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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
Navigating 2025: Real Estate and Finance Insights with Lulu Bishop, JJ, and Robert Armandade
Imagine thinking you're on the right path in real estate or finance, but ending up blindsided by unseen market shifts or unexpected personal setbacks. In this episode, we're joined by industry visionaries Lulu Bishop, JJ, and Robert Armandade as they uncover the hidden challenges and opportunities awaiting us in 2025. Lulu brings her deep-rooted passion and expertise in custom home building, JJ shares strategies honed from decades in commercial real estate, and Robert offers financial wisdom sparked by personal life events. Together, they dissect the evolving landscape and provide a toolkit for success amid uncertainty.
Listeners will leave equipped with knowledge on adapting to the ever-changing real estate market and the psychological nuances of finance. We tackle the age-old battle between short-term desires and long-term goals, underscoring the necessity of patience and strategic planning. Discover how breaking goals into actionable steps, influenced by resources like the "12 Week Year" book, can transform ambitious dreams into achievable realities. We highlight the importance of setting realistic expectations, along with a focus on mentorship and accountability as cornerstones for personal and professional growth.
Pioneering beyond traditional advice, our guests discuss the subtleties of business ethics, the power of personal productivity, and the art of maintaining focus in a world filled with distractions. Whether you're navigating real estate challenges, setting financial priorities, or seeking inspiration in your career journey, this episode promises a wealth of insights. Embrace the stories and lessons shared by Lulu, JJ, and Robert as you steer your path toward a future of resilience and success.
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[00:09:55] – Shifting Your Mindset in a Changing Market
Problem: Agents new to the industry haven't faced a changing market and don't know how to handle it.
Solution: The panel explains the importance of education, understanding absorption rates, and rethinking pricing strategies to navigate shifting markets effectively.
[00:16:25] – Adopting a Long-Term View for Real Estate Success
Problem: Relying solely on short-term goals leads to frustration and shiny-object syndrome.
Solution: JJ and Lulu emphasize creating 5-year (or even 10-year) visions, encouraging agents to look beyond annual goals, focus on long-term strategy, and avoid burnout.
[00:21:50] – Handling Buyer Objections in a High-Rate Environment
Problem: Buyers hesitate due to rising interest rates and affordability fears.
Solution: Lulu demonstrates how to set proper expectations, educate on the trade-offs of price versus rate, and show clients why waiting might be costlier than acting now.
[00:25:30] – Clarity in Communication & Educating Clients
Problem: Clients are often misinformed by social media, TikTok, and well-meaning friends.
Solution: The group discusses asking clients open-ended questions, providing reliable data, and simplifying complex concepts
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.
summed up, and you don't have to be short form anything in any of your explanations, articulations, anything like that. Tell it like it is okay, you can cuss on here, just as long as you use it the right way. It's always say I'm ready when you are JC, kick this some bitch off all right, this podcast.
Speaker 2:Here we go in three, two, one.
Speaker 1:And welcome back to another episode of Key Factors Podcast Real Estate AF, where the AF stands for and finance, and I'm your host, mark Jones, and we are powered by ReviewMyMortgagecom, the largest index of mortgage programs in the nation. And on the last discussion we had, we were talking in depth about business planning and we talked a little bit about 2025's business plan, but today I wanted to dig and dive deeper into some expert opinions, plans and what they have going for 2025. So I brought along some juggernauts in the industry that I want to introduce. So, without further ado, I'm going to start with Lulu Bishop. How are you?
Speaker 3:I'm great.
Speaker 1:Doing well.
Speaker 3:Yes.
Speaker 1:Good. And then we got JJ. What's up, jj? How you doing, brother? How are you Doing very well. And, to my direct right, I've got Robert Armandade. Two first-timers, yeah, two first timers.
Speaker 2:Now, first time on a podcast, no, no, but on the best one, yeah, of course, of course.
Speaker 1:So, guys, at the beginning of this discussion, I want to give you a moment to kind of tell us who you are, why people should listen to the stuff that you're going to be talking about today. Who wants to take it first?
Speaker 3:I think ladies first Ladies first it first. I think ladies first Ladies first I like it. Chivalry is not dead. Yes, so Lulu Bishop, lead agent at the L Bishop Group at Keller Williams City View. I have been in the real estate industry as a realtor for seven years with City View. Prior to that, I have 23 years of custom new build experience with homes.
Speaker 1:Okay, and how did?
Speaker 3:you get into the business build experience with homes.
Speaker 1:Okay, and how did you get into the business? 23 years of custom build homes Prior to that, since I was a child.
Speaker 3:Yeah, and I like this better, honestly, because when you build a custom home, you can be with someone, one family, from anywhere, six months to a year, yeah, which is great. They were all lovely families, but this I can help so many more people.
Speaker 1:Absolutely.
Speaker 3:And if you don't like the person, it's only maybe two months tops.
Speaker 1:That's so true. That is so true, JJ. How about you, man?
Speaker 2:20 years and four months in real estate. I do commercial real estate primarily and I'm a business coach with Success Magazine at Success, based on bidders in 1604. And so I'm really excited to talk about 2025, getting ready.
Speaker 1:I'm really excited to talk about 2025, getting ready. I'm excited to hear what you got to say, robert. How's it going?
Speaker 4:brother. Yeah, so I'm Robert Adamandades. I'm a financial advisor and founder of Presidio Wealth, which is my own financial advisory firm.
Speaker 3:I've been in the finance game.
Speaker 4:I know right Been in the finance game going on nine years now. Okay.
Speaker 2:I met Rob at a networking networking event. He was probably his first or second networking event yeah, really I'm 30.
Speaker 4:He probably met jj at 22, 23, more, more, yeah, yeah I still went behind.
Speaker 1:Yeah, I'm telling you, man gun slinger, telling you man so how did you get into that industry?
Speaker 4:um dude.
Speaker 1:The short story, long story I give me a medium story, because for me I was at Chase. I did the whole refer to your FA. We had to be licensed.
Speaker 4:That makes sense.
Speaker 1:They called you somewhat of a financial advisor, but you really didn't know shit.
Speaker 4:No. So to me it was more of curiosity. So I graduated college in May of 16. And October of 15, my grandmother suddenly passed, very unexpected and that was my mom, because I grew up with just me and my dad. So my grandmother passed October of 15. And then going into the holidays of Thanksgiving and Christmas of 15, just wasn't the same anymore.
Speaker 4:Yeah, and that last semester of school I started asking my dad a lot of questions and I think it only happens to your family, but it happens to all families, now that I've been doing this for like nine years. And so I asked my dad a bunch of questions about, like, what happened here, what happened there. And my dad was like, hey, we didn't have anything like lined up, we didn't talk to anybody, et cetera, et cetera. And so I actually talked to my college advisor my last semester and she asked me how we were. She was really cool, we were really close, I was very vulnerable with her, and so she asked me how the holidays were. I told her the truth and I was like, hey, by the way, like my family's going through this, et cetera, et cetera. What do you, what do you think she? And she said maybe, maybe, uh, y'all probably need to talk to a financial advisor and I was like I think that's the thing and.
Speaker 4:I was already studying international business and finance. I just really didn't know what I want to do. I just know I don't like working for people. The only person who can tell me what to do is my dad, and so I um so yeah, it just kind of just happened.
Speaker 1:Okay, okay, so pretty successful in the industry if he's working with JJ, I would imagine For sure. So, guys, we want to open this sucker up. We know that for the masses, the industry of real estate, for the finance side of things, it's been lucrative, I would imagine. For us not so much on a larger front, individ, individually. I've talked to people that have had their best year this year, Um, and it had a lot to do with their um needle moving activities, what they did consistently over and over their plan, their idea of let me look into the future and see what my future, uh, is going to look like Now. Let me figure out how I make that happen, putting the steps together, et cetera. But when we talk about business planning, it has a lot to do with looking back on what you did or did not do the year before, right? That being the case, just opening it up broadly.
Speaker 2:I want Luda to start because she's really humble with her explaining who she is. She's had growth year over year for almost a decade straight. I've seen her expand from a single agent to a husband and wife team to.
Speaker 3:I fixed that.
Speaker 2:That's a source. Yeah, that one's fixed. And then she has these two awesome girls that are on her team right now. She runs lean, she runs mean. She's growth year over year. She's probably the most referred agent on Facebook that I've ever seen in my life. So I am, she is.
Speaker 1:I love it. She's being humble. Matter of fact, jackie Silva, my operations manager, mentioned that I know her.
Speaker 3:Oh, you do, okay, very good, she went to high school with your my ex-husband.
Speaker 1:There you go, shout out.
Speaker 3:Hey, jackie, there you go.
Speaker 1:So go for it, take it away so.
Speaker 3:I San Antonio Business Journal, by the way, number three in the city last year and number two with NAREP in the city this year, number 67, narep nationwide.
Speaker 1:Boom. Just putting it out there Too, away from greatness. Yeah, let's go.
Speaker 3:I'm happy with that, especially after the last year that has been full of transition for me. Yeah, I do prioritize running leanly. So I have an admin, I have a showing agent and I do Every single day. You have got to set up your routine for success. You've got to move that needle. Yeah, our job is legion, that's all it is yeah, that and facilitating and helping people.
Speaker 3:If you do those two things, I think it almost in any industry, it's going to take care of itself and I love that you said that, because it almost takes all the nuances that everybody is causing themselves to.
Speaker 2:Shiny objects, all of the things, and simplifies it down to two simple things.
Speaker 1:Now, obviously there's plenty of things that spider web off of that, but in its simplistic state I love it Absolutely.
Speaker 3:Go ahead. Well, it's simple, but it's not always easy, and you can do it, whether you have a large budget. I personally don't buy leads. I don't do any of that. I never have. I focus more on relationships, whether it's agent to agent, nationwide, which I am one of the top realtors that does that, which is very easy, though, in our city, because we are a military city.
Speaker 1:Absolutely.
Speaker 3:So that is something that anyone can focus on. Whatever you can do to grow your business, whether it's going to conferences, you have got to, especially in the current state of our industry. Within our lawsuit, we have got to stay educated. If we are at all confused, can you imagine what the public is?
Speaker 4:Yeah, a thousand percent.
Speaker 3:And then we're also evolving on how we handle it, because it's something that is not static, it is changing. So we have to adjust our forms, we have to adjust our conversations, we have to adjust our scripts, which is all. The scripts are our conversations.
Speaker 2:And mindset.
Speaker 3:Yes, and we have to be prepared, and it doesn't matter who's in the presidency, it doesn't matter who's in, none of that matters. You've got to be able to run your business, no matter what. Yeah, and you've got to find a way to do that, and you have to pivot, which I think is something that's been overused since COVID yeah. But truly you have to think on your feet. But that's also what makes our industry, I think, exciting.
Speaker 1:Yeah, it's not boring. Yeah, I have to agree with that. I couldn't see myself. I'll be honest, I couldn't see myself as a financial advisor.
Speaker 4:No no.
Speaker 1:Simply because it is dealing with the same concept over and over. Now, mind you, do you guys have issues that arise? Do you have fires that come up? Maybe, maybe not. I think there's a lot of fires in our industry. There's strategy.
Speaker 2:They're very strategy-based, absolutely, and it's cool. But just to piggyback on what Lou said, I think that there's this pent-up demand and the reason why there's market is weird. Or I did this class called Shift Happens, because shift does happen. Right, it's my fifth shift because my dad was a broker for 30 years and so I felt savings and loans 2001. I was in 2008. But Lulu's right, what I think has happened is, if you look at the numbers in San Antonio Board of Realtors, 86% of all realtors got their license after 2013. So they've only seen this right.
Speaker 1:That's right, including myself on the lending side, there's nothing wrong with it I see all of these realtors go through there totally I know even the brokers and and all the you know people that have brokerages.
Speaker 2:They've all been in this right, yeah. So just talking about a market right with rob. So if you don't even know to talk like this, like you know, you don't know how to do a price amendment, you don't know how to like, you don't know what absorption rate is, because there hasn't been any absorption rate. All you're doing is like let me throw you in the house as fast as humanly possible, and here's the dialogue to do that. So the only reason that our market is shifty is because we don't. You know, these old look at the barbara these old guys like me aren't Trying to look like you at your age.
Speaker 2:Yeah, whatever aren't out there having the conversations that Lulu does. And Lulu does because she educates herself at a national level and she knows what to say to clients. But if there were buyers agents showing buyers agents absorption rates and saying like, hey, let's strategize off of Because San Antonio is so big, here's the problem. San Antonio is so big, we have sub-markets instead of huge markets. I have to agree. People are going to USA and they're water cooler talk and they're grabbing coffee and they're you know what, like this dude, jj can't sell my house. I'm about to fire him. They're going to be like, well, lulu sold my house in three days. And they're going to be like, well, jj, sucks, you're in. Like this subdivision in Converse that, for whatever reason, has a 17-month absorption rate.
Speaker 2:In addition to foundation issues and everything else that could come along with the territory, and then Lulu just happened because she's awesome priced a house right and she sold a house in Terrell Hills in three days. Those are two different markets, completely rates and talking about how strategy differs between zero to three, which is a seller's market which is, by the way, all we've known since 2016 to four to six, which is an even market, and that's where us real estate agents look completely useless, because the sellers go damn, dude, you give the house away, and the buyer's like bro, you didn't give me anything right. That's the four to six.
Speaker 1:There was a couple of things that you mentioned there that. I want to just first see if there's any discrepancies here, because historically, once we hit about six months worth of inventory, that's considered a seller's market, buyer's market, buyer's market right.
Speaker 2:So essentially, but it's only in some sub markets here in San Antonio, so we're putting a blanket. We have blanket dialogue all over the city. Let me finish. Yeah, you're good my bad.
Speaker 1:That being said, I feel as though this could be the very first time that we get to about six months and it's still not really a buyer's market.
Speaker 2:It is in a lot of ways, and let me tell you why. Because of what I'm saying, because these agents aren't. They're allowing their sellers to overprice themselves, because they only know to do that. They used to just be like they never got good at market analysis. They never got good at absorption rates. They never got good at setting expectation up front. If I go to a listing presentation, I'm like dude, there's a nine-month absorption rate. That's longer than most of my relationships.
Speaker 1:It's true, and now I say this quite often on this, but real quick, then why would I take a six month listing?
Speaker 2:Yeah, do you see?
Speaker 1:what I'm saying Absolutely.
Speaker 2:And so what happens is this new agent does it. They crap the bed. I take their photos and then I do it right, and that's what's happening in the market is just. Unlike Lulu, which is a queen of everything, there's a lot of agents that don't know what they're saying to their clients. They're not setting expectation up front, so everyone's being like dude. Why are some houses selling at three days and some are selling after 19 months? And it's, like she said, scripts and dialogues.
Speaker 1:Well, you said it without actually saying it in that monologue that you just had. The idea behind what has taken place since 2013, we'll call it. It's been up every all the way up and the newer to the business, and we can even not even after 2020. Yeah, you never really needed to or had the opportunity to establish the basics you never had to work on your game, that's right.
Speaker 2:You'd have to work on scripts and dialogues and neuro linguistics and programming. Talking to people if they like like. I felt unneeded. I felt like Robert Ori, because you notice that Robert Ori didn't do crap during the season and then right around the playoffs, they start to dust his ass off. Remember that it's true.
Speaker 2:I felt like Robert Ori because I was like dude, like being a coach, like no one needed me right, like if you were like halfway decent, pretty or tall and had a super key. Like I was like dale gas because you're doing whatever he couldn't even do movies. And I'm like Robert Oren on the sidelines like damn, they don't need me anymore. They just don't need me anymore. And then now it's a playoffs baby, so dust me off because I'm back.
Speaker 1:No, and that makes sense. It makes good sense idea behind this market shift and what we're seeing, in my opinion, is causing a lot of realtors to not only get out of the business but the ones that are staying in the business. Yeah, and we all agree, we all agree on that that's great but the idea behind this business planning for 2025. It's tough to gauge what you did last year. If we're going into a market you've never experienced. I think it goes further than that.
Speaker 2:And to be honest with you, bro, I think that, um, don't lie to me. I don't like one year plans, cause when your plans are like you know, like she was just saying, it's such a volatile industry and you have to Bob and weave so quickly, and if you only plan till december 31st of 2025, that's where people get derailed with shiny objects. If you can actually see the vision of 2030, sure, hopefully, because that's tough that is very, very and I just send you what my vision is for 2035.
Speaker 2:Like a 10-year goal is so much. That's where you can keep the eye on the prize. That's where you're like you know you're, you're marching towards, you know this, this like like if you're going to battle Greece, you're, you're looking at the Parthenon, like you're going that way and it's you know you can't go on the side roads, you know, I feel like you're like, hey, I'm just going to go to that little flag right there. Well then, you get distracted, bro.
Speaker 1:It's almost the idea of you can't go down the side roads but there's a mountain. Guess what we got to start digging today?
Speaker 2:Yeah, you have to To get there by this amount of time, so I think people get distracted. Sorry.
Speaker 3:Yeah, no, I'm sorry, but here's the thing, though this is a normal market.
Speaker 2:Absolutely.
Speaker 1:I wasn't in it. That was terrifying. I was noticing a change, no matter what.
Speaker 2:Remember they just turned it off, so I've actually noticed in the finance game.
Speaker 4:it's all perspective, Right? So like one thing, I always I'm a big quote guy.
Speaker 3:So I'll be throwing it, because that's just how I learn.
Speaker 4:I'm like a one line learner. I think the past couple of years, I think people, like I've noticed, people have just been so spoiled that when things correct themselves and go the way they should, be, they think things are going bad and I'm like this is actually like interest rates, for example. I'm like did have you asked your parents how their first house?
Speaker 1:in the first response, exactly. The first response you'll get is what and well, the the houses were $25,000.
Speaker 4:Yeah, the houses were cheaper, but a lot of it too.
Speaker 2:So was the income yeah.
Speaker 4:Right. So it's all perspective right. That's one thing I've noticed. Now I know, like on the finance game, it's funny because my favorite part of my career is the psychology of it. I love that. I love that Like my favorite. My favorite thing to do is meet with the client and truly try to get into their shoes and into their head and understand where they're coming from, because money is all psychological. That's true, it's all psychological and I've my mentor always said when you look at money as numbers, you have a plan. When you look at, when you look at numbers as money, you become greedy Right. So to me it's, it's, it's just about truly understanding the perspective of where someone's coming from. And I work hard to do that. I try to. I really work hard to try to understand perspective and perception and where people are coming from.
Speaker 1:But going I mean, if that is something that you do focus on, that's something that many aren't able to, in my opinion, because they're so caught up in the right now.
Speaker 4:So also well, so my business is Presidio wealth. So Presidio is where I'm from. I'm from a very small town in West Texas, and the reason I call it Presidio wealth.
Speaker 1:Oh, it's like the apartments over there, yeah, yeah. So if you go, if you go, if you go to like the big bin, I can tell you some stories like and I've been told that before.
Speaker 4:If you go down to the big bin in West Texas, you're going to see these little bitty towns everywhere.
Speaker 4:I'm from one of those little bitty towns. But the thing about where I'm from is you got to treat everybody with respect, understand their perspective. Why? Because you're definitely going to see them at the supermarket, you're definitely going to see them at church, you're going to go to school with them, et cetera, et cetera. You can't avoid them because the city is not. I mean, it's like 6,000 people when I left there. So because of that, I really take the time to simplify everything and understand where you're coming from. Yes, that's just, but that's just how I am.
Speaker 1:Well, I think most of us here have so much and I'm going out on a ledge Most of us here have so much going on that we can't overcomplicate things Correct. We don't have time't overcomplicate things Correct.
Speaker 4:We don't have time.
Speaker 1:We don't have time to overcomplicate Matter of fact, we were listening to. What the hell's his name? What did that inspirational Tom Ferry Tom.
Speaker 2:Ferry, he was eating you up.
Speaker 1:dog Dude he was, he was. Literally and I appreciated it because that's something that I needed at that time. But there was one thing that he said that I 100% relate with making decisions there are decision-making, questions, problems, issues that, yeah, you may need to think about them, but 99% of them make a decision. Move on.
Speaker 3:Lulu, what do you tell buyers that are on the fence? You can't have it both ways, because, no, seriously, you have to. So this is the thing, though I kind of thrive on difficult conversations okay, and I look at it as my job is to simplify things as much as possible, and I've had buyers tell me well, this house is overpriced, I'm gonna wait for the rates to go down. Okay, but understand, when the rates go down, prices are going to go up.
Speaker 1:You can't ever have it both ways, you can't. You can't have your cake and eat it too, and that in itself is something that we hear so often. But yet we're also doing our best to educate, repeat that concept, because it is, it is true, like the water in the ocean is blue, but right now, though, it's an excellent time to buy a house and I know I do sound really salesy which I'm not but it is because pricing is negotiable.
Speaker 3:We have the most leverage we've had in a long time. It is very much a buyer's market. People make an issue out of the rates because they're not used to paying 10, 11, 13% like in the past, but rates are not permanent.
Speaker 1:You can refinance. In addition, I'll piggyback on what you're saying. It's misperception.
Speaker 4:Well, we call it in the finance game, we call it trade-offs. So there's a funny saying in Spanish I'm going to say it in English it's you can't ask for a ride and want to drive, and we've noticed that a lot of people Say it in Spanish. No, puedes pedir a ride and want to drive and I honestly always say that in meetings because everybody wants, I want my money to grow. I'm like, yeah, but it's risk. Well, I don't want to take risk.
Speaker 3:I'm like, no, it doesn't mean the right to get it. You know what I mean.
Speaker 4:And that's how it is in the real estate game. It's I want this this.
Speaker 2:I say what's good for the goose is good for the gander, right, Because whatever you're going to make up from this list price, I'm going to go find it to you over there. I said what's good for the goose is good for the gander. The only one that gets screwed is the sitting duck, Because that's the one that's just watching both sides on the side.
Speaker 1:Now let me ask each of you this that Do you believe that it is a generational thing that we need to get over, and the only way to get over it is to continue to educate, educate? Or is it something that is injected by the media, it's media?
Speaker 4:I think it's important to understand where, like I said earlier, it's understanding the perspective. When someone explains to me their opinion or their idea of something, I never argue against it or agree with it. I the first thing I do is I try to understand where'd you get it? Where did you get? Yeah, I mean I I used to get like not anymore as much, but like two tiktok videos a day rob. What do you think about?
Speaker 2:this I'm like that's a millionaire problem and you're a thousandaire right. So it's like, yeah, you're so but, but I try to, I try to understand, like, where'd you?
Speaker 4:where'd you learn this right and and and when you my my mentor asked questions. Ask questions, that's good. The most questions I ask, I realize they're like well, I don't know why I listen to it. I'm like I don't know why you listen to it either right, but jj said it best a shiny object syndrome, huge like like, especially now with crypto and real estate and investing and tell me what you told me about xrp uh the hype you sell the news.
Speaker 2:Oh so like with stocks, I mean I mean most people.
Speaker 4:What is it? You buy the rumor, sell the news.
Speaker 1:I think with, with, because and and just to kind of layman terms it down for our audience here, the the stock market, and you heard the audio a little while ago when I said it's a Fugazi. The idea is it? Is somewhat fake, simply on speculation it's consumer confidence. Or lack thereof.
Speaker 4:It's simply supplying demand. It really is.
Speaker 1:Applying that to real estate. Go for it.
Speaker 2:In stocks you say you've got to buy the rumor and sell the news. Right, but in crypto it's the other way around.
Speaker 4:Exactly, which is interesting right.
Speaker 1:I sold all my Bitcoin. I'm so pissed off.
Speaker 4:You and everyone else, right, but again going going back to it, like from from covet to now, man, like every, every I want to say six months, but honestly it's every three months. It's rob. What do you think about this? I'm like something else, bro, like yeah, like something. Like you haven't stuck to the plan. Like if you would have stuck to the plan I gave you five years ago, yeah, and not switched it up, right, but everyone.
Speaker 2:Goes back to my goal setting right. Yeah, it's five years, not one year, so like what Lulu said.
Speaker 4:I absolutely loved because I always say that, by the way it's, we got to move the needle, we got to move the needle. What are we doing today to move the needle? And that great quote of you. Know, we, we overestimate what we can do in a year, but we underestimate what we can do in 10, and that's what everybody's?
Speaker 1:doing.
Speaker 4:They're super overestimating what they can do in a year. And it's frustrating because I'm like dude, if you just would have stuck to the plan two, two, three years ago that we implemented, you would have been fine. But no, this tiktok video said this, my compa said this, my tío told me this, my friend told me this. The compas are always wrong and it's and and it is. But what's hard too is I'm not trying to disrespect anybody- no, not at all, right at all.
Speaker 4:And that's why I truly, I really try to work hard, because money's up there with religion and politics right it's very delicate, very sensitive to talk about, and I'm in the type of career where I'm like hey, mark, how much is your house?
Speaker 1:know, I will disagree with you on that, simply because religion and politics, those are things that hey man, that feelings get involved and all these other things, Money is very logical.
Speaker 2:It should be.
Speaker 4:It should be To very emotional creatures. Good point.
Speaker 1:Good point. And how do we get them to remove their emotion from just that piece of the equation?
Speaker 4:And that's my job.
Speaker 3:That's what gets tough how you doing these days. It gets tough to do sometimes. I bet it does.
Speaker 4:But I like it. Like I said, the psychology to me is the best part, because I do. I like understanding and I've told some clients hey, right now you don't need me, you need to go talk to JJ, like for what you want and for what you're looking for and for your 10-year plan. This is the guy that's going to get you there. Same Right. And if you need an opinion or a professional opinion about a managed account or a brokerage account or whatever, call me.
Speaker 1:I'll be more than happy to help. Well, I'm glad I got you on this show, because I've got a bone to pick. Uh-oh the idea behind having a financial advisor, and this has nothing to do with what we're talking about, but give it to me I've had many clients, close friends, matter of fact that when it's time to purchase a home, they talk crap, they go. I'm going to talk to my financial advisor first and I go. The fuck. Does your financial advisor know about real estate?
Speaker 4:right. Well, most of them, most of them most of them dog the game. Most of them dog the game, but why is that? I will never dog the game.
Speaker 2:It's because they want, want their money to be placed where they feel that their money should be placed.
Speaker 1:Because they make their money on how much is managed in a recurrent situation.
Speaker 2:That and also they're masters of that game, right? So if I was an armchair financial advisor to my client and they're like I'm going to put some money in with Rob or get an income producing property with Lulu, I'd be like which one of those assets do you have complete control of? But that's our perspective. Let's even go more basic than that.
Speaker 1:I'm buying my first primary residence. And I've got $200,000 sitting in a managed account. I'd like to put 20% down so I don't pay mortgage insurance. My payment can be within my budget, et cetera, et cetera. Fa goes, I don't know. Let's look at some other options. Do you see what I'm saying? And it's like what the hell?
Speaker 4:So going back to the psychology and the perspective of the human being, right To me, I was talking to this with a buddy at the office. I love when my clients become my friends. I love it mainly it's probably because of where I'm from. Sure he thought it was crazy, but to me it's because I'm not in the transactional game. I don't think anybody like anybody in real estate is well depending on how you do it. But I know my relationship with you has to last decades, yeah, in order for me to be a good advisor.
Speaker 3:So if I in in in San Antonio and in San Antonio.
Speaker 4:Here's. Here's one thing I've noticed about San Antonio. I'm also like I've. The thing that helped me is being fluent in Spanish. But one thing I've noticed about San Antonio is, if you have a good reputation or bad reputation, it's going to spread really quickly, very quickly. So to me, my reputation is more important than my checking account Way more important Because I know for a fact if my reputation is good, my checking account will always be taken care of. Will it be bigger than that financial advisor? Probably not, but here's the thing I don't care. I'm very confident with who I am.
Speaker 1:Well, and again you're talking about the long game.
Speaker 4:Correct game, correct? So to me, compare right now to your long game, correct? So some going on on that situation, if somebody does have 200k in an account and I'm like hey, you know what if you do etc, etc, etc and this is going to lower your mortgage payment by 500 a month. This is just an example. Do it and invite me to the barbecue on a sunday and then take that extra 500.
Speaker 4:Yeah, let's let's figure out a plan with that, because I want you to sleep at night saying you know what Mark, my real estate agent, and Rob, my advisor. They got my best interest at hand. I was like bro, just invite me to the barbecue. That's right, Right.
Speaker 1:I used to do the same thing. As a matter of fact, I would tell them I'll bring the keg.
Speaker 2:Correct so we're not sponsored, we're not turning this camera around, but it's, but it's, it's you're.
Speaker 4:You're a hundred percent right though. But again, there's always, there's always going to be, you know, that rotten person in any industry.
Speaker 1:And in their eyes they don't see it as rotten, they see it as that's my job and it's like are you really being an investment advisor? But?
Speaker 4:my dad is my conscience. Like my dad, I've never heard one bad thing about my dad, other than he works too hard and anytime.
Speaker 1:I've never heard that to be a bad thing, I know.
Speaker 4:And that's like my stepmom now. She's like why are you up at six in the morning?
Speaker 1:Is your dad a business owner?
Speaker 4:He's a cattle farmer in Mexico.
Speaker 1:So he worked for frito-lay.
Speaker 4:He's about to retire and now he's his second, third career. Whatever you want, sure is now cattle in mexico, but my dad's a go go like yeah, I don't.
Speaker 4:I don't think the sunrise has ever beat my dad. That's um, but my dad is my conscience. Like because I know my dad is always about do the right thing and say what you're going to do. And if you're going to be there at six, like even right now, I feel bad. I thought I was early, I showed up late, but to me, just because I have that conscience, I know I'm not going to do the wrong thing. Like I'm going to make sure Mark's taken care of.
Speaker 3:Yeah.
Speaker 1:And hey, if you need me in the future that and he can still whoop your ass. Totally Probably could Lulu.
Speaker 2:how have you maintained national reputations with so many different agents across the United States?
Speaker 3:It goes back to relationships. I mean, it's just relationships. Just like you can have a relationship with your friends, you can have a relationship with your neighbor, you can have a relationship with anyone. It's just a relationship.
Speaker 2:They're truly my friends, you have so many, though.
Speaker 3:I'm a likable person, but no, that's what we do. We mastermind. You always have to provide value and I do that, for I do that in every aspect of my life, because that's part of moving the needle. Like, how can I do better today than I did yesterday?
Speaker 3:No matter what it is. Can I get more steps? Can I spend more time with my kids? Can I be nicer to you, know my neighbor, whatever it is? Honestly, how can I do better? But it goes back to being informed, staying up to date on everything that's going on in our crazy industry.
Speaker 1:Pause there. Have you guys noticed that the realtors out there that are listening to the TikToks, that are falling into the NAR settlement scare stuff are not doing their research, are not engulfing themselves with the education that they should know in order to be the best representative, the best fiduciary for their customer.
Speaker 4:You know why? Because it takes time and most people don't want to think and read and you know it's easier.
Speaker 2:It's much. Let me listen to this. I think it's, I think it's leadership.
Speaker 3:Like you, know, I was with kw kw for 17 and a half years and you know they.
Speaker 2:They were a training company that happens to do real estate right. So so lulu's in that game, I was in that game forever. You just be the same way, like you know nothing against the mom and pops and all that, but it's a lot of stuff to do. Sure, you have to like train people. You have to, like you know, make sure you, you and your brokerage, doesn't get sued. Do you have the capacity to like sit everyone down? Didn't you guys get like you guys sold out like uh, an amc theater and say yo, this, what's up.
Speaker 1:Because they believe that it's important.
Speaker 2:It is important if they believe it or not, I couldn't imagine being on my own right now.
Speaker 3:I really couldn't without the support and the training. And all that because I regularly go ask questions. No one knows everything.
Speaker 4:And we run across stuff every single day.
Speaker 3:But it goes back to. I think part of what's most important is setting your like the TikTok people and all that.
Speaker 2:Stop think part of what's most important is setting your like the tiktok people and all that. Stop making it about you. It's not about you elaborate.
Speaker 3:I talked to a seller this morning. Well, I've actually been talking to them all weekend. He and his wife bought a property um they're getting divorced. They bought a property a few months ago. He wants to sell it because he doesn't want to stay in the house. I have been doing my damnedest to convince him to refinance. Would I like to have the listing Sure, but it's not in his best interest. I told him refinance, run it out, get roommates. You're a dude, do something. Wait a year or two, then we can sell, that's right.
Speaker 3:But don't do this.
Speaker 1:Take a moment, allow yourself to take it in, be logical, come up with that plan versus just straight up losing your ass.
Speaker 3:It's not in your best interest. It really isn't. So it's not about me and you have to look at every single situation because it doesn't have anything to do with you. Your job is to facilitate and sometimes it's your job to help them see the light and what's actually best for them, because it is emotional, it is scary and you know you want to make a decision to end the pain, whatever that pain is.
Speaker 1:Correct and over the last several years we'll call it from 2020 till now I've witnessed, experienced many transactional real estate agents, lenders, that they're flying by the seat of their pants right now.
Speaker 2:Ooh, I told this to Lulu early in her game. I don't know if you remember this, but when Lulu started she was a new home sales queen because she came from that. Remember you came from that and I said be careful, girl, because, unlike the last four years, the years here are real stats.
Speaker 2:It takes you seven years to break even on a new home because you're competing against the builder in his second third or fourth phase, and so, if you want to, again going back to more than a year to plan and we'll get to there whenever if you're planning for a longevity game, if you're planning for 2030 or 2035, do you want a and you're trying to build a business around a database that'll feed you and have repeat business. Then you hold a scary kid because they're not going to be able to call you until year eight, nine or 10. So you've pretty much decided to grab some money now. Yep, right, because it was easy.
Speaker 3:Low hanging fruit.
Speaker 4:That's the trade-off.
Speaker 2:And the sales rep helped you close, and all that Because a lot of the newbies do that. They just go and take them, drop them off.
Speaker 1:I so again when you plan more than one year in advance, and if and when they do, are you going to be able to do the right thing? Will?
Speaker 2:you still be in the game is the question Will you still be in the game or am I going to pick them up because I am longevity and you are like. I want to book now.
Speaker 3:But that's going to be a difficult conversation because you're still competing against the builder, you're still competing against the builder, can you say that one more time?
Speaker 1:I feel like it's like this untold secret that when realtors send their borrowers to a new construction home, this is what they want, the lower payment, et cetera, et cetera. Maybe, but did you talk to them about what we're talking about here?
Speaker 2:I do.
Speaker 1:Yeah, the good ones, the experts, they do why? Because they don't want that call in two years, I tell them.
Speaker 2:you better get comfortable. Like if you're military, you're going to want to get home and that's it. I was like because I can't do anything for you when you call me in four years and you PCS a Germany out and be like ugh. So I tell them, like you better love this neighborhood. You better love how old are your kids here? For at least seven years before you can call me and say, hey, bro, I need to move. Unless it's a strategy like Rob would have with someone and say, like unless we're going to rent this one out and then we're in a balance. But then you got to make more income and you have to like and how much income are you going to make more in five years?
Speaker 1:And that's when truly creating that five-year plan is super important.
Speaker 2:Way more important than the business planning for next year.
Speaker 3:Yes, sir, way more important. It's five or 10 years from now is where you should be thinking yeah, lulu go ahead and continue.
Speaker 3:Sorry, I deal with people moving from all over the country and all over the world. You know, ramstein, yes, military, and so I always and you have to be very, very careful in what you say and you know you can word it certain ways and you can be funny, and I always tell people you know, cause they'll send me a really renovated house which is beautiful in a not-so-great part of town, and I have to tell them I can't talk about three things. No, demographics.
Speaker 3:But I will tell you that generally you can talk about crime, the better Right, no, no, they won't let you do that. You have to research.
Speaker 2:You can say you should research that on your own. You should research it.
Speaker 1:Really, you search it, you can Google that Wow.
Speaker 2:I'm commercial, we're all Democrats.
Speaker 3:So I always tell them the sketchier the neighborhood, the better the tacos. So we'll just start. They'll ask. They'll start asking me. They will ask me how good are the tacos? And I will tell them the tacos are excellent.
Speaker 2:The salsa is off the chain.
Speaker 1:When did real estate go low? Why is that? Is that?
Speaker 3:discrimination no, is that discrimination Fair?
Speaker 2:housing. Housing and urban development says that we can't steer them.
Speaker 1:But you okay? Crime rates school districts.
Speaker 2:They got to look that up on their own.
Speaker 3:You can be the source of the source, but you cannot be the source. Yeah.
Speaker 2:Okay, that's new. I have a thing where I was like here, here's some things that you should know. If they're looking in Bernie or Alamo Heights or wherever the talkers are good, I still have the thing where I'm like look during your option period, instead of just worrying about an inspection, I tell them to go stay there on a Friday night to see how the neighbors are, cause you're going to see them come out Absolutely.
Speaker 2:And there's always an option, say like how many kids per classroom, how many? You know all this, all this stuff about school district also, primary also. Uh, this one hurts, but I still. You know the one, that website that shows like um, yeah, I.
Speaker 1:I was like look it all up because I'll have to maybe mute that part I think I'm learning, I'm learning this new out, yeah, yeah.
Speaker 3:So I ask them if their kids know how to fight.
Speaker 2:Are they currently in karate?
Speaker 3:jiu-jitsu, that's awesome.
Speaker 4:Lulu's crazy, You're crazy girl. I didn't know that.
Speaker 1:I've been in this game for a little while now.
Speaker 4:That's awesome, though, because people will fall in love with the house, but not think of all that.
Speaker 3:I do video tours because they're not in town when they look at the houses. I get lots of great.
Speaker 1:Look at this. Look at this. Do you hear that in the background she's waiting for the rat-a-tat-a? Why is there?
Speaker 4:fireworks in September. Why are you wearing a bulletproof vest? Yeah, so no, I get great feedback because, I do try to make it fun.
Speaker 1:JCQ. This is for the Rasa. That's hilarious so okay, let's switch some gears. You guys, I would imagine, have already created your 2025 business plan. Jj, I know you've created all the way to 2030. Love it 35.
Speaker 3:I got the text.
Speaker 2:I got it too.
Speaker 1:I got it too, all my real ones. You pissed off Ronnie, by the way.
Speaker 2:I know my bad, ronnie, that was a lot of people to go through, mind you what is your process?
Speaker 1:And I'm going to talk to you each about this, because I think not everyone does it the same way. We've all got the processes that we go through. Myself, I am nerded out brain dump onto a X, not Excel. Uh, what do they call it? A whiteboard that they have, and then I bring it all together into a simple business plan.
Speaker 2:Right.
Speaker 1:And that's the thing that I look at every day. But for each person, each individual, you guys have different goals, you've got different motives, you've got different perspectives, and I want to know how you've been able to have consistent growth year after year by having your business plan, your stuff together, so to speak.
Speaker 3:You want to start? Yeah, I live by my calendar, if it's not on my calendar? It doesn't exist.
Speaker 2:Okay.
Speaker 3:And that's one aspect of it.
Speaker 2:She'll ignore your answer. It's seven straight weeks. I promise you it's happened.
Speaker 3:Yeah, no, Seriously, anything important to me. I put it in my calendar and then you have to do the one thing. I mean, I was in one of his classes.
Speaker 1:Same Matter of fact, that's the first time I saw JJ years ago and I was like who is this guy? Wow, I've read this book, but not like that. Yeah, no, and.
Speaker 3:I've had conversations with him where it's like I got to go, I got to go to closing. He's like have you done your lead gen? Well, I'm going to after the closing, Do your? Lead gen and you're not strong so you have to do everything and I have to chunk it up. I have add same here.
Speaker 2:I want to talk about that. I'm on adderall, because everyone that talks, everyone, everyone that talks everyone says they have adhd or add I'm like so there's lulu and she kills you yeah, I have to do.
Speaker 3:I. I do thrive off um my routine. I have to do stuff and I'm a. One of my favorite books is and I went blank naturally Rich Dad, Poor Dad. No, no, no, the Habit Atomic.
Speaker 4:Habits Atomic Habits, atomic Habits.
Speaker 3:Freaking love Atomic Habits.
Speaker 3:Yeah, sensational and so you have it stacked, and so I have walking pads at the office and I have walking pads at the home office. That's how I get my steps in. That's how I get my steps in. I join challenge. I have to do stuff that makes me accountable to someone else. Have to, because I will let myself down every day and I don't mind doing that. But I will not make an ass out of myself and let someone else down. So I have to put my stuff out there so that people will hold me accountable and they don't even literally have to, because my conscience as a woman and as an individual, my pride, my ego, I will not let myself let them down.
Speaker 1:So I get the stuff that I need to Now. That being said, does your ego ever get in the way of what you're talking about here?
Speaker 3:No, no, because for me— she's competitive dude. Yeah, no, I really seriously—.
Speaker 2:I don't want to go up against her.
Speaker 3:But it goes back to I want to do right by the person, no matter what it is.
Speaker 4:Right.
Speaker 3:And if that means that I'm not going to get the sale or it's not in their best interest, because I am in it for the long, long game, I want them to. Whether they never buy another house or have anything to do with real estate. I want them to send everyone that they know to me?
Speaker 1:or was it something in particular Because that is an echoed concept, logic, trait that everybody that's been in this studio has talked about which is I want to do the best for my client. I want to do the best for them, whether that is me making money now, later in the future, et cetera, but I'm going to give them the real shit. I'm not going to sugarcoat it. I'm going to set expectations, I'm going to be true to them, but I'm not looking for that next buck. Was there something that was developed in that? Or it was day one? You know what I'm going to set out to do this and this is how I'm going to do it. Or was it something that was acquired after having something happen, that bitch in the butt?
Speaker 3:No, not, not really. For me it's just kind of been a way of life. I mean, I feel like you have to. Whatever you do, I believe in karma, good and bad, and so whatever you put out in the world is going to come back to you, and so I just want good stuff to come back to me, and so the more stuff that I put out there, that's good, it's going to come back to me, and so the more stuff that I put out there, that's good, it's going to come back. And San Antonio is the biggest little town you'll ever be in.
Speaker 3:Everyone knows everyone and everyone talks about everyone. And, just like the realtors, when I teach negotiation classes, I always make it a point to tell the newbies like we're working with them. We all have the same goal. That's right. We're not. You're not going to score brownie points or do right by anyone by exerting what you think is your perspective only and I could use choice words, but I'm not. But my point being People win if the house gets transferred. That's the only thing. What can we do to make that happen? They want to sell. My people want to buy, whatever the situation. So you have to do the right thing and hopefully you'll be working with that agent again. That's right.
Speaker 3:And the ones that don't do that don't last very long.
Speaker 1:Right, well, giving the folks another side of the token, another perspective. I myself, same thing do the best for the client, whether that's money now, later, what have you. But for me it took one time and it did not feel good telling someone they were qualified, getting a couple of days before closing and couldn't happen. And I never wanted to feel that again. For myself, for them, for everybody involved. This was 2012. Man, I swore to myself I'm going to be honest. If you don't qualify now, I'll be the guy that tells you, but I'll also tell you what you can do to qualify. I'm not going to hold you accountable to it because it's not my house that you're buying. By all means. There's other people that I got to do the same with. But that feeling right there, I never want to feel that again and if that's what it takes, by all means learn from your mistakes. I mean, there are landmines all throughout this industry. You step on one and you blow your leg off. Hey, you still got one more, but remember.
Speaker 4:But you're always going to look down and see the missing one.
Speaker 1:I like that, yes, go ahead Continue.
Speaker 3:No for sure. So it's just one of those things where you've got to do the stuff that moves the needle. You've got to do the stuff that moves the needle You've got to do right by the client. You have to focus on those relationships because they're going to pay you back regardless.
Speaker 2:I have a realtor in town who had challenging clients she reached out to me because we knew each other and she's like, can I refer them to you In town, In town.
Speaker 3:Wow.
Speaker 2:That's gangster.
Speaker 3:I'm taking care of them and actually not only am I selling their house, they're also buying and I'm giving her referral fees off that. And I called her up and I told her I wouldn't have had those clients if it wasn't for her. But the thing is, I have enough integrity. Where would she have found out? Maybe, maybe not, because it was a challenging relationship, so they'll probably never talk to each other and could have gotten away with it. Sure, I don't want to live that way.
Speaker 3:Yeah never talked to each other and could have gotten away with it. Sure, I don't want to live that way. I want to sleep at night and I want to know that her trust in me was well-placed, and so that's. That's. My whole thing is I want people to trust me. I want to do the very best that I can. I mean, am I perfect? No, but have I had to apologize? Sure, do.
Speaker 3:I get busy, and you know, some clients require a lot more hand-holding than others or dragging or yeah, literally, and I don't always have the bandwidth to do that, and I apologize and I do better and we work through it, but I mean it's. It's a relationship in every sense of the word and you said it earlier you're human.
Speaker 2:Yeah, that's true, but human, yeah, because.
Speaker 3:I compartmentalize and I have no feelings.
Speaker 1:So one last question before we move on to JJ, unless, robert, you want to kick it in, because he'll take the whole damn rest of the time.
Speaker 2:I'll do it.
Speaker 1:You go next so one last question is when you're goal planning, it's actually a two-parter. Do you do annual or do you do it extended like JJ and the second part is do you write them down somewhere other than the calendar?
Speaker 3:Yes, yes, so we do vision boards and I incorporated bingo cards. Okay, I like the bingo cards because, again, I have ADD and it just it's another aspect. My whole thing in life is how can I improve, how can I push the boundaries? Everything is a muscle. I'm actually super introverted.
Speaker 1:Same.
Speaker 3:So it took me weeks when I hired a full-time admin in person. It took me weeks to adjust and emotionally be able to handle it. And you know, move, go on in stride.
Speaker 1:But you ask others out there and they're like oh, super extrovert butterfly. Oh, no, no, we play the part, but damn it, get me out of this room now. And it's draining, yeah, no.
Speaker 3:So every year and every time I do anything, I try to push the envelope just a little bit. So I do that. I don't ever plan past a year, simply because of my ADD, because I do compartmentalize.
Speaker 2:What's the bingo card though?
Speaker 3:The bingo card is like, for example, certain trips certain vehicles. Yeah, no, it's not El Valentino.
Speaker 2:Borracho.
Speaker 3:No, no, no.
Speaker 2:Real bingo, okay, real bingo. So you have to line them up.
Speaker 3:Yeah, you do it on Canva. Okay, yeah, you can put like trips certain cars all that kind of stuff, whatever it's your vision board but in a bingo card form. So it adds just another little exciting layer, but in a bingo card form.
Speaker 1:so it adds just another little exciting layer. See, I think that's what. That's cool. One of the I don't know things that is highly overlooked in us ADD folks is we make everything fun and interesting.
Speaker 4:You have to, you have to, you have to.
Speaker 1:Have to.
Speaker 3:Yeah, okay. And it comes back to me competing too, like how else can I challenge myself?
Speaker 1:I like that.
Speaker 3:It keeps me interested. Like how else can I challenge myself? I like that it keeps me interested. I've got to have a carrot dangling in front of me. If I don't whether it's an award, whether it's competition, whatever it is if I don't have it, I lose interest really easily, absolutely. So that's and you know words of affirmation and all that. So that's like right up my alley. So if I can actually get one more thing done and challenge myself and make myself just a little bit more uncomfortable.
Speaker 3:I'm going to do it, and so I do those things, but I can't ever plan past a year, because that freaks. I don't ever think in those terms. I should, but I don't.
Speaker 1:I don't think there's anything wrong with it. I mean, personally, I can't either. First ADD. I don't know what it is. I have a vision of what I want the future to look like. Each year I get closer and closer to that vision.
Speaker 3:I see beaches, tropical drinks. I see that. I see trees of green, red roses too.
Speaker 1:So, robert, how about you brother being in the financial world? You guys are heavily into more of a quarterly checkup with your customers and whatnot. I would imagine yes.
Speaker 4:So I know, depending on who they are, but I had a fantastic mentor. So shout out to Jason I had a fantastic mentor when I first came in that's one thing I'm very blessed to say. And he always said it's perfectly fine to have an unrealistic goal, but you have to pay attention and follow the realistic plan it takes to get there. He would always hound on that. Don't say I'm going to make half a mil this year if you've never even made 50. Does that mean you're not going to make half a mil? No, but learn how to make 50 first and then go to 100, and et cetera, et cetera. So my, I mean, are y'all familiar with the 12 week, the 12 week year?
Speaker 3:book, yeah, so that's my cut.
Speaker 4:Like you said, quarterly I do have the year right, but it's more. My year is more missions and the details are in the quarter Right. So, like I accomplished everything I wanted to do in 2024 and get married on top of that.
Speaker 4:So to me, thank you. So, like, 2024 is one of those years that, like I know, it's going to go down in the books, but now I have to do better than that. So, for me, I really look at what I have. So I actually have two different types of plans. I have my business plan, which is the numbers how much do I need to make, how much assets do I got to bring over, what certain clients I'm going to try to talk to, what type of net worth I'm going to try to attack. And then I have a marketing plan, which is how am I going to do it? Sure, sure.
Speaker 4:So to me, I look at those two, but I also look at what have I done this year that complemented my plan from 2023, right, because obviously I'm getting better and better and better. In my plan from 2023, right, because obviously I'm getting better and better and better. So, so I really pay attention to what do I want to do in the month, the quarter, the six month, and then in the year? Okay, and to me, like Lulu said, I compartmentalize everything because I, I, I, I know I'm self-diagnosed, like, like attention disorder, but I know when I'm like, okay, I need to do this today, then I'm going to accomplish that. But when I look at the year, I do. I do have a plan for the year and I have a five-year plan. That's the most I go out. I do have a five-year plan, but to me it's really hard to look at it, cause then I get anxious.
Speaker 1:Is that more like uh within five years? I want to tackle this whale type concept.
Speaker 4:It's not so much a whale, it's where do I want to be? Because to me it's not so much about oh, I want to get this huge client and that's the end of that. It's like no, is and I. That's why I called my, my, my advisory presidio wealth, because it's a mission. I want this business to be all about trust, loyalty, integrity and like I want, I, I, I want to build this into a huge advisory firm that I can look back and be like man, I. I remember the little steps to get here To me. The money and all that is cool, don't get me wrong, but I'm not one like, I'm not a car guy. Sure, I don't have like the vision board of like a car. I don't have a vision board of a home.
Speaker 3:Honestly, that's okay.
Speaker 4:I have a vision board of a conglomerate that I'm building. But I have to pay attention to the days Like in Spanish, vista larga, pasos cortos, like long vision, but small steps. That's just how I am. But, yeah, I do. I really mark down, I work backwards and that's how we do it in the finance game. I say this is how much I got to make. This is how much assets I got to bring. This is how much I got to make this, how much assets I got to bring. This, how much I got to do in. This is how much I got to do in that boom, boom, boom, boom movement. And I break it down to the day Right, and to me it's. My mentor always used to say if you look at it over the year, you're going to get anxious and and overstimulated.
Speaker 1:But if you look at it in the day, it's like, oh, as little as every five-minute increments.
Speaker 4:Oh, yeah, A thousand percent yeah to me.
Speaker 1:There is no extreme.
Speaker 4:I have a to-do list from 2.30 to 4 today and it's just a list of things that I need to knock out in an hour and a half, like that's on my calendar today. But I yeah, it's pretty simply put I don't I have unrealistic goals, goals, but I know I have to follow the realistic plan. Right, it's like to lose weight. You got to do it a pound a day, yeah, right, and that's just that's how I look at it. But also, one of my favorite books is the slight edge, and the slight edge is just about you know, you, you do just this literally a day win, one win right, just one win or one percent a day, like and and to me that's all I care about.
Speaker 4:Like if, if I learn something a day or talk to a new person or you know, jj refer to me someone or something like just those little wins.
Speaker 1:I'm able to look back 365 days and I'm like man, a lot happened and I'm glad you said that, because I think in today's generation the little wins adding up to the full year of this big accomplishment is dissipating and disappearing because of this TikTok age where instant gratification is trumping the idea that I ran a little bit further today. Yeah, yeah, yeah, but you didn't finish.
Speaker 2:No, showed up to the gym as a win, dude Right. Just showed up to the gym as a win, dude Right.
Speaker 1:Just showed up, so those things are being overlooked, and I can imagine the same thing is happening with realtors, lenders, business owners et cetera, one advice I got is you got to figure out your definition of success.
Speaker 4:Perfect, there is no definition. Like, my definition of success is satisfaction within myself. And when I accomplish little goals, like, I love that feeling. I love that feeling. I love that feeling of of like my next goal is my, my cfp, and that's like I'm going to finish 2025 with like the highest you know designation you can have. Like that already is set in stone. But to me, I don't care if anybody knows it or not. It's me like I did that, or I close this deal, or I I got this financial plan in place and we set up this entire plan. Like, to me, I don't care, who knows, maybe it's just like you know, I'm just very confident in who I am. But to me, the satisfaction of putting something on paper and like looking back and saying I wanted to make this much, and then I add the numbers and I'm a thousand dollars more than that, I'm like dang, I'm gonna go grab a drink and I, I'll go by myself. That's fine, but I love that feeling of just looking at it.
Speaker 2:So, that being said, that's alcoholism.
Speaker 1:That's his daily.
Speaker 4:Yeah, I know, right Another 500, check it's his own definition of success.
Speaker 4:Yeah, no, and it's. I mean it can be anything Like even me and my wife will go get tacos we're a big taco truck couple, right but little things like that, like just sitting down and talking to Jackie who's my wife, and just being like dang, like I did it, it got signed today, we knocked it out Like that feeling to me is just it's silencing that little kid from Presidio who had all these doubts, right. But I don't care, I don't have to post it. I don't have to post it, I don't have to do anything. Sometimes I don't even tell my dad anymore, it's just for me to sit down in like my office, stare out the window and be like, hey, they got done.
Speaker 1:Let's move on to the next thing. So you having said that, there's one piece of this equation that many would agree with, I want to know your thoughts on it the idea behind goals and writing them down and having them visible. Then there's another piece, that's accountability. Sharing it with others.
Speaker 2:So the numbers are if you write it down and you look at it periodically, it's 36.6% chance that it'll accomplish. But if you have someone hold you accountable, it's like 76.6%. I think that's what I'm getting to.
Speaker 4:I think, to put it even in you know, more intense, you got to tell somebody you do not want to let down. Okay, it's got to be some like to me. It's my dad, it's my wife, it's one of my buddies from the office who, like my buddy, David Nader, who's like a brother to me, he is, he is my friend that bulletproofs everything, and I love him for it because he's one of those friends where he's not going to BS you, he's going to tell you the truth and that's my accountability. Like, hey, I have to do this this month. He goes all right, let's go knock it out and then I'll call him. You know, let's say January 1st. He's like so, robert, what's new, what's what, what happened? And and I do the same with him.
Speaker 4:But to me, people like I think, if you tell you know your boss or whoever's in charge of your office or whatever, that's cool, but it has to be somebody. You have to come home. And and I got that because a, a mentor of mine said he did that to his kids where basically he said, hey, let's just say it's january, right, he goes hey, in june we're going to disneyland or disney world, I have no idea how we're gonna get there.
Speaker 4:But yeah, that's, that's right, but that you just promised this six year old that they're going to. Disney world, and it is up to you to get them there in June.
Speaker 1:Yeah.
Speaker 4:Right. So, like that type of accountability to me is like pressure is a privilege, right so that type of massive pressure like when, you know, when I had my wedding, we got married uh, I had a deadline, I had to make sure it was taken care of, right. So like my, my wife she owns a boutique. Like I got to make sure that's taken care of and she's okay, she has accountability to me too, sure, right. So it's like it's vice versa, I think. I think writing it down is crucial because it's a contract to somebody you love. That's tough, right so.
Speaker 1:I mean it should hurt If you let them down.
Speaker 4:I think it's kind of like what you said, stepping on a landmine, right? Like I think you've got to have that. Like the feelings is what you remember, right? So I remember letting my dad down. I remember telling my wife I was going to, you know, achieve a certain thing, and it didn't happen. And and even though she loves me and she's like babe, it's okay to me, I'm like damn, but the contract to myself and us didn't get fulfilled and like, as as as a man and a man that was raised by my dad, that's tough to look at. So to me, yeah, you have to write it down. I mean, during during the times of my planning for next year, which I'm actually about to start, my windows all over my office are written all over.
Speaker 1:I love that Because I have to see it.
Speaker 4:It looks like a lab, just all the equations and everything I have in there what I have to do.
Speaker 1:But yeah, same concept with me, but the board.
Speaker 4:Yeah, just the craziness of it all. And to me I love it because you're breaking down're breaking down the complexity of your type of success in a way that you can understand. Yeah, and that's, and that's, that's. That's realistic, right, Like like to me, I get it. Everybody has big dreams, but the reason you don't fulfill it is because you don't know what you have to realistically do to get there.
Speaker 1:Well, I also think that you set these big goals year after year and you don't hit them. And it's OK, it's OK.
Speaker 4:Does that make sense, but you're a lot further than where you started.
Speaker 1:I'm kind of talking about it in a different aspect. Here is these folks that go. I'm going to go from 100 to 500,000 this year and you didn't hit it. Oh, that's OK.
Speaker 4:Yeah.
Speaker 1:So next year they're going to do it again 500,000. Oh, that's okay, yeah so next year they're gonna do it again 500 000 they didn't hit it.
Speaker 3:That's okay. Is it okay if you?
Speaker 2:set your goal that high with unrealistic psychology that's their financial thermostat.
Speaker 1:They have inner work they need to do.
Speaker 3:Another huge motivator is having to make payroll okay I take it very seriously.
Speaker 4:That's the next thing. Having an assistant, that's terrifying. That's right.
Speaker 3:People depend on me for their livelihood, their homes, their vehicles, their food, their families, everything that's a huge motivator that gets my ass out of bed every single day, exactly Like that person eating is depending on you. That's right, that's motivating you can't take a day off.
Speaker 2:But I'm different than Rob because obviously I throw it out there. And I throw it out there because my peers are now looking at me and now I know when they're looking at me I know I can't fail, right. So I do tell everyone. But I have to be held accountable. I've had a coach All eyes on me, all eyes on me, so I have to have a coach that holds me accountable every single week. And those are tough conversations and I'm good with that. Back to Lulu having ADD like this is crazy because first of all ADD, everyone thinks all of us have it, or self-diagnosed, whatever it's it's from a psychologist.
Speaker 1:Yeah, me too.
Speaker 3:I needed the medication, so like I'm not medicated, but I am self-diagnosed.
Speaker 2:No, you definitely are.
Speaker 1:And before it was the medication it was pot.
Speaker 2:I'll be honest yeah, it helped me, I bet yeah, no, but lulu, being such a badass and and having that, it's is what I tell all my coaching clients, because I think a lot of, by the way, real estate attracts that personality profile correct yeah and so.
Speaker 2:But think about how we evolved like we, we weren't cavemen like, just like, meditating in a cave and doing like 10 hieroglyphics a day and then, you know, doing yoga, like we were running away from, like tigers and bears and stuff. So, so like we are and we, because of that, we want our, we want, like our attention to be focused on something quick. The shiny objects are the. The smaller the shiny object, the shinier they are. Because you know how, how does Lulu like not stay super focused on on these goals? Is because she, she like, looks over these little shiny objects all the time.
Speaker 2:Because your brain wants to win, just like we're talking about wins, in order for me to call this dude that that has a warehouse on 410 that needs to have a bpo, that's going to take me five hours to maybe sell it by april, right? Or I can just get on on instagram and see whatever meme you know someone sent me. That's immediate gratification, correct, and the fact that she's able to run over that and be like nah, like, like I'm going to let, I'm going to say no to so many things to be laser focused to these crazy goals and killing all these teams that are way small in her is a testament that that you crutch that some people look at is not a crutch. She's just learned how to deal with it in a really like organic and persistent way.
Speaker 1:I've got an episode with Ken Perry, and I don't know if you've ever heard of Ken Perry, but he owns the knowledge coop. Um incredible gentlemen, he also has a DD ADHD. The episode is called a DD or ADHD. It's our superpower. Incredible discussion. You should take a listen.
Speaker 3:Yeah, I definitely will, cause I, when you talked about overstimulation, that's, that's literally me in a nutshell yeah, I get so easily over stimulated and then you get, and then you get paralysis by analysis. You end up not doing anything and then you're a perfectionist on top of it, and so then you feel, if you can't do it perfectly, you're going to put it off which it can it's, it's a cycle. It's exactly correct, yeah no, you're good.
Speaker 2:Um, so why I've always done five years this is the first year I've done 10, is because, for whatever reason, that helps me more about the be-do-have part about all this that we haven't really touched on is that in order for us to be that person, we have to go do it and have it. Our brains talk the other way. But when you start asking yourself questions this is from my coaches where will you be in 2030? So, are you living in San Antonio? Are you living somewhere else? What will you be doing? What is your daily activities? Right, because they have, like Lulu, your, your activities changed from five years ago. Right, and it changed from five years before that. So here's the problem that I have with real estate agents in general is that if we worked for USA, we would have to kiss some girl or dude's ass to make them like us and perform, so that they could hopefully like, see us and then recognize us enough to go jump the corporate ladder.
Speaker 2:And get that end of year bonus or whatever. We own our own business and we can have whatever job description and role that we want, but yet I still see people that have been in the game for 12 years doing the same thing year in, year out, and then they wonder why they burn out. Yeah, just create your own job. You own the company. Create your own, replace yourself and create your own job. That's right, and people don't do that well, I was.
Speaker 4:I just I took a workshop where they say uh, different isn't always better, but better is always different, right?
Speaker 4:and so and so, like jj said, you see people doing the exact same thing, wondering why they've made you. You know they kept up with inflation. That's the only pay raise they've given themselves. But because you have to do something different, you just have to. You have to look and, lulu, you said something earlier that I love. That I try to preach when I mentor somebody is you have to do like you have to have a master's degree in yourself, right? So you look at yourself. You're like can I be a better this? Can I be a better that? Can I be better at this? I need to calm down on that Like I think you have to do that.
Speaker 1:Well, and that's a part of the EQ and developing yourself being honest with yourself, being able to empathize with yourself in many cases and finding out what kind of motivators you are.
Speaker 2:Not all of us are money motivated.
Speaker 3:I'm not.
Speaker 2:I thought I was. Bobby is thank God because I get to hitch my hook on him, but if it wasn't for Bobby, I'd be one of those. He doesn't do a lot, but he doesn't not do a lot, so knowing that about yourself is super important.
Speaker 3:But your own definition of success, your own definition of success.
Speaker 2:And it's allowed to mold and change. But looking at five years, like, who will you be with, how are your relationships, who are those relationships with? This is the one that blew my mind is like what will you care about then that you don't care about now? Yeah, that's the one that was like what would I care about in five years that I don't care about now. And also like, who will you be hanging out with that you're not hanging out with now? These eyes are projectors. We can be. We can have a really really tough, you know, like like journey. Yeah, we can have a really really fun journey, but we decide that we really do.
Speaker 1:Absolutely, and your actions?
Speaker 2:kind of no, because perspective, perspective is reality, information is neutral. We give it positive or negative energy, so we give it positive energy, then then that that that information becomes a thought again, positive or negative, right which creates an action again, positive or negative right which creates a result again which is positive, negative, which is new information, because it has no meaning until we give
Speaker 2:it, we give it power, we give it power, and it's neutral or or negative, and until you can look far enough in the future to be like, well, the character that that I projected five years from now is not going to go down that hard road.
Speaker 2:Right, and sometimes it is because you've gone down that road before and learned from it Maybe, but we all know the people that like just fall ass backwards into opportunities and you're like, dude, how did that happen?
Speaker 2:It's because it's that's perception and reality. So what I do is I look at five, 10 years from now and I know who that person is and the ending of that's that road until then. And then I break it all the way down to like, okay, all right, if I was going to build a house, then in, let's say, five years, then by three years from now I would have to have, you know, just, this is BS, but like framing and and and foundation, and so in two years I would have to have foundation and then then this year I should be leveling out the, the, the ground. And then I just work on habits, because I think we're three to five habits away from anyone that we need to be to, and then inside of us, all the potential that's ever happened, all of our ancestors that came before us, is inside of us. So we are the conquerors, yeah.
Speaker 1:But, we're also the victims. Yeah, and PBD said it the other day on a podcast or whatever it was, but he said you're one relationship away from changing your life completely your life completely.
Speaker 4:My buddy always says who can I call? That's going to change my life.
Speaker 3:Yeah, who can I call life?
Speaker 4:yeah, it's true, but but it is like I find it fascinating when you talk to someone who's like quote unquote successful, has the money and the accolades and all that, and you really talk to them like there's no secret sauce.
Speaker 2:You just have sauce like there's no secret. There's one there, one habit away, there, one habit away. That's right and it's the moving the needle.
Speaker 1:like what lulu said, just the little little thing she's doing over time creates this giant money monster that you build and I think the one thing that those people that you happen to come across and many of them you go, wow, you're incredible, you know every damn thing Then you'll meet some people that are very successful according to your definition of success and you go. He's a dumbass. How did he do?
Speaker 2:this Exactly my point.
Speaker 1:But the thing that they both have in common regardless is consistency tenacity and consistency. That's right, they've got a passion, they've got a purpose and they go at it every day, constantly, religiously, until they can measure their results to change whatever it is that they're doing to continue that needle moving forward.
Speaker 4:I always compare it to the gym. Okay, you will not see results instantly, but you have to keep going.
Speaker 1:I kind of do. It's my black jeans.
Speaker 2:I get in the gym. I'm like stupid.
Speaker 1:It's muscle memory by the way. But question for you guys how often are you tracking? Like for you, jj, you're going on a five year plan. The idea of tracking something like that just seems super overwhelming.
Speaker 2:It's every day, because if you go backwards and you know what, what one habit is going to get you a little bit quicker. So that's 66 days. So I have I. I attempt to uh, create so many new habits. I even know the habits of me creating habits. Let me tell you how it goes. I go like 20 to 22 days and I'm like like I'm flossing, right.
Speaker 2:Every day and I'm like I get cocky. I go, bro, I'm a flosser. Now I don't know about you, but I'm flossing and then and then I belushi it right. Usually it blows up around then and I need encouragement. I need people like that around me to be like yo. You always do this, you always get too cocky, fool, and then I usually implode there. If I can get past there then around 35, I get another like big speed bump, and then I get another one right at the end when it's like dude, I'm at like 59 days dude, like one more week. It's really tough, for whatever reason.
Speaker 2:So I create so many habits that I know that my habits of creating habits. So number one I look at it every single day because I'm creating a habit, usually no matter what, except for beginning of the day, end of day, depending on the habit is like you know if the habit is waking up, you know 15 minutes earlier than than. That's what I'm tracking. The second thing that I do is I a lot like Lulu is I play with my mind and I make it a game, um, where you know like I have like a little bit of caffeine. I can't have more caffeine until I talk to 20 people in my database Actually 15 and then I can have another one. So it's like yeah, that carrot, yeah, that carrot is like. So I'm like hourly carrots and then you know I can't do anything Do not pass, go, do not collect $200 until I do this. So I'm constantly playing like mind games with myself.
Speaker 2:The difference between, maybe, what I do and other people do is because I'm looking so far in the future that I also know that what is that person? What is that JG of 2030, 2035? What does that JG have to know in order to become that JG? So I'm also looking, you know, in the afternoon, if I'm not earning meaning showing properties or whatever that I'm learning. So I'm either earning or learning in the afternoons, because I know that that JG that's going to be that JG in 2030 or 2035, he's going to have all this another, you know, abundant knowledge that has to come. And so I have to fill in those gaps because, again, that's the movie that I have already written and I'm now directing.
Speaker 1:I like that Now. Is it because the idea of tracking these little movements? Because if you take that bird's eye view, you go God damn, that's a lot of tracking, but at the same time, zooming back in, you go. This is nothing compared to the larger picture that I'm trying to get to. So this is a simple task that I'm doing.
Speaker 2:But the be-do-have of it is the most important. So if I'm going to be that person, then I know that this is already happening. I don't know if that makes sense.
Speaker 1:It does.
Speaker 2:yeah, Also, I give myself three wins a day.
Speaker 1:Okay, did you get that from win by noon concept? It's just coaching dude.
Speaker 2:You know, when you get down on yourself because we are going to all win or we're going learn, right, so when we're, when we don't accomplish something, you have to look at your day and say, like there's three wins, you know, and, and they're as simple as you know getting to the gym or waking up on time or whatever. Um, so I, I make sure I recognize that and I'm, and I also have a text group of a lot of people from all over the us that I, we do the five things that we're grateful for for today. And looking at those that gratitude in different areas, like, I remember this one guy his wife was sick and he and he was like well, jenny was hungry today and I was like oh my god dude, like thinking about our perspective.
Speaker 2:Absolutely. I was like nothing is wrong with my life right now that's right.
Speaker 1:Yeah, and that, and it took me to visit South Africa for it to hit me hard. I bet it was like I've got nothing to complain about ever Seeing helping kids build, rebuild a school.
Speaker 2:Yeah.
Speaker 1:And I'm looking at the dude next to me and I'm decked out and all this fancy workout stuff yeah. And the kid's wearing his church shoes and I'm like like, hey, why are you getting those dirties like? These are the only shoes I have it was just like mark, shut the fuck up. Yeah, for anything.
Speaker 4:Anything that's ever you thought was wrong, but I think you need that, though, like sometimes you need that yeah, every day I need that, I need gratitude every day.
Speaker 1:Well, my reminder right here I mean it's just that thing, thing of, however bad you feel, like you have it.
Speaker 2:You can write it down. You don't have to write it down on your body, by the way.
Speaker 1:Nah I mean.
Speaker 3:I'm one of those.
Speaker 1:Matter of fact, I got your name on my ass, but no, but I get you. That reminds someone else. I might need to cut that out.
Speaker 4:That reminds someone else I have the date my grandma passed on my back.
Speaker 1:Do you?
Speaker 4:date my grandma passed on my back, do you know? Yeah, because I look at it every day. I'm like that's why I started, that's right and that's why I started. So that's impressive, by the way.
Speaker 2:Well, the little wins I have is like I um, I don't right, you just got it. I know I just got it, so I put it.
Speaker 4:The goal was I put it right behind my heart, yeah, right. So I always say like grandma's got my back type thing, oh man but yeah, um.
Speaker 4:But going back to Wins, like it's a simple, I have a little win of I got to read 15 pages a day. Okay, it's that it takes me maybe 15 minutes, 30 minutes, but like if you go to my office and that's why I keep looking at your books, because, oh, I've got a slew of them, I'm the exact same way in my office I've read, listening to books, I have to reread them I am driving people audio book and I'm five minutes in and squirrel and done.
Speaker 4:That's right. I've completely forgot what that chapter was about. But so little things like that. People go into my office and be like, hey, you actually read this. I was like, yes, but again you don't think about it till you look back. That's right. Yeah, I did.
Speaker 1:I read, or until you're actually implementing it in your life and somebody says, hey, how did you get to doing that? Well, I started adopting it from what I read, picked up along the way During COVID.
Speaker 4:Actually it was like little things like that Even during COVID. I'm like man, there's nothing really to do. Well, let me get that book. I'll finish those 400 pages eventually.
Speaker 1:And instead I decided to start a podcast, is eventually, and instead I decided to start a podcast. Um, now for you guys, one more question, and then I want to ask something that I think we're going to get different answers on um, the this leading before the final systems. Um, me being ADD, adhd, I've got to have systems in place and I will tell you, 2024 was a shit show for me. I had Review my Mortgage Loan Bot, I Think, mortgage, the podcast, it was just like creating so many things that it was okay. Now we're here, now put your plan in place for all these things that you created, make sure to automate them, make sure to delegate the things that need to be delegated, et cetera, et cetera. What is you all's process on systems? I can imagine that you have systems in place for this. If not, you're Rainmaker. But, lulu, what are your systems that you utilize, other than your calendar, of course?
Speaker 3:Yeah, no, I try to automate everything that I possibly can, even tracking the numbers. I track them, you had mentioned earlier, I track them daily.
Speaker 4:Okay.
Speaker 3:I'm constantly revisiting them, and what can I tweak? I actually, for whatever reason, I thrive off of problems because it captures my ADD brain.
Speaker 1:Intriguing, yes.
Speaker 3:And it also allows me to be the hero and solve the problem.
Speaker 2:me to be the hero and solve the problem.
Speaker 3:So if anytime anyone comes to me with a problem, I immediately whether it's in real life, which is actually that bites me, but because I'm always. No one can tell me something without me trying to solve it Like.
Speaker 4:I'm not. I'm not an active.
Speaker 1:It's a gift and a curse it really is.
Speaker 3:It's a curse, because sometimes they just want to vent and you're trying to solve them Wow.
Speaker 1:Yeah, and I think Nicole Kelly shot out. Sometimes you just want to vent. Sometimes, wife, sometimes you just want to vent, but the idea is, let us know that you just want to vent first. You have to make that distinction.
Speaker 3:Yeah, it's like I just want you to hear me and but I I approach it much like a dude, I guess in that sense, because I immediately want to just solve it because that's my whole thing is what can I do?
Speaker 3:What can I implement so that this doesn't happen again, whether it's on the admin side, showing agents, no matter what it is, or with a client? What can we do? This is where we're at. How do we prevent this from happening? So I'm constantly tweaking systems, and that's what my day is, looking at my numbers. How can we tweak the systems to prevent stuff? Yes because I want to learn from my mistakes and I don't ever want to experience the same thing twice.
Speaker 1:Well, the idea is that number one. That is, the overall goal of anyone trying to do business is, I think you'll do all right if you're trying new things, being but also not making the same mistakes over and over.
Speaker 3:I mean you're hitting yourself against the wall, that's right.
Speaker 1:I have to agree with that. You chose to do that again, even though you knew that it was going to cut your hand off.
Speaker 2:The higher achievers that I've coached or mentored are like Lulu. I know how coachable someone is when I tell them, well, well, when are you going to solve that problem, and by when? And they go, um, you know, by June, like if I asked someone, like she's like by 4 PM, so that's what makes her a badass. So what I want everyone to do if they're listening, I want them to look at their last year 2024, and figure out how many hours they work and then how much money they brought to the table.
Speaker 2:that's your bandwidth, right sir and then, um, I want them to. So, like we did this, and you know it was like we bring in like 500 an hour, let's say right. And then I want you to divide it twice, divide it by 250, and then divide it again to it goes down to 125. And then ask yourself a question would you pay someone 125 to do that? And most of the time they're like hell, no, I was like then why are you doing it? And so that's where processes for me start. Is I divide twice by the money that I bring in, that I'm able to bring in, by the way, into a company. And so I divide twice, sometimes three times, because even then, like $62, $50, I wouldn't pay anyone that much. So then, why am I doing it? So first of all, systems should be asked why am I doing this? And then it's I do it, we do it, you do it.
Speaker 1:So now let me clarify Is that the delegation piece of what you're doing and planning?
Speaker 2:But no process can be created. No one has the they don't have. Because creating processes are tough, absolutely Because now you have to go into technology and you have to create checklists and systems that can be, that you can inspect what you expect, and then you have to create you know, checklists and systems that can be, you know that you can inspect what you expect and and you know.
Speaker 1:Then you have to hire someone and train them to do it and and the idea behind that for us top producers is put the system in place and then figure out how to break it, so that we can fix it faster than than what it takes to create it.
Speaker 2:They tend to get broken, yeah yeah, and then it's throwing crap against the wall and then continuing. And where there's money to be made is where problems are being solved, that's right.
Speaker 2:So then you do the bandwidth thing and say like, well, and by the way, you'll always stay at that bandwidth if you keep on doing, you'll never bring more than $500 an hour if you keep on doing $125 crap or $62 or $20 or $25 crap. So the urge that people should have because I don't think a lot of people have urge to change what is consistently like stopping them Just write down what you're doing, especially if it's frustrating. You're like why am I work on this amendment right now, where I should be, and I haven't lead generated yet, or whatever, and then break that down. That should give you enough passion to like say, okay, I got to work on my business, I got to work on my business, not in it. And then you can create a process by I do it, I loom it and then you do it, and then having someone to delegate that to because this is where most people get stuck is that they just go like oh, and they're like I'm a control freak or, you know, I'm a perfectionist, I'm like who?
Speaker 1:We all are. Who gives a shit? Some learned how to delegate.
Speaker 3:Yeah, who gives a delegate?
Speaker 4:yeah, it's a cop-out because it gives them they're they're able to be busy without actually being productive the lie you tell yourself to make yourself feel better.
Speaker 1:That's right uh, procrastinate on purpose. Um is the shiny object.
Speaker 2:Self-sabotage, that's right same, back to the shiny objects, like if I, if I do this contract because I know I'm good at it, then I can say like well, I did a bunch of contracts today, right, but you didn't work on the contracts that are not now, not now, not coming 60 days from now. So I think that people have to have that passion that ignites in them and then it's so like, it's so fulfilling to dude when I know, like you know, once I teach this person to do it again and I can trust them and I give the autonomy to do that, they can do it.
Speaker 1:I never have to do it again.
Speaker 2:I never do it again. And that really drives me.
Speaker 1:So what do you tell those? And I've gotten this many times in the coaching meetings that I have with loan officers, realtors, that say, but I can't trust that person, I can't trust someone to do that.
Speaker 2:Then it goes back to the be-do-have. If I want to be like Lulu Bishop, does she have someone that does it for her?
Speaker 3:Yes, I haven't looked at a contract. I don't even know how to log in.
Speaker 2:I don't even know how to log in to DotLube. She sends it to me and then I approve it, so it goes back to the be-do-have Then. They have not humbled themselves to want to be like someone that does that. That kills it more than them or better than them. So that goes back to the be do have thing, right.
Speaker 1:So more so the no one can do it as good as I do, though. Ok, but you have to. Does that make sense?
Speaker 3:But you have to respect your time.
Speaker 1:Absolutely.
Speaker 3:Money can be made and lost and everything else. Money can be a roller coaster. It's coming yes it's energy time you will never get back, never so by you wasting time, and it's a waste of your time and it's a waste of your talent and it's a waste of your purpose because, again, we're in the legion business, doing those mundane things that somebody else can do for us and should do for us, and if you don't trust that person, then you didn't make a good hire.
Speaker 1:Yeah, that's what I was looking for. You can't wait for the perfect person to come along.
Speaker 2:No offense to anyone that hires their family. I don't hire my family because I can't fire my family, that's right.
Speaker 3:I don't hire.
Speaker 2:I can't fire, so I'm always like.
Speaker 3:tia is the best at this.
Speaker 2:There's 8 billion people on earth, but your tia is the best, Like that's crazy.
Speaker 3:What are the odds, I know. Wow, what a family Good find yeah.
Speaker 2:Yeah, no, they just grabbed someone and said I need help, you know, what I mean yeah. Instead of going through the process of like, all right, I was just going to say, yep, motivating factors and, like you know, are you people tend to grab someone just like themselves, like I've now duplicated myself.
Speaker 3:That's the worst thing you could ever do. Yeah, my showing agent is very much like me, but 20 years ago. That's scary, that's really scary why that?
Speaker 2:that should, that should ignite you because she's she's gonna move your ass out of the way well, no, sometimes we look at each other and it's truly frightening. It's like I met her. She is like you, but she's gonna. She's gonna allow you to be see at that point because you've already stabilized the processes and have someone doing that. Now you're just molding yourself 20 years ago and one day she's gonna be like girl get the hell out of our way.
Speaker 2:I hope so, that's right, I know so if you keep on that path, that's awesome um, so I've got a couple of things here.
Speaker 1:Um, before I ask this kind of last question, I found this article, jc, if you can hit that reference we're not talking about that cat right there, but the five reasons most real estate agents will fail in 2025. And I believe that we've pretty much covered every single one of these Scraps we started with that. We sure did. I mean literally the idea of lead gen being what we really do.
Speaker 1:Uh, having no plan or failing to track and measure that covered that um number three lack of coachable mindset. I want to talk about that real quick.
Speaker 2:Let's do it because, uh, people feel that they're coachable and I think everyone is coachable in some shape, form or fashion. But here's, here's where it gets messed up. Coaching, mentoring and training all get mixed together. So we all focus on the results, right? Like I hate I don't want to use the word hate I dislike January and February and March because that's when everyone's getting their awards, and it's because of the results.
Speaker 2:Lulu did this much, these many transactions, not just you, but everyone, and it's like the results. But the mind goes above the results. It's the actions. What actions that we take to get those results right? And you go as far as you can in the beginning, and then you have to have the next level, which is, you know, your potential. Someone has to unlock your potential. So lulu doesn't look like commercial, right, but if I taught her how to do commercial, then now I've unlocked lulu's potential. She's talking about feasibility periods and instead of option periods, and she's talking about environmental assessments instead of inspections. So now I've unlocked her potential. That's right, right, and that's where it stops. So I'm not trying to talk mess, because I was in it and I like the core. You know those are just lead. Uh, key performance indicators. That's right. That's all they are. They're really awesome ones right 20 great conversations today.
Speaker 2:You know two break breads, right? So those are just kpis, um, and so mentorship is used. So that's, that's a trained KPI, right? That's not coaching, right? Okay? Now mentorship.
Speaker 2:Mentorship is different, like if I was like you're the girl that you're mentoring right now. That is exactly like you, but 20 years younger and white. She's a she's, she, she's she, you're going to mentor her, and so she wants to be like Lulu. So if Lulu says jump, she says out high, and Lulu says you do it this way, you do it that way. If I've I've had mentors too, I want to be like you. So whatever you tell me to do, I'm going to do that. That's mentorship, and and and that's you have to. That fit that square peg in a round hole. Now you're stuck because your mentorship no longer exists and the training you've gotten is you've already gotten.
Speaker 2:Coaching is the next level, which is beliefs. You have a belief system that needs to be challenged and it has to be like, totally customized to you. That's right. And you have to be willing and able and ready to accept it. Okay, because we are all like castles and we have a moat that's around us, that is in our subconscious is. You know, the conscious mind is a go-getter, the subconscious mind is a go-setter. Sorry, conscious mind is a go-setter. Subconscious mind is a go-getter. Well, we're a castle and there's a moat around us and it has alligators and all this stuff and unless you're ready to open it and, by the way, that is your subconscious and your belief systems just a water around your castle and and live if they're never challenged and your current beliefs based on what you've experienced without being challenged
Speaker 2:yeah and the right way like, like my sphere doesn't want to hear from me, so I'm not not going to call them. Or open houses don't work, or we can go on and on. Right, there's a core beliefs with all these other beliefs around it. Right, like you know, when we're going on the shoot like on the Guadalupe, and there's that shoot where your kid's drowning over here, your keys are that way, your cell phone's that way, but we're all making sure that one with the beer is up right, right, that's right because if that one goes upside down, we're done, that's right.
Speaker 2:That is your main belief system. And then, after we get past the shoot, we all start to like hover back around. You know, we all attach ourselves to that belief, and so if someone's not unraveling each tube yeah, you with me then you're not truly getting coaching, you're you're just trying to fit a square peg in a round hole, or you have a mentorship that's going to last as long as I. I mean Lou's so big that she could. You know, her universe is so big that other people's universes can fit in hers, but she's a rare breed. But if not, you're going to get peaked out on your mentorship and you're going to learn what you need to learn. That's training. Coaching is one-on-one. Coaching is coachable. Coaching is someone. That's the only coachable thing.
Speaker 1:And you got to be ready for it, versus just going through the motions.
Speaker 3:But it comes from within, though, like I've never done MAPS MAPS was never, which is the huge coaching system within KW never done it. I also see without. This isn't meant to be shady, but I've seen agents that don't produce to my level that are now MAPS coaches, which I'm thinking. Why would I sign up for that?
Speaker 1:Okay, what are your thoughts on this? Those who can't do teach, I call bullshit.
Speaker 2:You know what I liked about the core. You have to be top 10% of the core in order to coach.
Speaker 1:In order to be a great coach, you have to have done now, unless you're talking about basketball, no, I think it's in the game because, um, just like what louis says, hey, pop used to be a great coach.
Speaker 2:he's still in the game, though you know, I mean like like you because because, like she said in the beginning of this whole podcast, it's so volatile and real estate changes so quickly that if you were a baller in 2012, like the game game's new son, that's right.
Speaker 1:It's not the same game. The game's new, but here's the thing though.
Speaker 3:I've had coaches. I don't have a coach right now, but I create my own coaching moments.
Speaker 1:Because it's the mentality, yes, it has to do with the individual.
Speaker 3:How open are you to that? How much are you willing to challenge your beliefs? And I believe that I can learn something from anybody, in any industry. So, anytime I read a book, anytime I have a conversation, anytime I come across someone, what can I actually learn from them to make myself better? But you have to be self-motivated, that's right, and you can't teach that.
Speaker 1:Well, you can't teach it, but you can adopt it, in my opinion.
Speaker 3:You can, but it has to come from that individual.
Speaker 1:That's correct but you can adopt it. In my opinion you can, but it has to come from that individual. That's correct, I agree. I agree it's something that at a certain point you've got to go.
Speaker 4:All right, I'm ready for this whatever that may be at the time, but I'm ready for it I think, I think if you want to level up, you need that yeah, I don't disagree with that yeah, like well, and the ones that do level up have that. Yeah, the ones that do level, like I think I feel more I've. I feel how can I put it? I feel more naive now, where I am, than I did when I started oh, what was I listening to today?
Speaker 2:he basically said isn't it strange that the more you learn syndrome, bro the dumber, you feel it's imposter syndrome dude, the better you do, the weaker you feel the more vulnerable you are Because life is a paradox, but I think we all have imposter syndrome.
Speaker 4:Yeah, here's another one. Your success begins when your vulnerability starts.
Speaker 1:Yes, and.
Speaker 4:I've noticed that the more vulnerable I've become, the more I've achieved in life. But I know that same friend. I was talking about David Nader. We saw this video from one of his old mentors and it's you have to get in trouble and what it means and I try to find a way to get in trouble every three months. And what that means is and what it means is going back to systems, right Is I know I'm going to reach a point where I'm growing and I hit a wall and I'm like dang, I don't know how to get out of this. I'm in trouble, so I have to think my way out of it. Go look for coaches. Go be vulnerable enough to level up and put a new system in play to to make sure my practice has a better foundation.
Speaker 1:So can I add something to that? Yes, whatever it was that happened, had you not lost any money, would you have still learned? Because I feel and believe that if you're wanting to learn something similar to poker people will ask me all the time I'm going to learn how to play poker. Get ready to lose a lot of money. Bring it.
Speaker 4:So what was it like four or five years ago? Jj took me to the poker. Yeah, bring it ready to lose a lot of money, bring it. So was it like four or five years ago, jj took me to the poker house.
Speaker 3:I got cleaned out, mark I got clean.
Speaker 4:You got some lessons, but I got some lessons. You have to have skin in the game. I think it's gotta hurt in the game yeah, I mean it has the like I said earlier.
Speaker 2:The feelings is what you remember like hey, by the way, that means coaching is not free, because if you don't pay, you don't pay attention. That's right, that's right and that's it.
Speaker 1:Oddly, the same concept when you're teaching a class, more people will show up. Be more attentive if you charge a little bit, versus it being for free With the finance game.
Speaker 4:I mean, you get what you pay for.
Speaker 2:Right.
Speaker 4:Like, my fee has been going up and up and up. Why? Because I've been getting better and and other people I've heard them come back and they're like rob, I need your help.
Speaker 2:I'm like what's your fee?
Speaker 4:I was gonna say well, well because so it's just what, what it? Is is is you get what you pay for? Totally you get what you pay for and, like the guy that you're hiring or the person like lulu, for example, I know for a fact she's gonna knock it out the park she's worth every single penny, but she's been through it to get there, right, right, and you don't just wake up and become lulu that's why it's so weird that someone's like I use my nephew.
Speaker 2:He just got his license. I was like this is the biggest asset you've ever had.
Speaker 3:That's crazy that's why I wouldn't trust my nephew to drive my car.
Speaker 4:That's awesome and and like in the finance, you want an advisor who's been through it. Absolutely. I got through. I always say COVID gave me four years of experience in one Like you want an advisor who knows the feelings and the emotions and the cyclical nature of everything you're going through. They're going to be expensive, absolutely.
Speaker 2:Just like a lawyer.
Speaker 1:It's tough that we're saying all of this and there are plenty of newer to the business realtors, loan officers, that are listening to this, that aren't homeowners that have not flipped properties haven't had investment properties haven't. I mean, I can go down the list of the experiences we have in this room. That doesn't mean that you're less of a person or anything like that, but you need to start Grab a mentor. That's where I was getting with that.
Speaker 3:Grab a mentor.
Speaker 2:You have a coach.
Speaker 1:That's where I was getting with that and start failing. Start, uh, trying new.
Speaker 2:Things get a little bit more uncomfortable each day to the point that you do try the trainings that I do, like the one that shift shift happens. I tell you I'm going to advance your career five years in an hour and a half, and not just, not just real estate.
Speaker 4:jj's actually mentored me, yeah, and and some things i've've learned from him I've implemented in my practice and I get asked well, what advisor did you get that from? I was like it was actually a real estate agent.
Speaker 4:Like it was actually my buddy JJ, and I've always said I wouldn't be here if it wasn't for JJ. That's awesome. I've told him to his face. I've always said, like I will not that 23-year I don't know why he believed in them and I'm so thankful that he did. West Texas, that's probably a West Texas thing. How old are you? You're a young cat. Huh, I'm 30.
Speaker 1:I'm turning 31 in January, yeah.
Speaker 4:I started at 22.
Speaker 3:Don't ask us.
Speaker 4:Just a couple bucks, a credit card and delusion. Delusion is part of it, and belief and belief.
Speaker 2:Yeah, delusion is part of it. Delusion has to be. You almost have to be, yeah, you almost have. I mean, no one's going to believe in you the way you believe in yourself. What did you think when?
Speaker 3:they told you 87% or 92% of realtors failed.
Speaker 2:I was like not me. Right, remember that stat. I was like not me. It's like I knew it wasn't me. I made work in the area, that delusion, the?
Speaker 1:what is it called? Uh, have Ernie Guerrero as your teacher back in the day, no but.
Speaker 2:I've had a coach all but seven months of my career and those seven months there was three at one point and changing maps coaches, then four when I left KW dude, I almost quit those. Those seven months I will not quit, I would say stupid crap, like I'm going to be a loan officer.
Speaker 1:No offense, this I'm going to go do that Like I need. I I'm the weird person that like if I'm not held accountable every week, then you're going to see me go off the rails. Yeah, so that actually leads to literally what I have right here Um the question. So we'll just real quick, uh, number three being uh, hit that uh reference real quick. Okay, uh, we already went. Number three. Number four being unprepared or lack of market knowledge. Lulu, you nailed that one. Number five poor communication. I think communication is, is um, a standard at a certain point in your career. I mean that that shouldn't even be on this list, but it is. So back to this. You can kill the reference. You mentioned something and I had already written it down. Written it down have any of you, and I'm going as far as to say that all of us. But have you been derailed?
Speaker 4:at a point in time. I got a good story.
Speaker 1:Okay, go ahead so, if you want to take it away, I want to know how bad, and I also want to know what was next.
Speaker 4:What point in my career beginning mid or now?
Speaker 1:Give me the juice, the cheese mint.
Speaker 4:So every successful advisor I've talked to, like my mentors, they've had it, but to me it was a slap in the face of understanding. It was your fault for thinking the way you are. So my mentor and I'll try to write it down. But I remember I went one time to his office. I was like I don't think this is for me, and it was like the building of the business, the getting book, and he said all right, so you gotta, you gotta, you got a hundred percent chance of succeeding. He goes have you made the phone calls? No, all right. Negative 40, all right. And now we're. Now we're at, we're at 60. He goes have you studied for this exam? No, all right, so negative, the 30, right. So this is you get the gist. He went continuously down, mark, I was at a negative 60% chance of succeeding and he said it's because you're not doing these things.
Speaker 2:That's awesome.
Speaker 1:I mean that is a very good way to put perspective in your call yeah.
Speaker 4:He's like you know, this is all you control, right?
Speaker 4:That's right this isn't like your boss telling you this is no, this is the stuff. I looked at the negative 60 and I was like I suck, Like it is my fault for wanting to get derailed. That's right, Right. So the reason I think I'm not good at this is because I haven't gotten, I haven't put myself in positions to get better. So I remember and we laugh about it now when, when we talk, cause he's like I don't even remember what I told you, I just remember you suck, and I was like but it's that slap in the face of like I'm getting derailed because it's me, Is it?
Speaker 1:a slap in the face, or is it perspective based on reality?
Speaker 4:Yeah, it's perspective. Yeah, I mean, I mean it's.
Speaker 1:it was my fault, right Like someone else's reality compared to your state of mind or perception of what it is.
Speaker 4:So getting derailed, I think, comes from you not having the systems, having everything involved, like if you're getting derailed it's because you yourself haven't put yourself in a position to get better and better and better and better.
Speaker 4:So, like one of my favorite books is Outwitting the Devil, right by Napoleon Hill, and he just says the devil is you drifting. Right, I'm gonna go to the gym and get in shape, that's the goal. And then one day you're like I'm gonna take today off, so you drifted. I'm gonna take the second day off, so you drift in the third day, and before you know it, you'd completely drifted from the plant were doing, and so when he showed me this, this was probably 2017 or 18. I always look at this. I'm like, if I'm not where I want to be, I mean, the percentages are just going lower and lower and lower because I'm not doing those things.
Speaker 1:That's right.
Speaker 4:So yeah, I've gotten derailed many times and I've noticed when I get derailed I always have to be like why?
Speaker 1:And I'm like, damn it's, probably it's that man in the mirror. And looking back now you realize that he was just putting the kpis the needle moving activities, the, the, the critical success factors, all of those things you, whatever you want to call them 60 that's hard.
Speaker 2:Negative 60 you suck, you suck, you know opportunity has derailed me more than anything else, and what I want to say about that is like is, you know, like opening helping up laredo.
Speaker 2:Helping up lo KW was a derailment. I learned so much, though I don't see it as a negative. But again, when I'm doing like a 10 year plan with the people that I'm coaching, I always ask them like, who are you with and what are you doing? Because you know, coaching this girl goal and she's like I was like you're, so you're not gonna have a boyfriend or girlfriend. Because this is what happens. We, if we only do the one year plan, well, that significant other is not in the plan. Even more so I'm talking with my girl here losing that significant other is not in the plan too. And so the biggest derailments have been opportunity, because it someone has, someone has recruited me out of my own business or you sold, sold, yeah, you sold yourself short in your vision.
Speaker 2:No, I got recruited out of my own business. You know, many a time Now I'm very careful with that. And then also the derailment of like divorce, right, like that's a derailment, you know, like, especially, you know it can be and it can't be. But you know, these are like the things that you know in the 10 year plan if you're, or the five year plan if you're not. Looking for those variables, right?
Speaker 2:Like then all of a sudden, you're going to go on the highway exit and get stuck and you're like, oh no, and everyone's just keep on going on the yeah, and so that derailment is is, for me, has been stuff like a divorce or Um, but it wasn't that, that wasn't as uh, it wasn't that bad the the opportunities that come from. You know it's the 20% rule, the Pareto theory. If you're at the top 20%, then you, the top 20%, get all the, all the opportunities because they're part of the top 20%, which puts them in the 10%, puts them in the five, which puts them in the one, because all these opportunities are coming at you. You know, many times when people have asked me to own a mortgage company Like a ton of times when I'm like, nope, I ain't doing that. Or own a title company, I'm like, nope, I ain't doing that because I need to stay on the highway, I need to focus on myself. So opportunities have been the worst derailment for me.
Speaker 1:And to add to that, you turned the derailment into the opportunity, the learning situations, simply because of your mentality.
Speaker 2:Well, now I can attract agents, and I can, and not only that, recruiting is easy, retention is hard. I can retain agents because of those experiences that I had, but for my real estate business, though, like my best part, I'll tell you like we were on this trajectory, and then JJ left for two years. You see what? I'm saying so, um and uh, that was a key factor.
Speaker 1:And many people could get. Many people could get derailed and stay there because they didn't have the foundations, they didn't have the mindset, they didn't see those things as opportunities, they saw them as distractions and it's like wait a minute, two people seeing the same thing. One sees it as opportunity, one as distraction. This person's going to get their shit back together and use that knowledge, education, experience and see it as an opportunity, seizing it, running forward, incorporating it in their new business plan the other person.
Speaker 2:They're onto something else now or you can be like Teflon, don over here and she's like immune to anything Like. It's just like like it's water, it's just like water. It just fucking goes off of her Teflon.
Speaker 3:Yes, I have been derailed. Yes, it was this last year. It's actually a year ago this month.
Speaker 1:So fresh.
Speaker 3:Yes.
Speaker 2:Still hurts. No, I'm okay, I yes. Still hurts no, nothing.
Speaker 3:I'm a dude deep down Like I can't.
Speaker 1:I can't do it. I'm a dude.
Speaker 2:She's a dude, so yeah.
Speaker 3:I, it knocked me back for about a quarter.
Speaker 2:Yeah.
Speaker 3:Okay, the last quarter, which is tough, christmas and everything else, but you kind of you have to get over it, because I have payroll, I have people that depend on me, I have payroll, I have people that depend on me, I have my children Preaching, I had a settlement I had to pay out, so there's all kinds of stuff I had to get back to work. But you know, once you let your foot off the pedal in this business, like everything, and so you're going to feel it.
Speaker 1:And it takes a good 60 to 120 days to get back on that horse going.
Speaker 3:Yes, and so you know you got to get back out there, but some people get paralyzed.
Speaker 2:She said she was hit back a quarter, but we've seen divorce paralyze.
Speaker 4:Yeah, lulu, I've seen it bad, I mean in my career I'm the one that has to deal with the assets stopping. That's right.
Speaker 3:Yeah no. My financial planner and my CPA were like you're never going to recover. You're never going to recover.
Speaker 2:Yeah, she's fine.
Speaker 4:Hold my beer and watch this. Yeah, it'll be, it'll be fine. No, hold my rosé. Yeah, I, I encourage the the coming back because my dad did that. My dad was one that was completely kicked down.
Speaker 3:So then it again you focus, I compartmentalize, I can't think about all that stuff. And you know life happens for you, not to you. So what can I learn I learned I never want to get married again. I learned that I am responsible for myself and I learned that I can make shit happen and I have to make shit happen. You know you've got to burn the boat. The best way to take the island is you've got to burn the boat. Boom.
Speaker 3:And you're either growing or you're dying. So what did I learn from it? I've got to suck it and you just get back to work.
Speaker 1:I love this girl I love this girl. Strong. Now for someone listening that doesn't have the tenacity, the experience.
Speaker 2:Most of us are not like her by the way.
Speaker 1:No, absolutely the mouths to feed the responsibilities that you carry. Having had that happen, what advice would you give to someone that doesn't have those things and is currently derailed?
Speaker 2:Nothing. Mic drop, mic drop, there you go. I mean, you have to.
Speaker 3:Nobody's going to do it for you.
Speaker 2:Looking lovely. I can't tell you anything.
Speaker 3:If you're not willing to do it for yourself. Nothing, I tell you, is going to make you do it for yourself all of us as guys, we're thinking that absolutely the idea of this whole new wave of I can do hard things drives me insane.
Speaker 2:It's like life is hard that is probably the best answer. The only other answer I would give is this figure out who you are and what motivates you. I feel like that's the the best answer. The only other answer I would give is this figure out who you are and what motivates you. I feel like that's the politically correct answer no, I think it's a real one.
Speaker 2:I see people that's cute jj no no, really like, if you, you know, like there's there's internal motivators, like, like bobby has, my best part is the love for the game. We'll have a day off and I'll have all these showings under my name. I'm like bro, who the hell's showing this property in the domain he's like oh, I am, I just want to go check out these new plays. I was like dude, if it's my day off, I'm not using my super cute. That's crazy. So bobby has this internal motivator that he loves the game. Dude, I could do loans, I can do insurance. I don't have to do real estate, like you know. I mean, like I don't have the love for real estate like bobby does. I wish I did. I do not.
Speaker 2:The second thing they have is, like you know that, that love for money, which. So that's super easy. If you're money motivated, then just then you're fine, nut up. But then there's other ones, like is your love for opportunity? And then there's external motivators, like you know. Are you scared of losing your job or score, is scared of being poor or whatever the hell it is? But figure out who you are. Uh, because you might grab the wrong coach, mentee or trainer. And if you're not exactly like how they are, then again square peg, round hole, and then you're going to be like man. That just didn't work for me, but it's probably because you didn't know where you're at, who you truly are as a personality and what motivates you. But once you figure those two out, then nut up.
Speaker 3:And I guess the better answer than what I gave honestly is the one that works for me.
Speaker 2:It's the best one.
Speaker 3:But the better answer would be find out your why Mine was feeding my children, keeping a roof over our head, recovering financially from the situation that I was in and getting back to work. Find out your why and really focus on those things, because unhappiness comes from unmet expectations and you cannot expect other people to live the way that you want or make your life easier, and you cannot expect situations to not occur. You have to expect the unexpected.
Speaker 4:That's right.
Speaker 3:So do not focus on that. Do not focus on your expectations. What do we tell people when we're going to give them bad news? You have to set the expectation, you have to have those conversations and you have to have the internal dialogue to understand that. What am I supposed to learn from this? How can I improve and, most importantly, how do I move on? Because I have to move on. I can't live here.
Speaker 1:Yeah, like I say, good news fast, bad news faster.
Speaker 2:Yeah.
Speaker 1:Guys, this has been an incredible discussion. I mean we went there in many cases.
Speaker 4:Thanks, JJ.
Speaker 1:And I believe that the listeners out there are going to be able to either relate to this or see it as something that they want to eventually relate to, meaning maybe it'll light a fire under somebody's ass.
Speaker 1:I hope so. Okay, I need to get my stuff together. Um, I let myself down last year, I let my family down last year. Maybe I shouldn't be in this industry moving forward, maybe maybe you know, um, but I think that the inspiration, the level of experience and articulation that was provided today allows people to make that decision and run this back and go. Ok, that's what he said. Now let me go and do it, because we can't. You can lead a horse to the water, but you can't hold. You ever try to hold a horse's head down Strong, but the idea behind these discussions is for us to continue to be transparent, to provide expert experience and to have really no BS, and I appreciate you guys continuing to do that.
Speaker 1:Yeah, that's my goal for this podcast. It's continuing to go strong. I think we're at. We just hit 16,000 subscribers and growing.
Speaker 4:Congrats, man. That's awesome, that's big.
Speaker 1:And is there anything else you guys want to end this off with? Give it each of you. Go at it. Jump in the batting cage, swing away.
Speaker 2:I would say just everyone needs to again figure out who they are and then focus on a habit. There's only one resolution on New Year's resolutions Give something all of your time, energy and focus, and it might be as simple as just getting up earlier. It might just be simple as no carbs after three. It could be as simple as I think everyone's looking for this like genie that they rub the lamp and there's three wishes and they get a call. It's not like anything that you've ever wanted, ever is took time and effort. So just give that one resolution or whatever you want to call it All your time, effort and energy. That habit You're probably two habits away from like like being a totally different human being. That that would make your dad and your mom and everyone you know very proud of you. So just focus on that one habit 2025, and not up, obviously.
Speaker 3:Robert.
Speaker 4:I think I'm going to add on to the whole knowing who you are and also respect yourself, because if you can respect yourself and be true to you, know what you want to do, who you want to be, then I think you're better at respecting other people and helping them with their situation. Absolutely so I think you know, truly figuring out who you are, what you want to do, respecting the contracts you make to yourself, and I think, in turn, you'll be able to build a good business in whatever you do, because you're going to do that same thing for everybody else.
Speaker 1:That's strong. I appreciate that, Lulu. You want to kick us out.
Speaker 3:Focus on consistency, stay up to date on knowledge. Just do one thing every single day that can move that needle and make you better.
Speaker 2:I love that.
Speaker 1:Yeah. Well, ladies and gentlemen, those out there listening, I will reiterate a simple five-step equation that I do believe is pretty solid in regards to business planning for 2025. Whether you had a great year, a mediocre year, maybe this isn't the business for you. Sooner is better, obviously, to determine what you're going to do next. But, number one ask yourself what did you do in your business last year that you would like to change, something that you'd like to remove, et cetera.
Speaker 1:Next thing how much do you want to make? What are what? What is that? One thing that allows you to get to the bigger things in life? Um, and and break it down. Allow yourself to go through that process, um.
Speaker 1:The second thing is tracking. Make sure you track what you do, because if you are essentially throwing things up against the wall, nothing's going to stick. Um, you've got to make sure to track that so you can know what you're adjusting, what uh you are um implementing the next year? Uh, to make you successful. The number three the third is how much uh do you want to take home? A lot of folks focus on GCI, which is the gross income. Um, I tend to flip that upside down, because it takes money to make money and you gotta make sure that you account and equate those things into the calculation. Um, and we already talked about what you want to change in your business. The last thing write it down.
Speaker 1:Find an accountability partner. It doesn't have to be a coach, it can be a mentor, it can be somebody that you trust, but make sure that that person is going to truly hold you accountable. I think the best asset that you can have is somebody that will be brutally honest with you always. If you guys are getting something out of these discussions hopefully you got something out of this one, because if you didn't, it's probably time to get out of the business. Make sure to like, subscribe, share this with a friend. I want to thank my guests one last time. You guys are freaking awesome Guys. I promise to continue to provide you with experts just like this, with our opinions, uh, experiences, um, and knowledge. So hopefully you can continue to level up your business, or level it out, um. Until then, we will catch you on the next one.
