Luck: The Hidden Skill You're Overlooking

Are you tired of waiting for "luck" to strike? Join us in this enlightening episode as we explore the fascinating concept of the "Science of Luck" with Nicole Perrone, a seasoned banker and entrepreneur. Nicole shares her insights on how luck is not just a random occurrence—it's a skill that can be developed through preparation, recognizing opportunities, and taking bold actions.

Dive into our dynamic conversation where we dissect the elements that contribute to creating your own luck. Nicole introduces a powerful formula: Preparation + Opportunity + Bold Action = Luck, encouraging listeners to adopt a proactive mindset for achieving success in business and life. Succumbing to missed chances and setbacks does not have to define your journey. Instead, you can learn to evolve and bounce back stronger.

Throughout the episode, Nicole shares inspiring stories of resilience and practical strategies to enhance your luck factor. Together we discover how awareness of your social networks and environment can lead to amazing opportunities. Get ready for some actionable insights that can guide you in your personal and professional journey.

Don't miss out on this engaging discussion filled with motivation and practical advice! Subscribe today to stay updated with all our episodes, and feel free to share your thoughts—when was a time you created your own luck?

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Welcome to The Brad Weisman Show, where we dive into the world of real estate, real life, and everything in between with your host, Brad Weisman! 🎙️ Join us for candid conversations, laughter, and a fresh take on the real world. Get ready to explore the ups and downs of life with a side of humor. From property to personality, we've got it all covered. Tune in, laugh along, and let's get real! 🏡🌟 #TheBradWeismanShow #RealEstateRealLife

Credits - The music for my podcast was written and performed by Jeff Miller.

Chapters

• 0:00 Introduction to Nicole Perum
• 6:00 Who is Nicole Perum? A Billion Dollar Banker
• 16:04 The Concept of the Science of Luck
• 26:34 Preparation Meets Opportunity: The Formula for Luck
• 40:49 Real Life Examples of Creating Luck
• 56:19 Overcoming Failure and Moving Forward

Transcript

Introduction to Nicole Perum

Speaker 1 0:33

from real estate to real life and everything in between. The brad weisman show and now your host, brad weisman. All right, we are back. Thanks for coming back to me. Thursday at seven o'clock. This is going to be a good show. I know I say that every time, but I gotta tell you this is gonna be really good show. This nice lady came all the way from Northern New Jersey or Central New Jersey, somewhere in that area, and it was about to snow and she still came down here, which is amazing. Her name is Nicole Perum. She is the billion dollar banker. How?

Speaker 2 1:08

are you doing Good? Good, I made it here.

Speaker 1 1:11

Yeah, you did make it here. I feel bad that I made you come all the way down here when it was supposed to snow.

Speaker 2 1:16

I'm going to get you back.

Speaker 1 1:18

I would. I would love to do that. That'd be great. I would love to do that. It'd be really fun. So you're the senior vice president of the production at cross country mortgage. What?

Speaker 2 1:27

does that? What does that mean? So, essentially, I'm one of the leaders here. I also handle mortgage transactions myself as well, uh, but I have a great team with me here work on one of the biggest teams within the company, which is amazing and we're the number one distributed retail mortgage lender in the country. So, yeah, we're doing one out of every 37 loans, 170 different investors we work with. So, as I was telling you before, it's been a lot of fun being here and. I'm just passionate about leading great loan officers, so that's cool.

Speaker 2 1:53

As a as you've done a great job growing here. I hope to do the same.

Speaker 1 1:57

Yeah, that's all Well, you're, you're doing it, you're doing it. So we'll get into the podcast thing, cause the podcast is really really good and everything you're doing. Uh, the other thing is that you're a TV host on the national television show called American dream TV and we know a little bit about that, hugo and I. He used to help out, but we did that show for a little bit, but you're doing it right now. It's with. Craig Sowing is the guy that runs the whole thing. He's amazing. You just had him on your podcast, didn't you?

Speaker 2 2:20

I did. Craig's amazing American Dream TV is awesome. I was telling you before just. It's a great way to open doors, to create relationships and to both get some great branding and exposure out of it and highlight some beautiful properties and communities.

Speaker 1 2:33

I saw you at the Ritz.

Speaker 2 2:34

Yes.

Speaker 1 2:34

Right, you were there. I saw you at the Ritz, which looked amazing.

Speaker 2 2:37

Oh my gosh, I'll be there tomorrow to host a broker's open with the agent there. Yeah. It's fantastic Beautiful listing and just a beautiful building.

Speaker 1 2:45

Yeah, Can't go wrong with the Ritz. The Ritz is definitely. There's the reason they're the Ritz. Oh, you feel it. It's everything they do. Yeah, you do, you absolutely do. It's so funny. So, yeah, so let's go into this. So what really caught my attention is I look at a lot of different guests and I'm like you know, okay, yes, maybe I'll have them on whatever, and then yours. What really got me was this thing that you call the science of luck. You know, and I've never heard of anybody have that term. You know, cause a lot of times we say luck is not really luck, or and a lot of people stay away from the word luck, if you notice that cause they want it to be oh no, I worked hard, I did this and I did that. There's no such thing as luck.

Speaker 2 3:28

Where did you come up with the science of luck? Well, so I was asked to do a keynote speech at the fourth annual women's conference for the Jersey shore chamber of commerce that we're members of, and I was really honored. And then I was like, oh my gosh, what am I going to talk about? I'm not going to talk about mortgage products. Nobody wants to. Realtors don't even want to hear about that. So I had to put my thinking cap on and I was just doing some research, trying to think about what would be a great topic that's kind of all encompassing both personal and business, and so came up with the science of luck. I can't own the concept, right, there's probably a book title for every kind of way you can say this the science, equation, whatever. But I mean I'm really enjoying going on tour talking about it. The, the, the keynote went great.

Speaker 1 4:05

Everybody was very caught my attention. Yeah, seriously, I mean I wouldn't have. I wouldn't have met you if, if I wouldn't have. I looked at you. I'm like this person looks like they know what they're talking about and all of a sudden I'm looking at the caption and I saw the luck thing in there and that to me was just was really cool and it stuck, the luck stuck.

Speaker 2 4:21

It did.

Speaker 1 4:21

See, you're getting luckier Look at that, no, but it stuck. And now you're traveling around talking more about this and you're using your podcast. You talk about it. It's becoming something. How about a book? Are you going to write a?

Speaker 2 4:32

book. I would like to do a TED talk on it.

Speaker 1 4:34

That would be a great goal.

Speaker 2 4:36

I did submit, I nominated myself.

Speaker 1 4:38

So we'll see if they respond. Well, if you need any references, whether it mean anything, I mean I would say yeah, she's great.

Speaker 2 4:44

Amazing. Well, now that I'm on this show, I think they might take that. Yeah, exactly.

Speaker 1 4:56

Look at that, that's it, that's right. A lot of times when, when I've heard about luck and and I know you kind of talk about this in your talk was they always said it's when preparation meets opportunity, you kind of have that in there too, with like a little twist to it. There was some different things, because you were talking about lucky, you know, making sure. You know what do I need to do today to be luckier tomorrow? That's a cool concept.

Who is Nicole Perum? A Billion Dollar Banker

Speaker 2 5:13

Yeah, it is, and you know what Preparation and opportunity are a big piece of that, that formula. But it's, it's not enough just preparation and opportunity, because without that last step, that last piece of the formula, you, you'll, you'll miss, you'll miss the opportunity to create luck in your life. So it's important that you follow all the way through with the formula, and it's just one of those things that we have to be doing over and over again in our lives we all experience setbacks and failures, and sometimes we can follow the formula to a t yeah and it doesn't create the luck the first time.

Speaker 2 5:44

But we go through a lot of examples of um just some, some great people that have achieved so much in their lives that have applied it, and so, um, I'm not going to tell you the formula yet, though you.

Speaker 1 5:54

No, you're not going to tell me. So I'm like on the edge of my seat here I'm thinking does she know? She didn't say it yet. I'm like she's just like kind of baiting us.

Speaker 2 6:02

It's like click bait here.

Speaker 1 6:04

Yeah, jeez, maybe if I use my eight ball, maybe something will tell me there. I don't know if it's in there luck or something's in there, I'm not sure. So, yes, so the thing that was funny, like I said, with the luckier tomorrow. So there's things that we need to do today. Obviously, preparation is one of them. You know, and I always think and we just talked about this upstairs with Susan I think a lot of times you have to know opportunity when you see it. I think a lot of people don't, and then when they see it, they don't realize it's opportunity, so they don't jump on it. So you can prepare as much as you want in life, but if you're not able to notice an opportunity, you're screwed Right, and I think the preparation piece is so important.

Speaker 2 6:43

You're absolutely right, brad, you have to. Opportunity doesn't always come with like these bright, flashing signs and signals and you don't always know it's there. It's about awareness, it's about having broad social networks, it's about putting yourself in the right environment and it's about having the right mindset right, because when you feel prepared, when you feel confident about what you do, you're, you'll, you'll be in environments where you see opportunity everywhere. Right, and so, I'm sure, everywhere you go now you see like who's the next podcast guests.

Speaker 1 7:12

Right, it's exactly, it's exactly right, so true. I look at everything through the lens of you know of, oh, that's a podcast, right there, that's a podcast, so it's so true. And that's that reticular activating system, I think, is what it's called, right RAS, I guess.

Speaker 2 7:26

But you're prepared right, absolutely. You have this amazing studio. You've 200 and something episodes, so many great reviews, 200 and something episodes, so many great reviews. And so you're, you're prepared, you're ready and that's why you can see that opportunity. You're confident in what the value that your show provides. You're confident in your, your ability to be a great host, and so that's why you'll see that opportunity all around you. And I'm sure, just because you're you're six years in, you're still learning, you're still growing, you're still listening to other people, and so that prepared part, you never stop with that.

Speaker 2 7:56

That's why the formula is so important to constantly be rinsing and repeating.

Speaker 1 7:59

Oh, there's it, the rinse and repeat.

Speaker 2 8:00

Rinse and repeat.

Speaker 1 8:02

That was another thing I heard on one of the shows, one of the recordings that you had whether it was a reel or something like that I saw. I did a lot of. I call it creeping, like when somebody's coming on my show I have to like creep on him a little bit, so I just dig in, you know, to find out what's going on but that's that's really cool. So let's go into luck, as a skill is a skill, luck is a skill, yeah, it is, and I wrote my notes.

Speaker 2 8:27

Wait, what, what, what what luck is a skill? Yeah, so if you think about it right, it's there. There's a skill developed behind this formula right, preparing, believing in yourself, you know, putting this studio together, whatever the example is right. So you're, you're prepared, you, you're great at what you do. Then you start to put yourself in environments where you see the opportunity. So there was this doctor, dr Richard Wiseman.

Speaker 1 8:48

He conducted a 10 year study. Isn't that funny. Is that his name?

Speaker 2 8:51

now that I'm thinking about it, I think it is Wiseman, and so he did a groundbreaking tenure study on the science of luck, and what he found was that lucky people tend to have broader social networks and they're more open-minded, and so ultimately you're putting yourself in these environments. But then the next stage of this formula is bold action and being able to do preparation, opportunity, bold action and doing that consistently. There's a lot of skill that's involved there. There's a lot of mindset. You take that bold action or maybe you don't take bold action, Maybe just take action and you send one follow-up message or one one phone call. Right, and that's not enough. So it really does require so many skillsets to have the discipline to consistently do that formula and when you do, you're creating environments where luck can thrive in your life. It's like, in short, it's the harder you work, the luckier you get.

Speaker 1 9:55

But when you break right. Absolutely, totally, totally true, because you know it's funny the more that we've been doing and I always include Hugo, because Hugo has been a part of the show for a very long time now but, and we have meetings about what are we going to do next, how do we make it better, who do we want to get on the show? And, uh, and it's true, like the more we do it, the more we we get better at it and the more I guess you want to get say lucky, but there's doors that are opening. I mean, us meeting you is just a different, uh, different guests and a group, a great guest and was very excited to have you here. So it's that kind of stuff too, which opportunity comes up. You realize the opportunity, but it doesn't work out.

Speaker 1 10:37

Yeah, that's the part about consistency right and you can't stop then you can't say oh, I was unlucky, no, you, you got, you got lucky, but it didn't work out. Not a big deal, Move on.

Speaker 2 10:49

Right, the more that you're, you're creating that environment where luck can thrive. It's like you know, you can't go on one listing presentation and then say, oh, I lost it, so now I'm not going to do all those steps that got me there to begin with. Right, you're going to go back and do it again. You might have to do it five times to win two listings, but you keep doing it. And that's where that persistence, that self-belief, that mindset all come into play. And we use the example of JK Rowling. It might come into play, and we use the example of JK Rowling. It might, it might be a little bit corny, but ultimately, 13 publishers before that book became, uh yeah, what it is today.

Speaker 1 11:20

Could you imagine those people that turned her down?

Speaker 2 11:23

How they feel Unbelievable.

Speaker 1 11:25

I mean Disney's got a whole, I mean universal studios. We were just down there and they have this whole like unbelievable.

Speaker 2 11:31

Harry Potter land.

Speaker 1 11:32

It's unbelievable. I mean, that's from one person's imagination and it got turned down.

Speaker 2 11:36

Right, and so you know the preparation was writing the book. Yeah, right, and then you know, then you have to find a publisher, you have to seek out the opportunity, someone to, but then that bold action part, that's the going to 13 publishers, right, yeah, and so you know, it's like the Michael Jordan, you know who missed the most shots in basketball.

Speaker 1 11:55

Exactly One of the best players. Best players? Yep, yeah, because that and same as look at baseball. Baseball is the same thing they strike out more than they ever hit. It's just the way it is, you know.

Speaker 2 12:05

Right. So you have to, you have to kind of get comfortable with you do and continuing to excel and continuing to create environments where, if I just keep doing this, at some point it's going to happen.

Speaker 1 12:21

Yeah, it's amazing. What I think is amazing is what you said before, that you got asked to do a keynote for for an organization and you then you're like, oh shit, now what do I?

Speaker 2 12:30

do. What am I doing? What am I going to do?

Speaker 1 12:32

What am I going to talk about that's? That's a little stressful.

Speaker 2 12:34

Yeah, you know what it? I work well under pressure. I'm like a commit first, figure it out later. Sometimes is my I don't need to come up with you know I don't need to know the whole process A through Z. I'm going to figure it out as I go. I'm going to keep doing my, my research, and so, um, I think you need to have a plan, but sometimes when you plan too much. That's where dreams go to die.

Speaker 2 12:53

You know, they just never get out of that stage because it's like, oh my God, this is so overwhelming.

Speaker 1 12:57

How am I going to do this? So true, so true. That's why I don't script the show. Everybody says well, how do you know what you're going to say? I said, look and you can see I have bullets. That's it.

Speaker 2 13:04

Yeah, and the bullets, you know. Having coffee, what used to, you know used to be going out to lunch or having coffee or just having a meeting together. Now we have it here recorded for plenty of people to hear, absolutely.

Speaker 1 13:24

Yeah, it is cool, really cool. So this is interesting you said that you also now and you did what you did during COVID when I started a podcast you started a podcast. You started a New Jersey construction. Yes, so you have a company that you're part of and what is it? Are you building homes? Are you doing additions? I mean, what are you doing?

Speaker 2 13:41

So so we're a general contractor. I have a part of phenomenal partner that's been doing construction for 30 years. He had an established business before we decided to dissolve that and open up a new entity called New Jersey construction. So you know we're I always say New Jersey's most reliable contractor. Like what's the problem you're going to solve for people and so for us it was, you know, being a reliable contractor, someone that answers the phone, that does what they say they're going to do, that fixes mistakes when they happen.

Speaker 2 14:08

I love real estate. I'm a real estate investor, I've been doing mortgage banking for over 15 years. It was like a natural. My father was in the construction business. It was like a kind of a natural natural thing. But all of these skills right, so everything transcends right, doesn't it so the? Same. The same tools and systems that you use to build a great real estate business, you're using to grow an amazing podcast, and so it's funny because it's all common.

Speaker 2 14:31

Yeah, and all that extra time. It was like what are you going to do with it? Right, what are you going to do with now? Not a lot of people are buying homes during COVID. No one's in the office, it felt like you know, so your hours went down, so we're really excited. We have a 65 star reviews on Google and we're just yeah, we're, we're growing and.

Speaker 1 14:58

I absolutely love it. So now you mostly in New Jersey then doing that, or, yeah, monmouth and Ocean County.

Speaker 2 15:02

Hamilton, Ocean County, Okay awesome.

Speaker 1 15:04

Yeah, that's different.

Speaker 2 15:05

I'm going to get you to drive too. We're going to get you there.

Speaker 1 15:07

I feel like I'm going to be driving to New Jersey sometime soon, you are, but okay, so let's go into. You said about possibly a book.

Speaker 2 15:15

Yes, you know I'm in talks with a publisher right now. Um, and we're almost at the end of the process. We just went through the yeah, so it's called the MVP mindset and uh, it's just it's, you know, only only 10% of people get past the first chapter in a book.

Speaker 1 15:29

I can only believe that doesn't surprise me, because I've been working on one for a while. And um, yeah, you're right, because it's the same as the podcast. They say like what seven? If you do seven podcasts, you're beyond the norm. How many have you?

Speaker 2 15:44

done. I think I'm up to like close to 40, some of them I do on my own now. That's good yeah it's just about mindset or motivation or sales.

Speaker 1 15:53

That's awesome. Yeah, they're good too. They're really good. So let's go back. So the book is called MVP. Of what MVP?

Speaker 2 15:58

mindset. Mvp mindset having kind of like a top performer.

Speaker 1 16:01

Yes.

Speaker 2 16:02

And so it's, it's actionable steps. It's I'm going to call it like a booklet, cause I'm like a cliff notes person- Give me the same here.

Speaker 1 16:08

Just get to the point.

Speaker 2 16:08

Yeah, I'm not reading 200 pages, I don't need a whole story, like if you're need to tell me about like one day a long time ago yeah, yeah, yeah, this is yeah.

Speaker 1 16:17

Just get to the point, exactly it's very to the point.

Speaker 2 16:20

It's very actionable. It's almost like if you ever go to like a seminar, like a tony robbins seminar or something like that, at the end of whatever he's speaking about yeah he's like, okay, now answer these questions and what are you going to do next?

Speaker 2 16:30

right, right gives you those things to do at the end of every chapter and so hopefully it's something that can help people. You know I was telling you before we started a coaching program which I've been a leader in this business a long time and, as we were talking about before, these things all transcend so the same things that you need in your life to apply towards anything you do. Um, I take just great reward in helping people reach their full potential. That's why the podcast started.

Speaker 1 16:57

Yeah, so the but with the coaching. Let's go back to that, that's. That's a different thing too. Do you find that when you're coaching somebody, you're also coaching yourself, or learning from it at the same time? A hundred percent, yeah, yeah.

Speaker 2 17:04

I think when you, when you're actually speaking something into existence, it helps you to continue to to hold yourself accountable to those things too, because you want to lead by example. I had someone on the show the other day that was talking about the power of networking and connecting.

Speaker 1 17:17

Right.

Speaker 2 17:18

And, uh, she was talking about follow-up and how you have to be good with follow-up and a lot of people leave that on the table and as she was talking, I was thinking about all the people I needed to follow up with.

Speaker 1 17:30

That's pretty funny to do right now, you're like oh my gosh, I can't do this right now. I got to follow up, yeah.

Speaker 2 17:35

I got back to the office, I'm like I'm doing it now Cause it would it had been. You know I'll, I'll get to always get to it. I can't do activities and not follow up. You know, whether it be open houses or brokers, opens, whatever you do for a living, you know. That's the bold action part, right, cause you can. That's the bold action part I. And then not do it, they'll be like she's full of it. Yeah, you gotta be authentic. Exactly Gotta be authentic. Yeah, it's cool, you know, look I. You gotta you gotta know how to build relationships.

Speaker 1 18:07

They don't just all always happen right away.

Speaker 2 18:08

Right, it happens over time, and so. I think if you approach them authentically and you know how to stay connected, it's, it's a great thing. I think the science of luck is really, hopefully, something that can inspire people to take take more chances on themselves.

Speaker 1 18:20

Now do you bring up science of luck in the book, then Do you bring that up in there now. So this is a completely different book.

Speaker 2 18:25

This is a yeah.

Speaker 2 18:26

I haven't written anything about the science of luck, but I would love to. I'm speaking about it in real estate offices and seminars. It's just going to be a topic we continue to talk about because it's a great way for people to think about. You know the results of their work and what it can create, and you know because people look at someone that's successful oh, look at Brad, how lucky is he. He's got to look at his podcast. He's got look at you Gets all these listings from the podcast. So what a lucky guy. No, brad was a guy that prepared, that put himself in places where he'd find opportunity and that took bold action. I mean, you're taking bold action to get guests every day. And how much you learned from, from just sitting here.

Speaker 1 19:02

It's unbelievable what I learned from actually the research. I usually learn a lot, um, and then also from being here and there's things that what happens, too, is that I'll sit back later on and I'll kind of analyze um our conversation and think about what, what did I get from that? What can I use for the next podcast that makes me better or, you know, makes me better at asking questions or connecting with the guest or whatever.

Speaker 2 19:27

So well, you're great at asking questions and when I think about the audience. Right, and we asked that question in the presentation what. What can you do today to be luckier tomorrow? What's that phone call you need to make? Where's that place you need to go? Who's that person? You have to see who. Who's that. Who's that person? Or that opportunity that you've left on the table? Because research finds that most people they don't. They don't create that environment where luck can thrive because they they miss opportunities. They just don't see them.

Speaker 2 19:53

They're not, you know. So use this example in my career, where, you know, I was with a large bank institution for almost 13 years. I was a producer, a loan officer, and then I wanted to become a leader. I was really passionate about wanting to grow my career and I was prepared, but then there was this opportunity that came and I applied for the position to run my own branch and I didn't get it.

Speaker 1 20:16

And I was like Okay, all right.

Speaker 2 20:19

So I have to kind of like now take a step back and figure out why is. Maybe there's someone else more prepared than I am.

Speaker 1 20:24

Maybe that, or maybe that just wasn't the right thing for you, right, but I, but I, but I saw the opportunity.

Speaker 2 20:29

So you know, overcoming failure, right? This is what this one's about. Is like I. Six months later, another posting job posting came up and I went for it again, and that time I got it. And ultimately, by the time I left, I went for it again, and that time I got it. And ultimately, by the time I left, I was running the number one team in the country as one of the youngest leaders in Manhattan and um our team did 2.1 billion in fundings in in one year, in 2021.

Speaker 2 20:53

Yeah, 53 people on my team, 16 bankers, 53 people. Yeah, it was incredible. It was an incredible time, but it was one of those things Like if I didn't, if I didn't go after that next opportunity again, it just wouldn't have been there. So you have to just believe in yourself. You're going to hit these roadblocks, you're going to fail. Keep going for it and keep preparing. I had to go back to the drawing board and say how can I be better prepared the next time this opportunity comes? Because I'm still going to go after it, but I need to work on myself in the meantime. And so you sometimes you can get feedback from people. Hey, what could I have done different?

Speaker 1 21:23

Yeah, I always do that, you know. I think even to just a listing. If I lose a listing, always do that, and I, you, and it's hard because you want to be like freaking out on the person, that they pick somebody else, but you have to say hey. By the way, you know, it would really help my business if you could tell me why, why you chose the other person, and if it comes from a real, sincere, authentic place, they'll want to help you on that and they'll tell you the truth and they'll say it and then, but you have to be ready to take that information right, swallow and go.

Speaker 1 21:55

Okay, you can't go oh, they don't know what they're talking about or freak out about stuff. You just have to take the information and that's. And that's part of learning, it's part of growing.

Speaker 2 22:02

Yeah, I was listening to one sales trainer who at that point, if you know, when you get that kind of objection you talk to people about, you know well, before we kind of move along like what talk to me about why you know, you kind of can get them back to where where you were, almost like maybe they're not ready to list right now, or maybe it was a friend or family member. One thing you never want to do is make an assumption right, oh, they must've not wanted me because I was too old, I was too young, I was right. So you got to get back out there. And it's funny because when I did the presentation at a real estate office on the science of luck, that was what someone asked Like how do you overcome failure, how do you overcome rejection? You just beat yourself up so much. I mean, I heard the other day 74% of realtors.

Speaker 1 22:42

Is this true? Didn't have one deal.

Speaker 2 22:43

Didn't have one deal.

Speaker 1 22:44

Yeah, we don't like to put that out there too much.

Speaker 2 22:45

No, I'm just kidding, Not this office though right, not this office.

Speaker 1 22:48

No, we'd be in trouble. Yeah exactly no, but no, you're right, it is so true and it. But what's amazing about that? When I thought about that number, I thought, oh well, there's no way that could be correct. We have about 1,200 agents in this county. It's a small county, I'd say probably about 200 or 300 are doing the business. Wow. So if you think about it, that's in that 70% range. So what's weird for me is how are they making it? How are they making a living?

Speaker 1 23:22

Yeah, I mean it's uh, it's still been. If you sell one house, you're doing better than most which is crazy.

Speaker 2 23:26

I mean, it's the same thing on the mortgage side of the business too. Right now it's a. It's pretty incredible how, how degradated you know the opportunities become, and but you know those people that are excelling, those are the people that are applying that luck formula in their life. They, they've probably gotten more prepared than ever. How do I prepare for COVID? How do I prepare when we get out of the lowest interest rate environment we've ever been in? I mean, that's a totally new skill to develop.

Speaker 1 23:51

How do I?

Speaker 2 23:52

how do I overcome the objection of I don't want to sell right now because I have a rate of 2% and rates are seven or eight? It's hard, it's very hard.

Speaker 1 24:01

That's a tough one. That is a tough one and we talk about this all the time. I mean Hugo's shaking his head, because a lot of times we talk about this on the show that I do with Pete, and it is hard because they're at three and a half percent and they're saying why would I sell, move to Florida and pay 7%? You know, but there's, there's things in there. There's also, you know, are you going to let always let money hold you back from where you want to be? Right, you know what I'm saying. Like you got to be careful. Yeah, happy happiness is something too. The other thing is that if you're at two and a half or three and a half percent and you're almost paid off your mortgage, you're you're going to be paying uncle Sam more money because you don't have much to write off.

Speaker 2 24:34

So there's a lot of things. It's really hard and yeah, but you had to re-prepare for that oh absolutely.

Speaker 1 24:40

You had to kind of re-educate yourself Well what are some of the?

Speaker 2 24:42

reasons why people would still consider moving. I mean, you know almost 40% of all people that own homes don't have a mortgage. Yeah, we talk about that. Isn't that incredible? It's amazing.

Speaker 1 24:52

It's the best time ever. We have more equity right now. In our country, it billion in equity that more. And that's why when people say, oh, 2008 is going to happen again, I'm like no, it's not. We didn't have equity back then, we had no value, and so it's a total, and banks were doing some things that were not good.

Speaker 2 25:09

I mean what a great time to doubt, to think about downsizing.

Preparation Meets Opportunity: The Formula for Luck

Speaker 2 25:12

Right when you, so it's like you know, I think in the beginning of your career, maybe somebody that's out there today that might be feeling discouraged. It's like you know you don't. It's never like you don't make it right. It's not like you get to the top of that mountain and like I'm here now, I don't have to do anything else. It's like now you have to, now you have to stay there, right, so it requires just as much. I always use the example of like a professional athlete. They don't stop practicing once they become a pro, they practice more. So you know, that's why we talk about luck as a skill, because those other 30% of realtors they're applying that skill, which is creating environments where luck is thriving in their life, and they're getting more listings, more clients.

Speaker 1 25:50

They're creating it. You're exactly right. You said creating. That's exactly right. They're creating and I think a lot of people think it's going to come to them. It doesn't. You have to create it, they have to create it and you have to make it happen. So let's go back at the. I want to talk a little bit more about your uh, the podcast. Sure, like who, who are you having on there? Like, who is like what's the? What's the goal there with that? Who are you trying to get?

Speaker 2 26:13

So well. I think, ultimately, that the mission was really to help people just to reach their full potential. To you know and it evolves as time goes on We've kept our audience and our guests extremely diverse in the topics that we've been doing. Isn't it fun to always be looking for the next fun topic? Yeah, it's awesome, do you?

Speaker 1 26:26

find, though, that you're starting to get a lot more people asking to be on. Yes, yes. And then you get to a point where you're like all right, I have 10 people that are all going to tell me how they made $10 million in their first five years in business, or whatever it is, and it gets to the point where those those stories are boring.

Speaker 2 26:41

Yes.

Speaker 1 26:42

Because this is not boring, this is, this is fun because it's it's there's depth to it, but there's a lot of time. Many times we say you go. I say you know, I don't need to have anybody on tell me how much money they made in such a short period of time. That doesn't do anything for me.

Speaker 2 26:56

Right.

Speaker 1 26:57

It really does, cause there's a gazillion of them that are out there. Yeah, so it's just having those good conversations. Yeah, you just had a lady in there that does like wardrobe or something Personal styling.

Speaker 2 27:08

Yes, yes, it's Carly Walco, she's she'll, I mean she'll completely revamp. I mean, just think about it.

Speaker 1 27:13

We think about confidence and preparation.

Speaker 2 27:15

Yes, I mean, you got. You want to look good, right, and so that's something that a lot of people just aren't that great at shopping and finding what fits them well. And so she'll come in your house, she'll go through your closet, she'll figure out what works, what doesn't work, and then she'll be your personal and like, oh she would have a field day with me.

Speaker 1 27:32

She'd be like you know you own nothing but plaid. I think you should get your hair like that again. Do you notice that?

Speaker 2 27:41

I've lost most of that.

Speaker 1 27:41

Yeah, I wish I could get my hair like that. Yeah, that's funny, it is funny, but no, that's that's really interesting we try to get people on.

Speaker 2 27:46

That can we can fully help people, right? So we've had a personal stylist come on who does all your shopping. We had someone come on to talk about the truth, about your health.

Speaker 2 27:55

Right, you want to optimize your health yes, yes you want to optimize how you look so that you can you can feel better, because in this job specifically I don't know if you own a business, if you're a realtor, if you're a mortgage person you need to feel good, to show up every day and to to have that mindset, to get out there and try to win in a in a tough field.

Speaker 2 28:11

So we've also had some I'd like to call them celebrities HDTV celebrities, love it or list it. Eric Aramita we had a guy on John Steingraber who runs a great real estate investing networking, but he's also on A&E 24-hour flip. He had this incredible idea to flip a home in 24 hours so just two 12-hour days and gets this thing back on the market.

Speaker 1 28:34

Oh, two 12-hour I was going to say two 12-hour days, that works.

Speaker 2 28:36

I was thinking 24 hours.

Speaker 1 28:37

That's pretty amazing. But, even so, that's incredible.

Speaker 2 28:40

It is. It is really great. Wow, that's an undertaking yeah, but it was a great show. You should check it out.

Speaker 1 28:45

Yeah.

Speaker 2 28:45

His story is really powerful, and so we had Craig Sewick Sewing.

Speaker 1 28:50

Yeah, yeah, I always want to say sewing. I know Because I always ask him it's sewing.

Speaker 2 28:57

He's like yes, about media. They talk about health, we're, we're, we're just giving all kinds of information and then, and then I'll do just a separate podcast, sometimes just audio only, sometimes video. I've seen that.

Speaker 1 29:07

I've seen you do the audio on you where you'll have some notes and you. I want to do that. I haven't done that yet. We have talked to him about that, where there's certain things that I write a lot of stuff and and there's a lot of stuff that I have on trust and building relationships that I'd, but I'd like to do it in that format.

Speaker 2 29:21

Well, we were talking about Ed, ed, my lad.

Speaker 1 29:22

He does a ton of just just him, right, he's amazing, he really is like prophesizing. Yeah, I, I, yeah, and he just talks and you just sit there and you're like it's unbelievable, he's, he's really amazing, it really is.

Speaker 2 29:42

Well it's.

Speaker 1 29:42

It's great. Yeah, I'm listening to her. I'm listening to her book. I don't read books, I listen to them. So I'm listening to her book right now. It's really good.

Speaker 2 29:47

She do a phenomenal job marketing that book.

Speaker 1 29:49

And she was at the Keller Williams family reunion last year. Oh, really. Yeah, yeah, we have another one. Did the makeup she's a little heavier, but she does makeup. I forget Kern, something Kern, jamie Lee Kern or something like that. She's going to and she's amazing too. Male Robbins and all these guys. What's your favorite podcast to listen to? Yeah, I think it Ed and Mel are at the top of that list.

Speaker 2 30:16

I think, uh, you know I'm always finding new ones. And they say, like, you know, find maybe like five or 10 that you'd like to really listen to, and sometimes you don't listen to the whole thing, but I love sharing them with people. I mean, before I did my own podcast, I was sharing other people's. I was like, mom, you got to listen to this right, I share them a lot, Ed, my lead.

Speaker 1 30:32

I share all the time now, but I do.

Speaker 2 30:34

I do start to notice to launch and how to grow a podcast. I don't know if you've heard of schoolcom with Alex Ramosi. So there's this whole thing. School S-K-O-O-L.

Speaker 1 30:49

Really interesting.

Speaker 2 30:50

You can create all these training modules and there's a whole calendar. You could go live. You create your own little community and they can subscribe to be a part of it with you?

Speaker 1 30:58

Oh, that sounds fun.

Speaker 2 31:06

There's so many people out there that are like lost. I'm like what do I do? Right, when you think about a problem, how do you solve it? You know you have so many agents. How do I do video? How do I edit the video? Who's going to do the photography? Who's going to do the film? How am I going to get a podcast? I don't know what I need. Mike's lighting all this stuff. So it's um. Here's everything I need, step-by-step, for creating a podcast.

Speaker 1 31:22

I love that idea of that.

Speaker 2 31:23

So there's yeah, we'll talk about that Cause it's, it's really cool, but check out school schoolcom. It's an app, um, and there's a lot of. I'm actually subscribed to some other sales trainers that are on there, and so it's a. It's really cool if you're looking for like coaching at an affordable kind of group price.

Speaker 1 31:38

Um, that's pretty neat. I never heard of that before. Yeah, that's pretty neat, it is interesting.

Speaker 2 31:42

But I noticed in the podcast world and probably your audience maybe they're listening to podcasts A lot of the ones that are really taking off, are getting current events Right. So part of what I like the just the audio only is because you could just throw it on and boom, you're talking about the impact of Trump's executive orders and what it means for housing. So we put something together like that sent it out to a hundred agents.

Speaker 2 32:03

Hey, not political, just informative. And what does it? What does it mean? How's this going to impact us? Immediate housing relief right that was the EO right and increase the supply.

Speaker 1 32:14

And we need supply.

Speaker 2 32:16

Gosh, do we?

Speaker 1 32:17

need supply.

Speaker 2 32:17

We do it's everywhere too, I blame you guys. Can you list a house, I mean?

Speaker 1 32:25

Oh my gosh, it's so true. No, nobody wants to move. That's the problem. I mean it's so funny. And that problem I mean it's so funny and that's the lower interest rate. So I blame you guys.

Speaker 2 32:32

I know, yeah, it's our fault. I'm gonna put it back on you. How do you like that? Well, there are options for that you know we get to the mortgage product talk, but you can get a rate that's in the in, in the low fours, if you want sure, just kind of pay for it there's a yeah there's. You can have the seller pay for it too exactly there, you know, we back to preparedness it's just you kind of try to find ways that you can create solutions for people and that they don't.

Speaker 2 32:53

You know, in New Jersey we have a $22,000 down payment assistance program.

Speaker 1 32:57

Wow. If you're a first generation homeowner, $15,000 if you're a first generation homeowner, interesting First gen.

Speaker 2 33:05

Yeah, you guys have one in Pennsylvania too.

Speaker 1 33:07

We have PHFA, which I think is what. It's the same thing.

Speaker 2 33:09

It's like I don't know what. I think the amount's a little bit less.

Speaker 1 33:12

Yeah, but that's because our average sale price is so so much lower.

Speaker 2 33:17

But if you think about it you know they've never been throwing.

Speaker 1 33:18

They haven't thrown more money at first time home buyers than they are today. Yeah, exactly.

Speaker 2 33:20

And so it's, it's just crazy, and I have buyers that it's been two years.

Speaker 1 33:27

They haven't found anything, yeah getting the inventory, getting them to find what they like. You know so it's crazy, but you know what we have to wrap this up.

Speaker 2 33:34

Believe it or not, you have a question, go ahead. Go ahead, you get your question, yes thank you uh, your first uh your um a no-brainer productivity tip and a no-brainer financial tip for the average person?

Speaker 1 33:46

oh, that's a great question so you always ask good questions what was the first question?

Speaker 2 33:49

uh, no-brainer productivity tip, productivity tip. So I think you have to, obviously, and this is not fun for all of us, but you have to get back to the basics on your time management routine. I like to create what I like to call the ideal work week and you'll look at it and be like there's no way I'm ever going to do this this has been the perfect world.

Speaker 2 34:07

But I think you should create that perfect week. What does it look like? What are you doing every day? What are you doing once a week? Get it all in there and look at it every day and you know it's not time management, it's it's really self-management. It's like how do I get myself to do something I don't want to do?

Speaker 2 34:23

And then the feeling when you're done, doing it is good, exactly, it does feel good and you're not, you might not hit it every day, you probably won't, because it's just ideal, but you want to, you want to strive for it. And then, as far as financial, I was just saying, the other day I had somebody on the show that wrote a book called the real decisions the financial impact of renting versus owning. Because you have a lot of influencers out there today that are saying oh, this is a renter nation and you should. You should rent, you can be fluid, you're work remotely, don't get stuck in one area. Rent, uh, owning's a waste of money, right?

Speaker 1 34:55

They're literally touting. I'm going to send them to you when I see them. Yes, please do that's. That'd be a good topic for Pete and I. That's true, Invite me and.

Speaker 2 35:02

Brad on your show and we'll tell you why. But? But I had someone come on and he wrote a book. He's very passionate about it 20 years as a financial advisor, and one of the stats is that, on average, someone that owns a home has a 40% higher net worth than someone that rents. And so you can slice and dice the numbers all you want, but home ownership is an incredible way to build wealth.

Speaker 1 35:24

No question.

Speaker 2 35:25

Whether rates are high or low. So I encourage you. I don't think there's one person I know out there that regrets buying their first home. Nope.

Speaker 1 35:31

I always say jump in person, I know, out there that regrets buying their first home. I always say jump in, you got to jump in, you can't wait. The only market we know is the market we have right now. You can predict as much as you want, but we don't know what's going to happen A hundred percent.

Speaker 2 35:40

So I just really encourage people. There's a lot of benefits out there right now and it's a great time and it's a great way to build wealth. Yeah, absolutely, absolutely Did you know I was going to say. That Was absolutely.

Speaker 1 35:53

You know I was gonna say that was that staged it might have been staged thanks so much. So how do we find you? Give me all your socials or whatever you want to want to find you at everything is at billion dollar banker.

Speaker 2 36:02

I hope to see you guys soon and thanks for having me brad oh, you're very welcome, so so fun, all right.

Speaker 1 36:06

There you have it, nicole perrone, I'll tell you what. The billion dollar banker. That was just a fun time and and hopefully maybe when she comes out with her book she'll come back down. We'll see the whole driving thing. I think it was a problem, but that's about it. Thanks for coming here every Thursday at 7 PM. We'll see you next week, all right.