REality

The Ninja Selling Secrets that Transformed Meaghan Austin's Career

• Gary Scott

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Building meaningful connections is at the heart of real estate success, and this episode uncovers the strategies to make it happen. From writing personal notes to harnessing the power of the FORD method—focusing on Family, Occupation, Recreation, and Dreams—listeners are equipped with tools to foster genuine relationships in their professional lives. The episode offers a fresh perspective on post-COVID real estate practices and emphasizes the enduring importance of curiosity and active listening. These time-tested techniques are not just about closing deals; they are vital skills for crafting a fulfilling career.

For newcomers to real estate, this episode serves as a roadmap to success. We underscore the value of traditional practices and resources, such as the "Ninja Selling" book, while showcasing how consistency and a positive mindset can transform both personal and professional spheres. Meaghan and I discuss the fine balance between work commitments and personal life, highlighting the limitless opportunities that await those ready to embrace them. Join us for an energizing conversation brimming with gratitude, passion, and practical advice, designed to empower you to reach your real estate goals with confidence.

Speaker 1:

Welcome to Reality Podcast. I am your host, gary Scott. Today we have Megan Austin with us. Megan, how are you?

Speaker 2:

I am amazing. Thanks, Gary, for having me on today.

Speaker 1:

I want everybody to pay close attention to what her response was. I am amazing, and by her sharing that passionate amazing, I'm better than I was when we began this recording. I am so excited to have Megan with us today. She's going to share so many wonderful, impactful nuggets to our listeners about the business and about how I can be really good in the business and also have a quality of life. So what I love to do is I grab the bios of our guests and I like to read a piece of it, and so I love Megan's bio. I'm going to read one sentence, which I've never done I love these firsts and then I'm going to turn it over to her for her to walk us through that statement. So, megan Austin, I began a journey on a road less traveled. What does that mean?

Speaker 2:

I got done college and met my future husband very shortly after in the hometown that I grew up in and we were together for maybe like a year or a year and a half and he said I want to go to Hawaii. If you want to come, you can, but I don't want to take you away from your friends and family and what you have here. And I'm from a really tiny, tiny town in Maine. And I said I want to go, Take me with you, I'm ready.

Speaker 1:

Wait a minute, I have a clarifying question. It's always good, as the interviewer, to ask a clarifying question. You were married at the time and he gave you a job. Oh, I thought you my future husband. So I'm thinking. Your husband asked his wife and you thought you had to think about it.

Speaker 2:

So, okay, opened up this door to travel and it was nonstop adventure for the first 10 plus years of our relationship and it is still going on today. We just travel and adventure together and we're really good at putting what we need for three weeks in a single backpack and just making it happen. Being in restaurants before I got into real estate allowed me to do that, so I have worked and traveled in multiple countries and he just introduced me to a life that we just have not stopped enjoying the entire 17 years we've been together.

Speaker 1:

Well, that's amazing, so I did interrupt you. You went from a small town in Maine to Hawaii. Just share a few of your other stops.

Speaker 2:

So first stop was Kauai, the most northern island of Hawaii. Then we went to Oahu and and then we worked on a cruise ship that does all the islands Met some people on the cruise ship from Australia. They say you got to come to Australia. Why would I want to go to Australia? Everything's going to kill me. They have like 26 of the 27 deadliest snakes in the world. We said no and then we changed our minds a few months later and we ended up in Australia for a year and a half Young we were my husband had just turned 30, so I was like 27.

Speaker 2:

And we just kept adventuring after that and in countries beyond, and it slowly led us back to the US where we kept traveling. We worked in Yellowstone National Park for a summer and from there we went to Colorado where at that point in our relationship, ended up being the first place we were for the longest period of time. We were there for almost six years, and then we wanted to buy a house and Asheville was definitely at the top of our list. So we have been here for almost eight years and have not looked back. So longest place that we've been in 17 years has now been Asheville, and we would not trade that for anything. We do not see ourselves going anywhere else, except for just traveling.

Speaker 1:

Well, so that's good news for our company, that is for sure. So if I could pull our listeners, my question would be the following how many of you feel like you've lived a really boring life? So I'm just going to say right now, lived in Wilmington, delaware, charlotte, north Carolina and Reston Virginia, and that's it. Charlotte, north Carolina and Reston Virginia, and that's it. And so you know clearly the adventure part of of your journey I love. I began a journey on a road less traveled. Many of us have heard about the book, but now we kind of heard a story, so I've got to tell everybody, like, how do we decide who we interview? And it comes to us in all forms and fashions, and so our story is a really great story and so I want to share it.

Speaker 1:

May 16th, the Allentate Company takes its leadership team to Clemson.

Speaker 1:

We're a proud partner of Clemson Athletics, so we get to take advantage of some of the incredible facilities there for team meetings, and we were bringing in a gentleman who I had not met but heard of, uh, eric Zimmerman from Ninja, and Eric came in and motivated, inspired, as a matter of fact, he's been on this podcast and, uh, during his presentation, uh, he, he referred to megan three, four, five, six, seven times and, you know, showed this and showed that.

Speaker 1:

And so afterwards, as he and I were walking out, he said gary, I think what happened is megan. I had said to him hey, ark, I need you to be a guest and he said to me you don't need you to be a guest. And he said to me you don't need me to be a guest, you need Megan Austin to be a guest. So I think that day I emailed Ashley Bryant, who helps coordinate these great podcasts, and had her reach out to Megan, but then Megan just told me a whole other piece of this story which I think is interesting and a little bit funny. So, megan, tell me what happened while I was in Clemson with about a hundred leaders and thinking about interviewing Eric and him telling me to interview you. What was happening in your world on that morning of May 16th?

Speaker 2:

So the local leadership team that represents the Asheville Mountain region a few of them started texting me with a picture of my face on the slide, and I knew that there was a slide but I didn't know like when or where it would be utilized and I immediately thought am I missing something? So I texted Eric Zimmerman and I said, hey, am I supposed to be somewhere that I didn't know or didn't make it on my calendar? It was just amazing to get the feedback from the leadership and it felt so great.

Speaker 1:

Well, I think we had a great day that day and we're going to have a great day today, very, very excited. But we're going to get into Ninja pretty soon because I think that's going to be at the essence of our conversation. But eight years ago you moved to Asheville. After your journey it's exciting to me to know that you continue to do the fun travel Enough clothes in a backpack for three weeks. I got to think about that kind of on another time and another day, based on how I pack to travel. However, when did you get in the real estate business and, most importantly, what led you to this industry when you moved to Asheville eight years ago?

Speaker 2:

I have been in restaurants for 20 years before I decided that it just wasn't for me to keep moving forward 20 years is a long time to be in one industry and I got to a point where I realized that I didn't have any savings, I didn't have anything for my future, I didn't have health insurance and I needed to make a change. But also this was in 2020, where the world totally upended and changed, and it just changed people that were coming into the restaurant that we saw on a regular basis and I decided that I needed to do something better for myself and my future. So I kind of looked at what could I do and still be of service to people to create some kind of value, and I narrowed it down to real estate. I got my license in August of 2020. I joined at then Beverly Hanks September of 2020. And I stayed in the restaurant for almost another two years about a year and a half until I finally fully walked away from the restaurant. I have not looked back since, which is just amazing. But the week I got done in the restaurant, I put four houses under contract. I could actually focus the proper amount of time and energy into this new career that I was jumping into headfirst and at that point I knew that I was making the best decision that I possibly could at that point in time in my life.

Speaker 2:

And so here I am, four years later, still with Beverly Hanks now Alan Tate, beverly Hanks and I just joined the company. I picked out Alan Tate and Beverly Hanks now Alan Tate, beverly Hanks and I just joined the company. I picked out Alan Tate and Beverly Hanks specifically for the training program. I knew that I would be able to learn everything that I needed to and be fully supported by being a part of that company and I 100% have. That has been the best part but also being introduced to Ninja from day one. Beverly Hanks has been a Ninja company for many, many years and they have kind of really helped inspire Alan Tate to really do more with Ninja, because they have seen the impact that it's had on so many agents' lives for the better and just to make the area and the world around us a better place. Who doesn't want that? Who doesn't want to be a part of that vision? So learning that my company is also a ninja company just catapulted my business. So in 2020, the company did not offer the Ninja installation.

Speaker 2:

So I kind of got by. I floundered a little bit for the first year in real estate before I could take Ninja. I read the Ninja selling book by Larry Kendall immediately. I read it three times in my first year actually, just because I knew that this would be the path that I would pursue. As far as like a selling system because everyone has their own type of selling system Ninja doesn't feel like selling.

Speaker 2:

It's a relationship and that is where it is pure gold for me. Even working in restaurants, you still have a level of relationship that you're building with your customers and clients and vendors. That has moved over into real estate for me, and it has been those relationships that I've built in the restaurant industry that has gotten me to where I am today industry that has gotten me to where I am today. I am not from Asheville, north Carolina. I had only lived here for four years. People don't really think that they can actually build a relationship business when they don't know people. I had enough people that knew me, liked me and trusted me and I had great relationships with that. That is what I have built my business off of. Had great relationships with that, that is what I have built my business off of. So when I finally took my first Ninja installation in September of 2021, that's where I saw the real change, and then it was that, following April, that I was able to walk away from the restaurant.

Speaker 1:

That is a great story with so many takeaways built in there. Just, I always like to recap for my own self. Number one is Ninja is more than a selling system you mentioned earlier. It's about making the world and the community a better place through quality, long-term, sustainable relationships. And then the real estate business follows, and that is really a mindset. I'm not trying to steal the mindset, skill set, take action. But I do think that, whether it's a system or a program or relationship building.

Speaker 1:

it is definitely a. I call it, it's a discipline, and I say it's a discipline because you've got to do it. And so for a listener that may be with us today, with us today, take another step at explaining a little more about the fundamental philosophy of the ninja selling system. Not everybody listening may or may not be as familiar as you have been, and we as an enterprise are becoming so the ninja system is really mindset, skill set and action.

Speaker 2:

Like you said, gary, all of those things have paid off every single week and half of those you do every single day. The way that I do them to make myself successful, to be able to manage my time, is getting those things done first thing in the morning so that I can go out and work on my business in the afternoon. So I 100% focus on generating the business in the morning by doing my notes and my phone calls to people that know me and, like me, they want to talk to me. Doing my real estate reviews and going through my hot and warm list every single day Affirmations, gratitudes it's all mindset and skill set. And then in the afternoon I get to go and put that into action with my people.

Speaker 1:

So I'm going to a little bit of a quiz test. So Beggin alluded to the Ninja Nine During that last segment. She shared the nine. But let's take it a step further and really go one, two and let's share with our listeners the nine, really starting at one, because I think you mentioned all of them in that segment. But let's put it in a format for our listener that if they want to take a note and say number one is, I think it would be hugely valuable. That if they want to take a note and say number one is, I think it would be hugely valuable.

Speaker 1:

This is a I think this is one of our episodes of many, megan that I think people listen to it in the car or they're walking, that they really have to sit down, listen to it with a notepad and make sure you take some notes and then think about what pieces of the great information you're sharing might they put into action. We like to say tomorrow or the next day or the next day, how does the information we share impact and influence people's business quickly? So walk us through the Ninja 9.

Speaker 2:

Yeah. So the Ninja 9, you can start doing right now. You can start it today, day one I get up, I do my gratitudes and affirmations and then just showing up and staying on agenda. I write at least two personal notes a day, but if you really want to get your business going, that is something you can very easily double down on. You can very easily double down on. And then number four is my hot list and number five is my warm list. So one through five every single day, done before 10. And then you still have time to work in it.

Speaker 2:

And then my weekly that I do every single week is making my client customer service calls, which I do every single day. A a little bit every day. It adds up. I do two real estate reviews a week, which is kind of a lie because I do at least three, and again, it's one of those things that you can double down on to really escalate your business quickly. So four real estate reviews every single week and if I can get those delivered in person, then I am 100% winning my week. So my goal is at least three out of four to be in person, hand delivered, even if it's just to say, hey, how's it going? Give them a hug. I have this for you. This is huge value so you can see what your home and your investment is doing for your future. People are not sad about that.

Speaker 2:

And then, along with the customer client calls 50 live interviews a week. I break it down, I do at least 10 a day and these are all forward calls and I had mentioned it previously. But people that know, like and trust you, they want to talk to you, they want to hear from you and that is where the gold is, is when you have those personal relationships with these people. It's where you are learning about your people. You know, I find out that they most likely will have to move before they sometimes even think about there's so much pain happening right now. Let me help you with that.

Speaker 2:

But that's the those calls, those four calls. If I can learn one thing new from every single conversation that I have, even if I have known these people for 510 years, there's always something new that you can learn and it's just having that curious mindset. And then, last, the number nine is just updating your database and that's weekly. So I people say that I am a ninja through and through. I forward, I do my 50 calls. I make notes about those calls, about the pain and pleasure, about the little things, even like finding out what their favorite wine is, favorite drink, favorite place to go out for food, just so that I can learn something, so that maybe later on I can create some value by gifting them something that I know that they are going to enjoy, because they've already told me that that's what they like. So just being able to take all those notes and then updating it in your database, so it's all part of it and it keeps it flowing.

Speaker 1:

So I think they call it stay in, keep in flow. So, first of all, again, if I could poll our listeners, I would say how many of you are exhausted. Well, again, if I could poll our listeners, I would say how many of you are exhausted, like, how many of you are just seriously exhausted and saying to themselves 50 interviews like you just know what people say. You used a term three times that I want you to expand on Ford. I love it, eric. So I'm coming on the Ninja journey. Have not been certified. Love it, I think. Megan. I've kind of been living it for my 38-year real estate career, unofficially by other processes and other mentors and things like that, but not nearly the clearly defined nine elements of Ninja. But talk about Ford because I think that's a really important concept and I left on May 16th and when I talk to people, particularly that I'm just getting to know, I stay focused on Ford, which makes the conversation.

Speaker 2:

I stay focused on Ford, which makes the conversation flow really like very few others you can have that are less intentional. Absolutely so, ford. You're looking at your family, asking questions about family, their occupation, how's their job? Is there a promotion coming up? Recreation what do they like to do for fun? What are they doing on the weekends? What are they they doing for the fall? What are they doing for holidays? And then, dreams is anything that's in the future? And it's so easy to get into that rhythm of asking these questions.

Speaker 2:

But listening is definitely the most important part, like going in with to the conversation with the mindset of being curious and wanting to learn keeps that door open. And when you're curious and you're listening and attentive to the person that you're talking to, they are just an open book. And who doesn't like to tell their story more about themselves than the person you're talking to? And I will say, as a person that has done a lot of traveling and living and loving life and love what I do, it's so hard for me not to share my experiences because the conversation is not ever about me, it's about the people that are on the other side.

Speaker 1:

Well, as I say often, when you listen to comments that you just made, a lot to take from that in a positive way Family occupation, recreation and dreams Make it about them. And you know, I think you just made a comment, you know people absolutely like talking about themselves and not in a bad way, but it's, it's a story they know. It's a story that they, that it flows, and so, uh, you know, I think, uh, one of the opportunities that our industry has today is really really elevating the relationship component. Megan, particularly coming out of COVID, it's interesting. You got in the real estate business in the beginning. Part of the euphoric nature of our business that followed six months of we didn't know what was going to happen to this incredible real estate market, so you did get in at a good time. I think. The other thing you mentioned earlier that really hit me was you sold four houses when you stopped working in the restaurant, because you were able to stay really focused on the business. And I think that's really important for us to think about is, sometimes we can get diverted our attention, our energy, our time, whether it's another job or whether it's something else, but in order to be successful in our business. You've got to. Well, ninja number two, you have to show up and then you have to do the things. You have to do the things.

Speaker 1:

I've told this story before and this is not to be intended to be a criticism, but I worked for a guy recently in another firm and he had not been in the real estate business, he had been in the finance business and he had been around the real estate business for about 100 days and he came into my office one day he said Gary, here is my observation about real estate professionals Seventy five percent have no idea what they're going to do after lunch, of what they're going to do after lunch. Right, and what was interesting for you is I spend the morning on the first five and I spend the afternoon on the take action. So my former colleague is probably not that far off of the majority. It's about staying true to that. So one of the questions that I have for you is how do you stay like what?

Speaker 1:

There's never a secret sauce, there's never a magic pill. What keeps you so disciplined, consistent in the execution of your plan? Like help our listener understand. Okay, here's the nine. I've heard about things like like how do you stay true to it?

Speaker 2:

I am the CEO of my own business, 100%. Nobody else. Nobody else is going to tell me what my day is going to look like. They're not scheduling my appointments, they are not getting up and doing the things that need to get done. I am the only person that can make that happen.

Speaker 2:

So I it goes back to working in restaurants. I put my heart and soul into everything that I do and have always done, and I never completely got that back. When I worked in restaurants I never felt fulfilled. I was always drained and I just kept working harder to try and do better and do more and I never saw that come back. And then I got into real estate and industry that the harder I worked, the more of a return I see, and it's not a monetary return, it's my life is full.

Speaker 2:

I have amazing people that fill my life every single day and it's because of the relationships that I continue to build and nurture. My people is what keeps me going and knowing that I can help people move and change what they're doing to be happier, I'll say you are the only person that can ever make you happy and if you're not happy doing what you're doing, you're the only person that can actually change that and no one's gonna tell you hey, you need to go get a different career, you need to change jobs. Definitely matters who says it and when something like that comes along, if you're telling yourself that, then you just need to be true to yourself. That pushes me every single day. I am my own business and no one is going to do it for me. I do not have anyone behind me other than the people that are saying Megan, keep up the good work.

Speaker 2:

You're doing fantastic. That's what really keeps me going. Work You're doing fantastic. That's what really keeps me going. I'm like high positive energy all the time, but it definitely shows in how I show up and how other people see me, because I always have a smile on my face. I'm always doing amazing, and that is my mindset. If I'm doing amazing, I want other people to be amazing too. Why not? We only get one chance to live in this life. We might as well be the happiest and best versions of ourselves.

Speaker 1:

Well, it's funny, as you were saying that, I was thinking to myself I actually wish, of all the interviews I've had. There are times we show snippets of our video, which we are doing, but it's 100% an audio podcast. I will tell you for our listeners. You can only imagine, because I guarantee you can hear it. I think, a couple of things to think about. She is smiling like it is the best day of her life when we introduced her. How are you doing? I am amazing and I immediately became better, immediately, and we have been on for 28 minutes and 15 seconds and there have been 28 minutes and 15 seconds of this big smile that is radiating my screen and I know that each and every one of us can picture ourselves in an environment where we walk into somewhere. I went to a restaurant the other night in Raleigh. I will tell you that our waitress was not smiling. She certainly didn't really care whether I had a good experience or not, and the relationship she could have developed with me certainly wasn't rewarding, because it never happened and I think every one of us can relate to a customer service experience that was exceptional, positive, made us better, made us feel better, made us maybe treat others around us better, and then we've had the other, and so I want to go back and unpack something else. And so I want to go back and unpack something else Real estate reviews.

Speaker 1:

We call them home physicals. They're the same thing. What I heard you say, and I think this is really critical I just recorded today my Friday weekly update, and I've reminded people about home physicals. What I heard was two real estate reviews a week, but that's not really true, because I do three and then I really want to double down. I should do four. That's kind of did I hear that very similar? Right, yeah, and so? But here's what you said you deliver the real estate review to your client sphere, correct? Yes, you don't call them and ask them if you can schedule a time, at which time they may have excuses, and you just I'm going to steal this from Phil Knight, nike you just do it. So I, I put, I have my, my, I deliver my real estate review. Then I'm sure you follow up with a phone call to make sure they receive the real estate review and then maybe you set up a time if they have certain questions about it. Is all of that fairly accurate?

Speaker 2:

A hundred percent.

Speaker 1:

So I think that's really an important takeaway. I grew up in the real estate business. Megan and my father used to say the following there are real estate agents that get ready to get ready to plan the plan, to get ready to plan the plan, to get ready. They have a plan but they don't do it. And then there's others who maybe don't have this comprehensive, technically sound plan, but they go do the activities. So anyway, I want to ask a couple more questions, kind of before we go Open houses, do you do them? And it's okay if you don't. Hey, she nodded no with a smile, but that's okay. Our business is an art, not a science, and so Megan doesn't do open houses. That's not good, bad or indifferent, that's just not part of her plan.

Speaker 2:

And that's okay. I do some open houses. If I can't get someone else to cover my open house, I do know that they are super important to be holding open. I want the traffic to come through. I am busy. I don't say that it's about work-life balance. For me, it's about work-life harmony. My clients are my people. My people are my friends and they are a part of my life. They are not only available in my life. I'm not only available for them from nine to five. I'm always available as a friend. It's just something that you can work with. But because of that harmony that I'm looking for, I like to be able to have the weekends with my husband Working in restaurants. You don't get to have that quality time with each other, and that was one thing for me when I got into real estate. I want to be able to spend the time with each other, and that was one thing for me when I got into real estate. I want to be able to spend the weekends with my husband. That's also the time that you do open houses. So I do find that balance and I do host them when I need to.

Speaker 2:

I make sure that I am doing the right things. I'm getting my setup and my prep ready, that I am doing the right things. I'm getting my setup and my prep ready. For me it's two hours in a workspace. I get a lot of work done in two hours. So I set my Monday up at my open house. I prep for it. So there's so much that you can do at open houses. I have been holding open houses more frequently because I have seen my business evolve more into a listing agent. So when you have multiple homes you need to kind of cover it yourself if you don't have anyone else, and that is what I have been finding myself doing. And because it is intentional, you have that mindset and you bring buyers in and I have new buyers from those open houses that I would not have had previously.

Speaker 1:

So one of the things Megan and I spoke about before we went on the air was this ability to stay true to the Ninja 9 and have a I called it balance. I'm going to shift to harmony and I really want to highlight one of the things Megan just said I take the weekends to be with my husband because that's important to me. I've been in the business 38 years. Megan and I've seen and probably during some of those years, been guilty of business, running my life rather than me running my business. I did love your comments of you know, be the CEO, take responsibility, don't look to the left and to the right, don't look to interest rates and inventory like take control and that's one of the things that we all believe in in our company is control those things that you can control, influence those things you can't, and don't spend a lot of effort and energy on things that you really can't control and or influence. So clearly this is a pathway to that kind of thing. So we're going to shift gears again.

Speaker 1:

So how do you? You know I, like Stephen Covey, you know the seven habits of highly effective people. You know how do you sharpen the saw, how do you stay on your game. What are some of the things you do within the business plan that you have to keep yourself sharp? Market knowledge, you know, kind of on top of your game.

Speaker 2:

I am always educating myself. It's something that is important to me in my life. Once you stop learning, you kind of just stop living. Maybe there's always room to keep learning. So I'm always looking for different ways to better myself and better my knowledge. Um, this year I have put a lot of focus into learning more, deeper information about my market, because it will make me a better listing agent, a better buyer's agent, because the information is good for both parties. I look at my absorption rate, data days on market. I am more focused on that so that I can give better information to my people. And just, it's always changing. So it's something that you are continuing to look at all the time. And just attending the webinars or anything that I can do. If I can do it in person, I definitely prefer to um. I like to be face to face with people. I love to smile, I love to share my positive energy with people. So if I can get in a room um to learn and educate, you just have better conversations that way, a hundred percent.

Speaker 1:

Yeah, so so that that that that's really good Market knowledge. And then I think back to my 50 live interviews a week, and so if you're really going to talk to that many people, they're going to want to know something about what's happening in our industry. I think our industry is one of those unique industries when it's really good, people want to know about it. When it's maybe not so good, they want to know about it, and when there's kind of monumental changes going on, they want to know about it. And you know it's interesting.

Speaker 1:

It's a piece of advice that came out of one of our earlier podcasts, megan, which is you know, too often our agent population get market data. When they have an event, they get market data. When they're going out on a listing, they get market data when they're going to tour a buyer. You need market data that when you run into somebody at the grocery store or Starbucks or where the movie theater, they ask you a question you don't have to go to. You know you don't have to go to some kind of a document to tell them what's happening. As you said, staying on top of the game. We talked a little bit earlier because I've gotten caught in a jam before where I've asked people about book recommendations and they say, gary, I don't read books. So I've confirmed that Megan reads books and she has a recommendation for our listeners today to read this book. But I made a note that you should read the Ninja Selling book.

Speaker 2:

Yeah, I'm not reading that one right now, though I know you're not.

Speaker 1:

But to our listeners. I also want everybody to note. She didn't read it once. Our listeners. I also want everybody to note she didn't read it once. Megan didn't read it twice. She read it three times. It is a guide and I'm sure that every time she read it she got something different out of the same chapter paragraph that she read before, because she had begun experiencing it by the execution of the plan.

Speaker 2:

What book now are you either you're reading it now. What book are you reading that you recommend? Yeah, so I have been focusing a lot of my mindset on investment properties because that's where I want to move, like my future into, for retirement and stuff. So the book that I'm reading right now is Rich Dad, poor Dad, by Robert Kiyosaki. It is just, it's gold. It really teaches you how to try and live below your means to really accelerate your life and what you're doing.

Speaker 1:

Rich Dad, poor Dad. Make a note Our listeners range from somebody thinking about going into pre-licensing. I'm in pre-licensing. I just got out of new agent training. I've been in it 25 years and I'm a little concerned about the world, but I'm staying in it. I'm an individual agent. I want to be a team Like we have. The beauty of our audience is we've got all of the above. This question is particularly focused on. I'm new to the business. What should someone new to the business know about the best assurance they can have for success? I love your story. Lived in the town eight years, been in the business four years. Success has happened at an exponential rate. For you. Share a tip or two that will help another new to the business achieve the same great level of success that you have.

Speaker 2:

Read the Ninja Selling book and then immediately take the Ninja Selling four-day installation Hands down. You will not be sad about the money that you spend, because it is all about creating value. They have a process. It is written down. You can read it in the book, but you kind of don't really make the connection to it until you get into the four-day installation. Get into the four-day installation. Follow the process. The process is in the book. Follow the process. The process is in the book. It is everything you need to be successful and to do very, very well in real estate can be at your fingertips. You just have to be open to following it and doing it.

Speaker 1:

Don't reinvent the wheel. It's not the shiny new penny, it's one of the things we didn't talk about, megan. Now it may be part of your business. You know we're not talking about social media and TikTok all valuable, another podcast, another day. So I'm not dismissing it. But you know these nine traits, values, characteristics, plan are time-tested. They worked in 1986 when I began in the real estate business, and with technology and all the things that have changed in the last 38 years, they work better. I think they might work better today than they even did then, because all this other stuff has created some noise would be a way to look at it. So we're going to wrap up with one final question, and this is unprepared, she could tell, because I looked up at the sky. I'm processing this next question sky, because I'm processing this next question what does the real estate business for?

Speaker 2:

Megan look like over the next five years. The sky is the limit. I have big goals for this year. It I have big goals for this year. I know that I'm going to have even bigger goals next year and I am just open to accepting how that plays out.

Speaker 1:

But the world is my oyster. Well, so Megan didn't know this, but that quote the world is my oyster is one of my father's driving axioms. The world is your oyster, the acre of diamonds is in your backyard. You know, I could go on and on with those axioms that I learned as a very young person and I love the fact that, Megan, after eight years, you came up with that and I just I think that I don't think that I know that our listeners today are inspired, they're motivated. Some are a little scared of saying I'm going to do it and then not doing it. That's called human nature. I would say that again, we've been on for 45 minutes and we've had 45 minutes of smile, passion, energy. I just came up with a final question, and the reason I can do that is because I'm the host. I know I already said it. Do you know the slide that Eric Zimmerman used on May 16th?

Speaker 2:

Every conversation is a Ford conversation.

Speaker 1:

Every conversation is a Ford conversation. Every conversation is a Ford conversation Test question to the listener Family, occupation, recreation and dreams. You're going to take 10 things from Megan today and if you only want to take one, take four. You're going to take two gratitudes and affirmations, and I want everybody to show up, smile and bring passion and enthusiasm, have a positive impact on the people that you touch each and every day, and I call that building your business with the top line, because that will assure and ensure that the bottom line takes care of itself. Megan, what a treat. Thank you so much for being with us. Can't wait for this to hit the airwaves and get the rave reviews that I know are coming. Thanks so much for taking time. It's great to see you, great to learn more about you. I'm going to ping Eric Zimmerman right now and tell him that he's right. I should have interviewed you first, not him, but Megan. Thank you so much.

Speaker 2:

Thank you for having me today, Gary.

Speaker 1:

Take care and to our listeners thank you. Thank you. Without you, there's no us Reality. Podcast. Gary Scott, megan Austin. Thanks so much.

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Gary Scott

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