Welcome Back From The Road

SPEAKER_04 0:24

Hey, hey, hey, people. The beards are back. Right? It's been a minute. It's been just a minute. Well, welcome to Beards on the Street. We're uh coming live from the U Mortgage uh studio. They were kind enough to uh borrow us their studio temporarily, and uh we're super stoked to finally be back in the chairs chatting it up.

SPEAKER_03 0:49

We do we've been here there and everywhere. We've message on your phone trunk January. I could hear your head your phone. Just keep going. Uh no, I know. I'm just telling you. Oh, you could hear my new things? It's just funny. Yeah, the technology is incredible. But yeah, dude, we've been all over the place. Uh we're out of an office right now. Yeah. In between, kind of in our transition of our team and only for a minute. Moving brokerages and doing all that. But I don't know, let's catch them up. We've been up in Idaho a couple times. We've been out to Kansas now this week.

SPEAKER_04 1:20

Yeah, went out to Kansas. We got uh we were just talking to Jimmy about uh Texas coming up and uh sport worth it. Of course, we've got a training right here in this building uh October 1st and 2nd, which is gonna be awesome. They have a killer training room. Yes, they do. And uh I'm I'm super stoked to be doing another another training here in Salt Lake City, and we need to fill the room. So if you're a real estate agent out there, contact us. Come to this training, it will change the way you run your business. Guaranteed. Absolutely. And that's kind of how we met this cat. That's how we met this

Liam Joins As New Agent

SPEAKER_04 1:58

cat. Everybody say hi to Liam. Liam, you look like you're in the hot seat, bro.

unknown 2:02

Yeah, I look like it.

SPEAKER_04 2:05

So uh to give you guys a little history. Liam uh came to one of our trainings. Uh actually, let me back up. We went to the tech center up in in Ogden and did a training or did a just a little spiff up there trying to get some of those brand new uh kids that were becoming agents or people that were becoming agents, and and Liam was one of them. He's the only one that showed up. He at the time was still going through schooling. He's been through schooling, he's licensed now. Like you're looking at a real estate agent brand new to the business right here. How old are you, Liam?

SPEAKER_00 2:41

Uh I turned 19 just a couple days a few days ago.

SPEAKER_04 2:44

Happy birthday, buddy. Happy birthday.

SPEAKER_00 2:46

Thank you.

SPEAKER_04 2:46

Yeah. So Liam is gonna join the luxury agency and us over here at Real, which is amazing. Dude, I I can't even freaking wait to take you from a completely green brand new agent to where you're gonna be even six months or a year from now. Like it's exciting. Yeah, this is actually a lot of fun. I mean, what would it look like to you, Liam, if you if you all of a sudden were making $10,000 a month, bro?

SPEAKER_03 3:24

Yeah. You're 19, dude. Yeah.

SPEAKER_00 3:28

Um I do have plans. I want to be able to support my parents, my siblings. Um my dad has done so much for us. Right. We started very uh done and done. My dad worked hard and I want to be able to pay back pay back to pay the payability on us.

SPEAKER_04 3:47

Dude, you're a good kid, man. You're a good kid. That's uh that's amazing.

SPEAKER_03 3:51

That's the motivator, is to is to be able to take care of your family. And wow, man. That is so cool. That is so cool. Um, so you're going to college right now as well? What are you what are you studying?

SPEAKER_00 4:04

Um, right now I'm currently doing just my gen ed, but uh once I finish my associates, I plan on transferring to Weber or the U and double majoring in accounting and finance.

SPEAKER_03 4:16

Wow, wow. So you got brains as well? That's awesome, man. Well, that's cool, dude.

SPEAKER_04 4:23

Yeah, we're super excited, buddy, to have you on on the team and and like I I can't even, I know I keep saying it, but I cannot wait to to turn you into what you're going to be as an agent. Like, that's exciting.

SPEAKER_03 4:40

It's kind of fun help melt molding a young man, too.

SPEAKER_04 4:42

I mean, well, yeah, I mean, there's this you're gonna learn so much life lessons, just everything. Everything that comes with it, you're gonna learn it. And that's important. Yeah. I don't know why that happened.

SPEAKER_03 4:59

I'm trying to turn my volume down. Is that what you do? You just wipe it.

New Gear And Studio Setup

SPEAKER_03 5:04

So Dean got himself some new toys. I got a new toy. Yeah, he's got he's got the metaglasses. They uh they have speakers inside. I guess is it the same technology that that vibrates the bone and helps that is it the same kind of no, no?

SPEAKER_04 5:20

I don't think so. They're just little speakers that just right above your ear that just I'm trying to turn them down.

SPEAKER_03 5:28

Huh.

SPEAKER_04 5:29

Weird.

SPEAKER_03 5:30

That's cool.

SPEAKER_04 5:32

Yeah, I got some new toys. It's gonna be fun for our trainings to be able to to get you know live shots of people just like you were just doing. I actually recorded that while we were doing it. Yeah. I don't know if you saw me reach up and touch my button, but I saw the light start. Yeah.

SPEAKER_03 5:48

Where's the light? There's a light it right here? Yeah. Ah, cool. Yeah, it it illuminates and you can what is that? You is that still turning it down?

SPEAKER_04 6:00

I'm still trying to turn it down. Oh. But you that it's turning my music on because all you do is tap it and that turns the music on. Maybe it's over here. Well, Liam, welcome, buddy. We're super, super happy to have you on the team, and uh, we'll get you cranking, dude. And we'll get you building a business the correct way. It's gonna be awesome.

SPEAKER_03 6:25

Through relationships, through, you know, obviously the skills around doing all that. It'll give you all the confidence you need to be able to go buy and sell real estate, dude. Yeah, and take care of your friends and family.

SPEAKER_04 6:36

Well, we'll cut you loose, kid. We'll get you out of the hot chair now. Okay, thank you so much, man. Appreciate it.

Team Updates And VIP 50

SPEAKER_04 6:44

Well, Aaron, we've been gone for a minute, dude.

SPEAKER_03 6:48

I know, now we're back. Well, has it been about two months since we've done one of our shows? Um month and a half, I think.

SPEAKER_04 6:58

Yeah. So we're uh we're gonna start doing our show from here until we find space. But the cool thing is, is we're actually going uh we we found some space we really like, and I think we're real close to to putting in an uh uh letter of intent on it.

SPEAKER_03 7:16

That'll be neat.

SPEAKER_04 7:17

Honestly, get such a killer office.

SPEAKER_03 7:22

Everybody in the office and together. That'll be really sweet. Really sweet. And I mean, if that one doesn't work out, we'll find one somewhere. Oh, yeah, for sure. So that just gave me confidence that we'll like something, honestly. Yeah, exactly.

SPEAKER_04 7:34

But so guys, we're back. We're sorry we took a hiatus for a minute, but uh, we missed all of you. We missed uh we missed everybody talking to us about our about it. I mean, there's a there's a youth game here tomorrow. Might have to run it. It's an early game, but I might have to run up do a little day drinking up there in the morning.

SPEAKER_03 7:52

You know, and if I don't have my listing today, I'll be up there as well. Get her sold, dude. What's it gonna take? That's the plan. Yeah, but I mean, dude, it's been a it's been a it's been a pretty busy couple months. I mean, between the multiple trips to Boise and the new crowd and the group we have there in Boise that we're working together with, and uh we've been out in Twila. Uh we have a group up in Ogden. Uh we just spent the week in in Kansas City. Yeah. Met big Mike out there, that was a lot of fun.

SPEAKER_04 8:25

We got Texas coming up, Arizona, St. George. Yeah. Yeah, guys, pay attention because it's this is the VIP 50 is is happening. We're we're out changing freaking people's lives. We're helping agents be better agents, stronger agents, smarter agents, more efficient agents. And and it's it's pretty powerful, Aaron, to see the changes that we're making in people's lives. You know, I mean you you you take our our our awesome Idaho people, you know, Dave and Shelly. I I freaking love them. It's a husband and wife team up there that that we've we've had them in our coaching and and just to see how much they've grown over this short period of time, and and of course, we would love if they would come and join our team.

SPEAKER_03 9:12

Oh yeah, absolutely. Well, you know, and just being able to watch people kind of re-reformulate what they're doing and how they're doing business. Yeah. And just the I don't know, the change in fulfillment that that brings for their for everyone's lives is kind of great. Right. That's exciting. Yeah.

SPEAKER_04 9:28

We changed our format a little bit. So now we do uh our Friday coaching call is with everybody in the whether they've graduated or not. I love it, dude. I do too. I love seeing everybody on there and and to have that ability to to it it changes the pace a little bit. It does. But everybody's gonna benefit from it because there's questions you haven't even thought of that you ask and bam.

SPEAKER_03 9:51

Right. Whatever somebody's experiencing, it will be something you'll experience. It's either coming or you already worked through it, so you'll be able to contribute.

SPEAKER_04 9:58

Yeah.

SPEAKER_03 9:59

It's huge. It's gonna be able to.

SPEAKER_04 10:00

And guess what? I gotta ride my scooter this morning. That thing was covered in dust, bro.

SPEAKER_03 10:06

Yeah, sad. And every time I've come visited and see it sitting there water.

SPEAKER_04 10:11

Well, I decided that I'm uh I'm I'm having the tire, the tires replaced on it. I having the oil, all the fluids changed in it. It's getting it's getting uh uh workout. I'm gonna actually have them throw it on the dyno and retune it, and that baby's gonna run like a you know what.

SPEAKER_03 10:30

Sweet, dude.

SPEAKER_04 10:31

Yep.

SPEAKER_03 10:32

It already ran so good, dude.

SPEAKER_04 10:33

Already I know, we'll see. Yeah. I think it's running strong, but that'll be fun. They claim that it'll run better, and I this guy is really good. This Carl down at uh the chapel.

SPEAKER_03 10:45

It's funny you named it where it was at, and I went went down looking for it, and I had never seen that shop.

SPEAKER_04 10:50

Yeah. Well, you know, Western Fans used to be just right down the street.

SPEAKER_03 10:54

Okay, yeah. Yeah, I didn't realize that's where they were. Uh-huh. Yeah, cool. Yeah.

SPEAKER_04 11:01

So uh what else we got? Actually, we we it's been so long. Let's let's tell everybody about what's happened with our team. And yeah, I mean, our team is blown up, guys. We've got uh uh we've got to have Annette on the show now that we're back rocking and rolling. Let's have Annette on the show next week.

SPEAKER_03 11:21

Okay.

SPEAKER_04 11:21

Um Annette, if you're watching right now, we freaking love you. This lady uh is a is a broker, had her own brokerage. She shut her brokerage down, like legitimately shut it down, came over, brought her whole team, and moved over to our team.

SPEAKER_03 11:40

Which has been fun by itself because it's I mean, all the the new lifeblood in our crowd, everyone's got business.

SPEAKER_04 11:46

She is such an amazing soul. Just just a super you you guys wait till next week. I'm not gonna give it all away, but but Annette, we want to have you on the show next week and and toot your horn a little bit because you are an amazing human being. Absolutely. And I'm I'm so grateful to have you and your people on our team and at our brokerage. Absolutely. So so we've done that. Uh yeah, we've been separated from each other. We've had uh we've added, we're up to like 13 or 14 agents on our team right now, and we're growing and growing and growing. Um we're getting our space back soon so we can all be together again. And and man, dude, we're just we're out doing these VIPs. We're we're getting we're getting uh tons of people coming into the in not only into the the VIP business, but into real.

Jimmy On Relationships Over Leads

SPEAKER_04 12:42

Yeah. Matter of fact, I'm gonna introduce a guy. Come on over, Jimmy. So this happens to be Jimmy's space that we're that we're using up right here. Everybody, this is Jimmy Hobson from UMortgage here in Bountiful. Thanks, Jimmy. Yeah, do you feel like you're in a hot seat here?

SPEAKER_01 13:00

I'm in a hot seat every day, man. Right.

SPEAKER_04 13:03

So uh we met Jimmy. Um how did we meet you? Who do we meet you through? Scott. Oh yeah, Scott. Scott Eames, our sponsor in in Rill. Uh introduced us to Jimmy, and and Jimmy runs and and and owns the uh the UMortgage office here in Bountiful. And we we did a training here. That's actually how we met Annette. I was just tooting Annette's horn and talking about how freaking I love her. And thank you so much.

SPEAKER_02 13:31

Yeah, of course. No, yeah, no, it's a it's it's it's an honor. I I believe in what you guys are doing. You guys have done this um with some of my people throughout the country, especially up in Idaho with Jeff. Yep. And uh it it's a great deal, and you know, and obviously Scott's like my brother, and so I've I've actually got a little bit of partnership with him in real where he where he sits, and so for me it's about sharing the message, but really, you know, I I look at you know, you guys are anti-league guys, which is why you're building VIP 50. I've done my the majority of my business, which is you know, 400 million loans last five and a half years without without paying for an MSA. So congratulations. So, but again, because it's it's because I started teaching classes like you guys have, yeah. Teaching about VA, got my name out there, I've got great partners, Annette, obviously being one of them, um, Scott, you know, doing that, and so it's just cascaded. And then again, it's about taking care of people. So I've poured into my people, you know, you know, and and and so you've invested in them. Yeah, I invested in them, and that's why we're doing this again, you know, early October, because we want to make sure that people have the opportunity. You know, people can choose to do what they want in life, but when you, you know, I've I've got a handful of agents I used to work with that are all under the business because they were on the crack cocaine that is Zillow Leads, and they realize they never took the time to build their own sphere.

SPEAKER_04 14:49

And when Zillow makes one little teeny tiny change, which they do all the freaking time, shut down.

SPEAKER_02 14:55

Yeah. And and so I called him, and and he was with actually the the the largest Zillow group in Utah, and he's like, I'm not gonna do it anymore. He's like, he's like, I just never built my own sphere. I tried to do it myself, couldn't do it without the leads, they got tired of you know paying the splits of the leads, which they have to do because leads are expensive. I mean still losing 500 bucks a piece or more.

SPEAKER_04 15:13

We were paying seven plus.

SPEAKER_02 15:14

Yeah, yeah, and and that's the important thing is if you don't understand how to build a business and work with your people, your friends, family, neighbors, cousins, and then once you have those people, work with those people continually. That's the biggest thing that we preach, and you guys do it well. If you've got a client, the best clients create the best clients. Exactly. It's very simple. So that's the thing that we focus on here. We've got, you know, I mean, obviously, we're a relationship-based company, our one of our core values is relationships, not transactions. We believe that every single client should be treated exactly the same every single time.

SPEAKER_04 15:47

You bet. Regardless of the size of the doesn't matter.

SPEAKER_02 15:50

It doesn't matter the size, it doesn't matter who they are, where they came from. We don't care. You know, I don't care what someone's background is. If they need to buy a house, I'm gonna take care of it. Period in the story. And that's the biggest thing that we do, and obviously we're 46 states, which helps us. Uh you know, I obviously I have partners here in the branch. I run sales nationally for the company. I'm the second largest shareholder. Um, you know, I came four years ago. I believe I believe in the vision we have. Um it's been great. I mean, I can't complain. We're growing in in essentially in a market where you know more than 50% of loan officers that existed two years ago are gone.

SPEAKER_04 16:25

Right.

SPEAKER_02 16:25

So, you know.

SPEAKER_04 16:27

Well, we love you, dude. We you're you're just a kind soul. Thank you. Um, you know, just like letting us use your studio here, letting us use your your room. And I mean, you called me this last time and said, bro, I'm ready to do another one. And I was like, hell yeah.

SPEAKER_02 16:41

I just I think people need it. Here's here's a thing.

SPEAKER_04 16:44

They need it so bad.

SPEAKER_02 16:45

People are struggling, and you know, and I've tried every lead source in the world, and you know, on my side, right? And I they're struggling and they keep throwing money in a situation where frankly it doesn't take money. It's literally connections. You call people, you build them up, you know, in turn, and and that's where you gain your value from as well. You make connections and you grow those connections. I mean, people don't understand that. I mean, obviously we're just pay attention to them, bro. Yeah, we come from different generations, but at the same time, I was like, that's the thing is these are your people. Pour into them, don't neglect them.

SPEAKER_04 17:17

Yeah, exactly. And it's fun.

SPEAKER_02 17:20

Yeah, exactly. I love what I do. Yeah, exactly. I wouldn't trade my I mean, everyone's like, why would you do this job? It's like, well, first of all, I get paid exceptionally well. But secondly, I was like, I love it. I was like, and and now my focus, when I when I started here, I came over and it was four or five of us. Now there's now I'm part of a company with we have 200 and something originators. Wow. My job is important to every one of them. So I've made a plenty of money. I made a ton of money doing this job. I'm very blessed. But now when I watch people succeed and grow and and you know make two and three and four hundred thousand dollars, I'm like, man, like I got a kid that came over to me and was doing a loan a month. You know, he had his best month two months ago, did almost 20 loans. Nice half a million dollars this year. Yeah, that that to me is more powerful than what I'm gonna do.

SPEAKER_04 18:03

We were just talking about that with Liam, and and he I mean, he just barely turned 19, nice, barely got licensed. I'm just I'm so excited to track his success ladder as he's going up this ladder and to see where we'll we'll go back and watch this a year from now, and it's gonna be night and day.

SPEAKER_02 18:22

Well, it's it's it's you always you can never stop learning. This is why you're doing what you're doing. I mean, you know, I literally was a one-man shop, worked from a home office during COVID, and and Scott, God bless him, he's like, You need to help more people. I'm like, bro, I closed a hundred million loans. I'm like, people can help. He's like, that's not what I'm talking about.

SPEAKER_04 18:41

Right.

SPEAKER_02 18:41

He's like, you need to help more people become you. Yeah. And so that's what my focus has been for four years is helping people become more like me. And that's harder said than done. No, it is, but it's way more fulfilled. Yes. I've created a mechanism where I don't have to work as hard. I can still make the same money, but I'm more fulfilled because I can watch I can watch people. I mean, when you watch someone make, you know, a hundred, you know, ten grand a month for the first time, it's it's it's it's life changing. Life-changing. I mean, you know, I mean, you had a great career before this, and obviously this has been great for you as well. But that's the thing that people don't understand is, you know, you gotta find the right people and align yourself with them. I mean, you know, to Annette. That's that's I think that's one of the greatest things about Annette. As Annette, even though she's got her hands on a few different pies, she cares so much about people she wants to do more. That's why she's running for the board. Exactly. Yeah, she doesn't know. She's running for the board now. She didn't help herself. Oh my gosh, Annette. That's so funny. She didn't help herself. Yeah, she just doesn't know any better, right? Right. I love her, but but but but she always she likes chaos in her life. Yep, she always cares.

SPEAKER_04 19:45

I mean, I mean, yeah, she wants to serve. We got uh we got about two minutes.

Free October Training Invitation

SPEAKER_02 19:49

Two minutes, perfect. So anyway, guys, um, if you're watching this, if you're a realtor in the market, come to the class.

SPEAKER_04 19:55

Come to the class October 1st and 2nd. Tell them your address here.

SPEAKER_02 19:59

Over 485 North, 500 West. Technically, Banifall will get you here. We're technically in West Banif because we're on the west side of 500 South, which is Highway 89 for all you old folks that know Highway 89. But we're we're literally just north of the Costco in West Baniffle on the west side of the street. Purple signage, you can't miss us. Uh, we got space for you know 50 to 100 people. So if you want to come, we have CE classes all the time, but this is very important. It's free, you're gonna get fed, you're gonna get wisdom, um, you're gonna get fed both ways. Obviously, you're gonna learn, you're gonna get that. But but again, you know, our space, we created this space for one reason to be able to do these kind of things.

SPEAKER_04 20:36

Exactly. And we love it, man. Thank you so much for being so generous with us, and uh, we'll pay it back, I promise. I know you're not looking for that, but yeah, I'm good.

SPEAKER_02 20:46

I I know I know everything I put out comes back to me 10 times.

SPEAKER_04 20:48

Yes, it does. And that's the name of our our system, our game, what we're doing, whatever you want to call it. 100%. Well, guys, unfortunately, we have a coaching call we got to be on in two minutes.

Closing And Coaching Call

SPEAKER_04 20:59

So thank you all so much. We appreciate you and have a fantastic week. Jimmy, love you, man.