%20(6).jpg)
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
Revolutionizing Real Estate: Mastering Networking, Innovative Strategies, and Empowering Success
Unlock the secrets to building a thriving real estate career by mastering the art of authentic networking and strategic recruiting. Our latest episode promises to transform your approach to relationships and time management, ensuring you align with partners who truly understand your vision. With insights from industry experts like Scott Maloof and Dayton, we explore the mindset shifts necessary for roles like transitioning from a lender to a realtor or recruiter, and how these changes can complement broader industry strategies. Gain a fresh perspective on the evolving landscape of real estate, where personal growth and professional success go hand in hand.
Step into the future of real estate, where we ponder the industry's evolution, drawing on intriguing concepts like alternate universes and divine intervention. Discover how keeping busy can sometimes obscure the bigger picture, and why advising clients beyond the basics is key to establishing trust and credibility. We reflect on an inspiring mastermind event in San Antonio, featuring local legends who shared their wisdom and set the stage for future discussions on transformative topics. By embracing proactive communication and structured approaches, you'll learn how to navigate the complexities of the real estate market with confidence.
Explore the fascinating world of revolutionary real estate models, as we take a closer look at LPT Realty's hybrid brokerage approach. With a focus on agent empowerment through innovative marketing and compensation strategies, this episode reveals how founders like Robert Palmer are redefining the industry. From leveraging video marketing to building high-quality relationships, we emphasize the importance of persistence and proactive engagement in overcoming challenges. Join us in this engaging conversation that promises not just strategies and insights, but a new way of thinking about success in real estate.
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.
Thank you, looking at you and saying are we willing to invest the time to actually go out to dinner with Mark and his wife? Like, did you make the cut for the draft pick? And then I could put you on the VIP or the Dream 100, right, and that's it, and that's the game.
Speaker 2:Not intended to be transactional in any way and because, if it is, they know it Absolutely.
Speaker 1:You're just trying to. Oh, you know, you just want my next deal. Have you ever met a guy?
Speaker 2:No, I want all of your deals.
Speaker 1:No, that's what I tell them. Guess what, though? But when you're rolling with Gs, they understand the game and they want you to win too Right Time is money Straight to the point type concept.
Speaker 2:Now, I am very direct and to the point and I'm working on it. But I'm that way with borrowers, I'm that way with people that's good, most like it. Why? Because they understand that concept. Yeah, some are turned off by it, but those are the people that I've just not intended to work with, I guess.
Speaker 3:It's funny because JT and I were talking, and that goes with, like agent attraction. They think, like recruiting, we're going to like try to recruit and get as many people. We're so selective. I'm like a lot of people are reaching out to me and I'm like I'm not going to talk to them about it, about the things. It's about finding the right people that align and believe it themselves, rather than just trying to like say, hey, this is this. It's like, if you don't believe it, then, um, then we're just not, you know, not a good one.
Speaker 1:No, think about this too, it's. It's kind of like the birds of a feather. We talked about product and environment. If I'm talking to an agent and they say, if they and I know this is off the record, hopefully, but it's okay if they hear it Our company is extremely inclusive. We are an incredible company for new agents middle luxury, the whole nine, but me personally. If you ask about training, that's a red flag because I'm a pro. If you think you need help, you are definitely not on my team like zero.
Speaker 1:I will not partner with anybody who doesn't know what they're doing. And then I'm going to take it as far as, like yesterday, I'm sitting on a panel with Michael Valdez, who is the CEO of international yeah, there's about two or $3 billion worth of production, and I'm rolling the dice and so I'm guilty by association, and so what it is is like elevating. When you're 25, your friends are 25. When you're in your, when you get to you in your forties, you're rolling around with the highest caliber, top notch, literally, if you do it right. But we do, yes, and that's why we're here. Yeah, that's why you're on.
Speaker 2:So I've got I've got three things just in our conversation right now that we could discuss, not in any particular order, but we've got recruiting, the criteria that you guys actually hone in on who goes on your list, who doesn't, and why.
Speaker 3:Pop. Secret though.
Speaker 2:The transition from lender to realtor, slash, realtor recruiter for both of you mindset of because you were doing two different things but still equal a yin and yang concept. And then you mentioned training. Do you have, like, maybe, a top three things that you would advise as you training someone, a realtor, something like that? And then I had one that is not on this list, that has to do with and I haven't fully figured out how to articulate this, but what more? So, what do you think is going to happen as time progresses? Time is is going to happen as time progresses. Time is never going to stop. Therefore, evolution, if we're lucky, continues to do the same thing, but will it surpass the abilities of realtors and that industry as a?
Speaker 1:whole. That's a great. Does that make sense? Really good, we need to break that down. Okay, that's a huge topic because I'm with you. We touched it a little bit, but obviously the mystery of the future is intriguing, and especially if, like an orange, is the writings on the wall yeah, and many can't see that writing on the wall, though.
Speaker 2:They're so blinders that it's just not even something that they look. They're too busy in their business, working in their business, instead of on their business, being able to take that bird's eye view. Get perspective from the outside. Um, study your craft. Many don't even study their own craft. Truly, it's like I wake up and I'm a lender and I do loans and that's what I do, yeah, but uh, what is? What advice are you giving in this situation? Well, I mean, it doesn't fit in this bucket. Well, no, no, no. We're talking about life situation borrowers in front of you. They just spilled their guts on their goal, but their troubles and hurdles, how are you going to advise them? Fha loan or whatever?
Speaker 3:It's like no, I've seen it?
Speaker 2:Yeah, you've, you've got to, you've got to build the relationship.
Speaker 1:You've got to ask the question. But be an expert too. Like, for example, if like for an agent, if like when's a good time to buy, I'm like, dude, if you're buying in Boulder, boulder's the most valuable real estate in the United States If you're buying in Maui, take a guess. And then I would say, zoom out a little bit. Look at the S&P, look at the Dow. Everything does this. And I'm not saying the universe is expanding, but that's a theory. So what are the odds that the entire universe is expanding? Our economy is expanding, right. And then I would here's where the optimism comes in. Everything is perfectly balanced. This whole world is designed for us. I can see this beauty, I can smell this beauty, I can taste this beauty, I'm laughing and I'm loving. So I look around and say, guys, I wouldn't worry at all If I had to make a prediction. There's going to be a thousand times more opportunity tomorrow than there was yesterday. Go back a hundred years in San Antonio and go, try to make any money.
Speaker 2:There wasn't shit and, to your point, I've always used it's almost literally an opposite explanation of, but it means the same thing, like when you, um, when you run into somebody and that somebody says, oh, you know that person. Wow, the, the, uh, it's shrinking, everything's shrinking, like the world is shrinking. Why? Because I ran into, for example, I ran into shit. We were in Europe once. Where were we? We were in gosh. Where were we? Where were we? Where was that? No, we weren't in Europe. That was Spain. We were in Barcelona, spain.
Speaker 1:That is Europe. Okay, very good.
Speaker 2:Audience Mortgage lender Ran into somebody we knew and it was like how is that even possible? This entire world, yeah, the world is shrinking. So that same concept is it really shrinking or is it growing around you?
Speaker 1:Or does the universe exist in your mind and you're manifesting and all these people are popping up and you're making it happen?
Speaker 2:Are we living in three different time loops?
Speaker 1:that we're in the fifth dimension right now. No, seriously, Like dude, 100000 percent. We are not on the conveyor belt.
Speaker 2:This is totally side note, because my ADD is kicking in, but do you ever see? There's a series on Netflix called Dark.
Speaker 3:No, we haven't seen it.
Speaker 2:If you like deep and like mind blown of holy cow, how they make that all tie together.
Speaker 3:That's, that's oh man dark okay but is it like dark and no like?
Speaker 2:no, no, no, no, no, no, it's not dark. It's dark in the sense of this dark matter is what is found in a certain place that allows you to venture into these three different worlds. But it's really the same world, just alternate universes, mind blown. Okay, we'll watch that. Yeah, uh, I think it's, I don't know. There's six seasons, seven seasons. It's in another language, but they do the voiceover, so you can't even tell nice such a good show.
Speaker 1:How about this Cause? This is where I'm at now and, um, it's, this is a really deep conversation. It's perspective. And then, what about divine intervention?
Speaker 2:Ooh, before, you do that and we're back. We're back with another episode of key factors podcast real estate AF. I'm your host, mark Jones, where the AF stands for and finance, and we are back with part two of a continuation with some friends that we just didn't have enough time and way too much to talk about. So, jt4, how are you doing?
Speaker 1:Man, yeah, incredible, how are you?
Speaker 2:So yesterday you guys had a panel, an event. I want to know about that. What was going on, what's the deal with that? And then we're going to get back into divine intervention and all this. Oh, absolutely Whoa.
Speaker 1:So what do you call this? Per usual, we went ahead and hit a home run. Okay, swam for the fences, like we always do, yes, but I can't take much credit we had. In my opinion, if you're in the San Antonio area, you could comment we had living legends. This was I don't know if I've ever even been in a real mastermind, and I did 40 myself last year. Wow, we did 40, about 30, 40 masterminds at least, maybe 50. Sure, every Tuesday for a year, breakfast taco.
Speaker 2:Tell the folks what the concept of a mastermind is.
Speaker 1:I've spoken at one before, but tell us what the idea of a mastermind.
Speaker 2:What was the concept of this mastermind and how you fit into that?
Speaker 1:equation, yeah. So going back to adding value, right, and then going further deep into, like the agent attraction, like why am I going to call you? I can't just call you, I need a reason to call. So if I'm going to say hey or invite you to something, right, and so with agent attraction especially, it's like just be awesome, yeah, you attract, go, do more deals than them. I promise you when you're legit, they're going to see that and partner.
Speaker 1:But so this mastermind was basically about six or seven living legends in all different shapes and sizes. We had Dayton Schrader 500 million a year. This guy's 40 years. In my opinion, he is kind of like the best realtor in the world in its own way. Like he's done it longer, he's got tenure, he saved his money. Yeah, he's the real deal. Like I mean, if you know Dayton, he's kind of the top of the top and his team is unique because well, not because he actually does it the way you'll eventually do it If you succeed, right, you have a bunch of people cleaning your fish.
Speaker 1:You never you're not going to get another Mark Jones right, cause he's gone in three months. He's going to look at you and be like letters of the heart. Everything is done, time blocked, simple. He's got his first Friday, whatever. He's got this. It's just he runs a business and he's, in my opinion, he got me into the real estate coaching. So I give Dayton credit for shattering my glass bubble, because when I met him I didn't know people made millions of dollars. And then I'm like Dayton, you're not 10 foot tall and 400 pounds Like you're a guy, like normal guy. Yeah, and so for me again. So, but we had Dayton, we had Scott.
Speaker 2:Now, before we move on, funny story about Dayton trader. Um, uh, shout out, julie Stewart. First day I got into the business 2012, I called Julie Stewart, who family friend, like a second mother growing up, back in the day she worked for Dayton. She said hey, I'm going to get you in a meeting with him. You come in, talk to him and see what happens. So Dayton Trader was the first realtor I ever met with as a loan officer and it was literally I walked into the office, sat down in my suit and tie, et cetera, and he pitched me the core and I was like, oh, this isn't this kind of stuff, is it for me? Yeah, fast forward. It's like should I have or should that? I mean, I have zero regrets. But that was literally my first interaction in real estate lending was sitting in front of Dayton in his office. Oh my God, this is how this works.
Speaker 1:Here's something that, like I would say, more successful people understand, and this is why certain guys send their children to certain schools and certain fraternities your network is way more important than anything. And so for me, the core, especially now, of course, the soft skills. Dude, there's no secret sauce. If somebody's selling you a secret sauce, I would say run, dude. Yeah, there's soft skills. What do you do? What do you say? Sure, but not the how, it's the who. But with the core, you're plugging into a fraternity of 400 millionaires. And right now, guess what? I call my boy, ben, in Nashville and say hey, ben, it's your boy, jt Honeycutt. Right, guess what? Luxury cloud brokerage. I need you to refer me a couple gangster that dude Like. So right now we will have 20 cities going off at once, because I was in an organization where I was paying hundreds of thousands of dollars. But guess what I have? I've got everybody's cell phone in my pocket and they're my boys and they're going to support me, Is that not?
Speaker 2:uh, precisely the deposits, deposits, deposits, withdrawal.
Speaker 1:And then, yeah, 10 years later, we're withdrawing. Isn't that crazy. You went with Zipper and Yoda. Dude, which dimension Is that? Second or third? Where were you?
Speaker 2:They're merging at the moment.
Speaker 3:Eclipse of the heart.
Speaker 2:Yeah, but I was actually.
Speaker 1:Dude, did you just say the eclipse of the heart? Oh yeah, Bro.
Speaker 2:Ooh, that was deep Dude, did you just say the?
Speaker 3:eclipse. Oh yeah Bro. Oh, that was deep. Jc cue the song, Just kidding there it is.
Speaker 2:That's it. I'm so glad we got him a mic Me too, oh wow, oh, the voice.
Speaker 3:Is that God? Is that you?
Speaker 2:Is that Morgan Freeman?
Speaker 1:Calm down, Obi-Wan. Back to the podcast.
Speaker 3:Focus, focus. I was really, really impressed by the panel. That's what excited me and I think that's what got a lot of people in it. But first of all Dayton, and then we had Danny, charbel, danny, I will say this If Charbel's listening.
Speaker 1:Okay, so Danny's generally here's. Okay. So Dayton is like the juggernaut, the titan. Danny is almost every year the number one solo agent. Here's his claim to fame. Do you remember? I think it was Local. Yeah, okay, but he flies under the radar Like there's no social media. But he flies under the radar there's no social media Like a Ben Kahn. Yeah, Basically. But dude, this guy, his it factor. You can't put your finger on it, he's just awesome.
Speaker 3:How many deals did he close in one year? Check?
Speaker 1:this out 126?. Or 132.
Speaker 3:But check this out Wow.
Speaker 1:No Without a TC.
Speaker 2:Oh wow, no, it's never been done. Okay, dude.
Speaker 3:Very efficient.
Speaker 2:Bro Hit a curtain. A select market Is consistent. I mean, there's so many things that I'm sure he is.
Speaker 1:Well, here's the thing, though Like I love Danny, people work with Danny because Danny's awesome. You know, have you ever met an agent that's like I can't figure it out and I'm like dude because you're never going to do this Get out of here, you're busted up. You're like go, nobody's going to ever work with you. You're 19.
Speaker 3:You got face tattoos. You have potential, maybe, but I hate to be that guy. No, I'm going to be honest with you. Go to Chick-fil-A. Go find God.
Speaker 1:I'm just kidding, I'm just kidding, but like Well, here's the thing, danny, Danny, if I've worked with Danny on lending and let me tell you he loves to play it like cool, no, danny's. So on top of his stuff, like you know, I'll tell you, like a lender, no news is good news. I'll, my team will follow up with you on Tuesday with an email and I'm going to call you every Friday just to give you that second before the weekend. Right, danny's calling Monday. Wow making, I can't even shine with you.
Speaker 1:You're making me look bad, I look really good. I know he was there last night because you were there too, but anyway, so dan scott, scott, maloof was there okay, he's been on the podcast yeah, he's a friend, he's just good guy.
Speaker 3:Yeah, he's growing an empire well, I've only seen him on social media and I've heard about his.
Speaker 2:like you, he started as a club promoter.
Speaker 1:Yeah, he's being a plug.
Speaker 2:Basically and very good at it.
Speaker 3:I was very. We don't know him but Danny and Dayton we've known for years.
Speaker 2:Very low-key, very humble, very regimented.
Speaker 3:He dropped some nuggets and his systems and his team, like he has. His team is mind-blowing. I mean a lot. The panel and a lot of our you know people that have been successful years are like we got a lot of nuggets for him and what I my favorite thing, if you don't mind, I really I'm sure that you-.
Speaker 1:You better not mind, I don't, I love this.
Speaker 2:He likes acronyms and everything His total talk time was 33 minutes on the last episode. We need to give you some more. I'm joking Totally. I pulled that right out of thin air. I have no clue.
Speaker 1:It was actually 420 minutes.
Speaker 3:So I really liked maybe I'm the only one that hasn't heard this, but I really like what he said about no stands for next opportunity.
Speaker 2:Absolutely you know what opportunity. Absolutely you know what. He's got a lot of genius acronyms that he pulled from his mentors throughout. What was it? Fear yeah, he shared that one too, and he's got some.
Speaker 3:But no, I'm like, why didn't I think of that and make that up? But it still makes sense. It's like no, it's like next opportunity. It was more than that.
Speaker 1:Let me more than that. Let's highlight it because he needs more than that. So it's not that he just read a book.
Speaker 2:Well, I mean, we don't need to talk about him too much. I've had Scott on here before. Dayton I'd love to have on here. I don't know if he's a podcast type person. I'm friends with his wife, kendall, and she brought this ENV or ENV title with a good friend, beffy. We love that Beffy shout out. We just met.
Speaker 1:Beffy, did you? What a them.
Speaker 2:We just met Nafi. What a stud. We had dinner the other night. What a stud.
Speaker 3:And then the last person was Miguel Herrera. Very good you definitely don't need an explanation for that Luxury top luxury agent Very consistent, classy, good manners Bill. Pipes, the national coach, and just you know great people.
Speaker 2:Michael Valdez, ceo international and what was the overall mastermind about? Was it? Most masterminds are there to kind of give you their secret sauce exactly to uh, not necessarily a pep rally, but it has more substance than that. Uh, is that what this was?
Speaker 3:oh yeah, it was digging deep. It was from nine to five. It was like all day masterminds we almost had 100 attendees. It was busted out dude, wow, but anyways here's what it was.
Speaker 1:So basically we did we didn't want to give them any of the info up front, because you want to have that candid, the sizzle, the sizzle. And so it was basically whatever you know, we did lead, gen, referral, mindset and structure. And Dayton is all structure, so is Scott, and then the mindset, and so these are things I love to talk about too. But mindset, and so these are things I love to talk about too. But agents, we're all here. You're here to make the money, so that's how you get them in the room is hey, how do I get leads, how do I close deals? But acquisition.
Speaker 2:there's a reason why originators make what they make and the, the, the skinners, make what they make. It is not easy to go get, find, uncover, discover the business.
Speaker 1:But here's here's the million dollar question when does the rubber meet the road? Because if NAR says every year, 70% fail the first year, 85% fail the third year, I'm looking at this community and saying, guys, we have a real issue. The issue isn't what to say, it's not the script. The issue is is you wake up in the morning and you don't call anybody? Right? You have one job and you need to make noise from your head.
Speaker 3:Let's keep it that simple.
Speaker 1:If you're not doing that like bro. I don't care what language you speak, If you're an agent, if I don't hear noise coming from your head, you ain't selling houses, that is so don't overcomplicate the way of looking at it.
Speaker 2:That makes the most sense, and I've never heard it put that if your mouth isn't moving, no.
Speaker 1:if you're not no, and if you're thinking about action, reaction. If you want your phone to ring, make some calls. You want some emails, send some emails. One of my first coaches told me. He said JT, the fastest way to double your business is to double your conversion. Right, and then so you get in. This is where you get into the relationship game of hey. And then a side note for the 70% of agents that are going to fail this year, or the 85% of agents that are going to fail within the next three years If you're not doing anything and you're spinning out, like this is, you know, people are spinning out. They stop showing up to the office. I'm running out of money. My wife's not happy. I'm going to have to go find another job. Hey guys, I'm taking a break from social media for a year. I know why you got it One call a day keeps the haters at bay.
Speaker 2:Start One call, just do one. Today you got 24 hours. Don't let that sunset without one person, because you are a student of the game as well in this. What, would you say, is one of the reasons why most realtors fail within that first year realtors fail within that first year.
Speaker 2:I mean, you pretty much just said it there and the idea of you know what I'm going to shift gears on that same question here to all of the realtors, lenders that recently got in the business and I'm talking last three years, four years concept how important is it to have boots on the ground, kind of like you're talking about, versus just relying on this social media video content, putting out a reel, etc plug, your plug gen z.
Speaker 2:Yeah, no, exactly. No, it's true. Time and time again, I'm putting out all this content and putting out all this content and I'm not getting anything. Well, you have, this goes hand in hand with this, but if you're not doing this, this is just there.
Speaker 1:Dude if you're, you could be posting the the the greatest content in the world. If your agents at my house drinking a fricking martini and their kids are in my pool, you're not selling their house. So this is what I would say to everybody here's the secret and here's the Holy grail, and I've got a five minute video on this. That was good.
Speaker 1:And it's no it's the dream 100. Here's what you do you have, here's what I would tell a brand new agent and guys, this is worth its weight in gold. You cannot argue this. This is the Holy grail. If you're a new agent, you have one job and that job is to create a certain amount of relationships, and I would say, go for 50.
Speaker 1:That's what Scott M said yesterday. He had the 51st dates Cause. I said, well, he does referrals. I said, well, what do you do with your new agents? He said I put them on 51st dates. I'm like, bro, you connect them? Well, no, they need to go out on dates. So basically, here's what I would say to a new agent right, you got to. Basically, it's this simple If you're a realtor, before you get your license, let's do this. If you're thinking about getting your license, you need to ask yourself this and there's no amount of time whether it takes you a year or 10 years. This is it. Do I have the ability, the desire, the will to generate 25 to 50 relationships with people that have the ability to buy and sell real estate?
Speaker 3:It's kind of that simple.
Speaker 1:And then I would say if you're using common sense, let's dissect that a little more and just distill it Instead of just identifying 25 or 50 people. This is the dream 100, or the accounts pyramid, which is a funnel where we weed and feed Absolutely. It's that simple.
Speaker 2:I use the focus funnel concept but similar to this, Yep and so-.
Speaker 1:The question is this if I do, I have what it takes to build 25 to 50 relationships with high caliber people who are influential, who will either work with me or refer me. So when I wake up on January one, I know that I have hundreds of people in this situation. But what happens with this? So here's the question to the agent If you're not out generating these 25, 50, if you're, if you're posting to social media, I'm going to say you're probably done, unless you're super hot. Then you might get a deal from some dude who wants to marry you and I'll buy a house Cause he's not going to. I'd rather walk around, I'd rather walk through a house with you than him. But I think the social media is almost all smoke and mirrors. And here's why because I I'm in a group of people where 80% of everybody makes over seven figures a year and nobody does and.
Speaker 2:I'm going to do it, and here's why, Because again, 82% of all deals. Does anybody. Does anyone prompt the question to those people? Could you imagine what your numbers would look like if you did Right?
Speaker 3:Well, miguel does the videos, which I was surprised because I thought he wouldn't do that, you know, because I don't follow him as much, but now I do, so he does it. But I don't follow him as much, but now I do, so he does it. But I think that there is proof. In social media, we have some friends that do it as well, and they get a lot of deals. That's all they get.
Speaker 1:But let's dissect this for people, because they're smoking mirrors.
Speaker 2:So I will agree with you, but those are anomalies.
Speaker 3:Yes.
Speaker 1:They're typically the first of their kind in whatever genre. Within that, let's keep it real. Who right now in San Antonio is making money off the internet? Like, let's just go at a name drop? I know a couple or one or two strictly off the internet.
Speaker 3:Can we say Austin Kristen?
Speaker 1:Smith. Okay, she's a TikTok superstar. She works with me. She does about one or two deals a month from TikTok. She's the only agent I've ever met that does deals from TikTok. Yep Number two, and I'm going to go ahead and give mega kudos to Will and Eli Mile High Popping Brothers in Denver. They went a mile deep. They did every value add video in Denver. How much does it snow? Best schools? Literally you cannot search a video. But guess what? They did it three years ago. They did almost 300 videos and dude not now because I'm not going to well, he just made a post. Dude, they're at 8 million GCI Whoa, whoa. And he bought a Lambo when his wife was giving birth in the hospital.
Speaker 1:I swear to God he wasn't I was like, bro, you're just your wife's having a baby and you're picking up your Lambo with Ninja.
Speaker 2:Turtle Green Breakfast. Funny story back in the day when we were having Peyton, I bought a Range Rover in the While she was crowding. She's helping me. I mean it was the day before we were already in the hospital. They admitted us, but yes, You'll get along then.
Speaker 3:And then I would say in Austin, I would say Kimora, do you know her?
Speaker 1:Kimora Kimora, Number one Sotheby's agent in the world, and I know the guy who shoots her videos. He actually he does. He gets the best compositions you got to look her up. But here's the thing about video. Let's go on here. So here's the thing about video that I've realized for me, like, think about this If you're working, it's all about conversion, right? So when I get like, even with LPT, when I'm attracting, you know, that house, it's not worth 20M, but it could be.
Speaker 2:Matter of fact, where can I find? Do you have a YouTube channel I want to show our listeners? No, pull it up. Go to Facebook or Instagram. It's.
Speaker 1:Gangster Guys, let's go. But here's what I'm saying, mark. Think about this your videos are fantastic. Think about this, mark, if you had 20,000 or whatever, or your database, if you started sending value add videos of eye candy, you are 100% going to get calls. But more important than the call from a stranger is the conversion of the referral.
Speaker 2:Which one of these am I going to throw up? Which one A little quick a quick clip for us.
Speaker 1:Okay, hold up, hold up. That one got me, that's just me, that's just me. Who's sexier? Than that, did you like how I composed that? And that's our backyard. Look at this. Am I ever gonna buy a home? I wouldn't say, this is the one. Yeah, this is. This is just a quick little home ownership. Dude. Are you trying to read, bro? Dude, I got girls texting me right now.
Speaker 2:They're gonna hold my wallet I was like no, this is we're talking. We're talking the idea. Real quick scroll down, do the one to the left, right there, when, uh, when a client requests more, I was like no, this is the question.
Speaker 1:We're talking the idea. No, no, no, real quick Scroll down. Do the one to the left, right there when a client requests more information about a neighborhood.
Speaker 3:Yes, have a dream that came true? This definitely would be it.
Speaker 1:It's unreal. That's the guest house. We call those the Ohanas.
Speaker 3:The paradise world. Every night, our families have a sunset we're going to see. Tonight. It's levels to the game, brother. What colors are we going to see Night? Our favorite thing to do is to sit out and watch the stars. There's no light pollution so you can see like tons of stars the Milky.
Speaker 1:Way. The Big Dipper, the Little Dipper, Everything's so easy to identify Easy.
Speaker 3:One night you can see five shooting stars.
Speaker 1:You know what your wishes come true.
Speaker 3:Thank you.
Speaker 1:The majority of the properties in Laniapoko are acreage home sites. There's definitely something to be said. That's two and a half acres off the grid, 30 orange trees, apples, bananas, and there's the shower. You don't dress in Maui, you run around like a little.
Speaker 2:And I hope the folks kind of get why I mean look at that.
Speaker 2:You got the mountains in the back. You didn't even get to see the ocean. Dude, this. This is literally one of the best neighborhoods in the world. It is, I mean, but it but more so could care less about the neighborhood, agree? In this conversation, I'm trying to showcase the fact that you're not being like everyone else, in the sense that it's not your phone sitting here talking to the camera with the words, etc. Even the podcast clips that I put out from this, they're just clips from what we talked about.
Speaker 1:I'm not happy with how you posted that, oh man.
Speaker 2:It's getting some fire right now. Go ahead, go. We will talk about that.
Speaker 3:I'm back Because I want to say something to your response. I got great.
Speaker 2:DMs, by the way from that. I got great PMs by the way from that. But the idea of we've got, as a normal consumer these days, six seconds, eight seconds, to pay attention. You guys are encompassing angles, you're giving aperture, you're giving perspective, you're painting a picture. More so than a picture, you're giving the story.
Speaker 1:We're telling a story, and we're telling the story that you want to hear about the lifestyle which is going to get you. That's exactly right.
Speaker 3:That's so nice to hear because that's something that, like you know, I think a lot of times when you're on social media and you see everything, I think people it's okay to get inspiration from everyone, but I think eventually people just start copying it and when you see one thing, it's like, okay, I've seen every real estate, five places to live. But to add creativity, to add something that's different, but how to stand out from the competition too.
Speaker 2:I will go as far as to say folks out there, you're welcome.
Speaker 3:I mean real, recognize real.
Speaker 2:Thank you, the idea behind what she's talking about here. We're not knocking it. If you are just starting out in the social media content creation, yes, the best way to go about it is to see what others are doing, maybe duplicate it to your best abilities, Because your pool, that people are swimming in there, that you're fishing in, is not the same pool as everybody else's. Now, mind you, at a certain point you got to evolve, and that's kind of what this all is encompassing is the evolution of you or your business, your career, et cetera.
Speaker 1:Think about this too. You got to be it before you see it. It's not fake. Until you make it so, present yourself to the world. Like you said earlier, with video you control the narrative, or no? Guilty by association is what you do, so with us it's. I don't need to say anything. I'm guilty by association because let's be real, man Ain't nobody in San Antonio and Maui right now doing what I'm doing. That's right and that's okay, because the picture we're painting is we are luxury. Like you said, what do I do? I'm a luxury agent. I'm just a 17 year loan officer who just transitioned to real estate. So I am a loan officer full-blooded. But I'm also probably one of the best agents you've ever met. Just because I'm not in best experience, not best, I hate to use that word. I'm a very experienced agent because I've had over 10,000 applications. I've helped you. We know this. We've troubleshooted so many files. You could throw any scenario at Mark Jones and he's got a 99% chance he's going to. He'll know like okay, here's what we got to do.
Speaker 2:It was up until 3 am last night trying to figure one out and I did.
Speaker 1:You're exactly correct. Yes, but that's why, like you told Tabby, you said this is just what we do. It's like if you're the guy who does that, you don't need to know this. And I know what's his name was like on the internet about the quarterback. Since I 17-year loan officer, I believe that LO is the quarterback because here's the way I would look at it. To what's his name? Alan Corona. Real quick, he's my boy, alan. You got the deal and that's great. How many times have I gone to closing with a new build and an agent never showed up? I can tell you this If Mark doesn't show up for 30 days, you don't have a house. Mark's actually buying the house. So you could say you're the quarterback, but Mark is actually the guy bringing the money. Everything revolves around the money. So, yes, you originated the deal. But let me tell you, if Mark and JT were out there trying to originate the deal, you wouldn't have any Well put it this way, or not you anybody?
Speaker 2:because you don't want us changing them. So I am co-founder of a company called ReviewMyMortgagecom where we started years ago attracting consumers directly. How, with education, giving it to them? Here you want to self-diagnose, do it yourself. You don't need me right now. We've plugged in all the programs, we've plugged in all of the guidelines, that concept, and put it in an easy to digest for a consumer, into a dashboard that they can have, save, et cetera. So to your point, because I live in a household where my wife is a realtor as well.
Speaker 2:So yeah there are deals that we are not needed in. Those are called cash deals, which that makes up how much of the market?
Speaker 1:Yeah.
Speaker 2:Just to find out what.
Speaker 3:Depends on where you live too.
Speaker 1:Yeah, that's very. It's very low or geographical.
Speaker 3:It's common in what, how many.
Speaker 1:I'm probably here because of the nationals.
Speaker 2:Yeah, in 2023 were purchased in cash.
Speaker 1:But the way I look at it is, you've got 100,000 moving parts 2019, before the pandemic.
Speaker 2:Let's just compare this just to see, because I would go as far as to say it's not as many as they're being financed, okay. So 33% in 2019 and 29,. I mean, yes, it's a lot, bless you, bless you, it's a lot, but 70% is more, yeah, and those 70% of those are being financed. 30% of the time. You don't need a loan officer at all. And back to your point of if loan officers started attracting consumers, would we still need the realtor? Absolutely we would, because we can't open the doors, we can't guide the customers. Nor do I want to really advise you on the real estate side of things. If I have to to help a realtor out or help a scenario out or a situation out, I absolutely have the ability to, just like you do with the experience that we have. We've been in every damn situation out there. Um, but let me go ahead real quick.
Speaker 1:Here's an example 17 years of loans. You work your tail off, you have to show up, you have to work or or you don't have a loan. Yeah, I got my first listing in Florida. It was a condo in Fort Lauderdale. I did nothing. I literally. I got a referral for the photographer. I got a referral for the TC and you know what I told the TC? I don't touch anything. Here's my password Dude, I did nothing. Dude, I did nothing.
Speaker 3:Zero.
Speaker 1:No, I got a call and the girl said, hey, I've got a buyer. And I said, okay, what do you want to do? And we did it and I got full price. And, dude, I'm shocked because I don't live there. So, anyway, but the deal happened like this. I did nothing. So, coming from the mortgage world, I had to go to work on Monday or there was no money In the real estate world. My phone rang 10 seconds later. I made a call, went live two days later, done Two weeks later. Check. I'm like, guys, this is nothing like the mortgage world. The mortgage world, people are drinking martinis for lunch, smoking, suicidal, hanging off the bridge at night Like dude.
Speaker 3:am I going to let go?
Speaker 1:tonight. I'm joking, but dude, you know the mortgage industry will chew you up. He's joking kinda Not really. He's joking kind of not really. Who's the best bank in San Antonio for real banks? Who's the favorite bank?
Speaker 2:It's USAA, USAA yeah.
Speaker 1:They're the worst mortgage company in the world, absolutely. Usaa is the best finance company in San Antonio and they can't figure out how to close a wet paper bag. Dude, come on now, and then I'll say, tamir, you might not want to get into mortgage either, because Gary failed. Yeah, all right, and Jerry can do anything and not- Keller Mortgage.
Speaker 3:What happened?
Speaker 1:to Keller Mortgage. I know Dude. I got kicked out of an office when you blocked that, but let's not focus on that, okay, yeah let's not focus. Yeah, let's get out of that Okay.
Speaker 2:So as the host, I'm going to bring this back, so we've already talked Back that thing up. Yeah, so, mastermind that you guys went to, we want to go into transition from lender to recruiter. Yes, what was that like? I mean, obviously we know why you made the decision. Yep, what was the transition like?
Speaker 1:It's interesting. So and I want to bring all this together Maui LPT, because that's the story too. So agent attraction to me is identical as a loan officer there's. It's the same thing, and this is why, when I saw the opportunity for LPT Realty with Robert Palmer Right Sitting on my line 12 at night.
Speaker 2:Give us the basics first Cause. When you say it is, I know what you mean.
Speaker 1:Yeah.
Speaker 2:But break that little piece down, unpack it which?
Speaker 1:piece.
Speaker 2:Not like put it in the drawers, but like throw it all on the bed right now.
Speaker 1:Which one?
Speaker 2:The idea of being a loan officer and attracting agents is now kind of the same philosophy, same concepts I do, the same traits and needle moving activities, but now I'm going to do it in this sense.
Speaker 1:So it's like this. It's like in mortgage, you get paid commissions and in, in, in, in real estate and insurance, you get residuals. Yep. So here's the job. You identify the target, which is you know the best agents in the world, which is what good LLs do. You obviously prospect them mail, call, visit email, social media, build a relationship. But recruiting versus being a lender, the only real difference is when I actually quote unquote capture, I have no fulfillment or attendance. So when you get an agent, you're working, oh, I'll take your call, I'll do this, I'll bend over backwards. So when that agent calls you, you got to perform. Yeah, and I've performed at a high level and you know what she likes outside of me is money, and you know how to make more. When you're a lender or a realtor, you got to go faster. That's right. So after running full speed for 17 years making loot to me, I'm like, okay, I love this, but I'm getting older and you got to find a better way.
Speaker 1:And well, and I was at peace with. Here's the thing, guys, if you've never, I've never felt this. For the first time in my life, I found my why, which is light at the end of the tunnel. I've never been this motivated, and here's why because, as a lender, a realtor, there's no, there's no light at the end of the tunnel.
Speaker 2:It's like dude. This is the definition of insanity. Well, you're on the money, because once I think I was in my seventh year, eighth year, and I started toying around with the idea of becoming a branch manager because I always saw man, I'm really good at this. I've built a team. We are closing some volume, but I would go home and talk to my wife and say man, but I don't want to do loans my whole life, in the sense that I could grow this bad-ass team. But if I decide to hang it up for a little while, there's I am the business, so to speak. I am the one that goes out to get it. So as a mortgage loan officer, as a realtor, there is no residual just like you mentioned, the residual could be for you.
Speaker 1:You've got a branch, you've got 10 LOs, and that's what made me start a company. There you go.
Speaker 2:That was my transition Correct Now, mind you, when you first do something like that, you don't make any money.
Speaker 1:Yeah, you don't make any money. The real money is out there.
Speaker 3:Yes, let me elaborate a little bit on the money, just so I don't sound like I'm a money hungry person, because I want to explain.
Speaker 1:It's not about no, it's common sense. The squirrel is smart enough to score eight points.
Speaker 2:She's not a hog, she's just a pig. Okay.
Speaker 3:The money side of thing. It's like you know I always like. A lot of times people are like the love for money is evil, but for me and for us it's, I think, the lack of money is evil.
Speaker 2:Because you'll do evil shit if you don't have it. That's exactly right For us.
Speaker 3:It's not about money to buy nice things, buy nice houses, travel the world yes, those are nice. For me, the money is the freedom, the security and it's the legacy for our family and our friends. We're not doing this to get rich just for ourselves. We're doing it because we want to give back and, most importantly, we want to have great things for our family, for my grandchildren, for our great-grandchildren. I mean, we're thinking beyond us Think about this.
Speaker 1:We live in a society.
Speaker 2:I'll put it this way you ever seen a depressed person on a dolphin? It costs money to ride a dolphin. I'm just saying.
Speaker 3:I actually have.
Speaker 1:Oh, we've been held on that sucker Money can't buy you love, but it sure as heck can rent it for a while.
Speaker 3:I just wanted to elaborate on that.
Speaker 1:But no, let's dive into like the Napoleon Hill stuff. Like poverty is like a disease. It's literally like if we're having a conversation about oh, we can't talk about money, I'd say guys, squirrels are smart enough to store an acorn to get through the winter. You are a man, you are God's son, you are the epitome of the universe, you are the universe in its totality. No homeless fish. There's no homeless deer.
Speaker 1:The, the, the flower doesn't have to figure out how to be a flower, why we all work, the flowers are just flowers, okay, and so for me, I look around and I'm like dude, this is obvious. It's just a game, yeah, and the KPI is money. So if like think about value, let me blow your mind, cause I had an epiphany the other day about this. All kind of revolves around love, procreation and survival. So what moves the needle for a man? If you think you're going to go on a date Friday night, you might go to work Monday to get some money. I worked as a construction worker and in my brain I just knew that she was out there somewhere, yeah, and I was just going to be ready to go. And so check this out.
Speaker 1:Women are attracted to power and it could be as simple. As you're a big guy, girls like big guys for a reason because they strike you as more powerful in a way. Sure, but God made man equal. Your brain is way more powerful than any physical man. You know this. The guys who are running the world are not strong, they're old men. But think about this which way?
Speaker 2:do I go? Where's the exit of the stage? Sorry, sorry.
Speaker 1:Right. But think about this. So the universe, God, whatever you say, you have faith, it rewards men through helping other men. Think about this, because if you can add value to society, you actually get paid. You're one good idea. Away from being a billionaire, Imagine a guy who can. So the way it works is but think about this with money, money is power. Women like rich guys for a reason, and I dude, I do too. I can't lie. I love hanging out with Robert the jet, the dude, 10,000 year old, socky, Like I don't. It's not a big deal to me, Like once you've been to good restaurants and had a nice house, it's a box. Once you've had a nice car.
Speaker 2:But I think that the issue and and and let's call it a topic is more so. Folks believe that the wealthy or the rich got there on a whim, because you're now meeting them in their current skin, but all of the skins that they've shed to get to where they are. That's the person that you want to hear about, know about, because I believe money only magnifies who you already are. So I guarantee the person that you're talking about was a pretty cool genius person before he had money. He was just very high work ethic, he had a why and a passion, had a plan, et cetera. That kind of stuff, right.
Speaker 1:So, yeah, well, you get what you want. If you're playing video games all day and sit in your mom's basement, you reap what you sow action reaction. So here's my thing. I was looking for it. You're not. Have you ever heard like the universe will give you a man what he's looking for? I was looking for her and I was looking for that and, go figure, we found it. But let's talk about money for one second. I want to blow people's minds. You have issues with money, or you, for some reason, you don't think you'd have it. Let me ask you this how much is a dollar worth?
Speaker 2:What somebody's willing to trade for it Okay.
Speaker 1:Well, it's subjective, but how about this?
Speaker 2:It's definitely not a double cheeseburger anymore. Yeah.
Speaker 1:But what about this? What if that dollar is actually a million dollars or a billion? Here's why Because that dollar could be spent every day, every minute, for the rest of the world. So when people say we're 40, 60 trillion in debt, I'm like you don't understand money. It's not real, first of all. And then it's like this this is like the universe expands. This expands. Guess what? It's just a number, so people can't wrap their mind around. It's just a number, but the house is a house. The house is always going to be worth what the house is worth, but the price tag is actually just a number. So think about this. Here's I'm going to blow your mind If people haven't heard this story. Blow your mind if people haven't heard this story.
Speaker 1:There's a guy who's driving into town and he needs to get a hotel room. Have you heard this? No, it's going to blow your mind. This is like how banks do it and this is how we eliminate debt, and this is why there's nothing to worry about at all, and this should motivate certain people, and this is why the rising tide raises all ships and this is why business, partnerships and things work together. So basically, guy drives into town, gets a hotel. The hotel owner says okay, it's a hundred bucks a night, but if you decide you don't like the room, you can leave in two hours and I'll give you all your money back. Okay, you're tracking, simple, what kind of hotel is this?
Speaker 1:It's a motel from a scary movie, Rob Zombie.
Speaker 2:Okay, gotcha, gotcha.
Speaker 1:Motel, All right. So the guy goes in, he gives the a hundred dollars to the owner. Well, the owner gets on the phone and he owes his. He owes his friend a hundred dollars, who? So he pays his friend a hundred dollars for the you know, the photography work he did. Now the photographer owed the camera shop a hundred dollars for the lens rental, so he pays the lens rental guy back, Right, and then the lens rental guy had to pay for his daughter's wedding. Thing was a hundred bucks. The guy who put on the daughter's wedding had a bill with the motel owner and so he paid them a motel owner his hundred dollars that he owed him from last weekend Cause he, he had an event. So here's what just happened. This guy came into town, he got the hotel room hour and a half in. He's like dude, my wife's upset, I got to go. He gives him the hundred dollars back. What just happened? One, two, three, four, five, zero dollars. Yeah, Where'd the hundred dollars go? And nobody owes anybody anything, yeah, yeah, it's pretty trippy, right. That makes.
Speaker 1:This is why certain communities let me tell you right now, if you want to really, really ball out, start doing business with me and I start doing business with you and keep it moving. It's currency, it's the water. The banks are on the shores. Dude, Robert Palmer. He spent $150 million on marketing to become a billionaire. He's spending. You know our. You know we are the. We purchase more Zillow leads than anybody in the world as a company. Yeah, Okay, the first month he bought over 500,000. It's under Larry the Bird, one of our mascots.
Speaker 2:I need to talk to him about review my mortgage so he can diversify.
Speaker 1:Everybody wants to talk to RP because he's got the Midas touch, yeah, and with him it almost feels like he's taking candy from a baby, because he knows, he knows, he knows like he can do it. And then here, think about this If you're in the room with the CEO of Zillow, if you're in the room with Gary and all these guys and you're like dude, I'm pretty sure I'm okay Because you're backtracking, trying to like figure out what we did, yeah. But so with the money, I like to look at it like it's a dollar is infinite and if you keep it moving this is the secret and I don't like so. I grew up in a certain community. That's a great concept Circulation. You have to keep it moving. So this is the magic, and I saw a video on YouTube where the guy called it angels. Dollars are angels. So when angels come into your life, you got to give angels out, go, tip the waiter and this all like reciprocity, givers gain.
Speaker 1:You're a dad, I can tell you right now, in general, because women have that, you know, once a month, dads are usually the happiest person in the house and you know why. And we get nothing. We don't even get the big piece of chicken, but you know what I get. You know what I get? I get the satisfaction of having a cave in food, and that's everything for me. My children are safe, they're sleeping sound Cause they know dad's home, they the door doesn't need to be locked, they've got shelter, they're warm and that's it, and anything outside of that's icing on the cake. But once you secure that right, and then this is where lifestyle and residual kicks in. So for me I joke around I would rather live in a single wide trailer in West Virginia with a dime piece than a 20 M in Boulder with some B who doesn't respect me. Right, that would be a prison. Yeah, dude, oh, absolutely. I didn't know I was a tent guy, but if she was in the tent I'm like you know, I think I'm a tent guy. You know I don't have a tent, but I don't, right, but you guys?
Speaker 1:So let's go back to the money. So, with residual, if you're an agent light at the end of the tunnel, I don't care if you're making a ton of money or struggling. Here's what we need to do as parents we need to figure out a way to make sure that there's apples for our kids. That means you plant seeds. So for me, when I like with residual. I look at it like this If we can get you to 5K a month, ass, yeah, yeah. But you know 20% traditionally is about 5K. So every time I make 5K in residual, that's like okay. 1 million, 2 million, 3 million, and I'm like okay, so my company is going to pay for my five $7 million home. That's going to be worth twice as true no brainer?
Speaker 2:Would you go as far as to say, because I know exactly what you're getting at and what you're going through and going to with this. Do you think that most in our scenario and we're talking about real estate professionals as a whole um, forget or don't know how to reverse engineer into what you're talking about?
Speaker 1:What do you mean, like how to figure out how to make the money?
Speaker 2:Correct In the sense that, okay, I get the concept of this dollar not meaning as much or as much as I want it to be, but how do I get to the dollar part of it? Does that make sense? The needle moving activities, the idea of, okay, if I have to close 10 deals in a month, how many calls do I have to make? How many people do I have to talk?
Speaker 1:Does that make sense? This is too mathematical and too linear. This is the million dollar question that nobody can figure out. And this is why I'm joking around and I'm picking on Barry, it's because of that mustache. You remember Super Troopers? Are we doing mustaches right now? That's awesome. How'd you get to 200,000 ages? That's a secret. He won't tell you. You put a quarter in the machine.
Speaker 2:JC, does that look like spit to you? Fuck it. Someone said mustache right on the podcast.
Speaker 1:Oh man, that reminds me of the sticker in Maui. I'm not going to say that.
Speaker 2:What's our time at JC?
Speaker 3:Yeah, let's focus.
Speaker 1:We are 40 minutes away from one hour.
Speaker 2:I mean 40 seconds. Okay, good deal.
Speaker 1:How much time do we have we got?
Speaker 2:another 15, 20 minutes Okay perfect, perfect.
Speaker 1:So the million dollar question and this is again, it's not the how, it's the who. Why do I get up in the morning and sometimes do stuff? And I'm going to go back to this like, let's go back to like school, where psychology the the number one, you're, you're the strongest to survive. If you were hanging off a bridge and you've never going to pull up, you might pull up and live like there's, you know, like the guy on the thing that superhuman strength when you need it or mom, but remember the guy on the van and he went for five minutes and he broke his arms, but he never let go and died.
Speaker 1:I'm like dude I might've let go, I don't know.
Speaker 1:But he didn't, and so you're going to be the strongest to survive and that's why, when your back's against the wall or you hit rock bottom, you'll be okay because you'll persevere Correct. Number two is procreation, and I know a lot and I'll tell you right now. Most men are in it for one reason. Yeah, the reason I have a yacht and a mansion is because of her. Yeah, I don't give a shit about boats and helicopters. I don't even like. I like to travel, but, dude, I'm a giver. Yeah, I don't know what you know? No, men are givers. And then you know this, we're providers and protectors.
Speaker 1:So for me, this is where I step, this is where I draft. Most of my happiness is because I get that simple, but this is what moves the needle for a lot of people. So, like Bill Pipe said yesterday, he's trying to get all these guys to a million bucks. He's got maybe 50 students that are kids, guys, kids that he's got that are making a million, and he's like you've got a million dollar life, you've got a million dollar wife, you've got a million dollar home and four or five million a year. Like this is legit. He's one of the best, and a lot of people, especially Tabby. They think it's cringy and I'm like but Tabby, no, it's not.
Speaker 2:Well, it's cringy to the ear. That is that is the ear that is not ready to hear something like this, maybe in their career. But the ones that are going okay, I'm ready, like I'm looking for the. They want to hear the truth, the straight talk.
Speaker 3:I know it's the truth for sure.
Speaker 1:It goes back to this. It goes back to procreation. Let's do this. We're in a village with 10 Indians and Napoleon Hill expands on this stuff. Is that okay or no? You don't have to. I get the concept.
Speaker 1:Yeah, I get the concept yeah, if I can outperform you, if I'm funnier, stronger, I get the pick of the litter I have a healthier chance of having a healthier child. Sure, right, if there's the other girls, down syndrome, you might have a good kid. I'm joking, you're right. I'm trying to make contrast so people understand that this is what makes the world go round, because the guilt goes back to the KPI of adding value. If I can add value and make the world a better place, right then women are attracted to me, and so I actually believe, for young men especially, that's the game. But that's why you make your calls Correct and then, when you're 40, you're done doing loans and you own the company because now you're smarter, you're wiser, you're planting seeds, but anyway what's the path to the residual?
Speaker 1:You the path to the residual for this.
Speaker 2:So this is for you and your yeah, so here's the.
Speaker 1:Here's the way you exercise this Co-host today. Besides this Co-host today, I'm so sorry.
Speaker 3:Am I stepping on your head? No, no, no, no, you're right, we want this to be awesome.
Speaker 1:Yes, and I want to clarify a couple of things, like with the LPT, before we leave, and Aperture a couple of things, because we never we had so much fun like we were spinning so the needle moving activity for me, the road, and this is the million dollar question, and this is why I said you need to figure out, like, for me it's like this If you know you're going to go to Maui in a week or two, you're making calls, you're good, you already checked out. It's because you're looking forward to something Correct. So, like, right now I'm looking forward to buying an 80 foot sunroof catamaran, I'm looking, we're shopping, but even more so it's the freedom and peace of mind. And so if you're an agent and you're not and I would even say you got to timing is everything every time, people don't understand this. But if we're again having an adult conversation about real stuff, if you're in Silicon Valley and you're an investor, who are you investing in? Are you going to invest in a company that's going bananas, bananas, that's a startup that has no debt, that's broke every record in the world, growing 500 times faster than any companies ever imagined? And we've got guys at Derrick or Keller real EXP. They're looking at us like, oh, whatever, whatever. And I'm like dude, I'm earning pre IPO stock of the most viral real estate brokerage in the world and you don't.
Speaker 1:I mean you can say what you want, but you're not right. This is what leverage is. You get in at 80 cents and you sell at 160, like Jean Frederick, for 300 M. He didn't sell, but you know what I mean. So for me, 17 years of doing deals at a high level, no light at the end of the tunnel. I'm now at a different point in life where I want more, but I want to use leverage, and I also. And so timing MLM is like winning the lottery. It doesn't work. I've never been a fan, but that's what RevShare is. It is what it is. I don't like to call it recruiting. It's attracting, but it's recruiting. If you own a brokerage, your number one job is to recruit, because if you don't, you don't have a brokerage. That's it. That's true, gary knows that, but the average agent and we're talking about the percent of agents who are probably treading water, who don't understand the game JC, come to me for a few seconds.
Speaker 2:Yeah, there you go. That's it. That's all the coverage.
Speaker 1:Here's what I would say, though I think, like in nature, like when you like, if you're not smart, nature will teach you. If you put your finger in the fire it'll burn, but God says I love you, pull your finger out so you don't lose your finger. Yeah, so in real estate, the way I look at it, as you know, some people do it and some people need to feel the pain. And if that pain starts to like, if you've got a wife who's holding you accountable, how many days are you going to go home? I remember when I get into mortgage she was. She literally said like how long are you going to work for free? Like I was going to work for three months without a check.
Speaker 3:And I'm like totally thanks for motivating me.
Speaker 1:But you better believe that motivated me because she's pregnant, that's right, and I'm like, oh wow, this is interesting.
Speaker 3:Like you, I just tell the truth. I don't sugarcoat things unless she doesn't.
Speaker 2:Unless what you don't sugarcoat anything and I can tell just from our interactions the last couple of days it's all intended with good intention. Yes, there is no malice, and I know that's with you too. Absolutely For sure.
Speaker 1:We love people Like that's. I want to say that's probably my favorite, yeah, and money's infinite. When people are like, oh, red Sox Yankees, I'm like, dude, you've got your team, I've got my team, I love my wife, you love your wife, I love my son, like let's get over that, you know whatever.
Speaker 3:Yeah, and I think that and this opportunity with LBT. It's not going to help just one but, like what Robert Palmer says he wants to create, how many? A thousand million years, a thousand million years. Can you imagine that we bring on these people and the people that see the vision? They can be successful as well, and then they can pass it forward and pass?
Speaker 1:it forward. Think about Kai. So with us we've got teenagers at home. They're getting ready to go to college.
Speaker 1:My son's 4.0. 0 dude this guy's, his arms are bigger than yours Like no, no, he is a stud dude, he know, and he, he's dude. Bro, my heart man, yeah, but he's 4.0. He's incredible. He's everything I wish I could be like, literally. He is the next, he's the 2.0. He watches me. He has teachers. His teachers are teaching him things that I never even learned because I didn't do school and I'm grateful for that. Bat rolling blunts, I'm just kidding. My teacher loved me. I'm kidding.
Speaker 1:So with Kai and Justice, our daughter, and our other daughter, allie, what they're witnessing is the manifestation and they're watching dad do it and we involve them. They do photography Right, my son friend requests people. They're waiters at our party, so they wear like tuxedo type stuff, so they're watching, like the dad's in the front of the room and fire. They're like dude, we're shooting video. They like cause they're internet kids too, so they see mom and dad are rolling the dice and then, like, he sees his teachers and all these other people, but in his life he lives in a neighborhood where people like us, so he lives in and it's like dude you're it.
Speaker 2:But it's also a common theme that we we discuss on this show and that's the idea of most, if not all, of the experts that we have in here are very transparent, include their kids and what they're doing, because they want them to see what happens behind the scenes, not just the social media.
Speaker 1:Yeah, I want them to work with me Like I've got. I've got a nephew who I call Shane. They know that it's not easy, you know, but it's also not hard. If you use your noodle like think about me, dude, no, no, no, no it's. This is literally it's not easy. But bill pipes yesterday was going on and on about you got to work 60 or a hundred hours and in my brain I'm like I don't, I don't do anything. You know why? Cause I'm, I'm using common sense. I looked around and said Robert Palmer, no debt, stars aligned. I do video. I'm a great loan officer. Now I'm on track. My goal is to be the number one agent or tractor in the world and the KPI will be money. I'm going to say, dude, I just outperform you and that's nothing. But here's why I'm doing it. It's because of the timing. I had the guts. Take massive action.
Speaker 2:Your situation and you may or may not like this or not. I'm going to say it anyway. It reminds me of Pat Hayes. Do you know Pat Hayes?
Speaker 3:We do, of course.
Speaker 1:I know Pat Back in the day he did the same thing with EX exp and did a great job.
Speaker 2:And I will tell you, uh, the first masterminds I did was with pat hayes years ago in dallas, um, and he was showing me his rev share and I went and it was 100 plus you're you joking?
Speaker 1:you don't know. But, dude, remember, in order to make 100 grand residual, you have to have over 20 million in the bank. That's like, at least so in my brain. I'm like, okay, go try to save a million bucks. Right, probably won't. You'll sell a house and make $400 two or three times. But what was it with the? Well, we have a little bit of time.
Speaker 2:I want to clear something up.
Speaker 1:Let me clear up something real quick, because we did spit some fire.
Speaker 2:You know that we did. We actually have chemistry. Matter of fact, turn up the AC.
Speaker 3:I walked away the other day and I was all like.
Speaker 1:I was like marking you like I was like if you two together, because I was I was dangerous, but the difference is is we would actually get things done oh, absolutely, yeah, I'm doing it absolutely yeah. So with lpt I I watched our podcast and I loved it and I'm like you are, so I want to.
Speaker 3:I want to be like you in a little while.
Speaker 1:We talked for an hour and never said anything. I love how you ended it. Yeah, I am a real estate agent and specifically luxury, I don't practice that much because I'm actually going for way more income than selling multimillion dollar homes, which is pre IPO stock of the fastest growing company in the world and the ground level of rev share. So, for example, here's like with the with, with LPT. Let me explain this. It's a hybrid brokerage. But what's the definition of a hybrid brokerage? Cause I use that term and I never told you. A hybrid brokerage is this simple. We offer a dual path compensation model. We're cloud, but we also have brick and mortar. It's that simple. And it's all about agent choice and you'll see, we have like. When you said it's simple, we have a lot of like deliverables, Our marketing will blow your mind when you talk brick and mortar.
Speaker 2:That is the head of the team or the broker in that area that is owning that P&L expense.
Speaker 1:Well, the way we do it is this when we're attracting these big brokerages and these big teams, we sometimes partner with them on the rent, and then they turn it into an LPT hub.
Speaker 2:So, for example, we're launching California next week. That's actually pretty smart. This guy's got offices.
Speaker 1:They're all going to be LPT hubs. He does 1.2 billion a year. He comes on so.
Speaker 2:But think about this Then eventually the residuals cover the lease and then one day you now own.
Speaker 1:But think about this this is where it all revolves. This is where it all stems from. Robert Palmer and his team spent four years studying agent migration, and because their goal was to create the most valuable brokerage in the world.
Speaker 2:We talked about that, yep.
Speaker 1:Yeah. So when he did, when they studied well, why do agents leave KW, why are they leaving eXp, why are they leaving? He came to conclusions and the conclusion was basically the model he created, which he considers your brokerage for life. Like, where are you going to go? You're not going to get more for less ever. Like when he said you know why? Here's the story that nobody knows. Lpt originally was Listing Power Tools. Listing Power Tools Is that what it stands for? Yeah, so Listing Power Tools was the company that made Robert Palmer rich. He had 18,000 subscriptions at 300 a month minimum. That's so smart.
Speaker 2:It's almost 10 million a month Of the basic need-moving activity item that you need to succeed. You use these, you'll be successful. You don't use them, you ain't got a shot.
Speaker 1:Dude Danny's yesterday said he's sending postcards. So we do all this stuff for the agent. So here's the way again. So with the hybrid brokerage, the heart of our company is marketing, and to me this is this is again why I'm all in a hundred. But so here, and to me this is again why I'm all in. So here's what happened. Listing Power Tools was a company that started about eight, nine years ago, went completely bananas cross-country Robert Palmer's in a jet he's loaded. Well, what this was was it was done-for-you marketing. So it's print and digital, okay, and then. So what Robert Palmer did was omnipresent marketing. In Florida You're familiar with that term. So here's what he does he does TV, he does radio, he does internet, he does print and he does billboards. You're hitting it from every angle he does.
Speaker 2:And so, for a branding perspective, almost guerrilla marketing. But it's almost more than guerrilla marketing, but dude no.
Speaker 1:How does Adidas and McDonald's do it? They just get in your brain.
Speaker 3:So think about this today.
Speaker 1:You want to doubt RP. Guess what. We have tens of millions of people that are going to see our logo across the country on billboards, because all of our luxury listings are on billboards. We're sending out hundreds of millions of postcards every month in the United States because we own a $20 million print shop and we're opening four more. So here's what an this is why. This is why we're going viral, and if you're an agent, feel free to call or text me, put my number in there. Here's the deal At the push of a button, you have everything.
Speaker 1:You have your just listed, just sold, open house, price reduced postcards. You have all brand new brochures, listing presentations. Check this out. Not only do we have all of this which is designed to increase conversion, which is done for the agent, which they get for free on every it's it's fronted. We don't have a monthly fee, we don't have a. We give you all this because we don't get paid until you get paid, and so I can run up to a hundred thousand digital ads at the push of a button.
Speaker 1:So think about this If I'm at the table with a listing or a client that I'm going to list and I'm telling them, here's how I invest in the sale of your home. Everything is branded with your listing this and that, and I'm not going to go through it all. Oh, it is, it's bespoke, it's and it's, it's. It's incredible.
Speaker 1:But with LPT, the marketing is the heart of our company and if you understand business, our marketing is the growth hack which is growing our company, because we're helping agents convert. If I can increase conversion, you have more money, you have more money, you have more pep in your step, more pep in your step. That energy is what attracts agents. So when you start to win and you gain momentum, this is going to fire you up you want to put the pedal to the metal. And so when you start to have this at mass and people are all starting to like, oh shit, like at our house, the roof is like we are, we're creating legacy and, by virtue of doing this for ourselves, it's like gravitational pull. Sure sure I look at a guy like you laughing, cutting up, driving your defender, jumping in the pool.
Speaker 1:I'm like bro, I'm interested in you, right, and all this good stuff. So simply put, robert Palmer created LPT Realty as a hybrid brokerage which offers a dual path compensation plan because we understand that 80% of agents are not going to recruit and they're not going to do a lot of deals. So we say do 500 a file, $5,000 cap. Now if you're like me and you, let's say you do 35 deals a year, you'll learn 3000 shares of stock. You'll have a hundred percent Like there's another bucket. So here's like this Keller Williams, exp real, all these other companies say one size fits all. Right, truth be told, about 92% of agents, according to what I understand, have never received a penny in rev share. So they say you have to do it. We say if you don't pay, don't play. The days of overcharging an average agent to pay an upline are over. I just don't like. So you want me to go? Bring a team of 50 people so I can make more money and charge them more? No way, that's not going to work. No, this is why, if you ripped the sheets off, I would encourage everybody in every market. If you really want to know the true story, look up agent migration on showing time. I pay for it. I can show you that, like, for example, real in Dallas, cause I did a party and I invited their best agent and I believe I'm going to get them. They have 650 agents and they put on 550 in the last 12 months and they lost 600. So they're about a hundred percent attrition and this is why I went back to.
Speaker 1:If you and I had to solve the puzzle of how do we create the most valuable brokerage in the world, it's retention. Gary can't figure it out, nobody can figure it out. So what Robert Palmer said is Mark, I'm going to spoil you run and I'm going to do the marketing for you. I'm going to help you make more money. I'm' pockets. And if somebody said what's LPT's thing, I would have said it's this simple. We just help agents sell more real estate. You can't argue that, because why Gary tells you to make a hundred calls and why the core is telling you to do this? We're actually doing it with you, getting you out of your comfort zone, putting you out there, doing these action items that move the needle, that actually attract leads, that increase. It's literally your lender. This is too common sense. Do you want to go over?
Speaker 2:there. I think that's the most impactful thing out of this concept is they are not leading with the gimmick of getting rev share and this and that the culture, the technology it was founded in the premise of we need to sell real estate for this to even.
Speaker 2:We need to help the agents. And how do we do that? Give them what they need to do it Exactly to even. We need to help the agents. And how do we do that? Give them what they need to do it Exactly. Well, that's going to cost money, that's okay, but we're going to invest in people so that these people can then build better lives for themselves, be appreciative and go and do the same thing with others, Because the model in itself I mean it sounds like pretty genius.
Speaker 1:It's common sense genius and there's way more than marketing. When you see the marketing like it's, this is what his he's all about unfair advantage and blue ocean. I'm not competing against any other brokers. Right now. We are the only flat fee brokers that has rev share stock and marketing. I don't know of any company that has real marketing zero Like. I've never seen it With us. Robert Palmer already had the print shop. He's already got a hundred employees I don't even he's leveraging.
Speaker 2:He's leveraging In our print dude, like when he like for example Same concept, this is a much smaller scale, but gifts that go to our borrowers. Well, I own the laser engraving company that does that. Why? Because, why would I pay them 50 when I can do it for 25?
Speaker 1:Robert Palmer is doing exactly what he did for himself for us, but us is his brand. So what he's doing, he's getting in the head of millions and millions and millions and millions of homeowners and sellers by virtue of his marketing. So he said I've already cracked the code and people don't understand like you do, because you're doing it when you have millions, when you have millions of people seeing your logo, when you're in the. Again, this is a push of a button. I can literally send out a thousand just listed postcards in 10 seconds. I can push a button and run a hundred thousand digital. He's got it done.
Speaker 1:So, with agents, this is again. 80% of agents are going to have a conversation about this, this or that, and I would say you're about to get out of this industry and you're posting on Facebook but you don't know, you're from a hole in the wall and let's just be real. Like you see this stuff and I'm like you want to talk about real estate. Yeah, let's have that conversation. Like, like my, if my wife and I are going out to dinner with Mark, he's not your, he's not your client anymore. I like it's this.
Speaker 2:No, it's nothing. No, but you're, you're on the money, um. And and to wrap this sucker up, um, I think we just went another hour and a half talking about a whole bunch of great stuff that people are going to have to piece together, but that's okay. For sure, there is a lot in this that I believe people can actually take and utilize, and if they can't, then maybe it's just not for them. This isn't intended to get people to go to LPT. This is enlightening everybody on the concepts of what we are doing in the real estate industry, how brokerages are evolving, what a top producer is doing to become a top producer, and how those top producers should be focused a little bit on investing in your own craft itself, right, yes, so, that being the case, I mean, is there anything that you guys would like to leave us with? You guys are awesome.
Speaker 1:Well, I want you to remind me we're launching.
Speaker 2:Are y'all leaving?
Speaker 1:today.
Speaker 3:We are yeah, five.
Speaker 1:We're going to see you soon.
Speaker 3:November 14th. Okay, that's not far away.
Speaker 1:We've got the parade home.
Speaker 3:We're going to be doing a private dinner party. Come on over. We're doing an Apert party, so very cool.
Speaker 2:So next time y'all are in town, let me know well in advance. We'll have you guys over for dinner. That'd be fun, oh we'd love that I was just thinking that.
Speaker 1:No, I was thinking the same thing. I was like dude you should.
Speaker 2:If she's an agent, bring mama bear on here. We got the, we got insurance, real estate mortgage all under one umbrella entrepreneur family and check this out. You'll love this. So we're aspiring tech nerd.
Speaker 1:So we're actually launching two more features Again. This is going to blow your mind. We have FU for Life, okay, which, for a small fee, we will follow up with your past client forever. Wow, in every way. Mail email like priceless for agents. And then we also just put together a small concierge for every agent so that after you close, a human will get the five-star review for you and what you guys are doing.
Speaker 2:This is like you got it. This is where the rubber meets the road. Correct and and and I've talked about it before the focus funnel. The idea of that is how do I become the best top producer, the best, uh, uh, non procrastinator, so to speak, is take all the things that it it requires you to do your job to your career and then run it through the funnel of automate, delegate or eliminate, and then you got to do it. You guys, in what you're doing, and what they've created is pulling everything they possibly can that could be automated away from. Hey, we're going to do this for you. Yeah, Anything that could be delegated. Same concept, we're going to do this for you. Yeah, Anything that could be delegated. Same concept we're going to do your marketing for you. We've got this under control. I need you to focus on making the calls, doing the things.
Speaker 1:Just go be friends, yeah Right. All the other stuff never gets done because it's a headache, it costs money and we're all spinning and drinking water out of a fire hose. But when dad says, hey, mark, take this with you. So you and we're all spinning and drinking water out of a fire hose. But when dad says, hey, mark, take this with you so you don't fumble the bag and you get that $20,000. Save this and let them know you're investing in the sale. Here's where we're different Boom, boom, boom. So it's an incredible situation. 100,000%. What are you thinking?
Speaker 3:Go for it. Lastly is thank you so much. We were so excited, like we were excited. We were our worst critics for the first time especially me because I'm a female mind, but then I watched it and it was just inspiring Coming from both sides. You know what you're talking about.
Speaker 2:Well, thank you, but we can't seem to get anything across.
Speaker 3:Thank you, and we just think that this podcast and just hanging out is a great thing.
Speaker 2:Thank you for having us Audience out there, believe it or not, dropping Great thing. Well, thank you for having an audience out there, believe it or not, dropping a bomb here. This was their first podcast ever and I think they did a phenomenal job. Matter of fact, we got two episodes in back to back. There's not too many people that can carry a conversation intellectually.
Speaker 1:We haven't scratched the surface.
Speaker 2:Absolutely yeah, you guys in November.
Speaker 1:Well, with the launch of launch of aperture, my brother suggested that I do a world podcast tour with the highest caliber real estate podcasters. Let's go. And you know, truth be told, we haven't the bomb, hasn't thrown my hat in the ring, dude, you're the man. Oh, a hundred thousand percent. Yeah, thank you so much. What a what an honor to I'm here with you guys.
Speaker 3:You too, behind the scenes.
Speaker 2:There you go. So for all of you guys out there, as mentioned before, hopefully you can grab some nuggets out of this, because, through all the minutia and all of the shaking and jiving that we were doing today, there are some really, really valuable nuggets that you, as an aspiring top producer, you, as an already top producer, maybe just needed to be reminded of, especially in a market like today, where the sky is falling but guess what? People are still buying and selling homes. It's just a matter or not, if you are the one that they're calling or running from. That being the case, guys, we will catch you on the next one.
