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Key Factors RealEstateAF
Educational Podcast for Consumers, Mortgage & Real Estate Industry Professionals. We'll Talk About It All! Key Factors podcast, powered by https://ReviewMyMortgage.com . Your Host Mark Jones invites Industry Pros to help uncover & educate on the key factors of various topics. There’s something for everyone so let us be your guides and get educated. Subscribe & Follow on Spotify, Apple Podcast, Facebook, Instagram, & all other podcasting platforms. Host : Mark A Jones Founder of ReviewMyMortgage.comProducing Branch MangerSr. Loan Officer. NMLS ID# 513437NMLS Consumer Access: http://www.nmlsconsumeraccess.org/Powered by ReviewMyMortgage.com
Key Factors RealEstateAF
LPT Realty vs Traditional Brokerages Which is Better for You?
Ever wondered how a bartender and construction worker could pivot into a successful career in real estate finance? Join us as we chat with JT, a seasoned loan officer with 17 years under his belt, sharing his journey from mixing drinks in San Antonio to mastering the world of mortgages. JT opens up about the early days, when he was inspired by the affluent lifestyles of lenders and made the bold leap into a commission-only role before the Dodd-Frank era reshaped the industry. His story is filled with humor, grit, and the kind of determination that makes you believe anything is possible if you're willing to hustle.
But JT's journey is more than just numbers and loans; it's about personal growth and transformation. We dig deep into his bold strategies in the competitive real estate market, like his innovative approach to For Sale by Owner properties. With insights into the power of a purpose-driven mindset and the role of spirituality in amplifying success, JT shares how supportive relationships and accountability are crucial for achieving big wins. Learn how marrying the right partner can be like having a personal coach, driving you to new heights, and why the thrill of the chase in business is only rivaled by the fulfillment found in collaboration.
The conversation doesn't stop there. JT shares his vision for the future, navigating the challenges of rising interest rates and financial setbacks while aspiring to become a top recruiter globally. He opens up about the difficult choices in entrepreneurship, including the hard decisions that come with letting go of team members. Yet, through adversity, JT remains focused on serving underserved clients and seizing new opportunities, like those at LPT Holdings. Whether you're in real estate or simply enjoy a good story of resilience and reinvention, this episode offers a refreshing perspective on working smart and embracing change, with a sprinkle of humor along the way.
Key Factors Podcast is Powered by ReviewMyMortgage.com
Host: Mark Jones | Sr. Loan Officer | NMLS# 513437
If you would like to work with Mark on your next home purchase or as a partner visit iThink Mortgage.
And we're back with another episode of Key Factors Podcast Real Estate, AF where the AF stands for and finance. And, as we were just discussing, this is a podcast where we talk about real estate, we talk about finance, but we are real. We keep everything pretty transparent because I'm only having conversations with experts in the industry, and today I've got an expert that I've known for quite some time, doesn't live in the 210 anymore but still contributes heavily to our market and what the hell's going on. So I've got JT. What's up? Jt?
Speaker 2:Dude. Wow, I got butterflies. That means I'm an expert. Yeah, I mean. Thank you for the warm welcome.
Speaker 1:And then he brought Tabby. Yes, how are you?
Speaker 3:I'm doing great. I just flew in from Boulder this morning. See the difference.
Speaker 1:See, you can hear yourself.
Speaker 3:Oh, wow, this is amazing. Yeah, yeah, yeah okay, good.
Speaker 1:So guys, um, you just flew in. Um, before we get going on any kind of discussions, I want the folks out there listening to know who the hell they're getting their uh advice content from. Today. Uh, I know who you are. There's plenty out there that do know who you are. But but for the folks out there, if you could start with the basics, where did it begin All that good stuff?
Speaker 2:Well, you and I have a very similar background. How many years have you been in the game?
Speaker 1:Oh gosh, this is going to be 13. I believe I got in in 2012.
Speaker 2:Yeah, um no, I remember when you got in cause you were smooching on my agent, that's right. It was like I didn seriously I mean so okay. So the backstory is I'm, and respect your elders, I've got 17 years as a financier, aka loan officer, in San Antonio, and uh, where's Mark Harris at? He broke me in real good on my first day. Swear to God, this is how sometimes you just want to throw people in the deep end.
Speaker 2:First day I was a bartender, construction worker. She just got pregnant. She didn't want me coming home at four o'clock in the morning and I sure as heck didn't want to be out there tying steel on these bridge decks. I was too smart for that. I knew I was a visitor. And so the stars aligned and as I was bartending, the richest guys were the lenders. Dude, they had the boats, the Hummers, the Mercedes. I was like thousand dollar tabs. Every night I told myself, dude, when I grow up I'm going to work with those guys. And then so when we fell in love, she was ROTC had to go to San Antonio. We were in Virginia, we get to San Antonio. I reinvent myself. So this, this will all intertwine in the story later too.
Speaker 2:So this was the first time in my life, technically, where I had to burn the ships, meaning the switch went off and I went either Papa G, yeah, so if you're, if you're, if you believe in God, I had God in my heart and if you don't, I went psychopath mode. Yeah, meaning nothing mattered. And over my dead body, was I not going to feed my wife and soon to be child? Love that? And so Mark found an ad in the paper.
Speaker 1:Got it, got it. Yeah, this is 17 years ago and I believe it because I was using Craigslist as my first means of trying to get business.
Speaker 3:It was like what?
Speaker 1:No, no no, mind you, things have changed.
Speaker 2:That's back when I was charging for this. I thought we were expecting an invoice. Is it free now?
Speaker 3:This doesn't look, cheap to me.
Speaker 2:That was one of my battles how could you be good and cheap? Because it's like an oxymoron. It is paradoxical.
Speaker 1:We've actually talked about that.
Speaker 2:Until now with the company I'm with, where we've cracked the code. I love it. So long story short. 17 years ago we come to San Antonio. I called on an ad for a loan officer position and it happened to be Mark Harris at Supreme Lending with Irma, and I was bartending when she called me that night and I was so over it. I walked out halfway through my shift. I was over it Because I went from making $600 a night in a martini lounge to working at the Riverwalk and freaking Broadway, across the street from Rebar Dude.
Speaker 2:I was like this isn't for me and so I get in in. And the very first day I get in there and I'm excited, bright eyed and bushy tailed, I'm going to be a lender. These guys are ballers. I show up to an office Now Mark doesn't smoke anymore, but everybody's smoking cigarettes inside the office and you can imagine there's the table with that, like the picnic, the plastic picnic thing that you see at grandma's house. You can see all the threads inside, and coffee, the machine, and so. And then I had to go get my express, my structure shirts, excuse me, you remember structure before it was oh my gosh, I had everything from structure, bro.
Speaker 1:I was looking like a million bucks.
Speaker 2:The black stripes. And so the first thing he does on the first day I said, mark, what do we do? He said we got to get loans. And I said, all right, how, what do we do? He said we got to get loans and I said, all right, how do you do that? And he said that's a great question. And I'm looking at him like okay, for real, like we don't know how to do this job. And you're in an office smoking cigarettes and then so he hands me a stack of paper. Wait, you hired me. Well, it was commission only and you didn't have to have a license.
Speaker 2:Basically, this was before the NMLS. Frank and whatever else. Well, dodd Frank was all of it. Yeah, april 11th 2011.
Speaker 1:There were very few limitations on what could be done and what could be originated at that point.
Speaker 2:I was clearing 50 K a month on a million in production. That's crazy. Me and Cody Reed, I'll give him a shout out. Me and Cody Reed, I'll give him a shout out, me and Cody. Out of all the legacy lenders, every month we had the highest price. Now I wasn't doing those four hundos back then, I was doing the 150s and they were all govey, but we were hitting G-slam. So imagine coming from Virginia Beach construction worker, bartender to clearing 100K and now you're looking like a billion bucks Within 12 months.
Speaker 2:Oh yeah, oh, feeling like I mean, we can't even breathe right now. You want to talk about somebody who's living outside the matrix, who was dealt the perfect hand and Moses is parting the Red Sea. Yeah, this is what's happening for us. I love that.
Speaker 1:So Mark check this out.
Speaker 2:No, we are going to shatter your perception of realty today. Okay, so Mark gives me a damn stack of paper. It's a inch tall and it's Fizbo's. And he said call everyone and tell them this. Say I'm not a realtor, but I want to put a sign in your yard for a hundred percent financing, remember Nehemiah? And so bandit signs. They're 10 cents a piece. I literally start calling these Fizbo's. Hey, I'm not a realtor. My name's JT. I work with the mortgage company. If we put a sign in your yard, it might help you get a deal. So I'm driving around the hood. I've never even been to San Antonio.
Speaker 2:And first, you know full disclosure, as I'm flying in today from Boulder and Maui, I'm like dude, san Antonio doesn't look that sexy dude. I mean, I'm here for the money, guys. I know agents hate that, but I'm serious. I'm watching all these dudes around me watching me taking everything in front of them, and you know what that does to me, cause I'm a G dude. That just fires me up. I'm like did you want to? Okay, grab your popcorn, get your Coke, take a seat. Oh, you might want to cover your wife's eyes, cause when she sees what the man's going to do, she's going to look at you and say what's your problem, bro? Why is JT rolling the dice and you can't even make your calls or email your damn database? I'm like, bro, because there's levels to the game and you know what this whole agent no agent left behind. I'm like bro, watch this. You know I'm an iron worker back in the day, five-year iron worker. So I was cut from the cloth like an athlete.
Speaker 2:Athlete, bro, if I'm pitching for the red socks yeah I plan on winning tonight, and that means you're striking out, but we're still boys. I'm gonna go home, you're gonna go home, we're friends. But tonight you're not gonna hit that ball, bro. That's just how I'm playing. But tonight you're also and I'm gonna dap you up and love you. But the point I'm making is god damn, 99% of agents are playing in the big leagues. Leagues, dog, yeah. What do you miss?
Speaker 1:I just miss that concept of competition, the concept of leave it all out on the field. There is no backup plan. Go hard until you can't and then, when you can't, do your resting and get your ass back to work concept.
Speaker 2:Here's what I really want to dive in with you and get your ass back to work concept. So, and I here's what I really want to dive in with you, because for my whole life I've always been destination, goal, purpose, leave no, and then action. Well, now I'm living in the spiritual realm, where I'm manifesting and I'm in a wormhole, and so, instead of like, one plus one equals two, now, imagine a thousand times the leverage. So, for example, I'm in a world well, think about this, because I'm going to salt the wound. Okay, and I think all lenders share the same pain. Okay, right, we all have the same job. We're all pretty awesome. You know what I was thinking today for the intro, for this should be the Mike Jones. Back then they didn't want me.
Speaker 1:Now I'm on it, they all love me, that's what I was thinking about with you, if only there wasn't copyright dude.
Speaker 3:Oh you know I forget yeah youtube specifically right oh yeah, but not instagram and dude can we call them?
Speaker 2:can we take a moment? People are. You know, I get this all the time because she's my better half. She kind of levels me out, and so people like, dude, how does this happen? Uh, jc go to me.
Speaker 1:Did you guys think that there was a question on that?
Speaker 2:Back to you. But the point I'm making is can we not just take a second? If you really want to know the secret like you marry a woman that you are, literally that drives you crazy and you'll realize that your life is just a love story.
Speaker 1:Like everything I'm doing to kick your ass, meaning get your shit together type concept.
Speaker 2:I don't know if I want to have this conversation in front of the boss. You want to talk about holding people accountable. I made a joke. Someone's like you need a coach for accountability. I'm like are you not married, bro Touche? I don't want accountability. I come home to accountability every day and I'm like dude, when are we going to stop looking at the bank statements? Where have you ever had the conversation with your wife about amazon? Like when?
Speaker 1:oh I I christmas coming every day. I tread lightly, very lightly dude controller be controlled so but yeah. So yes, dear, you are right, and happy wife, happy life yes, I live by it oh, it's true.
Speaker 2:It is true, yeah but we're the lucky ones because we get to give and provide and protect.
Speaker 3:We're here to support and love and make the home happy and be the cheerleader. Yes, there you go In a loving, cheerleading way.
Speaker 2:Yes, no no, no, look, check this out. She was in tears the other day. We're together, but I love you.
Speaker 3:Exactly.
Speaker 2:No, she's this like you. All right, she understands the game, but you need helpers, you need minions, absolutely. But what she's always said is she's like I don't like that. You're always like the alpha. And now my business partner is a billionaire and so, and you know, I don't want to tell everybody where we're at, but we also live a few houses down from Kimball Musk, okay.
Speaker 2:And so, talking about you got to be it to see it and the energies, and like I'm realizing cause I'm working with Robert Palmer and I'm studying him. He doesn't know, he's my, my mentor, but I'm from a distance. Yeah, absolutely His conviction and the way he's doing it. I've I've never believed in me more than now because, kind of like when I got in the core with Dayton and those guys, you know if you're making a hundred K, which is great, and then this was 15 years ago and I'll just go ahead and throw it out there there's a guy in this town who does more loans than anybody you've ever known. He's really tall and Rick Ruby stood him up and he made 900 grand that year.
Speaker 2:And this was 15 years ago, and so I had never in my brain. I literally there was brains on the wall. Yeah, I was the biggest pimp in the room Right and I didn't realize that I was with whales. Yeah, no, it blew my mind. So that's when I got excited about mortgage. And then so, being a 25 year old guy, beautiful girl, you know, getting your getting your first house or whatever home alone, you know just loving life. Well, fast forward 10 years or not even you know it was probably there, was. There was a time I was going viral, hitting like 18 loans, which you know is mad loot. And then so, after that whole thing, team rates, whatever long story short, so 17 years in mortgage and about a year and a half ago, this is the story. So 17 year, and I would, I would consider myself a top producer within my, within my colleagues now within the core and those higher places. Yeah, no, I tip my hat to those guys.
Speaker 1:Gavin Ekstrom, you know you're out there sitting and so go as far as to say that you can take things from the core that work, because they're, 100 is plenty, oh yeah. But there becomes a certain point where you become a robot and you, nor the folks that I know that, use some of the core principles and traits and tasks that they do. We couldn't fully engage or engulf ourself with that, because we're not robots. You got to make X amount of calls Sometimes I'm going to go a little ADD on you and what I do works so yeah, or you can't tell me that this is the only way.
Speaker 2:And if you do it enough, you zoom out, you realize there's no secret sauce and it's all the same shit. It's right, you are the secret sauce, a hundred percent. And then and what I see is not the general challenges, it's especially for real estate, it's planting the seeds, like initial contact. We're all pretty cool, we can talk Most agents you can have a decent conversation with. The challenge is like are you identifying high caliber, influential people that'll work with you and or refer you? And if not, I'd say you're probably wasting your time because my friend's got money and credit. So that's why I do deals. And if you're putting your loan officer hat on, imagine if I was a loan officer chasing agents that don't do deals. I want to feed my kids, no no, right.
Speaker 1:So it's like chasing your tail. What is the point when you catch it?
Speaker 2:No, yeah, exactly. And then, after 17 years of doing this, I was like you know I'm, I'm ready to level up because and again, this is all product of environment. My biggest takeaway from the core it's just as good as you, if not better. Yeah, that's it. I just didn't think I was when I was a construction worker because I was working with drug addicts and stuff like that. But now I'm not.
Speaker 1:The level of intellectual conversations is probably lacking.
Speaker 3:Well, can I touch it?
Speaker 1:Yeah.
Speaker 3:Say something about that a little bit. So when he said I was tired of him being the alpha like he was, you know he loves to help, so he's around people that are not like lower, but I would say they're learning and they're trying to like.
Speaker 2:Like LP1s, LP2 processors.
Speaker 3:And it's cool because they're motivated to learn. But when you're doing that, sometimes you get distracted on what your goal is. You get pulled into, into it.
Speaker 1:And you get sucked into that. The mix Exactly.
Speaker 3:And it takes a lot and of course it's rewarding, but rewarding. But I've always, I've always imagined him with like eagles flying, with the eagles like the, you know, the big dogs, the big producers, the best of the best. And he did that.
Speaker 1:But, like now, repeat, that that was the coolest shit I could ever hear a wife say, and I'm gonna replay that what did I say? Instant amnesia but it's.
Speaker 3:It's just really like you know you're a product of your environment. So who you surround yourself with you, the look that they always say the top five people that are around you is a 10.
Speaker 1:It's top five, and it doesn't matter, it just burns up a feather, that's right.
Speaker 3:And flying with eagles, and so when you're around all these people, you strive to be better, and then you get better and better, and then, of course, you're helping them. So it's like this ongoing you know fulfilling.
Speaker 1:Yeah, you were exactly right.
Speaker 3:Yeah, so that's exciting. So that's where we're at now, but continue.
Speaker 1:JT. What do you do for a living right now?
Speaker 2:I am 100% an agent attractor.
Speaker 1:Okay, very good, that is my job, not lending.
Speaker 2:Zero lending, with the exception of a few of my favorite past clients. I will refer to my processor because I know they'll spoil them, rotten, perfect. But when I burnt, so I burnt the ships the first time. When she got pregnant and we moved to Texas and I became a lender and, of course, when your back's against the wall, you're going to be all right, of course. And then about a year and a half, about a year, a little over a year, about a year ago, right before it was June 16th is when we did our launch party, but right before that, you know, rates were up, dude, my team was falling apart. I had 10 people on my team in Oahu. Fast forward two years in Maui.
Speaker 1:So when you say team, you're talking about real estate, I'm talking about mortgage team.
Speaker 2:I was doing loans until a year ago, like I reinvented myself. I went from loan officer JT to now my goal is to be the number one recruiter in the world. Very good, and I believe. A million percent. I think I'm definitely on track. Okay and no, like Mark would say, jt, it's not that you're good, it's that everybody else sucks. It's true, like I have zero competition. I know my wife she doesn't like when I say that, but, dude, whoever's watching this podcast? Dude, my phone's ringing off the hook. I stop making calls. I've got. You know I'm living in Fantasia right now. I've got angels around me Like this, this whole situation that we're in like, for example, when the rates went up, I knew it Like I don't know if I manifested this.
Speaker 2:I knew this was coming. We had a 10 year bull run. Didn't you get a fat daddy house? I see your shit with the pool Ain't none of my business, but you look like you got your shit. You look like you're doing loans. And you know the older guys know the seasons change, markets are cyclical, but when you're like me I'm young, I'm ambitious, I'll go all in. Sure, dude, I'll build a team. I don't give a. So, anyway, super, super high, highs. And then when the rates went up, dude, my P&L went into the red. For the first time in my I literally I've never seen money disappear. And then, of course, with corporate, I'm like, and it happened quickly, it doesn't make any sense. And so 10 people turned into one plus a processor. And the last person I let go was my niece and she was my assistant and I, you know, she had a hundred thousand dollars salary plus bonuses to let go of my mom during this this period.
Speaker 1:Absolutely, it was tough.
Speaker 2:Being transparent, like to me. It almost makes me feel like oh, I'm like guys, if you're in, if you're an entrepreneur, if you're for real, for real, yeah, you're gonna cut a bloody nose sometimes because if you're fighting a pro, he might land every once in a while. Absolutely, absolutely so. Your mom got kid and that and so did it hurt to my mom, norma jean.
Speaker 1:Uh, by the way, you're better at making cakes. You're a badass at making cakes, by the way. Uh, you're better at making cakes. You're a badass at making cakes. By the way, if anybody needs a custom cake, go to. I think it's like NJ Jones on social media, but yeah, that's a true story. I mean, it was tough times for not only the mortgage side, but real estate side as well. More so on the mortgage side. One because I'm in it. Two because I had just opened up my own DBA and it's like, okay, everything's falling apart. What do we do? And it's like, guys, we've got to focus on the people that didn't get focused on the last two years, three years when everybody could get a loan. There were a ton of people that could not get a loan. Those are the people that we're going to help right now, and we attacked it hard.
Speaker 3:Nice yeah.
Speaker 2:Well and it's a battle of attrition too. You knew that If you weren't losing money, you were winning Anybody who's new to the game sometimes like what we ended up doing too. We buckled down I mean, if you've got, if you can get into a position where you're running low on debt as soon as this opportunity came up.
Speaker 3:Which opportunity?
Speaker 2:Well, the LPT opportunity, lpt Holdings I know right, but here's what actually happens. So this is the story, so we're going to be talking more about LPT.
Speaker 1:No, we're going to do whatever you want.
Speaker 2:I would like to because I actually have an LPT. It doesn't matter how viral you want to go, Because, dude, I'm telling you we might drop going to sleep. You're going to be tossing and turning in cold sweats tonight wondering, like, what did that? Dude is Mark.
Speaker 1:What is happening at FSA right now. There is a two minute flick and then you can tell us if this is right or not, or what have you. I don't know. If you know this person, it popped up. If it's OK, I would Let me know when you're ready and go.
Speaker 2:I haven't seen this.
Speaker 3:We know them.
Speaker 2:Oh, this looks like. Oh, that's real estate CEOs. That's Chris. Oh, that's Isaac. So Isaac works with Chris Nevada and he has a mega bomb he's about to drop First off.
Speaker 2:Let's talk money here. You don't need to play this, no, I will. You guys, I'm dude, I am the guy. I could dude. Okay, come on back. I'm not saying he's not the guy, he is the guy, but I'm going to blow your minds. All right, stop.
Speaker 2:So here's how it all builds up 17-year mortgage run. But the last five or six years, specifically when the pandemic hit, I felt like I was swimming upstream. Dude. You know that feeling of like I don't really want to check my email right now because docs aren't entitled and I'm not really interested in having that conversation with an agent I chased for two years who's on my fifth deal and now my processor is sick and I'm like this is why mortgage drives me crazy. And here's this is the picture I'm going to paint. And I actually have a new why and it's called light at the end of the tunnel.
Speaker 2:And if we're having an adult conversation, 99% of realtors, especially 95% of lenders, it's a dead end job and I don't care if you're making a hundred grand a month, because I'm going to tell you right now I know what, you know that other people don't know, which is. It's not enough, it's true, guaranteed Like if, and if somebody says it's enough, I'd say, hey, kudos to you, man, great for you. But in my world it ain't nowhere near enough. I'm sure Hawaii prices are.
Speaker 2:Well in general, like, think about this. I mean, in reality, if you're talking to a financial planner, a hundred K a month is 20 million in savings. I actually just had a referral come in but I pass it off. The guy had 11 million in his account and his equity account and I asked him. I said where'd the money come from? It was a wedding gift from his wife's dad. It was 16 originally, Now they're down to 11. You know how much income he had? 350. Wow. So this is how rich people live. Like if you're a trustafarian and you got 10 M you're living off of, you know I mean 350, 500, and that's okay. But think about this If you're a lender, lender, an agent are making money's not necessarily that easy. Saving. It is completely different, absolutely.
Speaker 1:And so all of this kind of revolves around that actually, when you're in the process and I'm putting myself in the mindset of when I was growing your best asset, your best bet, is going to be to bet on yourself. So you're taking that extra and putting it back in, hopefully, hopefully, those that are building their business. They're putting 20% at least back into your business and grow it in risk. That may not pan out, but some do you know, and I'm here to tell you that some do no for sure, a hundred percent.
Speaker 2:It's just very rare and that. But so this is the future of real estate. The future of real estate just like all these new. Like banks, bankers are very clever on how to make money out of nothing.
Speaker 1:I wonder if we're going to end up answering a question that I'm going to prompt now don't answer it now which is are real estate agents and mortgage lenders eventually going to become obsolete?
Speaker 2:Well, that's a great question and I wasn't going there. But here's my thing and I'm not going to be negative, Nancy. Okay, I am very motivated. I cannot predict the future, but if I were, if every agent in the country we're listening to right now, I would say it's not us versus the brokers, it's well it is. It's not versus we're agents united. So let's leverage each other, focus our attention on a common destination, which, for me, is our goal is to become the most valuable real estate company in the world. Okay, that's why we exist. Every day, I wake up and I know exactly what to do and I have a purpose.
Speaker 1:Let's define the value, yeah, from. And who is our, I guess, customer that is supposed to see this value or gauge this value? Does that make sense? It's either going to be monetary, it's going to be something of what you get out of it. You mean how?
Speaker 3:does it become valuable.
Speaker 1:Well, I mean, first we got to define the value.
Speaker 2:Well, it's two. Is it just monetary? Well, here's what I would say it has to be both, because in order to become the most valuable brokerage in the world, we have to be the most valuable brokerage to the agent or we're never going to get to that. Like, these are hand in hand. So a lot of people say, oh well, you sound arrogant. And I would say, no, I left Maui in two days because Robert Palmer said I created LPT Realty to become the most valuable brokerage in the world and I created LPT Realty around agent choice, so every agent could achieve their own definition of success.
Speaker 2:Now rewind the tape. I'm friends with Rob Flick, Gene and Brent. I know three guys making over a million dollars a month at the biggest cloud brokerage. He bought my dream boat. Gene has the 80 foot no shit, this was my freaking screensaver 80 foot sun reef, catamaran Dude these things go for seven, eight. He's got five people living on there. He's got five people living on there. He's got 300 million in stock. He's making a million a month.
Speaker 2:So to most people this is just noise, but for me you couldn't have dealt me a better hand because you know who's the best recruiter in the world A loan officer. We've been doing it for 17 years. I don't recruit, I capture Meaning like I understand initial contact, building, rapport, closing and following up, and I don't kiss on the first date and I only go after dimes. Bro, the first guy I called in Dallas check this out, I told you I was addicted to the game. The first dude I called in Dallas was the number one luxury agent and he did 130M on 40 transactions just MLS, so probably three times that you know these luxury guys Now giving perspective to the folks.
Speaker 1:listening, you are calling them as a previous lender, but, as I know, this is all agent attraction, so yeah, that's what. So you are still a loan officer? No, this is now. Yeah, that's what I'm trying to let them know, is it? He's not a loan officer at this point. He is now in the recruiting seat with that hat on going, I'm going to get very good. The only difference that's the first time anybody knows that he's a real estate agent on this podcast, yeah.
Speaker 2:So, but here's the thing I joke around. Here's the thing I joke around. I love it. I've helped approximately 1700 families achieve home ownership. Sure, if we're again having an adult conversation, I believe the lender's the quarterback. I'm Tom Brady, you're Randy Moss, I'm going to hit you in the end zone with a bag. Yeah, and if you've ever and good agents know this too a good loan officer is worth his or her weight in gold, absolutely, and so in my world, there's levels to the game.
Speaker 1:And I have yet to sit in the room with an agent that I couldn't have a high level conversation with and honestly run circles around. No offense, so prompt to the listeners out there at the moment. If you're listening and you got to this point, I want to know in the comments who is more important, more valuable to a transaction the realtor or the lender?
Speaker 2:Go. I never answered your question, though, so here's my prediction. I would say this I think we would be ignorant and naive to think you're going to get two or three points in 10 or 15 years. So this just tells me. You know, if history is any indication of the future which I love because we can draw and inspire confidence from that the markets will change. You know, everything grows. You could pull out. It's funny when's the best time to buy Dude? If you pulled out Boulder, it looks like this over the last 150 years, you tell me.
Speaker 1:I always tell people 1972. Why? Because that's when they first started tracking. Yeah, like, why does it matter?
Speaker 2:And if you're like me, like us, we're thinking long-term. Like I love Boulder, I'm investing in Boulder. I'm not trying to make 50 grand in a year, right? No, I'm thinking legacy Like this is going to be my son's property maybe, or I could sell it. Who cares? But also, I mean it's, it's, it's to me, it is the mindset.
Speaker 1:It is definitely the mindset in thinking this big versus this big.
Speaker 2:Definitely. And here's the thing you and I are lenders. So two things about living in really nice, expensive homes.
Speaker 1:I thought you're a realtor.
Speaker 2:I'm a. I'm a realtor trapped in a lender's body.
Speaker 1:I like that. There you go so.
Speaker 2:I'm actually. What are you? I'm a, I'm a nonconformist. Wait, do I go both ways? No, I'm just kidding. So here's the deal. We don't do pronouns. Here's the deal. Let me go back to yeah, here's the way I look at it. I I look at it. I'm going to work smarter and not harder. And right now, the biggest money in real estate and this is not up for. I would love you. You want to sit me down with Glenn and Tamir right now? They would this. This will never hit the streets because and again, this is not picking on anybody it's a, not a one size fits all, and I would even argue it's a popularity contest half the time and more human element the bottles, all that stuff's great, but there is such thing as timing, there is such thing as opportunity, opportunity, cost Absolutely Dude.
Speaker 1:Yeah.
Speaker 2:So check this out right now I could do loans for approximately five to 15,000 alone, depending on the loan amounts, cause I do deals in other States that are more expensive Colorado, specifically, obviously, hawaii. So, um, where was I going with that?
Speaker 3:Well, can you touch base a little bit on, like, what made you leave Maui and take your whole family and leave it stopping? Yeah.
Speaker 1:At a certain point we were rolling Jay you were with new American funding at the time, I believe and then all of a sudden, Oof. Yeah, no, I did he go yeah well, here's another thing about goals, and I'm sure there's a lot of folks out there that know you or know of you previously in your previous life. That went well. How the hell did where? How did he get to hawaii? Where did that? How, why?
Speaker 2:well, okay, so that was the pandemic. So we were. So we were in Boulder and I was a normal LO like you, just working, making my calls, doing deals First off. I'm not normal. You ain't normal either. You know what I mean. You know what I mean. I'm not like I was in. I embodied the Dow.
Speaker 2:I woke up in the morning I was loan officer JT, that's right. And then the pandemic hit. And then I was like dude, like we can live anywhere, I never. We we had vacations in Hawaii and did family reunions and I remember when we were in Lanikai beach the first time a lady looked at me and she was like, oh, are you, did you guys just get that house? And I was like I was like thank you, but no, do you? Do you really think I'm the guy that bought the beach house next door to you? Like, do people live here? No, I didn't know you could live in Hawaii Before the pandemic. You didn't live there, you vacationed there, absolutely. So once we didn't have to meet people anymore.
Speaker 2:I was like we have the family, our kids are in high school, we have two high school kids and I was like you know what we really want to? We love our family. Dude, like every, my whole mantra is every day is our best day, like I'm not waiting until tomorrow. I want to eat a good dinner, I want to dance with my wife, I want to teach my son, I want to, I want to milk that day. You know, I look at the sun goes up. So, like one of my friends he had I don't think it's his quote, but he would say if you can make it through a day, you can make it through a lifetime. And I like to flip it around and say I don't want to make it to the day. I want to milk this now. Income, sure, but no way I wouldn't trade it for any pips, correct?
Speaker 3:I think that, like the whole Hawaii transition was super fun. It was like almost we didn't believe it to be true. It was like you know, a dream, almost.
Speaker 1:Right.
Speaker 2:But then we hit like a certain point where he was talking about all the rates and it, that came back like yesterday. Okay, so there's another little variable too, right, but I knew I was swimming upstream, I knew that there was nature in my heart was telling me son, I love you, you can do this really good and you've got a really strong will. But deep in your heart, like I, I not that I couldn't do this happy because these are first world problems. Bro, I'm living on three acres off the greater Maui with, if you go to my Facebook, if you guys want to talk about some iron candy, bro, I mean, it's hard to go to California, right, it just, it's just not the same. It's not comparable. It's so dope, it's outrageous. But what that does?
Speaker 2:Going back to product environment, my are in 15, 20 M's. You know we got a 3.5 and I, I'm working and they're they come one or two months out of the year and I'm like, okay, everybody around me is like go to Newport beach, you know. Same thing. What's wrong with me now in San Antonio? You pull up, you know. You pull up 250, 500, a million a year. You're a baller, you could do a Lambo, you could have a nice house, um, which is, who cares about all that stuff?
Speaker 2:For me, being a dad, it's, to me it's just common sense. Like squirrels are smart enough to store acorns, I'm a human being. I look around. There's no homeless deer, there's no homeless fish. I should be falling. We're just. You know, and I'm not gonna say I was a great saver, but I always knew I was going to be rich Like I. I've never doubted. You know, for some reason I've been a good earner and I've been in that world again where I'm like dude, you're, yeah, yeah. And this is what happened last week in Las Vegas. I'm in Vegas with billionaire partner and the highest caliber people in real estate in the world for pub con Zillow and I'm in the room.
Speaker 1:And now my goals of a hundred X, because I'm in the back room and I'm in the conversations and I'm thinking, dude, bro, we talk about it a lot on this show, about the goal being to get in the different rooms, into the bigger rooms, into the rooms of others that you never thought you'd be in, and once those doors open, you're now in the room. What do you do? Well, you start soaking it up. Why? Because they're way more willing to share than you thought they would be. And, just like you and your situation, you get into the room with X of a goal and see that all these people around you, their goals, way up here, you go. Well, shit, it's definitely possible If there's this many of you around that have that same like-minded concept and drive and achievements and all of this, what?
Speaker 2:I think about this. The goal, it's an idea. Robert's idea is just bigger than mine. My dream fits inside of his dream, my dream. I've got a fat number that I've had forever and mine fit perfectly and I could coattail. I didn't have to be the man. This time he's writing the checks and he's doing all the thinking. But if you want to get into that room, let me give you a little secret. The cream rises to the top. I didn't tell anybody anything. Nobody knew me. Everybody knows me, and I got invited and they paid for me to go. You know why? Because in the last 12 months, you know, we shattered, we broke every record and what it is is. I just made my calls and I did my follow-up. We threw leveraged events, all the 101 stuff. We only have 20 minutes left. We should probably digress over into the big money stuff. Yeah, let's talk about it. Are you? Did you bring? Hey, does there any toilet paper around, just in case, just in case we have an accident?
Speaker 3:I do think I still want to get to that because it was just such a we're going to have to do a round two.
Speaker 2:I'm good with that no, a hundred percent. How many days are you here? Yeah, we just canceled Thursday we were going to drive.
Speaker 3:We're here all the time. We're coming back all the time, but I do think that you, sitting in front of the computer and then, like you saw the opportunity, was just like perfect timing and getting us here, think about how crazy this is.
Speaker 2:I was going, this was a career for me. I have, like you, a database that basically, when it's tuned, spits out money Like I haven't had to do anything, and I've been living a good life because I've made calls for 10 years. That's right, been living a good life because I made calls for 10 years. And if you're in San Antonio, I guarantee, if you're an agent and you've been an agent for over six years and you're a top 500 agent, you know me because that's the only people I called forever and that's how I met everybody. Just because and so I was sitting on the lanai and rates were going up and that meant I didn't have a lot of deals.
Speaker 2:So imagine if I had a ton of deals. I would have never found this opportunity, and this is why you'd still be stuck in your business. Oh, absolutely. And so I see this video about LPT Realty and I'm literally on an Island in the middle of the ocean in Maui at midnight and some dorky kid in Florida and I'm like just watching this video and he's talking about them going viral. And then I hear him talking about Robert Palmer and I'm like, dude, this kid is a terrible look. What is this?
Speaker 3:So I'm like dude, this kid is a terrible look. What is this? What are you talking about? So I'm not even Was it an ad.
Speaker 2:No, it was a guy who was doing like a YouTube video about LBT. You know how cheesy some of these guys can be and I'm watching and I'm listening and I'm like wait, wait a minute, okay. And then like one Sotheby's every cloud brokerage. I could tell you every fee because I was like, wait a second, there's opportunity here. Well, think about this. If history is any indication of the future, we already have the big cloud brokerage that went bananas and if you do the math, more people made more money in San Antonio and Texas off of that company than every other real estate company combined. There's still, if you actually look about the amount of stock and revenue share that these guys are making, there's no. Nothing has ever put more money in agents' pockets like this.
Speaker 2:So what Robert Palmer did was he did what was real estate reimagined. So think about this. I don't know the. You know Gary Keller's, the man he wrote the book Great Glenn came out with the cloud and he did. You know, you can be an owner and instead of profit, we do rev share, right? Robert Palmer looked at it and he said, dude, that's a great idea. I'm not going to reinvent the wheel, but I'm going to reimagine it Kind of like how lenders do At first you get origination, yep, then Then you get circusing, and then we're going to put a new box Like every time. These guys could just keep making money off of this.
Speaker 2:So here's what he did. He created a completely new revenue stream and, for the first time and this is the bomb I want to drop before we leave For the first time in the world we're dropping, and I'll just say it right now, we're launching the world's first luxury cloud brokerage, right now named Aperture. Aperture Aperture, okay, all right. That is the only luxury brand that pays revenue share, and not only does it pay revenue share, it is the highest revenue share in the world, at a minimum, three to 10 times more. And is it because of the price points or because of the concept.
Speaker 1:It's everything.
Speaker 2:So here's the thing about luxury brands that I've realized is agents that work for luxury brands. It's not that they're just hootie and snootie and awesome, it's they want to protect their brand from a new kid down the hall who's going to make them look bad, so they're willing to pay a little more for that. Hey, I'm not going to let some new rookie at Keller Williams be on the other side of a deal when my client thinks I work at Keller or eXp or pick a brand, Even LPT for that matter. Lpt is a great option for 80% of the agents 90. But if you're Compass, if you're Sotheby's, if you're at a boutique shop, this model is going to flip the real estate world upside down. Follow me. We talked about the popularity contest In general who are the most influential and highest caliber agents in every city that everybody knows? Who are the two most popular agents in San Antonio right now? I think on that true Well.
Speaker 2:Robert Elder's up there. He's from the outside looking in right now. Sure, but I'm thinking 15. And the reason?
Speaker 1:being is as time progresses and you've got a different crowd. Demographic wealthy will always buy right, but there's a new wealthy that's coming of age and that's the tech wealthy, the younger wealthy. Yep, If you're best, you're Ben Kahn. As a matter of fact, Ben Kahn sold us our house. He was on the listing side.
Speaker 2:And he never referred you. And he promised you too, didn't he?
Speaker 1:No, that was my wife's first transaction. First million dollar deal. She was rolling, but the idea is you've got the Robert elders bro packs of the world that are starting to incorporate video that are starting to get on YouTube. I'm not seeing Ben Khan do the same thing, Will I? Will I ever say that Ben Connorner, a best, will go hungry? Hell, no, because they've already built their brand. It's there. They could change companies and nobody would even know. Well, it's not about I didn't mean it that way.
Speaker 2:I meant, in general, if you were to pick the top 20 cities across the United States and pull 50 lenders and said who are the most popular agents? Agents that sell the sexiest houses, that make the most money? In general, he drives a lamp in Ignacio. I'm like guys. So here's what I'm saying is this is we are launching, we already have this model and, as of recording, we have five of the top 100 agents in the United States already ready to go Signed up. Wow, we have celebrity endorsements. Okay, we have conversations right now with Daniel Craig Wow, double 07. Yeah, okay, uh, we have conversations right now with daniel craig wow, 007.
Speaker 1:Yeah, this is, uh, the our plan is and this is hey, it's tough in hollywood these days with everything going on commercial but check this out, this is this I'm just saying with all your mind it's a big picture, but it's getting outed, so they got to figure out that, hey, they might pick up real estate you never know hey, I'd hire not, but the other guy, daniel Craig, for sure.
Speaker 2:So, anyway, think about this. This is the drop, all right. So, for the first time ever, this is. I want to bring this all together, even though there's so much nuance. This is why I can't breathe and why our like right now, at our home, literally, and it stems from dad. You know that when dad's winning dude, she's in tears. It's like Friday night, every night we've got teenagers and I'm. We're in such a good space which also plays into, but that's attracting our energies. We're manifesting, like literally, and we're getting shortcuts. But um, uh, what was it? Um, what was I saying?
Speaker 1:The um, yeah, no, he said right before that, while you think of that, I'm going to tell this customer that I'm running behind.
Speaker 2:What did I just?
Speaker 1:say so, we can go a little longer.
Speaker 2:The mic dropped. Yeah, this is huge, go for it. So, kind of going back earlier, I'm in a place in my career where I'm all about leverage, opportunity, timing, working smarter, not harder. Like you, I'm a master hunter, I'm a sniper. I've been bringing home deer fish and, every once in a while, an elk. But after, now that I'm growing up, I'm like man, I'm going to use my noodle, I'm going to plant some mangoes and some bananas and I'm going to sit on my rocking chair and I'm going to watch the food grow and I'm going to, you know. And so this is where, like, older guys, get wiser and more leverage.
Speaker 2:And so, with this opportunity, I was like okay, I'm willing, I'm willing to do whatever it takes to move the needle. And if we, it takes me three to five years to get what I've realized now why it's, dude, residual is where the everything. Right now for me, we, we're, we're making enough in residual to pay all the bills. So, for the first time in my life, I'm literally waking up and I'm like wait a minute, I'm okay, like. And then you, dude, as a dad, I could go bounce to fricking Croatia, deuces, I'm out and you'll never see me again. And I get paid more and more and more for the rest of my life and I'm an owner of the company. Bro, everything's lining up, but let's get back on track.
Speaker 2:So here's the mic. Drop that people. This is going to flip the real estate world upside down. So a few weeks ago, robert Palmer my partner he's the man, I say he's my partner, he's the man and he said hybrid shares, the future of real estate. And I didn't know what he meant. Hybrid share this is what we have as hybrid share and this is all going to make sense. So this isn't up for debate. The most money that's ever been made in real estate is the stock and the revenue share, and then, of course, production. But production is just how you live, this is how you get ahead, this is how you ascend the matrix and live a life of freedom and, ultimately, peace of mind. This is all we need Like. Love is the driving force and it's all a love story.
Speaker 1:Now will this all be under the umbrella of the LPT oh it's LPT Holdings.
Speaker 2:Okay, very good, all of the stock awards and check this out. This is pre-IPO. So imagine you were in Silicon Valley. You're Sequoia Pre-IPO fastest scaling company of all time, most viral real estate company in the world. What we did in two years in only a handful of states, 10,000 agents. It took the two previous fastest growing brokerages nine and a half and eight and a half years respectively. This is by far the greatest real estate success story that's ever happened, unfolding in real time.
Speaker 2:This isn't up for debate. The numbers tell the true story. There's never been a brokerage that did this. There's never been a guy like Robert Palmer. Oh, billion dollar valuation with LPT Right now. Robert Palmer's already a self-made billionaire. He has no debt. So imagine if I was asking you for a quarter million to invest in this company. You're, you're blowing up right now. Right, billionaire founder. He owns RP funding, the largest mortgage company in Florida, completely separate. He owns the Armada professional soccer team. He owns listing power tools. That thing was pumping out almost 10 million a month in residual. Yeah, he had 18,000 agents. This guy flies around in a jet with a private chef. That's the only difference. Everything's the same. But when Robert shows up. You're drinking 10,000 year old sake, yeah, the bill's going to be 50 G's and everybody's normal, but you eat good and he, this guy is he? Literally, people say he's the most, he's the smartest person they've ever met, and these are people like.
Speaker 1:So let me ask you this Is there, is there a video of you talking about what LPT is, and how this is it.
Speaker 2:I haven't done it yet.
Speaker 1:Take some time real quick to tell us the basics of LPT. Okay.
Speaker 2:So tons of nuance, but simply put, LPT is the world's first hybrid brokerage. What Robert Palmer did was this extremely smart or genius or common sense? He said, okay, 70 to 80% of all agents are treading water. Right, yeah, that's a fact.
Speaker 1:When did it?
Speaker 2:launch. When did it launch, dude? Okay, you want to blow your mind. It launched on 8-8. Did it really? And you know this is the lion's gate year, right, yeah, so what are the odds? The time that your boy blows it out of the thing? Dude, bro, this is beyond, bro, like goosebumps I can't breathe right now. We're going so viral I can't see straight Explain. No, I don't want to. If you know, you know we'll leave it at that, okay.
Speaker 2:So with LPT realty, it's this simple Robert Palmer created LPT realty around agent choice, and so what he did was this he spent four years with his team and these are gangsters attorneys, vice presidents like he's got a core team that are smart and they studied agent migration. So if you and I were going to create a real estate brokerage and I guarantee if we went out for beers tonight or whatever we did, and we said we're we've set sail to reach this destination, how are we going to do it? I guarantee we'd come to one conclusion and I'm going to give you a. It's too simple, but how would we do it? What is the plague to the real estate industry? What is every brokerage's Achilles heel?
Speaker 3:Repetition.
Speaker 1:Oh for sure, Lack of value. In my opinion, they're not giving their realtors enough value. If you're not a producer in the leadership role, what is your job? To make sure that they get paid accurately? That's not enough. I mean, anybody can do that. So what is it that is separating yourself as a brokerage from all the others that are popping up the cloud base, that you don't need to come into the office? What are those things? And I think a lot of brokers have been doing a lot of soul seeking in the past couple of years, to be honest.
Speaker 2:Dude. Kw is restructuring. They're buying back everything you don't know. Here's the thing. I wish you guys luck. But I went ahead and dug a hole just as a reminder that the young lion just showed up Right, and there's a changing of the guards and there's a new sheriff in town, and you know who he is. He's funny, he's good looking, he doesn't like to fight, but he'll still kick your ass, and I'm just kidding. So check this out.
Speaker 2:Put LPTs like this. He did it around a hybrid, he did a hybrid brokerage and he said okay, if you're one of those 70 or 80% of agents who are treading water, what's best for them? Money and marketing, dude. This is why I have a hard time talking to normal agents about business, because you can't argue with me about this. Like, and I'll just choose any company, for example, like real or Keller Williams, exp, pick one, but at real, cause they're a little cheaper than these other two. If you do eight deals with me at LPT and not that this even matters, it's just numbers at three, 50, you'd be a capping agent over there. We don't have a monthly fee, whatever. So with me you would save $8,800.
Speaker 2:And so, since I'm a professional, I look at that and say $8,800 for me coffees and lunches. I'm selling more houses. It's that simple. I'm watering the garden First is first Agents get more for less, a lot more for less, and it's done for you. One less thing to worry about. So in our world, if I don't have to put it on my checklist, it's invaluable. The last thing I want to do is put more.
Speaker 2:Yeah, no, this is where you talk about brokerages adding value. So this is why I left Maui in two days because I used to joke around as a lender and say all broker just suck. Because I sit across from realtors all day and I guarantee if you're new you're not going to be happy. I don't care if you're a Phyllis Keller compass, you name it because you don't even know what you want. You don't even know what they get and their expectations. They're like no guys. If you think you're getting paid out the gate, you've been misled. You better have some savings. I would say go move in with your mom. If you're serious, dude, why not? If you're serious about being the guy, use that money and apply those resources to growing the practice.
Speaker 2:So with LPT, 80% of agents are on what we call a business builder. Build your business, which is 500 a file, $5,000 cap, no fees, and we have all the done for you marketing. But here's the difference between our marketing and every other brokerage's marketing their brokerages marketing. I understand real estate. The best thing I can do for our agents is help them win more deals and get more leads. So how do we do that? So we give them everything, but we start off with this box with about 200 pieces of individual marketing collateral. You've got business cards, thank you cards, flyers, brochures, just sold, just listed open house.
Speaker 1:I'm talking everything, basically the needle moving activities that it takes for you to become a successful. If you use these basic things, and as basic as they are, they work Okay.
Speaker 2:Yeah, but people don't understand print marketing. You go to the Lamborghini dealer dealership. You're leaving with a brochure. You buy a fat daddy apple. There's something emotional about beautiful print, it's bespoke. These, the most expensive products, are still delivered in print.
Speaker 2:And then think about this. I've seen a million Facebook ads. I couldn't tell you any. If you can get my face on my magazine on your coffee table, you're, I get, and you know this. I'm following up, but check this out. No, you, you're the man. You understand the game. This is what our marketing does. And now I'm going to go back to Sequoia.
Speaker 2:Like venture capital, we have a certain amount of agents. This is not up for debate. This is a fact. If we give every agent our listing power tool pack a certain amount of agents, especially agents the 80% are going to have what? And they're going to have increased conversion. Sure, so if I can help every agent win one listing out of five, guess what this does? That increases our market share as a whole for LPT Holdings. If I can help an agent win a listing with our done-for-you marketing, which is designed as a presentation, to win the deal, now you're teed up for current client referral, past client referral, past client for life. Okay, if I can think about this, if we've got 80% of our agents on a flat fee model and so now they've got some pep in their step and they're now making, now they're winning deals and it's all done for you. To me this isn't up for debate. So 80% of agents go into there. Then we have another bucket called the broker partner Cause.
Speaker 2:He said, why pay if you don't play and try it before you buy it? Where other brokerages KW, exp, real, whatever. I'm just picking the big name. You're not picking on anybody. As far as I'm concerned, there's no second place. Like we're so far ahead of the curve right now.
Speaker 2:Like Robert Palmer looked at me and he said I'm surprised nobody's done this. And I was like me too. How the heck? And I'll pick on Gary. Gary, you've got 200,000 agents. How do you not have material? How do you not have a video that 200,000 people can share and put your name in everybody's house? How are you not giving them marketing to help? You know why? Because they don't get paid after they cap. It doesn't make sense for him to go. We only get paid when the agent gets paid. So if I can't help you get a deal, then I don't get paid.
Speaker 2:That's how Robert Palmer said. We do performance-based marketing. We don't even want to dime. If you're going to, how about this? I would's the who and what I can say is this with me, at least they wouldn't fail in the first year, cause they're not paying 200 a month and waste, I'm like.
Speaker 2:But let me go back to the materials. The materials are designed to increase conversion 100%, right? This is what this does. So we're actually putting agents in money's pocket. Right, we're putting more agents in money pocket through fees. So this is a no brainer, robert Palmer.
Speaker 2:Billionaires do this. They want unfair advantages and blue oceans. He doesn't want to fight with Gary and these other guys. So I don't play in a different dude. I walk into the boardroom mark, I'm 10 foot tall and bulletproof. You could put Tamir, gary, glenn, and I guarantee they don't want this conversation because I'm going to say Gary, so you're going to teach what the agent, what?
Speaker 2:We've got YouTube now, bro, we've got a hundred million dollar producers who are way better than your productivity coach, who doesn't sell real estate anymore, and I hate to be that guy. So if you don't have blood on your hands, I don't respect you. The same right. You might've wrote the book, you might be the guy, but when I come home and I'm breathing and panting and my hands are calloused cause I see all these big coaches and I'm like bro, I am running circles around you and, truth be told, not even trying because I'm using my noodle. Here's the difference. I'm calling guys that are doing 130M versus four deals, because when you're ground level, if you can get a city like Dallas, this is how you ascend the matrix. If you get in early, when the stars align and you're at the ground level of an MLM or pre-IPO stock, this is where everything changes. So back to LPT, hybrid, flat fee marketing, bananas you can't argue. So it is a very basic premise.
Speaker 1:And, like you said, why has nobody done it before? Because maybe it was too basic and they were all thinking above it, maybe they were too far gone or too deep into their own model.
Speaker 2:At a minimum for your people. What if you just help them email their database? If everybody just put all their emails in a bucket and Mark Jones did it for them, would your loan officers not have more deals? Of course they would. He does the same thing. He's like. You know why agents don't do just sold or these all these things, cause it's a headache and nobody wants to do it and it's hard to figure out If it's not on an obligation we need to do it.
Speaker 2:So when the broker does it for you, it also gets you out of your comfort zone. Now you have door hangers, now you've got business cards with your listing 100%. So many conversations. So, as an OG, real estate professional, who's 100% referral, who understand your network, is your net worth. And if people are buying, 82 or 88% of all deals are still referral or a repeat. And if that's true because Shane Token posted that, if that's true, then guys I'm fishing in the pond where the fish are biting. It's true. And then if Shane said it, it's probably true.
Speaker 1:No, he posted it.
Speaker 2:No, he's the man and I play cards with him every once in a while, Dude.
Speaker 2:I was with Dayton the other day. He's going to be on the mastermind panel tomorrow with me. He said, and we all do the dream 100 because we have our relationship list. He said I've got 175. I have 174, which is odd because he makes so much better. He did, I think he said, 378 closed referrals, not including past clients. So out of his 170 on his dream 100, he had a seven, 107 or no, 372 or eight organic, not a penny in marketing. Now he does cookies and milk. You know he's got his systems. He's watering the garden, but there's none of that. But let me bring it back. So LPT Realty is the world's first hybrid brokerage. It's the only flat-fee brokerage that has stock and rev share, and here's why I went all in with LPT.
Speaker 2:I looked at it like as a lender. I said, okay, what's best for agents, gary, trying to teach you how to catch fish? Okay, cool, you want to go to a 15 year old company that had a good idea, where it's treading water for four years because it's not growing and if you're serious about money, you need to be with growth. You know you buy, you get an early that's. Come on, guys. And then so for me. I looked at it as a whole and then delayed gratification long-term. I said, okay, I know for a fact because I meet agents every day. Agents leave for money, agents leave for marketing, agents leave for offices, agents leave for monthly fees and most important is the human element, and that's what we know. So, no matter what you're up against, minus the good agent who doesn't need anything and that's where the flat fee comes into, because there comes a point where you want the money. Like I've been brokering loans, bro, I made a fortune when I left I you know this. I went from making a buck 50 to back to the money Right. And so eventually you know agents are going to do the same thing.
Speaker 2:But check this out. Here's the mind blowing thing that this is the genius of Robert Palmer. He just literally reinvented. He reinvented real estate. Right now it just it's happening. So we have this hybrid brokerage flat fee. We're going bananas. We've broken every record known to man we have. Like this is the craziest. I literally I'm losing my mind. I don't need to sleep, dude, I'm jumping out of bed. I can do that. Well, dude, it feels incredible. People don't understand the intangibles when you are loading the wagon with pre-IPO stock, when you're going bananas, when you're like for us. We've got so much faith too, bro, like I'm taking steps, I don't even care if there's a stone.
Speaker 1:There's a. There's a term that I use quite often, which is we don't do anything half-ass, we do with our whole ass, and that's just basically saying go all in.
Speaker 2:How you do anything's how you do everything, and if dad's going to clean the counters and wash the dishes, you better do the best job because dad's leading by example. But check this out. So now I'm going to do the math. Silicon Valley Our goal is to become the most valuable brokers in the world, which means we have to be the most valuable brokers to the agent. So we're doing this through unfair advantages. We can be most valuable through comp, through marketing right and through opportunity and leverage. And this is where I get really excited, because I believe I know what's best for agents. I think agents in general would be more successful if you had more money and you put that money into your practice and you actually had marketing.
Speaker 2:I don't know about you, but people need to know I'm in business or I'll never do deals and that's why I text videos and I have the way we do leveraged events. Me and Tabby are. We have got this dialed in. I went from doing leveraged events for mortgage to doing leveraged events for real estate. Now I don't have to. There's no attendance and there's no fulfillment Right, so now I don't have a 30 day process to get paid. I'm done.
Speaker 2:Robert Palmer is doing all the heavy lifting. So check this out 600,000 agents right now in the United States hang their license at a flat fee brokerage All right. 20% of agents hang their license at a luxury brand Compass, sotheby's and Boutique. There's about 18,000 to 20,000 agents at Sotheby's. There's about 18,000 to 20,000 agents at Compass all right. In order for us to reach our ultimate destination of becoming the most valuable brokerage in the world, which for us, we believe, is about $15 billion, and that's going to put us somewhere in the decacenty range, and you two I'm bringing you with me. Let's go. Trust me, I would say bet on us A hundred thousand percent. Like you said earlier, I'm like guys, yeah, this is. I'm sorry, but this is what it looks like. I know we're disappointing you.
Speaker 1:I feel the same way. No, I love it, but everybody I'm like okay gotcha.
Speaker 2:I didn't know it was going to be this way. It just is Again. When Moses part of the Red Sea for me and us it was this was a no brainer but check this out. So with Aperture now we have check this out we're the only flat fee brokerage in the world that offers rev share in stock and I went in because of retention. I was. I've got friends over at these other brokerages, dude. They can't dude. Recruiting is smoke and mirrors Right, dude, I'll show you, I promise you no.
Speaker 1:I believe it. I believe it. And it's tough for them to give something new on an old broker model when there isn't anything new. You can't reinvent the wheel. There you go.
Speaker 2:So check this out. So now we're launching the world's first and only luxury cloud brokerage aperture that offers not only pre-IPO stock but rev share, and the marketing is bananas. We've got proprietary software to ensure that only the 10 million wealthiest households in America see our commercials, and that's it. And so Robert Palmer, my partner, boss. He spent 150 million of his own money to become a billionaire. So he's the guy who, just when he made five grand, he put four grand back into marketing. He started at a thousand, he got up to 1.7 a month for seven years. That's the same concept we were talking about earlier, right? He said, like Sunday night football, one guy's going to get the Bud Light commercial, the other guy's going to get the. You know the Aperture, and we're so confident in our marketing prowess that we are. We well, there's all these incentives with stock and everything else, but I know you're living on time, I want to drop the mic. So this is the world's. This is why I'm losing my, my, my shit, dude. This is the world's first dual agency revenue share, aka hybrid share. No, no, no, let that sink in.
Speaker 2:Here's what Robert Palmer said. He's like I always wondered if I owned compass and EXP, because that would be the biggest bad if I owned Compass and eXp, because that would be the biggest, baddest company in the world. Compass agents and Sotheby's agents will not work there because it's not the brand, it's the agent down the hall that's going to give them a bad reputation, right, and they're willing to pay more for that black tie, chanel, vibe and you know what. If you're at a boutique, what's 50, 90% of agents? Great, fit, money marketing, no brainer.
Speaker 2:Hey, it's not a one size fits all. Maybe you want to jam out over there? Great, you know, come back. Whatever, we're cool. You know our time may come, but I love it and that's okay and I like attracts, like. So if you're winning, then I'd say talk to us for sure, because we want to be around those guys. And I was telling her the other day I was like you know, I'm really good at motivating people, but I'm way more interested in partnering with people that are just gangster. It's better to take good to great than shitty to good, right, that's wrong, right there.
Speaker 2:But, we're successful, the body of motion is likely to stay in motion. That's why they loved us. They would love to coach you. They're like dude, you got money and you're doing good, I want to be your coach, yeah, so check this out. So imagine this JT for Tabby. I'm with LPT Realty because that model works for me. We have the luxury collection. We have the luxury preferred network. Tabby and I love luxury stuff. We don't consider ourselves luxury, but we have, like luxury stuff. You ever think about luxury buyers? I'm like dude, they don't even know they're luxury. Sometimes, it's true, like some people especially, you're born with money.
Speaker 2:You ever have friends Like you're just, they don't even know like they do and they don't like you, act weird. But then that makes them think like, well, what's going on? Like you know what I mean. Like, um, so influ agents in the world are going to. So, hey, mark, why not? You're already doing a ton of deals, you're already a living legend. You already live a life of legacy. Here's the million dollar question. If you're good at sales, what do you sell? Pain, yeah, okay. What's the biggest pain point for every luxury agent in the world that they don't even know? It's funnel aperture. Meaning this how do you get out of production If you're rocking a Lambo? You got a $4,000 car payment and you got a 10 or $15,000 house payment. That's great, I love it, welcome to the club. But let me tell you, after 10 or 15 years, you're going to start doing the math and thinking well, I need to start getting my money.
Speaker 2:That's right. Or if you're lucky like us, you know, maybe God just gives you a nugget and says hey, I know you're lazy and I know you like to procrastinate, so I'm going to give you a ton of cash and all you got to do is what you're really good at, Right Talk to people. Just talk to the best people in the country so that when you land Alex in Dallas, he turns into a hundred grand a month. Do that in 10 cities. So this is what I consider just.
Speaker 1:Well, let me ask you to close this off does everyone have the opportunity, as an LPT agent recruited by a, the best recruit, the opportunity to do the same thing similar to the EXP, the real, the, the what, the models that are coming up there? So then they too become a recruiter, but also a producer, more so.
Speaker 2:Well, we're real estate first, and you have to be, because I love that. Well, the other companies in the future you could see if you're all MLM, that ain't going to work. Well, we're real estate first and you have to be I love that. Well, the other companies in the future you could see if you're all MLM, that ain't gonna work. Yeah, no, like that was cool when the stocks bump in and people are making money. But once that's gone we can see what happens.
Speaker 2:The auction thing is Production saves everything. It's real estate first. It has to be and for deal. Because I do real estate I know for a lot of agents it's not easier said than done but check this out. So every LPT realty in the country right now if they know a luxury agent they can bring them in and they go in their organization, but vice versa. So now imagine a Ben Kahn, a Jason and dude. Let's get elder, mark my words. Robert's watching this. I've talked to him a couple of times. I've never tried to push him. I'm flying with the Eagles. Robert Palmer's flying in $40 million jets, $40 million homes. His neighbor is the founder of Ring and Palantir. Bro, there's levels to the game. Dude. I would love for Elder to be Dude. If Elder's the first guy with Aperture, mark my words. He bro. Here's the math. With Aperture, there's the good word for it.
Speaker 1:I'm sure he will see it.
Speaker 2:Check this out For all those guys at these other cloud brokerages who are into revenue share, which it is, I hate to say it. It's also not for most people, Because if you're one of the 80% of agents that aren't doing deals, then you're probably going to be one of the 80% of agents who don't recruit, because you're just not the guy. And if you want to tip on recruiting, I would say be the man like, be so awesome, Attract them, Look at our videos, Look how we do. Dude, I dude. I have people reach out to me on Facebook. You know why? Because we're you got to run.
Speaker 3:Oh no, I was going to say that too.
Speaker 2:We're killing it.
Speaker 1:You got to not jump on, but we definitely need to have a round two of this. We dive deeper into it. Now we basically have the sizzle and everybody says sell the sizzle, now I want the steak. When you get back here, I want the whole damn steak, the baked potato, the greens I'm bringing you with me, dog, I love it.
Speaker 1:And, and that being the case, it sounds to me like LPT is not going for market share. They want the whole damn pie, and they're doing that by creating means of making attraction to their value with the different sectors. Because, you're right, there are two totally different worlds when it comes to real estate. You've got your normal real estate and then you've got this other world that everybody wants to be a part of. Every once in a while you get lucky, you sell a million dollar deal, but that's not the sandbox that you play in. I want to hear more about this luxury stuff. I want to hear more about LPT. I want to hear more about the trials and tribulations, the failures, the successes and all of that. Hopefully, we get you on here soon.
Speaker 2:We got a good story for you, oh yeah, but when we need to, we have. There's so much to unpack, bro. We've got 13 years of yeah, go for it.
Speaker 3:Yeah, Please, JT, and just to preface this to everybody, he's in his own little like kind of like bubble. He is doing a agent. You know he says recruiting, but a lot of times we like to make agent attract. Okay, so we're not like forcing it. It's just one of those things that if you talk about and you start studying LPT and Aperture well, soon Aperture it's almost one of those things that's just common sense and people like will call us and just ask about it and it's not like pushing it or forcing it.
Speaker 1:I have a saying that is if you build it, they will come. I call bullshit on that, right. Why? Because if they don't know about it, how would they ever be attracted to it? So if you build it, they will come. No, you've got to build it and market the hell out of it and give the value to it and show everybody, because we're in a world where everything is a next shiny object, right, everything is attractive for six seconds and then you're onto the next thing.
Speaker 3:But if you really dig deep and you really analyze everything, you really truly see that it's just. For me it's a no brainer, but again, it doesn't fit everybody's.
Speaker 2:Well it's, here's the thing. That's why people love to buy, but we hate to be sold. Every weekend we go to the mall. I want to dude, I'm buying shit, but don't you dare hump my leg, bro, I don't want you all over me. Like, give me some, I'm giving you know, the kid's got to go get some stuff, but it goes back to 101. And this is where and so I actually we just launched a little pop-up consulting thing, private like Illuminati deal invitation only. No, seriously, because it's super high caliber, right.
Speaker 2:But what I'm seeing with agents especially, it's dude, they don't have the one-on-one like you do. Like there's a process, you build rapport before you close. I've met with agents two, three times and never brought up the brokerage that you got to preheat the oven before you throw the cookies in, bro. And there's a process and I know people. I thought this was just common knowledge, I didn't know. Like after 10 years people didn't figure this out. Like you talk to people, you just tell them your business, or do you actually get to know them?
Speaker 2:And so for us, we all, everything we do, always has that purpose. I want to make sure that we're controlling the narrative and that we're guilty by association and that means that if you see something that I'm attached to, kind of like you, it's going to be mind blowing. That's right. I'm not going to throw it out there and that's why we're happy. They're happy, doing is a narrative, but like what she's learning, cause she's newer to real estate is it's not a one size fits all.
Speaker 2:The human element trumps everything more often than not, and that's why, to me and her, she could say well, why would an agent go there if they can save 10 or 20 grand with you and they get marketing, cause if they go to this company, the guy's just going to tell them what to do and you're going to actually do it for them. And I'm saying that's the million dollar question. But I'm going to go back to this Give them time, that's true. Give them a year, two years, three years, once they realize or go through that motion of hey, you know what? I don't want to give Gary five grand out of my next check because Christmas is coming up, jt, and I'd say thank you and I'm cool.
Speaker 1:Because let me tell you I'll have, but no, but you're not incorrect in saying that, and it's almost so common sense. But common sense isn't so common these days to be honest.
Speaker 2:What we see is the 80% of agents that need help. If you need leads, you're going to bounce. If you need mentorship, you're going to bounce. So people see all this movement and they think, oh, my God, what's going on over there? It's like, well, look who's joining. Oh and, as we let go, so you know, aperture's launching the world's first luxury dedicated cloud brokers. That has not only the first rev sheriff, so the first time in the world, there's light at the end of the tunnel for luxury agents, and this is pre-ipo stock of lpt holding. So it's not even an idea you're, you know? Um, uh, what else? There was one more thing I wanted to say real quick before we left was the um hold hold on one second.
Speaker 3:Thank you, too, for having us.
Speaker 1:Oh gosh, guys, this is awesome, absolutely, absolutely. Having you all on and talking about this is something that we don't get to have these kind of conversations about, especially when it's related to the folks that are actually listening. I mean, I would say 80% of the listeners are realtors that are tuning into the show.
Speaker 3:Oh, I was going to say something about lenders and I'm glad you told me that you can talk shit about lenders.
Speaker 2:No, she loves loan officers.
Speaker 3:I love loan officers. I was going to say the smartest, probably the smartest people in the industry are lenders. So like it's refreshing talking to you and JT, because it's like and every time I talk to like high caliber or people that have experience, right, I'm like they're so smart. You know, it's like it's I don't know.
Speaker 1:It's just what we do, right, it's just what we do, and that was always the goal is to, like JT said, there are levels to this thing. Yeah, there truly are. Yeah, but I do need to wrap this up. Thank you, what do you got?
Speaker 2:This was what these people moving around and that's great. We're launching California any day and, just like we do at every state, we're launching with the number one team in California that does 1.3, 1.2 billion. Just like we know, guys, people have no clue. You know, like they have no clue, we launched Arizona with Austin's a back 600 million number one team in the entire state. We got the number one brokerage in South Carolina. We got I mean dude, the. The social proof is outrageous 600 million number one team in the entire state. We got the number one brokerage in South Carolina. We got I mean dude. The social proof is outrageous. The brightest minds and the most successful agents in the world are partnering with us right now, and for good reason, because they see the future and the hybrid brokerage.
Speaker 1:So one time before we go JT, what do you do? What was it that you do? I'm going to. I what?
Speaker 2:was it that you do?
Speaker 1:I'm going to. Guys, thank you for tuning in. It has been a cool little discussion. Nice catching up with my friend JT and Tabby. If you like what you hear, make sure to like, subscribe, share with a friend. There's always somebody out there that could use this information always somebody out there that could use this information. We are now at 12,000, 12.2 subscribers and growing, so obviously this content is being digested and liked by you guys out there. Really appreciate your support. I want to thank JT and Tabby for joining me today.
Speaker 3:Thank you.
Speaker 1:But until the next one, we will catch you later.
