoff take, take some time out and figure how you can automate that process. If you're not sure how to do it, Hey, reach out to us, reach out to some of those technology people. We actually have systems and we have people that can actually do that for you. At our I squared consulting and lead solutions. We actually have people that specialize in creating data, creating databases, creating data management, how to, how to manipulate the data to best your situation. We also have access to really cool CRMs that can actually automate a lot of the process for you. So if you're not sure how to do it, reach out to us, check us out. You can actually come and check out our podcasts at the 10 X real estate warrior nation pod guess.

In the, in the January, we're going to be launching the 10 X real estate warrior nations. First virtual summit, 2021 in that summit. We're also going to launch our actual weapons arsenal, where we're going to, we're going to share with you the secret tips, tricks, and strategies, and the platforms and the systems that mega agents like myself and the ones that are afraid to tell you, we're actually going to spill the beans. So we're going to actually show you the technology and the systems and the platforms that they're using to run their business and why, when you're out there busting your hump, they're actually playing golf. So if you want to find out more about that and you want to find out what platforms and systems you can actually implement, or if you just want to reach out to us and find out more about our consulting with, you know, with different businesses and how we can help your business to grow, gives us, give us a call, give us a shout. My direct phone number is (900) 734-6169 five five. That's my cell phone. You can text it or you can call it. Other than that, I look forward to hearing from you and seeing you on the other side. Again, look forward to the free 10 X real estate warrior summit. It's coming back actually on January 26, 27, 28. Look forward to hearing from you, have a great day.

Hey Realtor...Are you Still Practicing or are you BEING A PROFESSIONAL REALTOR?

Sean Shallis, Ri2 Consulting/lead Solutions — Wed, 09 Dec 2020 09:00:00 -0400

Hey, there are 10 X real estate warriors. What's up? How are you today? So it is December 9th, big day. We're getting ready for the Saint Nick to come down the chimney. And I just want to reach out, you know today I had an interesting conversation with a young realtor and we were talking about the difference of I do real estate, or I am a professional real estate broker. You know, it's interesting because I, you know, I, the analogy I use with them and I said, you know, you don't want to go to a surgeon that says, you know, I do surgery once in a while. I've practiced surgery. Are you, do you practice it? Are you actually a professional real estate agent or a professional surgeon? I don't want the guy who's practicing on me to be doing that.

So, you know, if you're going to be a professional real estate agent and you're going to do it for a living, do you choose that path and choose to be the professionals step up and actually do the activities that would actually make you a professional realtor? So what are some of the activities that would, would, if somebody saw you from the outside, looking in and saw who you were being, not what you told them you are. So we, you know, were judged by who we are, who we're being and what we represent. The people we're not judged by what we tell people we are or what we do. So if somebody was to watch you from the outside, looking in and you were a professional realtor, what would that look like? You know, you probably have a morning routine where you get up some at a pretty early time you'd be at your desk at a consistent time.

You'd also probably work out in the morning. Do some kind of affirmations, have some sort of a schedule and a plan that you would execute on a daily basis. What we call a plan of action, which, you know, one of my mentors and coaches for many years was woman named Cathy Anderson, who, God, God rest her. You know, God bless her. She still works and she still a coach and a mentor, but, you know, she always beat it into my brain of the acronym plan, P L a N, which is prospect lead follow-up appointments and negotiate. And what she said was, as long as you spend 80% of your time doing one of those four activities in that order, by the way. So you want to prospect first thing in the morning when you have the most energy because prospecting or Julie generation can be challenging.

And it's a lot of rejections. So you want to be as powerful as possible. You want to be standing. So do you have as much energy as possible when you're, when you're actually talking, talking to people you're going to lead gen, you know, after you're prospecting, you're going to F you're going to do lead follow-up, you're going to follow up with leads probably between 11 and 11 and 12. O'clock. You're going to follow up with any hot leads that you've spoken to throughout the day or over the past few days. Typically we have to speak to somebody when you're between five to seven times as the average, I happen to believe that in this kind of an economy, you're probably looking at talking to people more than nine to anywhere between nine and 12 times before their eyes are going to make a buying or selling decision.

So each time that you communicate to them is going to add to that, that, that number. So what is the a in plan in the, in the word plan is appointments. You're going to first, you're going to prospect for an appointment. Then you're going to set an appointment. You're going to have a lead activity. You're going to have a lead. And that leads going to turn into an appointment. And now that you're going to take that appointment, you're gonna go get that listing. You're going to put it on the market and you're gonna start to market it for sound. You're gonna communicate that to the masses, by doing marketing and advertising, you may be a, you may become a open house expert. You may want to do that through social media. You might want to do it through video or texting or, you know, knocking on doors or sending postcards.

However you do it. You're going to communicate that out to the masses that you now have taken a listing, or you're going to be able to, you know, be able to communicate that out. Then once you put that property under contract, you're going to negotiate the deal. And when do we typically negotiate? So again, I should go back. We do our appointments between one o'clock and four o'clock typically. And then I always set appointments. I, when I first started in the business, I said, I said, Tonya, certain appointments between, you know from one o'clock to four o'clock from six o'clock to eight o'clock two nights a week. And on Saturday from nine o'clock until 12 o'clock. Ideally I tried not to work on Sundays when I first got started, but in the beginning, you have to do what you gotta do. People that want to work seven days a week, there is no seven day wonders in our business. They usually get burnt out. Over time, you can actually get yourself to a point where maybe you'll work, you'll have your appointments like I do in the afternoon from one o'clock to four o'clock. And on, on a random occasion, I'll do an appointment in the evening or on a Saturday when somebody isn't available. But for the most part, you can actually set up a schedule where you

Work when other people are working. And, and ideally,

If you get good at it, what you can do is

You can ask me, like, when I worked in Hudson County, a lot of times, and people worked in Manhattan, lived in Hudson County, I would say, Hey, is it possible to go see your house during the afternoon? And I, I, or I'd say, Hey, you know, I know your unit, unless you change something in it, I've sold like six or seven of those in that same building. Cause most of them were condos. And I would actually say to them, Hey, based on, based on everything we've talked about, knowing that building, why don't I just do this? Why don't I just come meet you at your office at around noon? And we can actually talk about your listing. And and when I come out to see you, if you're confident, comfortable, I can get your home sold, you're going to list your house from the right.

And they'd say, yeah, sure. And they would appreciate, you know, especially guys that are working from eight o'clock at eight o'clock in the morning until nine o'clock at night because they're young and professional, they're in a new job and they're, they're trying to make a name for themselves at their profession. So in some cases, these guys were working 60, 80 hours a week. So what I did was took out the resistance and giving them the opportunity to work with me by saying, you know what, why don't I just come to your house? And that went a long way when I would say, Hey, if you can't, if you know, if you have that crazy of a schedule, I'll just meet you at your office is far easier to do that. And by the way, if I'm coming to them at their office, in most cases, they're going to list the house for sale just because I actually came out to see them in their environment.

That takes a little more energy and a little more, a little more strength to be able to do that. But again, that's just one of those things where if you are a professional realtor, I'm getting a review that again, it's plan P L a N prospect lead follow-up appointments negotiate. So what does it, what does a professional realtor schedule look like? Typically they're getting up at anywhere between six and seven o'clock in the morning, they're doing affirmations there. They're reading a book of, with some kind of a powerful message in it. Some people meditate, some people pray, some people do affirmations, other people write things and write gratitude journals. It just depends on what you're into. The next thing that they're going to do is go work out for a while and getting a motion once your body's in motion and actually has a far, far higher tendency to stay in motion.

Typically you're in the office. I would get the office anywhere between I still do at seven 20 to seven 30 I'm at my desk ready to get going by eight o'clock. I'm actually getting on the phone and starting to talk to call people. In some cases, I'm going to role play with somebody and was just basically practicing on the phone. I'm going to do that from seven 30 to eight. So I forgot to say that. And then at eight o'clock, I'm going to get on the phone and I'm going to start to call the people that have expired or withdrawn. The first one to call them is going to win. If you call an expired and they've already been called by four other people, by the time you call them, they're just off. And you know, the, the later in the day it gets the harder it is to convert those people. So my suggestion is called them as early as possible from nine o'clock a, you know, after nine o'clock, between nine o'clock and 10 o'clock, you might be calling past clients center of influence. You may choose to call just listed, just sold.

Or are you going to do circle prospecting, which is another opportunity once you do that, like I was saying, is that by around 11 o'clock, I like to do lead follow-up from 11 o'clock to 12 o'clock, 12 o'clock to one o'clock. I like to recalibrate myself, take a break, get some lunch, sit quiet for a little while. Maybe listen to something inspirational, watch a YouTube videos, I'm training or something inspirational. And then at one o'clock, if I don't have appointments, usually my appointments are from one o'clock to two o'clock, two o'clock to three o'clock, three o'clock to four o'clock. If I don't have somebody scheduled in that appointment, I'm doing lead follow-up and, or I'm calling another lead source to get business. You know, if you're going to work everyday and your, your boss expects you to be at your desk, if you're a professional, you should probably be putting in seven to eight hours a day at bare minimum.

And the real estate business is probably far more than that. But again, and you know, when you're calling to up with people, how do you know when you've called too many times? You know, the process I've always been subscribed to was the three, three, three rule. Do you call them three times? You email them three times and you text them three times. If you can't get them in the morning, you do it in the afternoon. And if you can't get them in the afternoon, you do it in the evening. And you alternate those different strategies for different times of the day. Don't do them all at the same time every day and say, okay, I called the guy three times at eight o'clock in the morning on three days in a row. Now call him in the afternoon, Coleman the evening, because you want it, let's say that person works nights or works.

You want to have give yourself the best possible chance of getting in touch with them. And, Oh, by the way, if you've got to do a little diligence to go find them or go find their phone number and you can go as far as, Hey, you know, I'll give you a little tip. When I used to work with people on wall street and I couldn't find their phone number for their house, what I would do is I'd figure out that on LinkedIn, that guy worked at bear Stearns. And what I would do is at seven 30 in the morning or seven 15 in the morning, I would actually call the bear Stearns switchboard and say, Hey, is Mr. Jones there? They'd say, Oh yeah, sure. Hold on. What's interesting is they would transfer me to his direct extension. And what's interesting is even if that guy had an assistant more than likely that assistant wasn't there until nine o'clock or eight 30.

So if you're calling that guy and the, and there you're getting transferred from the switchboard, more than likely the guy's going to pick it up. And when he picks it up, you're going to say to them, Hey, and he's going to say, Oh my God, how'd you find this number? You say, you know what? As aggressive as I am to find you, could you imagine how hard I'm going to work to sell your home? So people that are not ready to sell their home, find the aggression and find aggressive agents in knowing what the good news is. You're going to filter those people out, because if they're annoyed by you, then just move on and find somebody who isn't. But if you call somebody to truly wants to sell their house and you call them at eight o'clock in the morning and say, Hey, I know you've been trying to sell your house.

I know it's frustrating. I know you didn't sell it over the past six months, but I have a solution for you. And I have a plan to get your home sold the next 30 days. When can I meet with you today today for tomorrow at five, which one works better for you? If you're willing to do that, you're going to get more business. It boggles my mind to think that when I talked to one of my vendors, it's a guy named Wren Jones who was a friend of mine and coach and mentor for probably 20 years. Now, he's also the owner of, he was the founder of Vulcan seven, which is a dialing system that we're going to talk about on our summit. When he actually told me that only 4% of our industry is willing to be confrontational and to call people on the phone. I was actually dumbfounded. I mean, I've made an entire career out of calling people on a telephone. And quite honestly, I mean, that's my chosen path. And it makes

Everything else easier because if you can close somebody on the telephone, when you go to see them in person, your closing ratio increases by 30 to 40, even 50% because your body language just increases your

Ability to close. So, you know, find what your chosen path is.

We're going to be doing our real estate summit, which is the 10 X real estate warrior summit that 2021, it's going to be a hundred percent virtual for three days, January 26th, 27th, 28th. We're going to have some of the world's best speakers, trainers, mentors, coaches, guys like Ren Jones. People like Nick Natan, who is a 16, 16 time Emmy award winner producer, who's going to teach you about celebrity branding. We're going to have guys like Abe, Abe, SOF, who is, you know, been in the business five years. He does 150 transactions by himself with like one assistant and he's not working an eight day week. So if want to find out more about how these experts and what we call 10 X, top guns are doing their business without killing themselves. Tune in, sign up for the 10 X real estate warrior nation, by the way, happy, Merry Christmas.

It's going to be free again. I'm going to tell you it's free. If you want to find out more about that, or if you want to get a heads up before anybody else go sign up on our 10 X real estate warrior nations Facebook group, it's a private group. Just go in there and tell us you're a realtor and we'll let you in. We're, we're trying to keep the spammers out of it. But we are looking to help you to become, go from being an ordinary agent, to being an extraordinary 10 X real estate warrior. I wish you the best if I don't speak to you between now and the holidays, I wish you the best have a great holiday. And I look forward to changing your life for you. Thanks.

Yey Realtors...Why list homes during the holidays!

Sean Shallis, Ri2 Consulting/lead Solutions — Thu, 03 Dec 2020 09:00:00 -0400

Hey, there are 10 X real estate warriors. How are you today? So we're getting close to the end of the year. It's December 3rd, my book, and I'm, we're recording this. And you know, after this afternoon, I actually had a couple of conversations with several people that we spend time with in a prospect with lead generation, with if you want. And you know, and I, I always talk about it this time a year, huh? My business personally from November 30th, till about April 15th, goes through the roof. And I think that's, you know, due to a couple of things is one is I worked in Hudson County for years and in Hudson County, the average person there is about 38 years old. They're working on a bonus in most cases because they couldn't afford to live there unless they're making over a hundred, 150,000 a year.