How do I Trump my insecurities to get into Action?

10X Real Estate Marketing & Coaching

I don't care if you're doing prostitution. If you're selling buggy whips or you're selling real estate or selling cars, it's how much is each car? How many times did they buy from you and how many people do you sell them to? And he goes, you could either increase any one of those. And that is going to have a direct impact on your business. Hey, there, fellow realtors, what is the number one question on every realtor is mine yet. They'll never ever share it out. Well, where's my next deal. Coming from this question, literally consumes the minds of most realtors, draining their energy, limiting their self-confidence, limiting their ability to succeed. It's time we flip the script, ask yourself a new question. How do I build a trackable duplicatable, repeatable, profitable, and even scalable real estate business without buying expensive leads, without paying exorbitant fees or even discounter commissions on listings that won't even sell at the 10 X real estate warrior nation podcast.

We'll answer all these questions as so much more. My name is Sean shells, and I'll be your host. Hey, there real estate warriors. How are you today? So got a great thing today. We actually spoke with a young lady about getting into real estate business. And you know, it was an interesting story because it kind of helped me reflect on you know, my humble beginnings and getting in the real estate business and why I was so confident in what I was doing, you know? So we're talking to this young lady Aja and you know what I explained to her and I says, you know, real estate is not what everybody seems. It's not that, you know, my friend, family member, brother, sister, cousin, mother, dad did it. Part-Time and and there's plenty of people that do do it. Part-Time but there's plenty of people that do a full-time and as a career, I mean, I've been in the business for over 30 years now and 25 on the sales side.

And, you know, I got to tell you when I first got out of the army you know, I was telling the story to this young kid and I said, Hey, you know, when, when I actually got out of the, out of the high school, I enrolled in the army and I was the kid with the purple Mohawk and the checkered sneakers and the, and the, the, the recruiter actually drove me to the pharmacy at five 30 in the morning to buy a pink BIC razor again. Yeah. A pink BIC razor to shave off my purple Moloch off the top of my head. And I'll never forget what he said. He says, you know, kid, if I send you to basic training with that, they're going to kill you. And so I was like, very thankful that he did that. But you know, after serving my time in the military, which was great, and I learned a lot about discipline.

I came back and my, you know, my brother said, Hey, you want to go to college? And I said, no, you know, I'm really not there yet. He said, all right, you know, it, go see uncle Frank, we'll get you a job in the elevator union. So I got a job in the elevator union. And for about the first two years, I did whatever I did. I made a lot of money,uwas one of the highest pay careers in the unions, mor that matter. But I really didn't enjoy what I did. I actually honestly hated it. Umnd I just didn't enjoy, I wasn't passionate about going to work. It was just a means to an end at that point. Umnd then I got introduced to some, hasically a insurance company that also did mortgages, which was also a model. It's a global marketing company.

I did really, really well for about a year or so. And then the market went sideways and I basically went with it. I was probably making seven, eight, $10,000 a month, but I was spending 12 or 15. And at the time I basically self-destructed, my brother said, come to my house, I'll belly out and go see uncle Frank. And I said, Oh my God, no, don't send me back to uncle Frank. I go back, I get back in the union. And my uncle said, he goes, you know, I gotta tell ya, I have no problem with getting you a job again. And I said, why is that? And he goes, well, all your cousins that I got jobs for and people that are here, that we got jobs for people over the years really embarrassed me. And he said, you know what? To some extent, some of them ended up in OTB on the floor, passed out with the, with the coffee money.

Speaker 1 (03:46):

I mean, not even kidding. You know, so I actually was one of the few that, you know, I remember my uncle saying the only thing you gotta do for me to slow down. He said, you know, I got, I got feedback from people saying, you know, he's just going to work us out of a job. And, and you know, when you're in a union, the last thing you want to do is actually be the overachiever. That's really not the most popular guy in a union because you're really working yourself. I have a job to a certain extent. So I leave the union. I start reading a book called thinking, grow rich by Napoleon Hill. I kind of rewire my own brain and realized, you know, this isn't the perfect path for me. And after about 12 years in a union, I developed a patent and I, and I actually needed cash.

Speaker 1 (04:24):

I ran out of money. My buddy, my buddy says, you know, my mom does real estate. She sucks at it. He goes, you know, you've been thrown out of every bar in Hoboken at least twice because you know, it did, you've actually, you'll do free. You'll doing amazing in real estate. So I get into real estate. And after about six months, the broker comes to me and says, you see all those people out there, kid. And I says, yeah, he goes, I'm paying you more this month than I pay them for an entire year. He says, you have a gift. You should really do real estate full-time. And I said, nah, I can't do that, man. I, you know, I, I have a day job. I have benefits. My brother would kill me after about a year or so. I realized that I really was really good at the real estate thing.

Speaker 1 (05:01):

And I hated my job. And I still remember it to this day, as I got to a point where I was just so frustrated, I was on the roof of the building. And I realized that when the guy next to me, he said, Hey, watch my stuff, Buster. And at this point, I'm a, I'm a maintenance man in the elevator business, which is, I was the youngest maintenance guy in the business, which meant I did pretty well after about 10 or 12 years. But I leaned over and I looked at Buster's paperwork and it was his retirement package. And his retirement package actually had his salary plus it about 8% more than I was making, except he was there for 40 years. And all I could think of is, Oh my God, I gotta be here another 40 years to make another 8%. What the hell?

Speaker 1 (05:41):

What am I going to do? I literally walked out of the motor room, which is on the roof of the building where the, you know, you know, the proverbial glass ceiling. I was at the top of the building already. I was on the roof. I'm literally on the roof because that's where her office was. And I call my broker in the real estate business. And I said, dude, I'm ready. What do I have to do to go into real estate full time? And he goes, well, you know, you probably want to get yourself laid off or something. Cause then you can collect unemployment. Oh, I said, all right. So long story short, I ended up in the elevator business. Full-Time and I mean, on a side note, I'm renting a place from a guy who is what the unions would call a union organizer or the union muscle.

Speaker 1 (06:20):

I mean like, like some guy, this is a true story. Some guy I'm on the side of his face with a box cutter and left them for dead. And all I could think of, Oh my God, if I don't pay this guy, their rent, he's going to come and kill me. He's got hands the size of my feet. He's like a professional boxer. This guy is the guy who they send when you're wanting, you know, when you don't want to be union and they want you to be union. So, you know, thank God all those guys are probably in jail or in or dead. So I don't have to worry about talking about it now, but it's a true story. And, you know, talk about scared, straight, or talk, scared into doing business. So lo and behold, I get in the business now full time and I started doing it.

I actually did really, really well because I followed the program and I followed the system was fine. Is I never told my brother. So now about eight years later, I'm getting married. And whenever I talked to my brother, cause he'd say, Oh my God, it was freezing out. And I said, Oh yeah, it was really cold out. He goes, must've been cold. Stand on the side of that building. I was like, yeah, it really was. He's like, where are you working now? I'm like, Oh, someplace in Jersey. The reality was I was in, I was in the elevator business. I hadn't been in the elevator business for eight years. When he came to visit our house in Jersey city, which was a 2,800 square foot townhouse would a boat slip behind it on the Hudson river, North of a million dollars. And he I'll never forget it.

He looked at my wife and he said, you know, this real estate thing part time is doing pretty good. The elevator business must be really good. I don't know what's going on. And she goes, she goes to the elevator business. What are you talking about? He hasn't done that in 10 years. And my brother was shocked. And after the wedding, anything else, my brother comes home and he says, what the hell are you thinking? And I said, well, here's what it is. Here's what the deal is. And here's where the shift became. And this is where, you know, like I said, that this young lady, I said, you know, up until that point, my brother was scared to death that I didn't have a plan and I didn't have an approach and, and have a strategy. And when I sat him down and I said, Hey, listen, I hired these guys to coach me.

Speaker 1 (08:10):

And I'm actually following the program and I'm really doing well on it because I know that if I get up in the morning and I rewire my brain every morning and I go to my office and I lock myself in from eight o'clock in the morning till 1130 at night. And I'm sorry, eight o'clock in the morning till 1130 in the morning. And I simply make, you know, 25, 30 phone calls a day, I'm going to find one or two people that are going to be interested in doing business with me. And then I have to go see them. And of those of those eight or 10 a week, I'm probably going to cancel to two appointments. I'll go on three or four and I'm going to take two. And so I basically had a plan to generate business on a regular basis. And that's all well and good to have a plan.

Speaker 1 (08:53):

But if you can't prove it and you can't prove that it works, then you got a problem. So over the past 25 years, I've used that strategy and that same strategy. And quite honestly, I mean, we've been through every economic market shift, whether it's been straight up or straight down, we've always had been able to, you know, I would say some years are better than others. We've been able to either, either survive or become your thrive depending on what we're doing and what's going on in the market at the time. But I can tell you the one thing that's always stuck with me was one of my mentors. I was a guy named Jay Abraham's and he's still out there. He's one of them. He's one of the most brilliant minds in business as business consultant. He does a lot of work with Tony Robinson and Jay summed up about two days worth of information and throw in three things.

Speaker 1 (09:41):

He said, it's how much, how many times and how many people. So you want to write that down? How much, how many times at how many people and Jason, I don't care if you're doing prostitution. If you're selling buggy whips or you're selling real estate or selling cars, it's how much is each car? How many times did they buy from you? And how many people did you sell them to? And he goes, you could either increase any one of those. And that is going to have a direct impact on your business longterm. Well, all that's well and good, but if you don't have a strategy in order to contact those people and figure out how to go get them and keep track of them, then you've got another problem. So what we actually figured out how to do was we've actually learned an acronym called plan plan.

Speaker 1 (10:21):

It's prospect lead up appointments and negotiate. And then it's actually RR, which is repeat, rinse. And do it again. I'll say that again. It's it's prospecting, lead follow-up appointments, negotiate, and an RR, which is repeat, rinse, and do it again. So what does all that mean in that order? Which is legitimately I did it for years. I still do, which is get up in the morning prospect and look for new business. Once you get new business, follow up with the people that you've spoken to, most people don't realize it used to be. You had a follow up with somebody five to seven times. Now you got to follow up with somebody anywhere between eight to 12 times. So when you're talking about eight to 12 times for just one communication for one person, and if you need six or eight, in order to find one person, that's going to do something, that's a lot of communications.

Speaker 1 (11:07):

So we're going to show you how to do is take the tactical information and the skill set of following up, and then combine that with the artificial intelligence that gives you really intelligent information and also gives you a leverage. And it allows you to contact those people with automation when you need automation. And then there's times when we're going to tell you not to use automation to call them personally. So then when you get all of this together, what do you do? How do you make our own work? You track it, you duplicate it, you repeat it. And once you do all that, did you have to hire somebody, sometimes a hire, a coach, whatever you hire me, or you hire somebody else, you can hire your spouse so you can hire your kids. Need somebody else. Another set of eyes to look at that on a regular basis and look at it would a very open mind and go, what are the numbers supposed to be?

Speaker 1 (11:52):

And what are they? And once you start looking at that, once you start looking at the numbers, like for me, I don't have to hear the story about your business. I can just look at the numbers and the numbers will tell the story. If I see that you're, you have a lot of expired listings, more than likely you're overpricing listings. If I look at your business and it turns out that you're spending a tremendous amount of money on Zillow leads, except that you can't outspend your competition and you're not closing them, then we need to find another alternative strategy in order to generate business. That's one of our pet peeves. It's like, you know, you know people say, well, what is the solution to my problem? Well, get more leads, buy more leads that really isn't, you know, in most cases it's not the leads that are crap, as they say in green click Glengarry Glen Ross.

Speaker 1 (12:38):

It's the way your attitude, your approach and expectations when you're communicating to those leads. So hopefully you got something out of today's podcast. I think one of the most important things is, again, the three things or, you know, how many times, how many people and how much you pay for each one plan, P L a N prospect lead followup appointments, negotiate, and then repeat, rinse, and do it again, then track and duplicate what you're already doing and repeat it, and then hire a coach. If you're not sure who to hire, reach out to us, you know, we're not trying to sell you on coaching, but we do offer it. Umou know, we may not be a good fit for you, but at least we can direct you in the right people. Uhe've been coached over the years by, you know, I can't even count how many different coaches in different coaching companies. We've had experiences with some of the best coaches in the industry are friends of ours. We can actually direct you in that direction. Umut if you can't afford a coach right now, hire your parents or your kids, or hire your spouse to actually look at your numbers together once a month or once a week and have somebody else ask you, Hey, what's going on? How can we, how can we help you look forward to seeing you on the other side, have a great day.

Speaker 2 (13:48):

Thanks for listening to 10 X real estate warrior nation with Sean shallows tune in daily for new updates and join the 10 X real estate warrior nation Facebook group search Facebook for 10 X Wheeler state warrior nation. You can download your free 10 X personal success formula...