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 116 - Building Your Real Estate Empire
Perry Dean and Aaron Pearson welcome Bob from Inspiro Financial Mortgage to discuss training techniques that transform real estate practices and explore strategies for building referral-based businesses.
• Quick updates on current transactions and property listings
• Upcoming free VIP 50 trainings in Sugarhouse, Bountiful, Ogden and Tooele
• First day of training focuses on mindset, habits, and knowing your "why"
• Bob enjoys a 41-year career in mortgage lending with 14 current loans in pipeline
• Live call transfers have dramatically improved conversion rates compared to follow-up calls
• Working with a team of Century 21 agents showing success with real-time client communication
• Discussion of competitive outlets like pool leagues when physical sports become challenging
• Importance of the mental game in business and sports: clear mind leads to better performance
• Current conventional rates in mid-to-upper 6% range with FHA rates in lower 6%
• Options for structuring loans to balance rate and closing costs based on client needs
If you're an agent looking to take your business to the next level through the VIP 50 method, reach out to us about our free trainings. Contact Bob from Inspiro at 801-842-4487 for mortgage questions.
Hey, hey, hey, what you say, it's Friday, hello everybody. Perry Perry Dean, here with Beards on the Street, and this cat right here, aaron Pearson. Mr AA, ron Pearson. And that cat right over there is Mr Bob Bob from Inspiro. How you doing, brother?
Speaker 2:I'm doing great Thanks for having me.
Speaker 1:Of course, Thanks for coming on. I know we gave you what plenty of notice, I mean, you know, like five minutes maybe.
Speaker 2:Enough to just shave and, you know, get some makeup on and get ready for this Right?
Speaker 1:Well, if you need a beard, there's one right there. If you're feeling left out, even though I did cut mine all the way off, I chopped it I've been getting. Oh, hey, I've been getting. I've had a friend of mine tell me that she thinks I ought to take it tight, and I'm, I don't know yeah, clean it up a little bit. I don't know about that.
Speaker 2:I don't know.
Speaker 1:You also had somebody telling you to buzz your head dude. My boy, he buzzed his head, he wanted some. He wanted me to participate. He wants you to look like a hoodlum buzzed head dude like you or him. Hey yo, all right. Well, we, we did it last year and we love it when it, when it's so short and clean and easy. Well then, go do it, I love it. But I like, I actually like looking professional as well, yeah, which is why I wear a hat backwards. Right, wait, we've got to show the hat. Yeah, baby Bam.
Speaker 2:Get a close-up VIP 50. Get a close-up.
Speaker 1:Yeah, baby, we got a little bit of swag for the VIP 50 and got some shirts for our trainings, we got some hats. It's kind of we're uniforming up. You know, it's like we're thinking about what the presentation, what we look like, and yeah, it's awesome, it's important, you know. I mean it's we got to, you know. So they say you gotta, you gotta, look the part right, right, and it's important to me, it's important to you.
Speaker 1:So, aaron, we've had a week. Let's just hurry up and just rip through what's going on with us and our team. I know that you have an offer on one of your properties and you've got some traction on the other one. Yeah, a second showing on the second one Got the offer in on this one and I'm going to do everything I can to get my client to highly consider it, because, as time and properties go on the market, if they sit any length of time, the perceived value and the interest of the property goes down, which means the money they receive out of the property goes down. So you have to strike fast and move hard and that'll help you maximize the return on the property. Well, I've got one of those that I'm working through the first 30 days, or whatever we struggled with. It's a trust and we struggled with getting everybody on the same page.
Speaker 2:Oh, yeah, those can be fun.
Speaker 1:Yeah, they can be absolutely fun. Me personally. I got my clients under contract on a gorgeous place that was their top place they wanted. What's fun about that is they're elderly, they are, and how long have they been in their home man? Honestly, 40-plus years, yeah, for a long, long time at the. They're elderly, they are, and how long have they been in their home man? I'm 40 plus years?
Speaker 1:yeah, for for a long, long time, you know and so, my friends, that the way I got to them yeah, I think she grew up there well, so at that age, to make a move and to upheave their entire life and transition at all, I mean it's, it's a lot for anybody, uh, and so it's exciting that you've been able to help them understand where they're going and get landed. Yeah, no, it's. I mean, I love them. They are cool, they're really cool people and, of course, because they're in my VIP 50 or part of my VIP 50 with my friends, of course I want to bend over backwards and really make it a good experience. You take it personal, I do take it personal.
Speaker 1:I take them all personal, whether they're in my 50 or not, let's be honest, right, I wrap my arms around them, give them a big bear hug and then go to town with them, go, work, work. All right, all righty. We've got some trainings coming up with the vip. So if you're an agent out there, if you're in the industry period uh, mortgage, uh, title, uh uh, home inspection, inspections, warranties pay attention, people pay attention, because we've got some powerhouse training coming up. The first one is next week, the 21st and 22nd. That one's going to be at US Title in Sugarhouse. It's a 10 am to 2 pm each day. It's a free training and I promise you, promise you, when you come out of that training you're going to have some serious, serious focus on and you're going to have a fire built under your ass to go out and crank your business.
Speaker 1:The training is about tapping into your SOI and building your VIP 50, but the first day is all about them like mindset and habits and how you break bad habits and create good habits and knowing what your why is. You know, when you're in a referral-based business, bob, if you don't know what your why is, if you don't know what your values are, how the hell is anybody else supposed to know that? How are you supposed to be referable. Do you know what I mean? Oh, yeah, for sure. So that first day is power packed. I mean we teach you how to set goals. We talk to you about time blocking Guys. It's all about when you're on task, when you're working, you're in the zone period you know.
Speaker 1:And also the first day like we're talking about it teaches you how to be sticky. Like we're talking about it teaches you how to be sticky. It gives you an idea of actually how to go create a crowd, that the engagement and the activities we teach, that they make sense and they're fulfilling. I like attraction better than sticky, icky, icky, sticky, but it's attraction. We're in an attraction-based business and what you're talking about is attracting your people, being an attractable person where people want to gravitate towards you. Business and what you're talking about is attracting your people, attracting being an attractable person where people want to gravitate towards you because of because of who you are and what you stand for and what, what your values are and what your why is, and and I mean I could go on and on, and on and on.
Speaker 1:It's about being attractive. Your values and your why are why people end up being able to attach and trust you. Yeah, for sure, for sure. So yeah, we got that training. And then, the very next week after that, up at U Mortgage in Bountiful. This is right off of 400 North. I mean literally right off the freeway. You could chuck a rock from the freeway and probably hit their building Right, and so it's, I mean piece of cake. And for those of you that don't go north very often, if you're down here in the Salt Lake Valley, I mean guys, we're talking literally 10 minutes north of downtown, 10 minutes. I live right there. It takes me literally 12 minutes from my house to get downtown, so it's not like it's clear out in bfe and you got to drive to ogden. That's not what this is all about.
Speaker 1:It's we do have some coming along we do have a training coming in ogden for all you northern folks. We've got uh at uh, nwar at your board up there in in weber county. We've got a training coming up on the 9th and the 10th. That one, the first day, is 10 to 2. The second day is 9 to 12. And it's sponsored by NWAR, the Northern Wasatch Association of Realtors.
Speaker 1:And again, all of these trainings we're talking about are free trainings, guys, why wouldn't you want to go do it? Why wouldn't you want to go make yourself better, right? I mean, if you could pick up one thing, just one thing, from our training that you could implement into your daily schedule or daily life, and it helped you be a better person or a better agent or a more productive agent, is it worth it? Oh, it's totally worth it. I'd say yeah for sure. So, anyways, those are the trainings that we have coming up. We've got a couple others that are private trainings that, if any of those don't work out for you, we can definitely bring some of you into our other trainings that we're going to be doing.
Speaker 2:We're going to be in Tooele. We're going to be in Tooele.
Speaker 1:We're going to be right here in Cottonwood Heights, just up the just off of Van Winkle Expressway. Yeah, we got a lot. We got a lot of stuff going on. It's fun, fun.
Speaker 2:I love it, it's going to change a lot of people's lives.
Speaker 1:For sure it's going to change a lot of people's lives. Okay, so that's all the business we got to get. I know that your kid is working on a couple of hot prospects. He's got his first listing list by that's coming out next week. Bam Super excited about that I know Jen's got some. Did she go under contract? Yeah, she's under contract, man. And then we, and then also Tanner and Tanner's got one yeah, everybody's making some moves.
Speaker 1:Yeah, they are. It's exciting, guys. It's exciting Things are happening, life's happening, so get into it. And if you are an agent, just one more real quick plug. If you are an agent out there and you're struggling or not, if you want to take your business to the next level, or just take your business to the first level, reach out to us, man, don't just blow this off. Reach out to us. I mean, all it's going to cost you is a little bit of your time. That's it. We're pretty passionate about it, if you haven't figured this out. And I love, love, love, changing people's lives for the better. I love making agents better agents, because that's just going to serve everybody down the road. So there you have it. All right, bob? You're kind of quiet over there, dude.
Speaker 2:Hey, I'm letting you guys do the talk.
Speaker 1:We've known Bob for about three years now.
Speaker 2:Yeah, is that all Four years?
Speaker 1:I feel like I've known you for forever, dude.
Speaker 2:Well, the first two years I was here, I was an underwriter working from home.
Speaker 1:Oh, that's right.
Speaker 2:Didn't get to meet a lot of the agents.
Speaker 1:Cynthia hid you from us. She did, she did. We weren't allowed to even get near you, dude, she just wanted those files just churned out, you know.
Speaker 2:So yeah, so for the first two years I was underwriting. Then we became a broker, and once we became a broker that was three years ago I went back into sales.
Speaker 1:but are you happy with that?
Speaker 2:I love it. Yeah, for sure. I mean it took quite a bit of time, you know, to get back to getting some referral partners to get some you know loans going and I was out of it for about five years where I was.
Speaker 1:Yeah, that's hard. You had to start over.
Speaker 2:Yeah, for the most part, Right so, and I started in this business when I was 19 years old, so Holy cow, yeah, I said in my remarks for that.
Speaker 1:you know the description that you're an old dog.
Speaker 2:You've been in the industry for forever.
Speaker 1:The description that you're an old dog. You've been in the industry for forever 41 years.
Speaker 2:Wow Well it's 41 this year, so October, so it's coming up.
Speaker 1:Good for you. That's so cool.
Speaker 2:For sure. So I just gave my age away.
Speaker 1:Oh well, hey, I remember when I started and obviously, if you've been there that long, dude, when I started as a loan officer, you just had to say I'm a loan officer there was no governing body, there was no licensing.
Speaker 2:Really, no, oh wow, we didn't have computers when I was a kid. That's right, that's true.
Speaker 1:That's true. Everything was done by hand, on paper.
Speaker 2:Well, we had one computer that took Payments. You know, that's where the payments were processed through, at the front desk. Everything else was on index cards and, yeah, it was all paper. So didn't even have this. That's a breeze for you. From back in the day, fax machines came out while you're yeah, while you're CRM. I remember when faxes came out.
Speaker 1:Yeah, for sure, dean. We used to you literally have to go out to the client's house with it was four pages that were laminated together. Obviously, that you wrote, you wrote on it and it pushed all the. I can't remember what it's called, but you basically you'd, you'd write on one and it would give you a pink copy like a carbon copy.
Speaker 1:Carbon carbon copies, yeah so you'd roll out, you'd have to go grab your stack of contract stuff and then you go, every offer was presented, every, you know, and I mean facts by itself. Facts literally changed. I mean it the speed, remember when, how the speed? Oh yeah, just it was. It was. I mean, dude, it was nothing was speed. You, literally you, I have an offer, I want to go present it, and then it was time to visit with somebody. It it was all face-to-face right.
Speaker 1:I'm going to fax that right over Nope Dude it was running around. It was running around delivering copies of everything, wet signatures, I mean. I remember when it went away, man you had to work. Oh, yeah, yeah.
Speaker 2:No, but dude, it was fun, right, it was definitely a lot more personable.
Speaker 1:We're getting so much further removed now oh everything's done by text and email. Docusign or loop or whatever. E-signatures.
Speaker 2:I would rather get face-to-face with somebody in comfort of their own home and getting their information and showing them the benefit of what I'm offering them and walking away with a sold deal. Yeah, but things have changed. Nobody wants to do that.
Speaker 1:I remember presenting an offer and you would go into the living room and the agent would be here. You'd all sit down, you'd discuss your client, you'd discuss your offer, and then you basically they're like, well, okay, great, we want to think about it. So you're like, awesome, I'll go sit in my car. Well, because you didn't want to go drive 40 minutes to go back out there.
Speaker 2:Right.
Speaker 1:Right, so you'd wait, and then you would. You do everything you could to sell and, and and, which was so cool. I got my lunch in the car. I'll go eat my lunch and I'll be right, literally dude.
Speaker 2:Yeah, it was like talk about your beeper.
Speaker 1:On your beeper you're, you're sending your text, you know, oh my hell, eight, zero, zero, eight, five. What's that? Boobs, oh yeah, well, three, eight, three, three, yeah, dude, dude. But man, things have changed, things do you remember? When the e signature came out and it was like nobody trusted it. Oh yeah, dude. Well, it wasn't even legal for a minute no, that like it took it took movement of everyone to let that happen and it just started with.
Speaker 2:A few documents were okay and a few more were introduced that you could get signed now virtually everything except for, like the warranty deed and the deed of trust. Those have to be wet. Few documents were okay and a few more were introduced that you could get signed now virtually everything except for, like the warranty deed and the deed of trust. Those have to be wet signatures and notarized. But okay outside of that, everything is uh, you know you can do your signatures on, so yeah, that was man.
Speaker 1:Fun, fun changes, and really it's improved and it's more efficient, for sure. But, and really it's improved and it's more efficient, for sure. But, yeah, you've been around for a bit, a little bit, yeah, well, dude, we've enjoyed getting to know you. I would say you're one of our best friends in the office, Absolutely for sure.
Speaker 2:You guys are great.
Speaker 1:The feeling's mutual. I wanted to hear a little bit about some of the things you're passionate about. I know you're a pool shark, aren't you?
Speaker 2:I wouldn't say shark, but I do enjoy playing pools.
Speaker 1:You and Mary Lee must get along with your choice in football.
Speaker 2:Oh yeah, for sure.
Speaker 1:Does everybody see his shirt?
Speaker 2:Chiefs fan. Every Friday it's Red Friday. When I lived out, I lived in Topeka, kansas, and for a short time, just like two years, but it was two football seasons and the town on Friday just everyone wears red.
Speaker 1:Everyone wears red and it's Red Friday, and so I moved back here. I hope we end up getting a football team eventually.
Speaker 2:Oh it'll happen eventually, but yeah, so I just carried the tradition. You know um. So every friday you won't see me in anything but red so most of the time I got a chief's you know emblem um that's so cool.
Speaker 1:I used to be a broncos fan, but now I really don't give a shit.
Speaker 2:They're uh they might be better this year.
Speaker 1:Fantasy football ruined affinity. It just ruined it for me because I used to freaking. Just hate the Raiders, mainly because of Romanowski. That dude was the dirtiest, meanest player.
Speaker 2:He was the linebacker that would break your fingers and bite you.
Speaker 1:Howie Long Spit in your face. Howie Long was there too. Yeah, he was, but anyways, nowadays I could give a shit Whoever's on my fantasy football, that's who I want to win, and I don't care if it's the Cowboys boo or the Raiders boo. What's fun about fantasy, though, is it made every game matter? Well, it does. It makes it way more interesting. For sure, that keeps my attention for about two weeks. Do you play fantasy, bob? I do, yeah, I've actually played it and it hasn't ruined it for you, huh.
Speaker 2:No, I've played with the same group of guys. In fact, I've only met one of them, so he was a good friend and it was a bunch of his friends, and I've been doing it for over 30 years with the same group.
Speaker 1:What if somebody's on your fantasy team and they're playing against your Chiefs?
Speaker 2:It makes it a little difficult. You don't want them to score. I mean, if it's one of your guys you know for the other team, yeah, you don't want them to score. If you have a guy on somebody else's team, yeah, it creates a little bit of problem.
Speaker 1:See what I mean? Yeah, it's a conundrum yeah, you, just you.
Speaker 2:You root for football in a different way, right? It's not how many scores, it's who's scoring, right yeah?
Speaker 1:yeah, yeah, I just saw that they just uh released the schedule for the nfl like a day or two ago, so I didn't look at it. Tell you what I enjoy is the Hard Knocks. That is a cool show. I like it behind the scenes you get to know the team. They're characters. They're some characters. What I'm impressed with is just the work ethic. Oh my gosh, holy crap. They're pros for a reason. They're completely pros, that's why they're there.
Speaker 1:Yep, well, you know, the NBA Finals are on right now and you watch how fast the game is. I mean, you know, college students think that they're just completely badass, and then they get into the NBA and it's like holy cow, this is way faster. Pro level is well high school to college, then college to pro. It's crazy, the different level of speed Pretty much every sport.
Speaker 1:Yeah, pretty much every sport for sure. Well, dude, we were talking earlier and I was super excited for you, but you're on a tear. I mean, you told me you've got 14 transactions in pipe and you're juggling like a madman just keeping it rolling. But that's when you're. I would dare say that's probably when you're at your best. Oh yeah, for sure. I mean you're in flow, you're going right.
Speaker 2:Yeah, you've got to take the business when it's there for sure. So I took a week off, took my daughter down to Hawaii. Her and I were well, she just turned 30. And so my wife and her and myself went to Maui, spent a week down there.
Speaker 1:I was going to say you better have taken your wife, not just your daughter.
Speaker 2:Yeah, no, the three of us. It was my daughter's first time. My wife and I, we've been to Maui. This is our third time and just absolutely love it there. I've never been to Maui. This is our third time and just absolutely love it there. I've never been to.
Speaker 1:Maui. I've been to Kauai and the Big Island.
Speaker 2:Once you go to Maui, you won't want to go to another. Yeah, you won't want to go to another island. Good, I'll go to Maui next time, yeah do it.
Speaker 1:I think that's where my buddy has property.
Speaker 2:There's just no better place. It has the best of everything in Hawaii. It has the best food. Um, if you're there to relax, there's plenty of time just to chill that the town does like close down about eight o'clock at night. Why, um, it's I, it's just, I guess their way of life.
Speaker 2:They're just very laid back and wow, that's it. The work day ends around two, three o'clock or something like that. Um but um, there's a. There's a lot of things to do, but then there's a lot of time to do, but then there's a lot of time to spend at the beach and and chill. It's the best food I've ever had anywhere wow yeah, if you love seafood, which I do so, but so I I spent a week there and then um after. You don't like seafood but something smells fishy.
Speaker 2:Oh, something smells fishy, so I came back and I was just like you know, part of it was I had to pay for the trip, but I was like I just have to really hit it hard right now. Yeah and yeah, so I got. I have 14 loans in my pipeline right now that I'm working on how many agents. Oh, that's a good question. So I have one team I'm working with up in Layton that they have seven total agents that I'm working with. A lot of them are newer but um nothing wrong agents um, it's with century 21.
Speaker 2:oh yeah, perfect. So, um, and then I have a handful here, uh, you know, in cottonwood heights, and and then a couple more in in, uh, in layton, and then, uh, my, you know that I, I keep in contact with, so, but yeah, 14 loans, about just under 5 million in total loan volume right now. So, and I'm adding to it every day.
Speaker 1:Good job. You were telling me and this is this impressed the shit out of me. But I mean not to talk, not to bag on anybody, um, but he takes. He's been taking live calls like on the spot. So his, his team, they're out.
Speaker 2:They're out hitting the doors and doing stuff you've trained them where, when they're out rocking it, you're, you're available yeah, that they know they can call me and unless I'm on the other line, I I take the I mean he literally hops on the phone right then with the client.
Speaker 1:That's awesome and and that's I mean honestly for the transition, the handoff, that's a powerful way Because it's a first step. Yeah, man, and if they're out there talking and they're at the door and there's a potential and opportunity and you're available, I mean that's so. Kudos, dude, that's strong.
Speaker 2:Yeah, and it could be just anything from just answering simple questions to giving them the peace of mind that, hey, this is the right step to take right now to get them fully prequalified. So everyone's at a different step and a lot of times it's just that comfort of knowing I've talked to a lender Based on what I told the lender.
Speaker 1:the lender says I'm good, it takes all the guesswork out.
Speaker 2:Yeah, and really with anything, the hardest thing is taking that first step filling out the application and then the worry that goes into it. You know what's going to happen. Nobody wants to be told. No.
Speaker 1:Right.
Speaker 2:Nobody wants to be declined. So I try to take that worry or fear away from them and just you know, let them know. Hey, it doesn't matter, you may be qualified right now or I'm going to put you on a path that it might take you a few weeks, it might take you a few months, it might take you a couple of years, but I'm going to stick with you and get you qualified At least you know what path you need to take.
Speaker 1:And get to get on the phone with an underwriter.
Speaker 2:Like I said, it takes.
Speaker 1:It takes all the it takes all the freaking guesswork out of it for sure. Well, anybody in question, if there's a question in your mind, you, you stop. There's no progress, right, like that. That question gets in the way of any movement any well. It stops a ton of people from moving forward because they don't think they qualify when in fact they probably do Right.
Speaker 2:For something.
Speaker 1:And the simple opportunity to hop on the phone with someone who has real answers and you can jump and bridge past any of that question, worry or fear. Progress and movement happens Right. It's awesome. It does so. Kudos, dude. That's incredible.
Speaker 2:Yeah, for sure. We did. Start out just trying to refer people over to me and sending them my application link or saying, hey, this is Bob, he's going to call you or you call Bob, and the number of people that just ghosted us after that first conversation was just way too high.
Speaker 1:So that's when we switched to the live transfers and it's a hundred percent improvement so if you're in the industry, did you just listen to what bob just said? He just gave you a big, big big thing to chew on well, and live transfer well and guys, more importantly, he he'll do it. So he's doing it. And if you're, if you're in the business and you need a good loan officer, call bob. What?
Speaker 2:What about Bob? That's right, bob, the builder of your dream.
Speaker 1:That's right, bob the builder. Hello neighbor, so I've got an ask from you, bob, okay, so we talk about our trainings. I want to send you over some eyewash today and will you reach out to your agents and promote our trainings for us and see if you can't get some of your agents in there, because it will serve them, but it'll. I actually had an impression to talk to you about just part of our coaching that we do. It teaches you to build a specific crowd. You should come to our training. Yeah, I was so dude, not that you need it.
Speaker 2:I would love to. No, I'd love to.
Speaker 1:But it will help you understand the cycle that we're pushing agents to get in. It's a very productive cycle. I'll tell you what you pick 50 realtors, you concentrate on them. You pick 50 realtors and you invite them out on a monthly basis to the mixer and you stay in constant contact with them. Provide value. You'll have more business than you can freaking shake a stick at Holy shit.
Speaker 2:Oh yeah, for sure, if you could just change your mixer from.
Speaker 1:Thursday night that's his pool night.
Speaker 2:That's my pool. I play pool on Wednesday and Thursday, and then I'm also up in the Layton office.
Speaker 1:Are there any of them that would allow a younger crowd?
Speaker 2:Any what.
Speaker 1:The pool halls.
Speaker 2:So where I play out of is the FOE Eagles and they have an upstairs where anybody can be in it. The downstairs is a bar, so you can't have anyone.
Speaker 1:Where's it at?
Speaker 2:It's just off of Vine Street and just west of State Street.
Speaker 1:Let's freaking. Do it dude. Can we do a mixer there?
Speaker 2:I think we could. We'll do our next mixer there.
Speaker 1:That would be cool.
Speaker 2:Then you can be there and you can take a bunch of money from a bunch of people that think their shit don't stink.
Speaker 1:I don't know.
Speaker 2:I don't know, you don't want to hustle some of those guys there, so there's some really good people.
Speaker 1:No, we're going to bring the lambs to slaughter. Right, we're bringing you the lambs. I see you and all your buddies. I like how you guys think Everybody will have fun with it too. Bob doesn't know how to play pool. Everybody will have fun with it too.
Speaker 2:Bob doesn't know how to play pool. Take him on. I'm a beginner, they call me beginner Bob.
Speaker 1:So yeah, dude, I'm going to send you over some eyewash and start promoting it to your agents and get some of your agents, Because I mean, it's all about production. Bob, that's what I don't get when I sit across from a freaking broker and we're sitting there telling them listen, this is a free training, you don't have to do it, we do it If we can take your people and they can go out and even have one more deal than they had before. And then the broker tells us no, it just boggles my mind because tell me any part in there where they shouldn't take advantage of that. It's insane, Dude. I think I've had three brokers completely shut me down.
Speaker 2:That's because they're scared.
Speaker 1:They're scared, they don't have the confidence. They're so worried that we're going to steal their people. Which number one? This is not a very big, freaking market compared to other markets. If we were stealing brokerages' people, we wouldn't be in this industry for very long at all, Nor would I ever do that. The one that sticks out to me is yeah, I'm not really worried about what they do. We eat what we kill here and I'm like, wow, what a great broker you are?
Speaker 2:I hope you watch this show.
Speaker 1:I don't know who you are, but I hope you watch this show. I literally said, wow, really Horrible attitude. I'm like you're not worried. I mean, bob, across the industry right now, two-thirds of all agents haven't even done a transaction in 18 months. 18 months, that's crazy. Two-thirds of all licensed agents. I mean, they have jobs and guess how many of those suckers are going to drop off because dues are coming up, man, and it's $1,200, $1,500, whatever it is, and they're not going to pay it because they don't have it.
Speaker 1:Dude, the brokers. I know the brokers that care about us. Dude, the stress they go, go under the worry they have for their people. It's amazing like dude they're, they're, they're in, they're in that position because they care that they're. They've transitioned into a service part of their business where they're helping people grow, function and and do this business. And when a guy like that told me, like dude, I was, makes you wonder I was, I was, makes you wonder how how well his brokerage is actually really doing. It sounded like he didn't give a shit because he was doing business Honestly, because he was a producing broker. Sure.
Speaker 2:And he had like 30 agents.
Speaker 1:He's going to completely burn out his agents Completely, or the house is just like the head, you know, and there are a bunch of assholes that are only worried about themselves.
Speaker 2:And that's not going to get you anywhere. No, it's not.
Speaker 1:That's what I love about our system is it creates camaraderie. It doesn't create competition, because your 50 is different, my 50, which is different than his 50.
Speaker 1:Our mixer, when we have our coaching clients come with their people. Everyone that comes adds to the buzz, adds to the fun and it's new networking opportunities and meeting people all the time. Bob, the last couple we've had we have trainers or people that we're training that are there. I think we have like six or seven outside agents non-related to the broker're training that are there. I think we have like six or seven outside agents non-related to the brokerage here that are there. You really let's do this at your place. You will meet some great people.
Speaker 2:Well, and the cool thing is, there's quite a few, well a handful of players that I play pool with that are agents also. Oh perfect cool.
Speaker 1:Well, let's, uh, let's, let's get them plugged into our trainings because, again, I don't care if you're a brand new agent or if you're a freaking old dog like you, and this cat sitting next to me doesn't matter, um, it'll still serve you. I promise you there's, there's, if not a lot, there's something within our training that I guarantee will resonate with you and help your business.
Speaker 2:Guaranteed. It doesn't matter how new you are or how experienced you are. You can always use training. You can always get better. Every single morning, I still attend a training.
Speaker 1:Yeah.
Speaker 2:Every morning, morning ascent, and that, to me, is a training it's getting my mindset right and you get something out of it every day. Every day I get something out of it. I love it. There's a new message. But even if it's just to get in that right mindset to get your day going, I have to have it.
Speaker 1:We're big on that and we set them up for success. We have them do very specific things like affirmations and gratitudes and reading and stuff that's going to get you in the right frame of mind. So when you're ready to rock and roll, you're ready to rock and roll For sure. So yeah, I mean, and if you're an agent that you feel that you're actually running your business as an SOI business, I guarantee you're not doing enough. Guaranteed, not based on our system, because most of the agents that we talk to, that that claim they're working their soi, maybe do something once a quarter right should be every day every day and multiple times every month.
Speaker 1:Yeah, multiple. Which is we set it up for you, we show you exactly how to do it, we give you all the keys to the kingdom and then and then you can take it and run with it. So we don't hold back, man, but I would love to get some of your agency. If we can't help them start being more productive, which in turn helps you?
Speaker 2:Yeah, for sure, big time and I know they'd appreciate it.
Speaker 1:Yeah, do you know the owner of the pool we're talking about?
Speaker 2:Um. I know who he is.
Speaker 1:You know who would talk to her? Could you, could you help us? I know who he is. Do you know who he'd talk to? He's going to ask Could you help us?
Speaker 2:I'll be back there on Wednesday. It's the second.
Speaker 1:Thursday of each month. So that'll give you an idea of what the date will be. Okay, but, dude, we can bring 100 people there.
Speaker 2:I'll have to. The only issue with it is Thursday nights is legal.
Speaker 1:Oh yeah, that's true, it's going to be filled with people, so that probably wouldn't work for that night, like I said, they do have an upstairs, and that's something that I can look at. Are the pool tables upstairs or downstairs?
Speaker 2:They do have four upstairs, but I don't think they're playing league on those.
Speaker 1:How big is that upstairs?
Speaker 2:It's big. Oh yeah, it would handle it, handle a hundred people up there.
Speaker 1:Oh well, there you go?
Speaker 2:yeah, so I could do it. Yeah, I'll go talk to him. I know, I know who the person that runs it is, but the it's a fraternal order, so right, they have um they have a board and so I know all the board members and uh, so I can talk to them for sure. Sweet.
Speaker 1:Yeah, let's see what we can yeah, let's see what we can't do. I would love to so. Is it a? Is it like a vet, like a vet's place, or like the veteran? Yeah okay, is that basically?
Speaker 2:like that it's, but it is a fraternal alliance club yeah, exactly okay so it's um eagles. What are the other ones that are out there?
Speaker 1:the big, uh, what's the one with the little thing on on? Yeah, that's the one I was trying to think I can't even think of it right now, but the a. They wear the ring elks.
Speaker 2:Oh, that's the um, oh, that's um freemason oh yeah, freemason, that's nothing like that, so that's a little out do you wear robes, and walk with incense.
Speaker 1:And have a secret handshake no.
Speaker 2:secret handshakes no.
Speaker 1:What do we have to do to join?
Speaker 2:Yeah, there's no secret room. There's no, you know.
Speaker 1:Secret underwear.
Speaker 2:No secret underwear, and it's reasonable too. I love Utah, and it's it's reasonable too. I mean, I love utah. They I think the the annual dues are like 35 bucks a month.
Speaker 1:Oh my gosh and well, it's more of a hangout, it's just a place where we're dudes that. It's like a club yeah, it really is.
Speaker 2:And then, um, the the pool is that's not the main thing that they have there. They do a lot of charity work.
Speaker 1:Well, we'll let them pick our charity for when we come there.
Speaker 2:Okay, yeah, because we always have a charity.
Speaker 1:Or we direct it to them to that. Is that how that works? Are they a charity?
Speaker 2:So they're a nonprofit, Everything goes to. I mean, they're donating everything.
Speaker 1:Yeah, we should let them pick the charity. I like that. That's not them.
Speaker 2:We put it all towards yeah, I'll be talking to him on Wednesday, at least by Wednesdays.
Speaker 1:Okay, sweet yeah see what happens on our show are we gonna is there. If it's a league play, we're probably not gonna get to play pool open.
Speaker 2:Well, on the upper ones, there's four of them up there. If those are open up there, you can play pool. Okay, cool, we should go out anyway one other night. I totally agree, I agree. I suck at pool, but I like playing and what's crazy is most of my adult life.
Speaker 1:I've had a pool table Really yeah.
Speaker 2:That's where you fold your laundry, or?
Speaker 1:that's usually what happens. It was usually for my kids, let's be honest. Let's be honest, lesbi, it's funny. I did too, and my kids. It would be once a week. They made me play with them.
Speaker 2:Yeah.
Speaker 1:I don't know why I took that, but I did.
Speaker 2:I think we got our first one when I was about 11 or 12 years old and I played every single day for most of my childhood, so you caught the bug way back in the day. Real early. And then when I was raising my kids and I still had a pool table but I just didn't play. And then it was actually during COVID, right before COVID, I started playing again competitively and then in COVID the league I was in stayed open, so everything else shut down and they stayed open.
Speaker 2:They had some rules. You know you still had to wear masks and stuff like that, but it was just the one thing that I could do. Kept your sanity, yeah, and I've got a competitive spirit so I played all kinds of different sports, yeah, when I was younger. But as my body started wearing down, I couldn't play basketball anymore. I struggled with the softball.
Speaker 1:But you still had the competitive edge.
Speaker 2:I still had that, yeah, and I needed that.
Speaker 1:Dart guys are like that too, Guys that throw darts yeah.
Speaker 2:In fact they do that. They have a dart league there, they have horseshoes, they have pool. At one time they had foosball, I don't know if they're still doing that.
Speaker 1:What about a beer-drinking?
Speaker 2:league. You know that's a good league to be in you. You're probably pretty good at that. I'd be good at that, I'm competitive at beer-drinking. Do you know what I?
Speaker 1:think it is. I think it's the age of men. They're competitive, physical. They're competitive physical. They have that desire to compete. Well, we can't go out and compete with our bodies. So we've got to compete with our brains and skill and skill.
Speaker 2:Which is cool, and pool was good for me and I do enjoy it. I play a lot, I go to a lot of tournaments and stuff. I'm not the top guys in that group or whatever, but I hold my own and any given night I can beat anybody, and any given night anybody can beat me too. So what?
Speaker 1:what's your favorite game?
Speaker 2:that's. It's always been a ball. Okay, but I've been playing a lot of ten ball lately, ah never heard of it so ten ball is a combination of eight ball and nine ball. So it with the difference between the two. So eight ball, you call all your shots. There's no slop that counts. You know, if a ball goes in the pocket you didn't call the next guy your opponent gets to shoot. Um, did they pull the ball?
Speaker 1:uh, no, no it just stays, you lose your turn you just lose your turn.
Speaker 2:Nine ball uh is. Anything goes as long as you hit the next, the lowest number on the table. So you start the one through the nine and then is anything goes as long as you hit the lowest number on the table. So you start the one through the nine and then, if anything goes, you still keep shooting. Ten ball is a combination. You still go in order, one through ten, but you have to call it but you have to call every shot.
Speaker 1:Oh, so it's even harder.
Speaker 2:Yeah, so they call it rotation. So you're going one to two to three.
Speaker 1:You can get an early ten by hitting the lowest ball in the on the table into the ten ball and uh and you knock it in and that's a win, right, um, but you have to call it.
Speaker 2:So if you don't call the shot, so it's a combo shot. 10 goes in and you didn't call it. Do you lose? No, it gets spotted.
Speaker 2:And then that means, they pull it yeah, the ball comes out, goes on the spot and then your opponent gets, gets the next shot, or actually, in 10-ball they get the option so they can either make you take the next shot. So if you're snookered, meaning you're behind another ball and you have to do a rail kick or something to get out of it, you're just going to hand it back to the person that just sunk a ball that wasn't theirs, right? So 10-ball is a combination that really, to hone your skills, it's a good game.
Speaker 1:Is that a new game or has that been around for a long time? It's been around a long time. Is that what you play in league play?
Speaker 2:On Wednesday nights it's strictly 8 ball.
Speaker 1:Okay.
Speaker 2:And then we just started at 10 ball also, and then on Thursday nights it's a trio division, so you play um two games of eight, two games of nine, two games of ten, and then we do a scotch doubles where you're um you have to drink scotch while you're playing all of the wives are at home going.
Speaker 1:When are you guys coming home?
Speaker 2:no, scotch, you're. You're rotating shots. So, like aaron, if you and I were teammates, I make a shot, I try to set you up for the next shot you make, that it goes back to me and you just rotate. And it's actually kind of fun because you've got to put your You're thinking about your partner? Yeah, exactly yeah. And so you've got to look at their skill level. What kind of shot are they going to be able to make and make sure you can move the cue ball around to get you in a good position?
Speaker 1:I'm just busy trying to put something in the hole.
Speaker 2:Yeah, well, I mean, that's the number one rule they say in pool is just make your shot Right. The number two is set up for your second shot, but you can't set up for your second shot without making the first shot, number one, right so number one.
Speaker 1:I like it. Dude, I remember when you hosted the Morning Ascent and you read a little bit out of the book.
Speaker 2:Yeah, it's called the Inner Game of Tennis, which is kind of crazy. It's about tennis, but it's all about the mental part of the game, whether it's tennis, whether it's even what we do, for we're living, I'm prospecting for new business it's. It's being in the right mindset, not overthinking. You know, in relying on what you're naturally, naturally good at. So, like in pool, you stop, you practice and practice to to get rid of all the bad habits and and to get muscle memory on making the shots. And then you get into tournaments and you start overthinking. Okay, I've got to keep my head down.
Speaker 2:Then you revert back, yeah, and when you start thinking about things, it throws you off, and so this is all about get that out of your head. When you're playing, rely on what you've practiced, what you know, get a clear mind and just make shots. And it's the same thing with tennis that could go for anything.
Speaker 1:It is it. That's great. Advice is like you know, you've done all the preparation. Now just turn it all off and play. Yeah, I like it.
Speaker 2:Yeah, and when you get frustrated, you, you, you take your you know 20 seconds or whatever it might be, reset and then reset and just forget about it. So you have to have, really you have to forget about the last shot, get it out of your mind and just start over.
Speaker 1:It's funny because I was telling Aaron I saw a quote this morning. Yep, I was just thinking this.
Speaker 2:I'm not going to.
Speaker 1:I'm going to beat it up, but here was the context of the quote. It's basically build your life not based on your past, but based on your future. Too many people build their lives based on their past and the problem is you're setting yourself up I mean all your negatives and all that crap that's gone on in your life. You can't build your life on that. You've got to build it on what's in front of you and where you can go, not where you've been.
Speaker 2:That's always the next best move yeah.
Speaker 1:Yeah, it's good stuff. Well, Bob, thanks a ton for coming on Such short notice. Dude, we love you man.
Speaker 2:Oh, it was great. Anytime I can help you guys out.
Speaker 1:Yeah, Well, you know that's two unreal cusses just yakking at each other. We bring in a little bit of talent and it helps out. Yeah, it's fun to have someone to talk to and be able to. Yeah, absolutely, what are? Have you looked at rates today?
Speaker 2:Yeah.
Speaker 1:Okay, what are rates today?
Speaker 2:So rates? Right now, conventional rates are in the kind of mid to upper sixes, so six and five-eighths somewhere in there, and they're up and down All day long. I'm watching the bond market to see what the rates are going to do. Fha, government rates, fha, va, lowers sixes and then we can do pretty much anything. I mean, the nice thing about our business is, if I need to get a payment and I need to get a rate down, there might be a cost involved to it, but I can get your rate down to where you're comfortable with the payment. Same thing if you're short on cash and you need some help for closing costs, you can pay a little higher rate on the loan and I can do a lender credit and get your cost down. Nice.
Speaker 1:So when somebody asks me what the rates are, or if you have a good agent, they can go and negotiate and help you out there too, oh 100%, but sometimes you're maxed out on how much concessions you can get you know, and then you might need a combination.
Speaker 2:You might need some seller concessions and you might need some lender credits, you know, to help you with those closing costs. So yeah, so it's kind of a loaded question where rates because rates are, I mean things of what you're changing all day well, in every transactions different, right so but where there's a will, there's a way. That's what you're saying and that's where my background comes in.
Speaker 2:You know, I've underwritten so you know what they're looking for well, yeah, I'm really good at finding out what your needs are. You know not what your wants are. I mean, I get to the nitty gritty. You know you may want a lower rate, you may want, you know, a low payment, but why do you want that? I mean there has to be a need, there has to be a reason for it, and when I find out the need, then I can structure the loan and and so I ask a lot of questions because I want to make sure I'm giving them the right deal for them and I want them to walk away with a positive experience.
Speaker 1:Bob's your guy. Give him a call. Bob, over at Inspiro. What's your phone number, bob?
Speaker 2:801-842-4487.
Speaker 1:Say it one more time 801-842-4487.
Speaker 2:Perfect.
Speaker 1:Well, bob, thank you. Thank you. Thank you for coming on Beards on the Street man. Like I said, we love you, brother. You're a brother from another mother in our circle. You guys are the best and.
Speaker 2:I appreciate this opportunity to sit down with you and talk to you.
Speaker 1:You, betcha bro, have a fantastic day.