Beards on the Street
Parry Ward and Aaron Pehrson, two Real Estate agents in Salt Lake City, Utah, with a team at Century 21 Everest called "The Luxury Agency". Beards on the Street is two seasoned agents chatting about Life Experiences, Love, Family, Friends and of course the Utah Real Estate Market conditions. Parry and Aaron primarily focus on a system coined "My Top 50" based around showing up for the people in there sphere consistently and with purpose.
Beards on the Street
Beards On The Street - Episode 114 - Navigating Real Estate: Steph's Journey
Hey, hey, hey people, welcome to Beards on the Street. My name's Perry Perry, perry Dean. That's Mr AA Ron. I made it, you made it, I made it. Did you go live? I made it? Go live, brother, go live. We got her live, we're all live, everybody's live, live, live live All right people. Welcome to the beards. We're a little shorter beard today. A little shorter. Who's this guy?
Speaker 2:Yeah, or no, beard I mean.
Speaker 1:Well, there's a beard right there, if you want one I might have to put it on. You might I think you should here I'm going to shit all over you.
Speaker 2:Should I cut a what? I don't know how to take that sumbitch off of there.
Speaker 1:There we go. All right, get the beard on lady Bam Yep Right there, perfect Welcome to beards on the street.
Speaker 2:This here is the bearded Steph, and uh, there you go.
Speaker 1:Perfect, all right, it's pretty sad that your beard's longer than mine.
Speaker 3:How do you guys do this Dude?
Speaker 1:my boobs look huge. Well, they are huge.
Speaker 3:Do they make a man bra? I'm serious this.
Speaker 2:Okay, it's the shirt. It's the shirt. Trust me, I deal with it all the time.
Speaker 3:I bet you do. I bet you do, I like it. I bet you do. Really, I love this shirt.
Speaker 1:All right, so it's been another week Another.
Speaker 3:You can take the beard off if you want.
Speaker 2:Yeah, you don't have to wear it. I have to. The beard's making me hot.
Speaker 1:Yeah, with our beards we're hot how do you do it? I mean, like you know, we just we live the dream and we're just hot you just deal with what you got right I, I get it.
Speaker 2:I do it every morning.
Speaker 1:I have to walk I'm like, oh hey, so we'll introduce our guest. She actually, uh, sits in the office, uh, just down from mine, uh here, and we roped her into coming on the show this morning and and hanging out. This is stephanie barnes. Uh, she's an, she's an old dog in this, in this, in this business, little claim to fame.
Speaker 3:She's the number one first, the very first, everest agent of all time ever og the og you are the og like the big time but.
Speaker 3:I remember you from before you were aligned with Syed when I would go over and coach with George in the office condo. Do you remember the original office condo, his office condo, yeah it was there. No, no, the other one, yeah, where you were down below with Syed, you had the office below, yeah, and it was just you and he, I think Wow you and he I think Wow, I had no idea that you were the OG, this was back. I'm talking about in 07.
Speaker 2:Wow, Long yeah long, long time ago.
Speaker 1:You've been here a long time.
Speaker 2:Yeah, officially it was 2009.
Speaker 3:Wow, when you aligned with the new brokerage right.
Speaker 2:Yeah, with Everest.
Speaker 1:Yep.
Speaker 2:Yep 2009.
Speaker 1:Well, you're an old girl, aren't you?
Speaker 2:Just you know, I look good for 25, don't I?
Speaker 1:Hell yeah, you do. I thought it was 37. I thought the magical number was always 37.
Speaker 2:37, 39, I don't know Right.
Speaker 1:Well, Birthday's come and go. If I could go back to 37, I may. I sure as shit would With no doubt If I could go back with all the knowledge and this calmer dude than I was at 37, I would, in a heartbeat.
Speaker 3:Same Lacey would sign you up for that Right.
Speaker 1:I'm sure she would. She would, yeah, no kidding, that was before even Lacey, was it? Oh yeah, so well, let's do a little bit of housekeeping. Real quick, talk about our week. We've got I've got a new listing that went live and I've already got like three showings on it tonight. And Gabe's doing an open house tomorrow.
Speaker 3:Yeah, and he's got a buyer who's coming out to see it with him as well. Yep, he's got a buyer who's coming out to see it with him as well.
Speaker 1:Yep, he's got a buyer and he also left me a really cool message yesterday about he went knocking doors around it and people are stoked about it. It's a great area. It's in Roy, just west of the freeway, but it's in a really good neighborhood where every single listing that I've looked up over the last year that sold in this neighborhood sold for more than what was asked.
Speaker 3:It's that late 70s, early 80s neighborhood, but it's I mean we're talking clean, Every home is well cared for.
Speaker 1:Yeah, nice, especially this one Detached garage.
Speaker 3:Everything's crisp and clean and everybody's improving on them. Yeah, and it's that kind of space.
Speaker 1:Has a real private deck on the backside. It's got a detached garage. It's got a patio area. It's pretty cool Mature trees Really good layout, really clean.
Speaker 2:Yeah, it's going to go fast. I feel like we should be sitting there inside this house right now.
Speaker 1:I know we should, we could have, and my client his name's Dino, so I like him, he is a pretty cool guy. Yeah, he's such a cool dude. You can't go wrong with Dino. I mean he's only 5'4" but he's man. That guy's a powerhouse. He used to be a state trooper, man.
Speaker 3:State trooper and a vet and a vet. Yeah, he's had three times, holy cow busy dude.
Speaker 1:I feel like I've retired like 19 times right so, uh, if you're on and you're watching any of us on on, live on on facebook, give us a shout out man, your, your, your, uh, your comments come through, and we like to always, you know, have people hit us up live so that we can chat with them live on on facebook. So if you're, you're out there and you're listening to us throw us something, uh, here I'll start it out. What do you think of the of the new perry dean? Look, do you like? Do you like this better than than than the mountain man, or do you like the mountain man better, or or the biker, or whatever Longer? So there's just something to talk about. So what else? We got this?
Speaker 3:week I've got two listings activating as well this week you were up in Strawberry yesterday. One's a divorce out in West Valley. I helped them buy the house and now they're divorcing. It'll be better for both of them.
Speaker 1:Yeah, I mean, sometimes it's good yeah.
Speaker 3:Yeah, it does happen. It does happen to all of us A couple of times.
Speaker 1:Only once for me one and done. Yeah, that's all I needed.
Speaker 3:So my dad always says even the world's dumbest animal, the cow, won't lick on an electric fence twice. But you seem to keep doing it.
Speaker 2:Your dad's a smart man.
Speaker 1:That's your dad being nice, but basically calling you an idiot. I know, let's be honest, lesbian, let's be honest. Okay. So we got a few listings. We got uh stuff coming up. We've got uh. We had a great week reaching out to uh brokers out there to to sit down and show them our VIP 50, or at least, uh, give them a taste of of what we're doing. Uh, we, we, uh. We're always looking for other brokers out there. So if you are a broker and you happen to see this man serve your brokerage, serve your people, bring us in, let us show you what we're doing. We do a two-day, eight-hour training for free, for absolutely free, and it's all very, very important information to not only get your agents in the proper frame of mind that they actually believe and have the confirmation that they deserve to be able to go out and do our system, but we give you the whole system.
Speaker 3:You know, what we're also seeing is that there's a major need just kick in the pants to, I guess, believe in the market again.
Speaker 2:Well, believe in the market and the training just you know just it is what it is. Seven and a half percent has always been an average interest rate.
Speaker 1:I'm actually really glad that you're on here, because I want to talk about some of the coaching and stuff that you're doing currently. Are you okay with that? Yeah, okay, yeah, I'm great with it, yeah, okay. So anyways, um no, I just want to make sure I'm not just going to bomber, and that's why I ask.
Speaker 2:I mean, yeah, I mean with respect.
Speaker 1:I will. I'll do it with respect, yeah.
Speaker 2:With respect to the yeah, absolutely hey, it's.
Speaker 1:It's a great program that's been out there, that that.
Speaker 3:I mean honestly, it's as good program that's been out there that I mean honestly, it's as good as it gets.
Speaker 1:There's just different ways to do it. You know, our program is super, super specific to your SOI period, that's it. I mean I even encourage the agents that we're coaching that if they're out doing door knocking to knock that shit off, it is not productive. It is absolutely not productive. And I tell them, if they would spend that exact same amount of time focusing on doing their VIP 50 and building their VIP 50 and actually serving their people, the results they'll get are way, way better.
Speaker 3:I think your message isn't stop being active and productive.
Speaker 1:That's not it.
Speaker 3:It's focus and have some direction on exactly what you're trying to do, and here's why. Here's a big picture of why.
Speaker 1:Well, it's even more than that, Aaron and Steph. It's being active and being proactive with something that's actually going to get you a result hey, brandon just chimed in.
Speaker 3:he's, uh, he's down in st George with Cynthia and he's asking us well, basically, let's mention he has his grand opening next level in st George. Oh, yeah, yeah, all weekend long they're having a grand opening of their development down in St George. It's the Frontier subdivision. Alex Cornwall has got the listings down there so look it up under Alex. But they've got some great properties. I've actually taken a look at a couple of them. High-end finishes.
Speaker 1:Yeah, very cool They've got built-in toy garages.
Speaker 3:So if you've got your boats, your sand rails, your pushers, if you're snowboarding, these places are awesome.
Speaker 1:Brandon, shoot us an address if you want, and we'll splat it out there, buddy. So anyways, back to—listen. I'm not saying that door knocking is bad, but it's not the most productive that I've ever found. That stuff that you can do, actions that you can do that are going to get you results.
Speaker 3:You know, let's face it, what. What really is going on when someone's doing that is they don't know what else to do, so they're going to be there, they're trying to be active and go out. And I mean, unless there's an open house, unless there's some specific information that there's a result they're looking for in it, there can be better things. I mean, we've been taught to prospect right, to call in for shell boundaries and expires.
Speaker 2:Just listed, just sold the whole nine yards for years, is that? Fun, but if all it is is to stay Depends on the day.
Speaker 3:That's his point. Do you enjoy that?
Speaker 2:No.
Speaker 1:I enjoy. That Depends on the day that's his point.
Speaker 2:Do you enjoy that? No, I'd rather. How often do you? Actually get a deal from that, from just listed, just sold or expired Any of it. I mean, what one out of a hundred?
Speaker 3:Yeah, that's the national statistic. How?
Speaker 1:many deals in your career? You've been an agent since 2009,. How many actual deals do you think you've actually received and got and closed from doing that?
Speaker 2:Five. I know that number Five since 2009. But I quit. But that's not I'm going to sell by owners and exporters.
Speaker 3:But that's not really what it's about. You're not going to sell me on it, I'm not. It's being in real estate activity.
Speaker 1:This is me being closed-minded?
Speaker 3:I know it is no no, so if all else fails, it's not me being closed-minded.
Speaker 1:I'm going to verify what it is.
Speaker 3:If all else fails and you have nothing else to do, you don't know what else to do. You have a different idea. You have a game plan and a reason and an approach that works. I know.
Speaker 2:But you have to have it. If you're going to go do the job of door knocking, you have to do it with intent. If I'm going out door knocking and I don't get one phone number, one contact, here's my card. Who do you know? Add it to my list. If I don't get any of those, what am I doing? Here's my point I really talk to my SOI every day.
Speaker 1:Right.
Speaker 2:Go to lunch.
Speaker 1:You are so much better served and you are so much better off and you are so much better with business by focusing on your SOI, as opposed to doing that busy work that doesn't give you jack shit.
Speaker 2:Right, well, and I love my SOI. I love my clients.
Speaker 1:I've got a handful of them and I feel like I'm a little mother hen at this point. I've got so many family, repeat clients and friends, and I mean literally how many hours, how much time do you think you've spent over your career doing that action?
Speaker 2:Oh gosh, I need a paper.
Speaker 3:You've been an SOI agent for as long as I've known you.
Speaker 2:I'd say thousands of hours.
Speaker 1:Thousands of hours.
Speaker 2:Yeah, calling for subway owners and expires. And yeah, I have worked with some, but they're I I I love them. You know, I love what they're trying to do for sure. But you know, during the short sale market, during the crash of the market there, that was brutal for sure.
Speaker 3:That was trying to help those people and get their properties remember that you'd call them one week with your weekly update, and you're like hey, this is today's information. When I call you next week and we have this conversation again, I'm going to ask for more.
Speaker 2:Yeah.
Speaker 3:And we're going to be talking about even more drop.
Speaker 2:Yeah.
Speaker 3:Remember that.
Speaker 2:Yeah.
Speaker 3:Wow, dude, I remember calling and this is where I kick myself, but I remember calling and people are like this is when out in Kearns homes were 135 grand, oh yeah, and people were just walking away. Dude, I can't even tell you the number of people that. Just take it Just here. No, seriously, will you take it over? Take my house, take it.
Speaker 1:Wow, like serious they're done. Walk away, they're done.
Speaker 2:And now fast forward to now. They're not doing that. There's equity.
Speaker 1:Right. Well, that was a different market, a different time. I mean, let's face it Back. Then you could get a loan on anything at any time.
Speaker 2:A loan on any time. I had a guy one time.
Speaker 1:Overpriced. You were totally upside down going into it type scenario.
Speaker 2:Yeah, I had a guy and couldn't afford it. Yeah, he's trying to sell for sell-by-owner Same, you know, calling on the list and he Sorry, why are you?
Speaker 1:Well, I'm trying to get him up here because he's having a cow.
Speaker 2:Oh well.
Speaker 1:He's probably got to go poop.
Speaker 3:Demanding You're probably got to go. Huh Well, you probably gotta go home.
Speaker 2:Well, yeah, that's it. He refused to list his home and I said, like this week you have some equity you're gonna walk away with. And he's like I need more. And I said I understand, but next week that equity is gonna be half of what it is now. Anyway, he ended up foreclosing he didn't believe you that's too bad.
Speaker 3:Interesting enough, that's actually most people. There's a lot of people that are in that problem and they think I'll figure it out, and then they walk themselves into where they don't have options, and then they do lose it. Gabe was running into a couple different objections where it was talking about I'm going to wait for the prices to come down or I'm going to wait for rates to drop. And then it was I'm going to wait for the prices to come down or I'm going to wait for rates to drop. And then it was I'm not getting into the market because I'm waiting for the bubble to pop.
Speaker 2:I got a guy right now and I remember February 2021, I remember talking to him sitting in my car at my friend's house. He's renting at $2,500 a month and that was and he's I'm waiting for the market to crash and the house he was looking at that was 50 grand to go, or more than that 75 grand in rent since then oh well, the house was $600,000. That house is well over $900,000 now. Not only that he spent, he's still renting and I don't know if he's paying $2,500.
Speaker 1:It's $120,000. So he didn't gain $300,000. He lost $125,000.
Speaker 3:And no equity.
Speaker 1:So he's $400,000 down.
Speaker 3:He's $500,000 down.
Speaker 3:Wow. So I pulled up on GPT it's like the Oracle, anyways, but I'm serious it couldn't answer anything. So I pulled it up and I just said show me the percentages of households that are paid off. And, anyways, it pumped out a spreadsheet, basically that showed the percentages of equities. This is back in 2021, by the way, right when you're talking about, and we know it's only just exploded from there. Back then there was 42% of all households that were paid off nationwide. Another 17% had better than 60% equity, so 50 or 60%. Then 40 was another 13.
Speaker 3:Anyways, we're talking like 70 or 80 percent of homes oh yeah, they have better than uh, I think 70 it was 70.
Speaker 1:That's what I was gonna say. It's crazy, insane it's great.
Speaker 3:So where the you know we may have I think it was. I think there's a total of seven percent of the market that had 10% or less Right.
Speaker 1:Yeah, Fernando said studio's looking beautiful. Thanks brother, Appreciate it. Yeah, we're pretty proud it came together well.
Speaker 3:You bring someone of the opposite persuasion and it helps things Right.
Speaker 2:Who was that? Not me?
Speaker 1:Whatever. Anyways, just a real quick Guys. When I say, stop wasting your time door knocking, what I'm saying is there's better ways to do business now. Maybe back in the day that was the way, but it's not the way anymore, man. It's a way still, but there's a better way there's, so many better ways. So many better ways Like hey, the VIP 50, there's that way.
Speaker 2:We love the VIP 50.
Speaker 1:So anyways, I only have like VIP 12, but, I like the VIP 50. But bottom line is is if you're out doing real estate the hard way and the not fun way, which is Fizbo's expireds door knocking, stop it. Call us. I promise you, promise you, we can help you set your business up where it will absolutely serve you for the rest of your career Period the rest of your career.
Speaker 2:Yeah.
Speaker 1:And the proof's in the pudding. Yeah, absolutely, so, yeah. So let's talk about your coaching because, trust me, we've all paid thousands and thousands of dollars to have coaches.
Speaker 3:I was thinking about it. I've been coached by, I think, four or five different systems. Sure, you know how much do you think you've spent in all? 20 grand more, no, probably 75 grand over my car. Holy, you think. Macro, you think I'd just be like walking on water and crap and gold, but to the process and understanding your personality style.
Speaker 2:Not everybody fits in a square peg does not fit in a round hole.
Speaker 3:No, I will say this Every time I've been in coaching without question, I operate at my absolute highest level.
Speaker 1:Nice, any coaching, any coaching. Well, yeah, because you're being held accountable. You don't want to get on that call with them and let them down.
Speaker 3:It's high dollar accountability when you choose a coach you've chosen into up-leveling.
Speaker 1:Do you know what my biggest problem's been with coaches in the past? What? None of them are strong enough for me. None of them are like I just freaking bowl right over top of them, and not on purpose. It's just that they're just. That's not a positive. It's not the right person. I know it's not, but what I'm saying is that they weren't the right fit. They weren't the right one to keep me motivated. It was almost like it's just they're going through the motions but they don't have when they butt up against the Perry Dean.
Speaker 1:You better be a strong sumbitch, and I mean that, and it's okay.
Speaker 2:They're kind of like the door knockers and Dean's like what are you doing on my porch? Get off. I've done that. Yeah, that's what I'm talking about. I've actually loved.
Speaker 1:I've actually kicked cops out of my house. That showed up because my kids toilet papered some house and I'm like do you know how many freaking times my house has been toilet papered and I don't call you and I don't tell you to go over to their house and walk in their house, get that out of here. Do you know how many times my house got flower bombed or egged? Or I mean seriously, dude, who calls the cops when you get freaking?
Speaker 3:papered Funny. Dean spent his life blaming his kids for that.
Speaker 1:No, I didn't my kid come up. He was totally scared. I was in bed and he's like dad, the cops are here and I'm like what? Well, you know what? And my kids? Always, they were straight up with me. He's like listen, we toilet papered this house. This guy's a total freaking turd and we toilet papered his house. So, just so you know, that's what I did and I was like okay.
Speaker 2:Yeah, well, you know I'd get in trouble and they're like we're going to tell your dad and I'd say, tell him something he doesn't know.
Speaker 1:Yeah, my kids were great kids. You know what? I didn't have major disciplinary problems, I didn't have to. We were actually talking I was talking about this with one of my kids the other day that we didn't One kid. I had to ride his ass to get homework done and he just couldn't focus. But all my other kids they got their homework done, they got great grades, they were solid, freaking, just you know.
Speaker 2:How are they now?
Speaker 1:Fantastic. All of them. All of them are successful. All of them are doing extremely well. All of them are successful. All of them are doing extremely well. All of them are. You know, maybe it's. I mean I didn't parent with an iron fist. I mean I was stern and I was strong, but I mean now I was raised with an iron fist where you had zero choices. It was you're going to church, you're doing this, you're doing that. But my kids, I let them make up their own mind, but then I would make them stick to it. They stick to it in this.
Speaker 2:Right, they stick to it.
Speaker 3:It's interesting. So I have two sets of kids, basically Married twice. So my first was with my first and and he, he really struggled. I mean, at school just wasn't his thing. But you put him in front of something digital, something computer or or a game or something, and he is, he's just incredible at it, right. But then my second, my second second set of kids are, I, school's, natural and easy and they get the grades and they get you know, and I never had a problem, they don't, they never caused a problem whatsoever. But yeah, it's just really interesting how different they all can be.
Speaker 2:Well, you gotta remember you're a different parent too.
Speaker 1:Absolutely.
Speaker 2:Because there's in my family there's.
Speaker 1:Well, it's different times.
Speaker 2:Well, it's the first set of kids and the second set of kids.
Speaker 1:Right.
Speaker 2:We have the same parents, but there's a 10-year gap.
Speaker 1:I was definitely harder on my older kids.
Speaker 2:Yeah, and the younger kids.
Speaker 1:By the time you get to the younger kids you're like whatever.
Speaker 2:Well, it's funny to talk to them. And then they're like you don't know what it was like to be raised. And I'm like, oh, you guys had it easy. You have no idea what it was like when we were little.
Speaker 3:Are there a lot of these conversations right now going on in your life?
Speaker 2:With my siblings, yeah. You guys reminiscing on some of this kind of stuff. You know we have a super estranged family. It's been, you know.
Speaker 1:You've got some challenges right now.
Speaker 2:Got some things going on and it's weird to watch how the dynamics have changed, the people that have stepped up to the plate and just trying to be more understanding instead of demanding.
Speaker 1:That can be hard too, especially if one of the siblings is being a bit difficult.
Speaker 2:That was polite, thank you.
Speaker 1:Well, I'm dealing with that with some clients of mine right now where there's some real family dynamics and we're trying to get a property sold and it can be challenging but I'm up for the challenge.
Speaker 2:Well, you know, I'm grateful for Everest, for sure, and the mindset and making sure, like I mean, I've learned so much, grown, developed, non-reaction.
Speaker 3:Yeah, communication.
Speaker 2:Communication. There's a lot you know, Empathy.
Speaker 1:So back to your coaching.
Speaker 2:Back to my coaching.
Speaker 1:We got off topic for a minute, mm-hmm. So back to your coaching, back to my coaching. We got off topic for a minute. That's okay, because I seriously want to talk about this. So you're in a coaching program right now. We won't name names, okay, but you're in a coaching program right now that you're spending how much a month, roughly?
Speaker 2:$750.
Speaker 1:$750 a month and you've paid them for a year. I believe you said.
Speaker 2:Yeah, a year.
Speaker 1:And in that coaching that you're getting right now, how is that serving you? Has it helped you go get a deal, has it not? Are you leaning into that coaching, or is it kind of like what I was just talking about, where every coach isn't a great coach? And that's kind of my point here is, I need somebody that's stronger than me. Which good luck.
Speaker 2:Yeah.
Speaker 1:Do you know what I mean? Yeah, to really freaking, push me. And everybody has a different style, a different way that they would need to be coached. And the reason I bring this up is because it's talk about your experience right now with your coaching.
Speaker 2:Well, first of all, I do love my coach, right, but we're just not on an understanding level right now, the thing I feel like I've benefited most from.
Speaker 1:Is the coach younger or older than you?
Speaker 2:I'd say we're the same age.
Speaker 1:Okay.
Speaker 2:Yeah, we're the same age.
Speaker 1:I didn't know. That's why I'm asking.
Speaker 2:Yeah, we're the same age. Yeah, I know a lot about him, he knows a lot about me and I'm just dealing with some things right now that I need a little grace with. Right. I can't. My schedule is off right now. Um, I'm not able to do my normal morning routine, which is, like I mean, number one part of my day to keep me on track.
Speaker 1:Right.
Speaker 2:That's off and um let's talk about that.
Speaker 1:What, what, what have they coached you to do in your normal routine? Just just let's say first thing in the morning to whatever.
Speaker 2:It's mine. They didn't coach me on that.
Speaker 1:Oh, it's just mine. What do you do?
Speaker 2:What do?
Speaker 1:you normally do.
Speaker 2:Well, previously, you know I normally I get up.
Speaker 1:Like what time are you up usually?
Speaker 2:I get up between 5 and 5.30. Good Right, it's just my morning and I get up and it's quiet and I meditate for a while. Good you know, and then I go get in coffee and then I will sit in bed with my boyfriend. We'll talk. We used to go to the gym until recently.
Speaker 3:He's like shut up, Go to sleep.
Speaker 2:He's like why are you talking?
Speaker 3:I literally no, I do.
Speaker 1:You have to get up, so is it? More. You're up and he's not.
Speaker 2:Yes, that's when I sit there and I meditate Jibber jabber, jibber jabber. Oh my gosh, I literally have to be quiet and wait for him to get up.
Speaker 1:You're like my dog.
Speaker 2:He literally the second that he knows that I'm awake, he pounces on me oh, I'm really good and well, that's why I sit there and I be quiet and he gets up and he moseys and I have to wait for him to be awake.
Speaker 1:Hey, you look over and you just see her like she's just looking at you, Staring at him. Her face is this close.
Speaker 2:He wake up. I just like laying on my pillow like this, close to his face Right.
Speaker 3:Actually with Steph. She's like I mean.
Speaker 1:Oh, so Stephanie likes that morning leaven. It's a morning routine.
Speaker 2:It's part of my workout, right Right.
Speaker 1:That's a good workout.
Speaker 2:And then I get home. At a certain time. I get ready, get my protein drink, get dressed, get to the office.
Speaker 1:Do you do any affirmations or gratitudes ever?
Speaker 2:Every day.
Speaker 3:That's tight here, huh.
Speaker 2:Yeah, that's tight here and it's funny because you know I do the morning meeting. My plan originally was to be here in person, but no, how do you do your morning affirmations? I have them memorized.
Speaker 1:Oh, you do, Uh-huh, so it's always the same morning affirmation.
Speaker 2:Every same morning, affirmations, and then our gratitudes and our intentions.
Speaker 3:Can we do it? I bet you and I could do it right now.
Speaker 2:Yeah, I believe in me. I feel like.
Speaker 3:I can do it, I succeed. I like talking to people.
Speaker 2:New people say it again people love me.
Speaker 3:I love others, I'm just accountable to my daily schedule. I prospect daily. I set appointments daily. I'm a master persuader. I achieve my goals. I'm a real estate rock star. I'm passionate about my life. I live in every purpose. I'm confident in my sales skills. I know my destiny. I'm healthy and strong. I'm powerful. I'm unstoppable. That's my little times. Yes, wow, every Wow, every day, every day, that's opening, sorry.
Speaker 1:Are you open for a challenge that might serve you right now and help you? Help you maybe stay focused stay a little better focused.
Speaker 2:Yeah, the squirrels. Right now they are busy, yep.
Speaker 1:So how about this? This is how this is what we teach our our our agents that we're coaching. Okay. Teach our our, our agents that we're coaching.
Speaker 2:Okay, so continue doing that affirmation, because it's just you're saying it out loud, right? Yes, and and we do book club too, which is helpful, Okay.
Speaker 1:No, that's good too. But what I challenge you and after the show here I'll I'll give you the worksheet for it and you can just run a bunch of copies but what we teach our agents is to write down an affirmation that is like you've already achieved it. So, for example, I enjoy doing two deals a month. It gives me not only plenty of work to focus on, but it really helps me financially to stay focused, whatever, but it's like you've, like you've already achieved it, like you're already doing it and it's your emotional feelings based around it. Okay, so you write that out. Don't make it too long, because we get, we have our people write it down 25 times every day for 30 days and then you change your affirmation Takes you about 15 minutes to do stuff.
Speaker 3:What that is what it's about is. You've? We've heard it a hundred times here, but the 70,000 recurring thoughts two thirds of them are are not ours, they're they're negative, they're right. So, basically, in one of the books we read, it taught about being able to actually program our subconscious, which is what one of the books we read. It taught about being able to actually program our subconscious, which is what? Which is why they read. Have us read what they are. Those are all, and a lot of them are. I am.
Speaker 3:I enjoy, I, I am, I enjoy so we're already used to this, but what it teaches is you can write, you can pick a specific one and you inject it into your. So the 25, the recurring for 30 days it's to reprogram and embed like something you really want.
Speaker 1:I mean I used to based on transactions or you know whatever a money amount or something you physically want, something you want to physically or actually accomplish what, whatever it is, whatever, whatever's important to you. Whatever it is whatever whatever's important to you, and and then you write down 25 gratitudes. So, whatever it is, I'm grateful for Finn, I'm grateful for my wife, I'm grateful for you. I'm grateful for for Aaron, I'm grateful for my team, I'm grateful for the weather, I'm grateful for the sun, I'm grateful for you know the business I have. I'm grateful for my VIP 50. I'm grateful for my friends, I'm grateful for my family, all those. You just blot them down 25 every day. I'll give you the worksheet. I think it would really really serve you right now as far as just helping you to. You got a lot of challenges going on.
Speaker 2:I know I was going to start doing Fridays with Frank and Anybody watching, if you know you know, are we talking?
Speaker 1:Frank Rizzo? Is Frank your dad?
Speaker 2:Yeah, awesome, frank's my dad. Fridays with Frank.
Speaker 3:Fridays with Frank what's Friday? Why'd you pick that?
Speaker 2:Well, because his name's Frank, I know, but Friday's with Okay, so it's just rhymes it because?
Speaker 3:his name's Frank, I know, and it works Friday's with, okay, so it's just rhymes.
Speaker 2:It's just Friday's with Frank, I think.
Speaker 1:I'll you know we'll do it. He's making me hot.
Speaker 2:It's hot in here, man, just Friday's with Frank. You know I got to go drop his dog off to the groomer. On the way to the office I take him to the groomer. On the way to the office I take him to the shop I think it's a fantastic idea, Steph. Yeah, start doing it.
Speaker 1:Start documenting it. Your dad's not going to be around for forever.
Speaker 2:I know.
Speaker 1:And this is going to be something that you're going to be able to look back on and really really freaking appreciate.
Speaker 2:You know, there's one thing with social media and how we video everything now and everything. You know, my mom passed away 11 years ago and I have this video of her. I took her to Disneyland. I didn't take her to Disneyland. We went to Disneyland for one of my siblings' birthdays and we had a great time, but we were on the what do you call that thing that goes in a circle Ferriswheel.
Speaker 1:Is that a Ferriswheel? Uh-huh.
Speaker 2:At Disneyland. Yeah Well, some of the carts move and some of them don't.
Speaker 1:Right.
Speaker 2:We happen to be in one.
Speaker 1:The spinny cup things or whatever.
Speaker 2:Well, yeah, we happen to be in one. It just kind of slides around Like we happen to be in one and it moved. My mom had no idea what she was in there. Oh man In it's moving man. I've never seen anybody turn white that fast and scream that loud wow, like, and I have her on video. And then that thing and she started laughing, having a great time, and I posted that video on facebook and then it's like one of the last things I have of my mom on a video um, that I see forever.
Speaker 2:So fridays with frank even though is uh challenging as it is right now, I'm like, yeah, this is what I do in the morning.
Speaker 3:I think if you take it on and have fun with it, it could be really special. It could be.
Speaker 2:That's kind of where I'm going with it. Yeah, it'll be interesting.
Speaker 1:Hey, there's no time like the present.
Speaker 2:Yeah.
Speaker 1:By the way, it's always bugged me because you've always reminded me of somebody and it just freaking hit me right in the face who it is.
Speaker 2:Oh.
Speaker 1:Remember Laverne and Shirley.
Speaker 2:Oh gosh, yes.
Speaker 1:That's who you remind me of.
Speaker 2:Laverne and Shirley.
Speaker 1:Laverne. I think it's Laverne, is it yeah?
Speaker 2:Let's see.
Speaker 1:Yeah, oh man. You're going to have to pull it up like literally.
Speaker 2:I mean my hair. For sure is, I'm doing some changing right.
Speaker 1:That's not a bad thing. You look awesome. By the way, I grew up with Laverne and Shirley. You look awesome. Yeah, you do look awesome.
Speaker 2:This is what I was going for, so I'm glad it turned out like I like it hey I know Laverne and Shirley. No, laverne and Shirley, I've been called what's?
Speaker 1:her name Barb, no, barbra Streisand.
Speaker 2:No, the girl with the big thumbs.
Speaker 1:Big thumbs.
Speaker 2:You haven't seen me when my hair was dark. She's in gosh. I'm so terrible with actors and actresses. She was in Transformers Blue Eyes.
Speaker 3:Fox.
Speaker 2:Yes.
Speaker 3:Megan Fox, megan Fox, megan Fox.
Speaker 2:I've been called Shannon Doherty, oh yeah, I've been called.
Speaker 1:Yeah, I haven't seen you with dark hair.
Speaker 2:Maybe I would see it then. Jennifer Aniston, I've been called.
Speaker 3:Yeah, I can see all that.
Speaker 2:I'm just going to start wearing wigs, depending on my mood and which actress I want to be. I'm just going to throw those suckers on.
Speaker 3:Heck yeah, I think about that. Heck yeah, yeah I don't do that.
Speaker 1:So back to your coaching. We keep getting off track.
Speaker 2:The squirrels in here are amazing.
Speaker 1:There are squirrels everywhere in here. Dean, welcome to this world. What point are you trying to make with coaching? I'm not trying to make, let's get back to your coaching. We've I do too.
Speaker 2:We all need a little direction, whether it's a therapist, a mentor, an actual coach, whoever I mean whoever you need. Nobody gave us a guidebook, right? We? Didn't come out with a guidebook.
Speaker 1:Hey, there's definitely positive things you've received from this coaching. You may not have gotten deals from that, but you've definitely received positive For sure.
Speaker 3:You're doing business. So how do you correlate that you haven't got deals from what they did, Because all the deals that I've gotten I've already had in my pipeline in the works. They're my past clients. I remember sitting down with you three years ago, early in the year, and she's like I've got 20-something deals in my and I'm like how the hell do you know that?
Speaker 2:Isn't it weird?
Speaker 3:I'm like how the hell do you know that Remember? No, I'm serious, because you had it. Well, guess what? We teach that now? No, I know that, I know that. But, I was just a kill and eat it guy. Right, yeah, I was. I didn't look back at my SOI. I wasn't doing anything to cultivate relationships. It was literally where's my next deal? Go get it.
Speaker 2:The best thing I've done from the coaching right now, cause I I've used um just Google contacts. That's where I've kept all my contacts. That's how I my CRM. I love it. That is the best thing.
Speaker 1:What do you?
Speaker 2:use Top producer. I love it.
Speaker 1:Okay, I mean I know they've updated it.
Speaker 2:It's a lot.
Speaker 3:I've had it. I bought it back when you bought a freaking box and a CD.
Speaker 1:Yeah, what was it like when you had to download the software.
Speaker 3:Yeah, you literally put it on your computer and it downloads the platform and it wasn't web-based. And then I remember eventually then it did connect to the web. Yeah, we used Brivity.
Speaker 1:Yeah, I haven't used Brivity before. It's freaking amazing.
Speaker 2:You'd be surprised with Top Producer. Sorry, I'm not doing a plug for them or anything, but they've it's a business tool, it's a full business.
Speaker 1:I love it, you'd be shocked how many agents we run into that don't use a CRM. How do you run your business without a crm?
Speaker 2:well, or even like I, I uh, I uh, sharpened google contacts like a fine tooth piece of machinery, right, and I'd put in a task and I'd do that, and I was just doing so much work managing the tasks and the calling where my crm just does it for me yeah and like if I'm sending out emails or text messages, it's my phone number and it's my email address.
Speaker 3:It's not coming from like right so an info at right, whatever it's consistency on the consumer side, what they see right as well. So it's it helps.
Speaker 2:It helps all of it yeah, so you really, really, really like it. That has been the one thing that I implemented to just smooth out my life and, you know, the transaction coordinator and letting all that go Like. To be honest, I hate paperwork.
Speaker 1:Oh yeah, yeah, that's not what you're good at. It's not what I'm good at. I don't, I don't. I mean, I'm like a fish out of water when it comes to that kind of crap.
Speaker 2:I like to color in, you know, in lines, and make things pretty.
Speaker 1:I like to be in front of clients.
Speaker 2:That's what I like. I like the shopping, I like the showing. I love to be in front of them. I like the eating, the dining, hanging out with them.
Speaker 1:The socializing.
Speaker 2:Oh yeah.
Speaker 1:Leave all the paperwork to your TC.
Speaker 2:Yes, 100%.
Speaker 3:I've liked your recent reels and the ideas around the names of the streets. That's kind of my jam. I've been watching you do. It's pretty cool.
Speaker 2:Yeah, it's cool I got a new speaking of listing yeah, let's hear about a new listing coming up rehab. I you know, closing a deal, one, a deal a week right now, which I love and I'm grateful and thankful for all my clients for that.
Speaker 1:She's doing a deal a week. Good job, girl. I like it. Good for you.
Speaker 3:I'm getting.
Speaker 2:I'm networking, meeting those people, but yeah, I got this.
Speaker 1:That's the power of your SOI, right there.
Speaker 2:Yeah, 100%. I love them. And he's actually we. You know he called me up and a good friend of mine. We matter of fact, he used to work for my dad went to school worked for my dad. So when people are like, how do you have that many contacts? I'm like I never lose a number and I never lose an email address.
Speaker 1:I just that's good, and you trained yourself my brain is a vault yeah like the things I remember.
Speaker 2:but uh, he's like, hey, I, I need to know who's going to do the best for me and i'm'm like, well, what does the best look like for you? So he had some other friends come in that were um investors, flippers per se, and I said, you know, be careful with that.
Speaker 2:Go ahead and talk to him and meet with them and I had already talked to him and kind of said you know, here's your options. We can sell it to a wholesaler, we can sell it to a wholesaler, we can wholesale it ourselves, we can do an investor, you can do the remodeling and we'll get it on the market and get you. You'll put more money in your pocket at the end of the day. So he met with these people and it was the Turn and burn.
Speaker 2:Yeah, turn and burn. Hey, we'll take all your equity, we'll give you a little bit. We'll give you a little bag of cash and I was like I don't know, Is that worth?
Speaker 1:it. Let me hammer you right in your bongholio.
Speaker 3:Right, oh, my gosh, so he is remodeling it Pretty much Is he doing the rehab himself. Then he went to that suggestion.
Speaker 2:He's been a contractor, so he's leaving town and doing a beautiful job. I'm actually going to go out there today. I'm going to do a little video. Good, just to check on it. But it's got a new 50-year lifetime roof or whatever.
Speaker 1:Yeah, those things yeah.
Speaker 2:New bathrooms, remodeled carpet and paint.
Speaker 1:Very cool.
Speaker 2:And it's just. We haven't put a price on it yet, just because we're watching the market. Yeah, it's going to be in a good price range between I don't know, somewhere between $475,000, $525,000.
Speaker 1:Oh, killer price range.
Speaker 2:It's in Taylorsville, so it's just.
Speaker 1:I love Taylorsville, me too.
Speaker 2:Yeah, it's between 62 and 53rd and west of Bangor.
Speaker 1:Very cool In a great little neighborhood.
Speaker 2:Yeah, everybody, it's going to be an awesome listing. It's a two-car garage, great lot.
Speaker 1:Good for you. Yeah, two-car garage great lot. Good for you. Yeah, it'll be nice, love it. Yeah, it'll be great. I like that one. I'm excited we're going to get her in our next training. We were supposed to have one this week but it got pushed off and we're going to get her in our next training.
Speaker 2:Yeah, that'll be fun.
Speaker 1:I'm actually kind of I'm excited for her. You're going to love it on track.
Speaker 2:Yeah, I just I re rooting that morning routine, it's just yeah that's the thing that's killing me the most.
Speaker 3:I'm going to your. Uh, I'm going to your gym now.
Speaker 2:Oh are you.
Speaker 3:Yeah, so I'll see you when you come.
Speaker 2:All right, what time were you going?
Speaker 3:Five.
Speaker 2:Yeah.
Speaker 3:Five, 30.
Speaker 1:All right, he Finn's got go. Wow, thanks for everyone. Thanks, thank you so much for coming in and and uh uh, last minute jumping on. I love this, I love that you came on. It's, it's fun.
Speaker 2:It's been great. I mean, I need that.
Speaker 3:She's one of my favorites in the office. By the way, We've been longtime friends, huh.
Speaker 2:Longtime friends, it's not to love.
Speaker 1:Right, you can continue if you want. Aaron, okay and shut it down, All right Bye.
Speaker 2:Finn, see you guys, enjoy your morning constitution.
Speaker 3:Bye.
Speaker 2:Well, yeah.
Speaker 3:So it's fun having him kind of direct a little bit of conversation around your coaching. I'd actually like to hear what they're having you work on right now, like what do you? Are they on a weekly basis?
Speaker 2:like giving you assignments, that kind of thing, or what a lot of it is, keeping her on track, making sure you dial in your, you know, your top top 40 or 50, whatever that number looks like, but you want those to be solid. Um, you definitely want to make face-to-face contacts. So, um, and mail out your thank you cards, mail out your birthday cards. I'm really good at the birthday cards. Um, thank you cards like, uh, struggle with that a little bit. Not that I'm not thankful, I definitely am. But you know, getting face to face, I got appointment today with one of my vips. I'm going to lunch with them. I'm super excited If you're watching hi, see you here in a minute, but I'm going to go with them. But I just have, like, so many clients that I've had for years repeat clients and I just I love them so much. So, staying on your top 50, adding people, organizing your contacts, you know, but definitely staying focused on that those, the people that you know love, like and trust and the ones that send you a business.
Speaker 2:You know they only have to give you one referral a year, like just one.
Speaker 3:It really isn't. It's, and that's not a huge ask, it's just if you, if you, if you hear of something, think of me. Yeah, just think of me, yeah.
Speaker 2:Hey, and here's your birthday card.
Speaker 3:Yeah.
Speaker 2:You know it's funny. You know, you just find out what people you know and my brain's a vault and I'll call people and talk to them and they're like how do you know that? And it's kind of creepy. And I'm like, oh, my brain just remembers that. So, but you know, mail them their favorite candy bar or and just let them know you're thinking about them, tell them happy birthday thinking about you.
Speaker 2:Cheers to your trip around the sun and let's get together. That's awesome. It's just face-to-face your top 50, obviously, your current clients that you're in transactions with right now.
Speaker 3:How many of your past clients do you incorporate into your 50? Does it depend on on the quality of the relationship or do you put all of them in there?
Speaker 2:Um, you know, over the years just I've I've lost a few clients who hasn't.
Speaker 3:So I remember when I got fired and you they hired. You Remember that.
Speaker 2:Yes, I do remember that. That's okay though.
Speaker 3:What's always hard is it's.
Speaker 2:It's kind of awkward. Well, it's hard, well, it's interesting because I still love you, I still love them.
Speaker 3:Even this situation. Yeah, it was interesting, as it was it's perspective. I was busting my ass for her and it just wasn't good enough. Somewhere I missed something somehow.
Speaker 2:It sometimes happens.
Speaker 3:And it's really that, but that I'm sensitive it it. It hurt my feelings because I was no, because no, I was, I was, I was busting my ass for her.
Speaker 2:Yeah, your understanding was you're doing everything. I get that. I've been there before man.
Speaker 3:It wasn't personal, it's just how it worked out, you know. Yeah, can you see about that?
Speaker 2:No, they can't see. Oh, there it goes.
Speaker 3:You know, it happens.
Speaker 2:It does happen, it happens, it does happen. And I'm the kind of agent like if it's not working and it's only working for one party. You know, I don't want you to be miserable, I don't want to be miserable. So I'm like, here you go, handing them over to the best of the best right.
Speaker 3:Right.
Speaker 2:Did you hear that? I did no, I knew she would like you.
Speaker 3:She's adorable, I know, no, I knew she would like you.
Speaker 2:She's adorable. I know I mean, we just get along so good.
Speaker 3:She's a neat lady. You still alive? Yeah, where are you hanging out? I never killed it, but we can end it now.
Speaker 2:Now that Dave's back. Thank you so much.
Speaker 3:It was fun to have you on. Thanks for coming, thanks for spending time with us, thanks for pulling me in.
Speaker 2:I mean, yeah, you know, dropping the dog off, making sure she gets paid, who's picking her up? And here I am.
Speaker 1:You're lifing.
Speaker 2:I'm lifing. You know, this is what adulting is all about, right.
Speaker 1:Right. Lifing and adulting.
Speaker 3:Hey, one last little thought, one last little thought, one last little thought. Yeah, I've been thinking a lot about this, but in the hardest times and I know you're going through some hard time right now- Sure. There's something incredibly beautiful about it. There is, and being able to somehow root down and go find that and it might not be until later that you feel it, really, really feel it. But when you come through the fog of all the, of all the shit, it's like there, there was some neat stuff here, you know there is the good.
Speaker 2:I do find the good, you know. Obviously we didn't talk about the history of the family and all that and what there's bring, but both my parents you know I'm always the kid they've turned to yeah, or like okay, I need somebody that's going to there's a reason for that.
Speaker 3:You're the. You're the reliable go-to person. So congratulations.
Speaker 2:So that's what I'm going to do. Fridays with Frank.
Speaker 1:I love it Right, like I started ASAP. He said a joke, just even with your iPhone. Not your iPhone, but your phone camera. That's all you need.
Speaker 2:That's what I'm going to do. But like he said a joke about a Cadillac the other day, something about telling a cat to tear out a little Cadillac, I was like, wow, I needed that on video. Dad, that was yeah, so I'm gonna make him do it.
Speaker 3:I'm gonna make him do dad jokes and stuff. Yeah, that'd be awesome.
Speaker 2:That would be so awesome, true dad jokes I'm like, hey, dad, we're alive, be careful, right or let him go yeah, who cares, isn't he like?
Speaker 3:seven feet tall, or something like that yeah, yeah, he's 6'7" Holy cow, my dad's 6'7" Big, big dude.
Speaker 2:Yeah, you know, he's a big dude. Like he's a big dude, he's a strong dude, he, you know you're talking about disciplining your kids, right. When I tell him, I'm like, yeah, when I was 17 years old, I stole his truck. Oh wow, I stole his truck. Oh wow, right.
Speaker 3:He was the prime of it all too. He's big.
Speaker 2:Oh, yeah, yeah, yeah. Anyway, you weren't scared. No, that's why things don't scare me. My dad's 6'7". You have no idea what I have been through as a child, right?
Speaker 3:Yeah.
Speaker 2:But anyway, when I talk about how strong my dad is, not only that, he's a mechanic, so he's got a grab. Yeah, he's got the hands too. And he picked me up by my neck and straight armed me off the ground and let me have it first.
Speaker 1:Holy crap, did he get his point across.
Speaker 2:No, I took it again.
Speaker 3:Shocker. All right, dude, all right, okay, well, we love you and thanks for coming on. Love you guys.