EP 206: How to excel as a Real Estate Broker and Agent!

[00:00:00] Hello and thank you for joining us today on The Gentle Art of Crushing It show, where we focus on learning and sharing with our listeners all there is to know about how to create success in our

[00:00:10] lives. This show stands on the shoulders of giants. Our mission is to empower and inspire our listeners to create the life of their dreams whilst having a blast in the process. Let's celebrate life together. Welcome to the show. Well thank you all for joining us on another

[00:00:31] episode of The Gentle Art of Crushing It. Today I have Jim Remley with us and so Jim thank you so much for joining us. Why don't you start us off by please just telling the audience a bit about

[00:00:42] yourself, what you're up to, what do you do, specialize in and then maybe share something that with our guests that most people wouldn't know about you. Sure. So thank you for having me on the podcast first of all. I'm 35 years in the business. I started when I was 19,

[00:00:59] college dropout and did pretty well my first year or two in the business. I got listed on top 1% of agents listed 150 properties in my second year. Opened my first company at age 24, grew that to 17 offices becoming the largest independent company in Oregon, sold that in

[00:01:18] 06, went to work for NAR for 10 years, taught all the designation programs in including the ABR class which all of your listeners should be taking. It's free right now and the AARS rolled that out for free as we're going through this by representation

[00:01:30] challenges that we got. Then I circled back, I went to help another guy open a company in Southern Oregon, took that from 30 agents to 250 agents over about 10 years from $100 million in business to $1.4 billion in sales a year, 3,000 transactions a year and got listed in the top

[00:01:47] 500 companies in America. So that's my claim to fame. Today I'm a brokerage coach primarily. I coach agents and brokers but my focus is really on brokers and team leaders and my real specialization is recruiting experienced agents. So I'm with the emphasis on recruiting.

[00:02:06] I love that. That is a awesome resume right there and huge, huge victories there. So kudos to you and let me ask you this because I guess I've never thought to ask and it's got to be

[00:02:23] a dumb question but I'm okay. I'm gonna roll with it anyway. So in the commercial world we call they're sort of agents of broker right and then in the residential the broker is the one who's

[00:02:36] all the agents hang the license with right? Sure. And so when we're talking brokers right now that's mostly what you focus on or both sides there or yeah. So I coach agents

[00:02:50] and I coach them on most sales. I've done that for years but my real focus is on brokerage owners, people that own a brokerage that have agents underneath them and then I have I also

[00:03:00] help team leaders that want to grow their teams out. So that's kind of my specialization. Yeah that's really cool. I love that and sort of my understanding that that is one strategy that you can go with is just build your team out right? And obviously you're going to

[00:03:12] want to be doing well but that's really cool. Yeah yeah it's definitely a strategy that is attractive to a lot of people. I mean from the outside and it looks like oh that's easy but

[00:03:25] like anything it's not. Yeah and that's the that's the sort of the catch right? That's why we've got to be careful with shiny objects there's their hooks right and sometimes and I feel like

[00:03:36] what's most important is we find one that we kind of enjoy doing because we have to stick with that long term just because people are excelling in it doesn't mean that you know you're going to and

[00:03:46] you can definitely but jumping ship every couple of months which I did you know for years I feel really grounded now but like yeah that's a big challenge so you know I'm glad that you brought

[00:03:57] that up. Let me ask you this I think this is a really fun question it's also very important and that is you know how it's sort of twofold where and how have you found success and

[00:04:11] you know how do you define success? Well success I think changes for everybody over time I mean when I was a young you know 19 year old agent getting into business success for me was making probably $100,000 a year would have been like a huge amount monster success for me

[00:04:31] and then back in the early 90s because $100,000 is a lot different than it is today right so for me that was like my measurement of success was a benchmark of money as I grew older and a little

[00:04:42] bit more wiser you know it's not money has no meaning really it's the meaning we attach to and really what meaning what meaning that money does have is what it can buy for you right and so it's really defining your why and having absolute clarity the biggest missing

[00:04:57] component for most agencies is they're they're waking up trying to become insta-famous or waking up trying to become instant seven figure agents but there's no meaning behind it they just want it

[00:05:09] because they think they should want it and this is where you get drilled down in the goal setting so if we're sitting down and you're doing goal setting with me I'll say okay what is your number

[00:05:18] but then why do you want to hit the number what does that number do for you so if you want to make $100,000 $500 next year what are you going to do with that 500 grand what's

[00:05:26] how's it going to change your life one of my best coaches in the world told me years ago and it was really the difference between me at that point making maybe a half a

[00:05:34] million dollars a year versus making a million dollars a year is well what is the difference how's it going to change how you live and the reality is making a million dollars versus

[00:05:45] making five hundred thousand yeah it'll change how you live a little bit but it's not really going to change how you live that much right so then you got to say what what is the

[00:05:53] meaning of that money really then what is it going to secure a legacy for my family is am I going to buy investment properties am I going to be able to put my kids to college what is the true

[00:06:03] meaning behind what you're trying to do here and once you identify that why that really driving purpose that's what's going to ultimately fire you up in the morning and get you completely motivated and have clarity on your goals the worst motivated agent out there the people that

[00:06:18] are struggling that are burning out that are like oh my gosh this sucks and they're super successful you see some agents that are like super successful and they're miserable they have divorces their relationship to travel their kids hate their guts why is that it's because that they're not

[00:06:34] they're not understanding what they're doing and so what they're doing is they wake up every morning they said I did 10 million last year I need to do 20 million this year without any

[00:06:42] why behind it just because they want to be number one nobody cares nobody cares about your numbers except for you so you got to figure out the why that's the most important thing that every agent

[00:06:52] should do and also understand this your why will change so when I was 19 my wife was making 100 grand once you do that then what's your next why right and and what is what is it going to

[00:07:02] be next for you and why do you want it doesn't things to evaluate every single year as you're growing your business yeah I in I I agree with that a thousand percent and you know the the intro

[00:07:14] inspection as well like how do you want your life to look five ten years down the road why are you doing what you're doing um and I think it's it's so valuable but I also think you know like my

[00:07:28] parents generation I don't think they I think on average they didn't think about that very much my generation the same seems like it does seem to me like there is more entrepreneurs out there

[00:07:41] nowadays and there was a while back it could just be that social you know like in the 90s for example it could just be that social media is exposing a lot more of them but um it also it also seems

[00:07:52] like there's an awareness uh you know there but um I think it's it's always been incredibly important that we understand our why and um we can't do it uh yesterday we can't do it in the future

[00:08:03] but might as well do it now right right and you know I'll give you an example as I had a gal come to one of my career seminars that I did and uh she was a waitress and she said Jim I'm thinking

[00:08:13] about getting my real estate license do you think I should get my license I said well tell me your situation she said well I'm just breaking up with my husband so I'm getting divorced I've

[00:08:22] got three kids and I just think I need a path to put myself on a career path that you know will be something that'll have a future for me and I said well you know let me give you the ups and

[00:08:30] downs I told you the ups and downs of sales versus having a traditional job and at the end of the day she pulled the trigger and she got her license and within the first year this is a long time ago

[00:08:40] she did nine and a half million dollars in her first year which even today would be a great first year yes that's a good year but here's the difference she had a tremendous powerfully

[00:08:50] a powerful why she had to pay off all the debts her husband ex-husband erect up and she had to feed her kids so that was the powerful why motivator and so I always tell

[00:08:58] that story for people that are like I don't know my why will you better figure it out because that's super important yeah I agree I love that and uh so let me ask you this sort of

[00:09:08] now the one the the sort of the subject of you know success what would you say is one of your favorite successes that you achieved in life it could be monetary it could be something physical it could be you know spending time with your family but

[00:09:23] you might share with us you know what that was for you well I I'm proud of the fact that you know I was one of the first agents maybe in the country not entire country but one of the first

[00:09:34] definitely in the early 90s to start a team in the state of Oregon for sure and so it was me and another guy and we had an assistant everybody's like why are you guys teaming up they didn't

[00:09:42] understand the concept of a team nobody did back then and so they're like are you guys romantically involved what do you mean you're working with this other guy this doesn't make any sense at all and so they just couldn't get their minds around it but eventually we started

[00:09:55] to take market share and we started to grow really rapidly and so I think I'm very proud of the fact that we were kind of ahead of the curve there in building out a team and understanding the power

[00:10:05] that you know he had he had strengths that I didn't have and I had strengths that he didn't have and when you marry those together and you can actually grow a company organization it's bigger

[00:10:14] than you would have been individually and I think I think that uh I was something I was really proud of doing and you know we grew and we became just our little team when we measure our

[00:10:23] performance against every brokerage in the country in the in our county we were second in volume so eventually we broke off and opened our first company and then that grew up to 17 offices over time

[00:10:34] but that's you know definitely something I'm proud of yeah that's that's huge in there uh you know is a great lesson a lot of them in there and you know so for me I really picked

[00:10:46] up on when you said he had strengths where you had weaknesses and vice versa um you know I had partners in some deals right now and for me working with a team has been uh game changer has been so

[00:11:01] helpful for me so valuable and um so let me ask you this did your thoughts throughout the years change on partnerships are you are you a fan of partnerships are you still a fan of

[00:11:14] you're still obviously a fan of team building right but um I think team building yeah I'm definitely a fan of team building for some agents it's not right for everybody um I think the most profitable

[00:11:25] agents in America are not parts of teams uh shockingly the most profitable agents the one that take the most home to their family is a single agent with a great full-time assistant and maybe

[00:11:36] a transaction coordinator they're the ones that net the most dollars okay so the the teams though the attraction to teams is that uh I'm going to be able to maybe have more of a almost a corporate

[00:11:49] kind of structure to my my group but I'll tell you here's here's what generally doesn't work what generally doesn't work is two people coming together to work together and be like a 50-50 partnership almost never works because you're not getting married this is a business relationship

[00:12:03] and so whenever I'm coaching these kinds of people I'll say the first thing you have to do if you're going to form a team as a 50-50 partnership is that you got to have an exit

[00:12:11] strategy so let's call it a prenup so that what it's not if it's when the team dissolves that you'll have this structure of here's how we're going to break apart the team because it's

[00:12:22] not a matter of if you're not going to be married for the next 50 years to this person this might be five years might be 10 years but it's going to break up at some point so let's

[00:12:28] figure it out now um that's number one but the best team structure if you're going to run a team in my opinion is that uh you have an alpha on top and it's called your alpha the

[00:12:38] rainmaker that's the person that brings the leads that brings the energy brings the passion they've been a top producer and then beneath them on top below this pyramid you start building out some

[00:12:48] some um models so you're going to have somebody that's uh roles I should say so somebody generally is going to be your admin person first hire then you're going to maybe have a transaction

[00:12:58] coordinator it could be a virtual one or it could be on your team and then you're going to have maybe a buyer's agent maybe a showing agent and maybe eventually move up to having

[00:13:06] a listing coordinator maybe even a social marketing a social and slash marketing person on your team that would be a pretty large or not large but a pretty good size small to medium-sized team

[00:13:17] and then you could grow it out from there but that's like the typical best case team structure in my opinion yeah and I love that and um absolutely I think that as you were starting to talk about

[00:13:31] that what was popping in my head or talking about teams and partnerships was like assigning the roles and I think the sooner you do that the better like even up front before the partnership

[00:13:40] is created right or the team is uh people are signing on to join the team right so um so let me ask you this sort of we spoke a little bit about your some of your successes in

[00:13:53] and you know lessons that we learned from that but also um would you mind sharing with us a some of your maybe one tough time for you or walking through some really difficult times in life

[00:14:06] and um maybe what that was you know and then what you learned from that and how it's applied to you now yeah I think one of the hardest transitions was moving from a successful team leader and

[00:14:20] saying to yourself well I've been a successful team leader now I'm going to open up brokerage and thinking that those same traits translate into owning a brokerage and they absolutely do not

[00:14:31] right so anybody listening to me should really pay attention to this and here's what I learned is that when I was opening my brokerage I had to put on a whole different hat and that hat was

[00:14:41] instead of focusing on selling real estate and with working with buyers and sellers I had to now focus on recruiting real estate agents that then go out and sell real estate so your sales is now directed towards recruiting experienced or new agents and my biggest challenge

[00:14:58] was that first two years of opening the company and going from making you know a half a million dollars a year whatever we're making to really going negative and not making hardly anything

[00:15:08] and saying do I want to continue this or do I don't run back to just being an agent right and you know in retrospect I probably would have made more money as an agent frankly um

[00:15:17] but for me I had this internal challenge of wanting to grow grow something and challenge myself and do something different and I'll tell you what I learned really quickly the biggest lesson I learned in this whole experience of owning and growing a real estate brokerage was

[00:15:31] in the beginning my first mistake was trying to hire people that were reflection of me and we're like little mini Jim Remlings you're never going to find people that reflection of you it's just not going to happen right so yeah give that up it's not going to happen

[00:15:43] my second problem was that I thought well if I can just get people early enough as new agents I can train them and model them to be top performers regardless whether like me or not they're going to

[00:15:53] have their own strengths so what I started doing and I did for the first five years of owning my real estate company is every month I would do a career seminar and I would invite people into the

[00:16:03] career seminar get them fired up about getting their real estate license have 50 people in the room I maybe get three or four that would be like yeah I'm gonna get my license and maybe I'd

[00:16:12] hire one or two of those people and we grew but what I found in the just the numbers of real estate is that there's an 87% attrition rate in real estate business meaning that 87% of that of agents

[00:16:25] that end of the business will not make it for the through the first two years so no matter how good your trainer are you are a mentor coach your brand behind you your marketing your everything

[00:16:35] you're doing could be his perfect spot on 10 out of 10 you're still going to lose 87% of the agents so that means you're keeping two of them out of 10 and of the two one of them is probably

[00:16:46] going to say you know what Jim since I started with you I'm going to go look somewhere else because I think the grass might be greener at another company so now you're left with one out of 10

[00:16:54] if you're lucky so it was a super hard hard slog up up a mountain felt like every time you push the boulder up two feet it's slide back one and you're just barely making any progress

[00:17:06] so what I what I did though is I pivoted after that first five years and then we started going after experienced agents and once we started to pivot and started targeting people that have

[00:17:15] been in the business over two years that maybe we're doing a million to 10 million dollars of production and we can turn them from that production and help them double a trip to their productivity suddenly they become raving fans and now they're going to just help us recruit

[00:17:28] and that's what we want from one company to 17 offices over about another 10 year span so that was my big lesson learned in my biggest challenge or they overcome that's a it's so interesting because that does lead perfectly to my next question because

[00:17:42] had you in the beginning learn from your future self you would have been so much further along right but yeah it's difficult for us as humans especially me I could I have this now I'm

[00:17:55] much better at it but historically I've been really hard headed about you know going all the way back to when I was a kid my father said hey do this it's the best thing to do in this situation

[00:18:07] and I would go no I'm going to do the this which would be the worst thing right and so yeah but it's not always easy for us to learn from other people but so with that being said you

[00:18:17] know let me ask you this if you were to go back in time now bring in with you what you know to age 18 is there anything or multiple things that you would do differently that would you know

[00:18:31] enable you to hit higher successes in a much shorter amount of time yes I mean definitely when I was 19 when I got in the real estate business none of my peers were buying real estate they were all like

[00:18:45] kegger parties and having fun right they're not buying houses so I definitely had to learn quickly from people that were older than me smarter than me had more experience than me so I read tons of books and I went to webinars and not webinars back then seminars

[00:19:01] listened to all kinds of tapes and CDs and all kinds of things and I just took in a lot of information and then I applied a lot of that to grow my business my like most agents so I didn't

[00:19:13] do a great job I did build a sphere of influence but I didn't do a sphere of influence systematically and with a really perfect organization so what I'd recommend to agents to do today

[00:19:24] is that from day one in your business and even if you haven't done it start today and really look at your your sphere of influence as the engine of your business

[00:19:33] what I looked at as the engine of my business was my work ethic and I knew that I could outwork everybody in the market I could work harder stay longer I prided myself on staying later than

[00:19:43] anybody and it being dark outside before I ever went home every single night and I was there before I got light every single day so I was a working machine I worked so hard seven days a week

[00:19:56] but what I what I learned is that you don't have to work that hard you know you can work smart and so the the difference today is that I understand the value of what I call Q2 which

[00:20:05] the quality and quantity of your database is going to drive your performance it's truly the engine of your your database so I'll give you an example of this real quick I coach some of the most successful agents in America people do an 80 90 150 million dollars

[00:20:18] in business a year people on the wall street journal top 1000 list and so when you look at these people and you talk to them about their business when they say hey Jim I'm going to go

[00:20:26] list of my buddy's house this morning where I'm selling my friend excuse me a two-million dollar condo today they're always referring to these people as their friends as their as their buddies it's never like it's another transaction they're not transactional they're relation

[00:20:43] and so the top agents in America look at their client base as their friends and that's the difference so when agents say I'm not doing enough business I can I can always say to them the same thing

[00:20:54] excuse me the reason why you're not doing enough business is you you don't have enough friends the people that are in your your your database quote unquote they're just a list of people you're not treating them like friends you're not elevating those relationships to friendships

[00:21:08] the top performers in every industry in America are the ones that have the biggest network of people around them so you say you look at college graduates from like Harvard and Columbia or Princeton or Yale

[00:21:22] a lot of times we think it's the education that that drove their success like they learned so much there they went out and applied it in the world part of that's true but it was really more true is the relationships they created in those dormitories in those sororities

[00:21:36] that once they left the industry all of them are helping each other to climb the ladder we need to look at our businesses the same way and say how can I quickly raise my game the way the

[00:21:45] fastest way is networking networking networking and growing your sphere of influence and I can actually give you some numbers around this if you're interested yeah so the numbers behind this if I was going to meet with you as an individual agent I say okay Doug let's let's open

[00:21:57] up the hood of your real estate business so we're gonna open up the hood my first question would be how many people in your sphere of influence now you should say to me Jim it's 132

[00:22:07] it's 189 it's 232 you should have a specific number you don't have a specific number I know that you're not really running a business you're just you're just trying to work hard right which

[00:22:15] is great but it's not going to work long term so let's say you said well Jim it's 132 people I could say back to Doug based on that number I can tell you exactly how many transactions

[00:22:24] should close in the next 12 months assuming you're contacting those people 20 to 50 times over a year with a different variety of formats and the number is it's a 10 to 1 ratio it's about 13 transactions if you're doing everything perfectly so and normally I'm almost always spot on it's

[00:22:42] going to be arranged you might say well it's 10 or it's 15 but it's right in that range there never ever ever ever will be a time that you'll say no Doug you're or no Jim you're wrong

[00:22:52] why closed 50 transactions last last year that won't happen so the only way when somebody says why want to close 50 transactions so I can say well you know what the only way you're going to get

[00:23:00] there is by having a 10 to 1 ratio meaning you want 50 transactions times 10 means you need 500 people in your database do you got 132 now you've got a gap of 370 that means we got to find a way

[00:23:12] to fill that gap as fast as only possible there's no other there's no other magic wand or secret potion that's going to get you there that's the path so that's just getting down to raw kind of coaching and you know mentorship yeah and that's that's really cool and

[00:23:29] interesting and and so true it's it's funny that we're talking about this right now because I just met with one of my mentors on Wednesday and we're talking about that he basically

[00:23:41] he gave me the task of writing out a list of my network right so if you were to ask me how many people are on my network I have no idea right now you know and so it's it's great timing

[00:23:54] there and also this is like really really great advice slash insight I wanted to touch on something also for this is mostly for the audience but I guess I'll throw the question your way as well

[00:24:06] but like I started being coached by a you know performance coach like a mindset coach with Jason trees coaching in 21 that's really where my life started to begin to change like so much for the better and I have you know multiple coaches now I'm starting to work with

[00:24:26] one I think next week another and mentors right but like so for me having coaches and mentors have been incredibly valuable um have you worked with a lot of coaches and what are your

[00:24:40] thoughts on coaching obviously you're a coach so you're going to be biased a little bit but like I'd love to hear you know uh because typically coaches are the most sold out for being coached

[00:24:50] and for coaching in general just because that's the fact not because they are wanting to sell coaching to other people right so like that they you have to buy into coaching to be a coach

[00:25:00] like they always say the best teachers are the best students right and so I think you have to say if your coach doesn't have a coach do you really want to hire that coach right

[00:25:10] I mean that's like if they believe in coaching and they have a coach and so I've had many many many coaches I believe you all should be keeping coached but in multiple aspects of your life

[00:25:18] like like a personal trainer like I always have a personal trainer of some kind you know and I personal trainers are the best coaches in the world because they give you so many things

[00:25:26] you can apply to the rest of your life like it was always great ones they're like if you want to cash the check you got to do the work gym I always love that's one of my favorite

[00:25:35] ones from my coach every time you're like you almost feel you're great that means you're making progress you know all those things that they they scream in your face when you're trying to do exercise I've been dietitian so I've had performance coaches I've had all kinds of

[00:25:47] coaches and all kinds of various therapists and you name it I think there's so many different aspects of our lives that we need coaching on and I think the way to look at your yourself

[00:25:56] just as a human being is to say you know what what is where are you feeling like you're the weakest and where that weakness is is where you need to be coached it may not be in your real estate business

[00:26:07] maybe you're crushing it and maybe you think oh I've got to keep taking an higher and higher but the rest of your life's falling apart maybe you need a therapist maybe you need a family

[00:26:16] coach right so you gotta say well yeah or maybe you let your health the number one thing I see agents doing is letting their health go to crap so you allow your number one engine

[00:26:27] your biggest asset to kind of fall apart while you're running this great business and suddenly have a heart attack and die right because you or you become diabetic you become super overweight

[00:26:37] unhealthy and you can't sleep at night you know all these millions of things that go out of this so I always say you know let's let's treat our body as our number one asset

[00:26:46] because when you're healthy I look at us as corporate athletes and in order to step on the field be at a high level of energy you gotta have this body in shape so I'm a big believer in that

[00:26:56] there's so yes I'm a big believer in having coaches in a lot of different aspects of your life 100% I love that I love that let me ask you this fun question if there was a key

[00:27:12] you know that to success like in other words you know a key that would help someone go from a non-success or a scarcity mindset to an abundant or a success mindset what would you say that key is

[00:27:23] for for you that you've discovered well let's take a quick story about that I would I grew up very poor and I my you know really you know a childhood where you know you don't know

[00:27:36] what's coming next and you know like a lot of people can identify with that Warren Buffett it's got this great quote where he says you know it's a good thing to have the

[00:27:44] pst designation which means you're poor smart and driven which is definitely what I was but I didn't start out that way I kind of went a completely different direction until I read the book Awaken the Giant Within by Anthony Robbins and he gives Anthony Robbins a hard time

[00:27:57] it's one of the best books I've ever written if you want to get fired up and motivated so in that book he talks about limiting beliefs and so as a 16 year old I read that

[00:28:05] book and it was like describing me in terms of limiting beliefs and we all are surrounded by these limiting beliefs like I'm bad at math or I'm not a creative person or I'm not a good sales

[00:28:17] person I'm not good in front of speaking in front of others and all these things we tell ourselves and they become our limiting beliefs I can't sell I couldn't knock on a door I couldn't

[00:28:25] I'm not good at social media all these limiting beliefs that hold you back from your true potential as a human being right and so you got to start saying how can I knock down these

[00:28:33] limiting beliefs what created that belief in the beginning and how can I just completely overcome that and the reality of it is and what I found really quickly is it's a massive action

[00:28:45] focused and there's a great book called The Obstacle is the way so what is the obstacle what is the choke point your life that's that's holding you back from truly performing at your

[00:28:54] absolute highest level identify that obstacle and you go all in on it I'll take a quick story around that real quickly I am when I was open my first brokerage we did as I said we do these

[00:29:04] career seminars well the first one I did career seminar number one I had a group of three or four of us I would get on stage I got up and I choked so hard that I walked out walked all the way

[00:29:13] that my car got my car in drawer wall I was such a terrible speaker just tested so I reflected back on this and they said I'm gonna make it my goal to become the best speaker I can possibly

[00:29:25] become and so I had a friend of mine that worked she worked for the welfare department in the state of Oregon and the welfare department is where you get you know food vouchers and different things

[00:29:36] so people can live and she said well what we make these people do is they got to come and listen to somebody speak every week and if you really want to get better at speaking this would be a

[00:29:45] great experience for you because there's a worst audience in the world and so because they don't want to be there right and I said I'll take the gig you don't have to pay me a nickel

[00:29:53] I'm just gonna come and I'm gonna speak to these people and try to motivate them every week so for for every week for like 50 weeks straight I went in front of this group of 50 people that did

[00:30:02] not want to sit in these chairs and I had to try to motivate them to go find a job and motivate them to get off their tails and they would hackle me and they would yell at me they would fall

[00:30:12] asleep and they'd walk out but I got really really good really really fast through the through sheer force of will and taking massive action towards something you want and I became I would

[00:30:24] let's say you know a better and better speaker to the point where I became a national speaker and spoke on many stages across the country and I was very sought after got hired by the National

[00:30:34] Association of Tours to teach all these courses and so you know there is a there's a there's a path through every single obstacle you just got to take massive action towards it.

[00:30:45] Now I love that and I also love the fact that a you got up into the public speaking in the first place because there's some statistic out there that you know people most people would rather

[00:30:56] you know die over a public talk and it's like really ridiculous right but yeah but it's scary so we can understand that right and then I also love the fact that you decided to get back

[00:31:08] up there you know and so yeah kudos to you on that on both of those you've already given us a couple and it's interesting there are similarities in your life and in mine I had Tony Robbins you know

[00:31:21] was around it right around the same age maybe 17 18 right around there Brian Tracy Dennis Waitley I had access my parents went to some of these and ordered some of these courses online

[00:31:32] like they were all on cassette back then and you know read a lot of books and this stuff is life-changing so I understand your passion for Tony Robbins Awaken the Giant with in and I've

[00:31:45] read that book slash listen to it you know multiple timeshot the years and it is an excellent book and with that being said you know do you have you know a couple of other book recommendations

[00:31:56] or like and a tech recommendation that you really enjoy you know one on either of those are multiple I think it's a great newer book out called atomic habits which if you haven't read the

[00:32:08] book at Tom McCabbits it's a great book the 12-week year which is another great book about time management and getting yourself dialed in I love the four hour work week that's a great

[00:32:20] great great book that was kind of a life-changing book for me and the way I think about time and what you can get done in a short period of time so those are all those are three really I think great

[00:32:30] books if you're in sales influenced by Robert Caldini's a great book if you haven't read that and of course the great book Outliers by Malcolm Glidewell that's a lot of really really good

[00:32:42] books right there yeah I love that awesome so as we are you know coming close to winding up this you know this episode here let me ask you please share with with our audience what you are working

[00:32:55] on now will you specialize in and with that being said what is the best way for our audience to you know get in touch with you to to learn more about you so my number one focus today

[00:33:08] is brokerage coaching and with a focus on helping brokerage owners and team leaders recruit experienced agents and retain agents and so if anybody has interest in that you can hop over to my websites e like elephant e real estate coach calm and you can jump in there i'm

[00:33:24] also on all the social platforms that he will stay coach that's my handle if you hop over to our your estate coach calm though right now we've got a webinar that's free to jump into it's called

[00:33:35] rockstar recruiting it's a two-hour session about the best scripts and emails and texts and social strategies to really engage and start talking to high level agents in your marketplace so it's absolutely free jump in there check it out that's awesome i love that and

[00:33:52] you know and so thank you jim so much for your time it's been an absolute pleasure and i'm looking forward to staying in touch with you and watching you continue to crush it and so you know again

[00:34:03] thanks for joining us today and with that being said we're going to wrap up another episode of the gentle art of crushing it thank you audience for joining us today and please remember

[00:34:12] to make this life magnificent well there you have it ladies and gentlemen another episode of the gentle art of crushing it it was an amazing episode we know we sure learned a lot and we hope you did as

[00:34:24] well we want to take a second and thank you so much for viewing or listening to this episode and please just know that we only ask for one favor and that is to make this life magnificent thank you and have a wonderful day