Open The Gate
Breaking down Sacramento Real Estate: Our Favorite People, Places and Mindsets
Open The Gate
Ep 29- Aaron Ralls. From Prison Guard to Barber to ICON REALTOR
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New Year Excitement and Career Journey
Speaker 1Happy New Year , Kaylee .
Speaker 2Happy New Year . Wow , we're in a new year , a new year , new year , new us , no .
Speaker 1No , no , I'm just going to keep doing what I've been doing , maybe a little harder .
Speaker 2Hell yeah .
Speaker 1I'm pretty excited . There seems to be a really nice buzz , a lot of excitement around the community .
Speaker 2Phones are ringing pretty good on a Monday morning I've felt bringing pretty good on a Monday morning .
Speaker 1So , um , yeah , um , what's the update ? How's , how's the how's the how ? Is carrying a human inside your body going ?
Speaker 2It's , it's just crazy .
Speaker 1He's so big he's starting to kick my ass a lot , and physically and literally .
Speaker 2Yeah , cool , literally , yeah , and physically mostly . But um , it's , you know , it is what it is getting big and I mean we're coming , we're coming down the stretch . You're , you don't have your six and a half months .
Speaker 1Yeah , you're two thirds of the way done . Um , okay , so . So to all of our millions of listeners , if there is a gap in the production , just you know never stay calm .
Speaker 1We have Kaylee . Call one in from the hospital . Fortunately in California I'll zoom in Fortunately in California they kick you out of the hospital pretty fast . My Marina was in the hospital . We were there for two and three nights with both of our kids , like there was no urgency . They were like and it was funny because I remember walking out like with the baby the first time , especially like with the baby , and you're like wait a minute the nurse isn't coming with me Like oh reality hit real fast , so um you guys will be great can't wait for that moment .
Speaker 2We finally got the nursery set up , which is exciting so very cool , yeah , very cool feels a little real now . Yeah , what about you guys ? What's going on in your life ?
Speaker 1uh well , so this past weekend was was my last weekend of freedom for probably a while . I think we have seven consecutive weekends of volleyball and or baseball for my kids , so I actually I can't wait . It's so funny . When you look at the calendar you're like , oh man , like I'm not going to have a weekend off for a long time , but it's like I would really at this point like rather be doing nothing else . So , um so I got to play golf this weekend , so I was excited about that . The weather was great .
Speaker 2How was your eggnog tournament ?
Speaker 1It was awesome . It came out really cool . We raised like $1,800 that we're going to give out to the two teams . So yeah , that was super fun . A bunch of guys , good time .
Speaker 2I got to get my wife in that tournament . Yeah , yeah , we had our first lady participant this year .
Speaker 1So yeah , I mean it's covering all the genres nowadays .
Speaker 3All right , all right .
Speaker 1The eggnog open the 10-year anniversary was a smashing success . Fucking love that . Okay , without further ado , I want to introduce our guest this week .
Speaker 2Bring it on .
Speaker 1He is one of my favorite personalities in the real estate industry . Him and I met a few years back at a grand opening for an EXP event and , um , he basically said , oh well , I'll give you , I'll give you guys a shot , and we've probably done a hundred inspections for him since then . Um , he's a uh , he's , he's massively , he's influential , a really cool dude and he's got a really cool backstory , from barbering to working in a prison , to old cars and and everything in between . So I'm gonna let , I'm gonna let him talk about it , but let's , let's get him played in all right , let's go coming with some 70s vibes this week , baby .
Speaker 2It's groovy .
Speaker 1All right , all right , all right In the words of my guy , matthew McConaughey . Welcome to Open the Gate , erin Rawls . Thank you for coming in . Good to be here , oh dear .
Speaker 2Great to have you . I'm so excited to dive into this whole edgy background of yours .
Speaker 1But first , we must know . Yeah , but he came with this flowery 70s Bee Gees . I know I was just about to say first we must know .
Speaker 2I'm just trying to stay alive about here Just trying to make a buck . I know you talked to me about prison and barbering and tattoos and then we get the Bee Gees on here and . I was a little .
Speaker 3It was either that or the Rocky theme song . Pleasantly surprised . My wife thought that was a little too much Try to go with something no one else has done yet .
Speaker 2I love it . Well , we're all just trying to stay alive .
Speaker 3Yeah , is there any like actual , like you know background to the song ? You just , you just enjoy the song . I love it . Yeah , perfect . I don't like that song I haven't met . If you don't like that song , I don't want to .
Speaker 1I'll tell you this I mean , I have not seen three smiles on three faces . If I could see my own like for a walk-up song for open the gate I think this is our 28th episode , you know . So I mean I love it like you're having a little fun letting the guard down a little bit .
Speaker 3You start a team meeting with that song . Everybody's coming in .
Speaker 2I suspect that's the first of many surprises on this interview today . Yeah , I can't wait .
Speaker 1So so we kind of touched on it . So so walk us through kind of your professional career journey and how you got to here in real estate and I mean you've got a pretty , pretty substantial team um under your ex , under EXP , um . So talk about how we kind of got from from from there to here from the prison . Yeah , let's is that ?
Speaker 3is that the beginning .
Speaker 2Okay , first question were you in the prison ? Did you work at the prison ?
Speaker 3I worked in the prison . Worked in the prison . Don't judge , Don't judge Honestly .
Speaker 2some of my favorite people have been to prison .
Speaker 3Oh 100% , so you know no judgment here Absolutely .
Speaker 3Yeah , so in 97 , I started working for the Department of Corrections down at Soledad A couple years there and then transferred up to Vacaville , worked a couple years at Solano and then transferred to New Folsom , which is a level four prison . Transferred to New Folsom , which is a level four prison , and then promoted to sergeant there and was in the middle of trying to promote out of the prison into our gang unit on the streets and I got fired in 2008 for six counts of excessive force on six different inmates .
Speaker 2What .
Speaker 3Yes , well , we worked in a pretty violent environment and you know I'm not one to shy away from it . So yeah , six counts of excessive force and , uh yeah , I had to find something else to do . So I put myself through barbering school , ended up opening up Lucky's barbershop , which became the busiest barbershop in Sacramento County .
Speaker 1Yeah , it's kind of I mean , it's kind of a landmark it's . It's one of those places you can say hey , lucky's , and everyone knows where it's at .
Speaker 2Everyone knows about it . Yeah , they're .
Speaker 1Lake Bowl .
Speaker 3I sold it a few years ago , which has never been made public until right now actually .
Speaker 2Oh , I thought , Breaking news yeah , see Second surprise . I knew this was going to be an interview full of surprises .
Speaker 3Yeah , so my buddy , that was about two and a half three years ago . Now is when I sold that . Are you still pretty involved ?
Speaker 2with it .
Speaker 3I stop by about once a week just to say what's up to all the guys . But other than that , not really . He's since opened up a second location up in Cameron Park and that's also very busy . Folsom's in the middle of an expansion . We're going to add three more barber chairs in there . Lucky's is doing real good . This year will be 15 years it's been open . That's awesome . Um , yeah , so I opened the barbershop , got that going . During that time , you know , I was real broke and we had nice cars , harley things like that and , um , due to losing my career with the department of corrections , we couldn't afford our mortgage and we couldn't afford car payments or anything else . So we sold all that . I remember I was driving a little $3,000 Mercury Grand Marquis broke , you know , three kids and four years after I got fired I actually won my case against the prison against the Department of .
Speaker 3Corrections . So I got four years of back pay with interest and then they paid me an extra year's salary to not sue them . So I took the deal because my wife was tired of of the drama involved with fighting the department of correction .
Speaker 2So that's a lot .
Speaker 3Yeah so that's a pretty tough opponent right , I mean . Oh yeah , bottomless pockets over there .
Speaker 2You know they're trying to destroy you .
Speaker 3So , uh , part of the reason I won that , I went public with everything . I created a website , I uploaded all the videos , everything involving all , every one of my cases , because I was innocent of all of them and , uh , you know , it ended up working out . I won . So , um , during the time of working at the , at at the barbershop , and prior to winning my case or no , it was , it was after winning my case Um , we needed a new roof on our house and , luckily , when I won my case , I was able to bring the loan current and not lose the home .
Speaker 3So I thought , man , you know , I spend so much time connecting other people with ways to make money . You know , like , if , if Dan was in his industry and was a regular in the barbershop , I'd make sure all my real estate connections started using him . So I was just always the guy that knew a guy and connected everybody and made all these other people money . And so I thought , well , I need a roof for my house , which was 26 grand , and I need to find something I can do to capitalize on this network that I've built and the work ethic that I have . So I came home one day and told my wife I'm going to get my real estate license Now .
Speaker 3To give perspective , my wife and I have been together since a high school typing class so , and I graduated high school in 92 . So it's been a minute . We've been married 26 years . So when I told her I'm going to get my real estate license , she kind of rolls her eyes . I go great , here we go . You know career number three . But I always just thought , you know , I'll get my real estate license and do a couple of deals a year . While being a barber I was making good money at the barbershop . It was real fun Hanging out with all the guys , all my great barbers and all the clients that came in . And you know our barbershop we'd have two , three hour waits every day .
Speaker 3So in the barbershop it was just a lot of people a lot of fun , a lot of beer , a lot of shots , Like we had a blast and it was a good time . But I knew I , I knew I could make more and do more . So I got my real estate license with the intention of just doing a few deals a year . To all of a sudden , my first year I did 15 , and then it just kept growing . And then the more referrals that I thought , okay , shit , I can't work . I was working six days a week at the barbershop . Now let me drop to five , let me drop to four , let me drop to three . Well , now let me do two days . So I was doing two 10-hour days and then I go well , let me do one 12-hour day . And then I was just too much . It just was too consuming to try to do everything and then manage all the different barbers and everything involved with that .
Speaker 1Did the real estate database essentially come from the barber chair and then referrals from that ?
Speaker 3Yeah , Well , I'm native to the area , so I grew up in Rosemont and then went to Folsom when I started high school .
Speaker 1So I'm I know a lot of people . I've been in the area for a while and I'm 50 , you know .
Speaker 3So I got that going or not going . So , um , I I use that , but yeah , a huge part of it was the barbershop really came , because by then everyone knows me , likes me , trusts me .
Speaker 1Well it's such an amazing parallel , especially a barbershop . I mean , you're using a straight razor , so you know people trust you .
Speaker 3Yeah , Plus , a lot of people are real particular about their hair . You don't roll the dice on that .
Speaker 2Yeah absolutely .
Speaker 3If you're a guy with a good head of hair , well , in real estate really is about your network , right .
Speaker 2Your network is your net worth .
Speaker 2We hear that all the time in any type of entrepreneurial position , but real estate in particular , it is about who you know and who likes and trusts you , and the culture of a barbershop is what a perfect place to earn trust . Have fun , for people to get to know
Professional Image Influence on Success
Speaker 2you . I wish we did do video , like we might need to go into this , because this image , you know it's like you . You've got the good look tattooed on your knuckles , you're wearing the beanie , you're like someone that I would imagine works on harley's , but instead you're an incredible top producing realtor walking in looking like ed norton from .
Speaker 1Uh , I was in . I was gonna be him for hallow Halloween one year . I told him I'm going to be Ed Norton . That scene where he's got them .
Speaker 2Yeah , she's like you are not going to dress up as a skinhead .
Speaker 1That'd be funny . She didn't think it'd be funny . Might be some collateral image damage there . Yeah .
Speaker 2But I mean , I think it's just another endorsement , for it's not how you look or how you come off , it's who knows you and who likes you and who trusts you ultimately , yeah .
Speaker 1Yeah , well , I think , and I think one of the things , obviously one of the reasons that we do this podcast , is because we want to kind of shed light on something and hopefully someone who's listening can resonate with something . And you and I have talked about it , you know , fairly at length . But I mean the tattoos and you said , when you started getting into it , like like sure they fit that barber world , like like a glove . But moving into the real estate environment and again I think the timing of everything plays into this as well , you know the , the social acceptability of tattoos . And I remember , like my first tattoo I got when , when my , when my daughter was born , so that was 2010 . I was working in the restaurants and I just had a little bit of it and I wanted a little bit of it to kind of hang out the bottom of my sleeve you know you had you wanted to look a little edgy , yeah , yeah exactly a little peekaboo tattoo .
Speaker 1Pretty boy for danny boy , but um but I still remember , like being at work , where it , where , like it would come out and I was like , oh , you know , like I don't necessarily know if now I really want people to see this , and that was in like , like I said , 2010 . So , but the social acceptability over the last 14 , 15 years of tattoo and the progression of that and the amount of people that you now see with that . But I remember you , you , you told me specific stories .
Speaker 3You want to share some of those about , like yeah , when I , when I first got into it , it was real easy in the barbershop with with referrals and connections and stuff . But when you're out in the public and you're starting to do open houses and things like that , and you know I'm tattooed from my knuckles , my hands , my finger , um , my whole body , I I probably like even guys that look like they're real tattooed . Typically , I have more , because my whole back , my whole legs , like I'm covered in tattoos and you had them up .
Speaker 1You had them up your neck . That you've had removed .
Speaker 3Yeah , I had one a big barber pole removed off my neck , not because I was worried about being tattooed on my neck , I just didn't like how it turned out . I didn't like the placement of it , but so I had it removed . But yeah , I would do open houses and I'd be wearing slacks and dress , shoes and long sleeve shirt and sometimes a tie and I'd have my hands in my pocket the whole time . And you know I did decent . But man , once I stopped that and just started being myself . I mean , I , I wear branded t-shirts , black t-shirts You're pretty much my go-to outfits . I'm going to have blue jeans or khakis , a black t-shirt , a beanie or a hat and converse , and that's how I do open houses to this day . Multi-million dollar homes doesn't matter , um , and ever since I became more comfortable in that and elevated my level of education in real estate , the business just keeps coming . I got two listing appointments today .
Speaker 1Do you feel like you're like your confidence when you , when you kind of , when you just kind of said , fuck it , I'm going to be who I am , did you , did your confidence go ? Cause ? I mean , obviously , when you talk to a lot of salespeople , it's like they , they that breakthrough is when they really feel like you know what , it doesn't matter how I look and and we , I think we can cock around in circles . I think there are certain environments where , yeah , how you dress does play a role , but I think , as we go along , I've always joked or I've joked for the last few years like the greatest contribution of millennials to the professional work environment is is the new , is a new , the newly defined business casual .
Speaker 1I mean my goodness I'm . I got a pair of Jordans on right now and some Lululemon pants .
Speaker 2You guys are making me feel overdressed over here . Well you're , you know , you're dressing very professionally , but I , but I've always said you look like you know what you're doing .
Speaker 1But I think we're , we're , we're getting to this space and then the more , the better you feel in your clothes , the more confidence you can , you can convey and the better you're going to probably be at your job because you're not worried about the reservations .
Speaker 2I feel like as men , honestly , you guys get a little bit more room to be more casual . As a woman , especially in a professional world that's historically been very male dominant , we have to dress the way we want to be addressed .
Speaker 1Yes and no . I mean you don't want to see Aaron and I walking around in leggings .
Speaker 3Well , I mean no , and I think a lot of the real estate gals nowadays , take it either to where you're looking inappropriate Not you , obviously not you , but some of these girls out there .
Speaker 2That look like they're going to the club , maybe on a Friday night . Yeah , like you want to look like a hoe , or do you want to look like a profession you know like are ?
Speaker 3you selling an OnlyFans page or are you selling real estate ?
Speaker 2I know Some of them look like they're selling themselves to get the job .
Speaker 3It's getting very blurred right now . I think a lot of them are missing the mark , like the husband and wife team . Probably aren't going to hire you , whereas the thirsty guy is going to hire you , whereas the thirsty guy is going to hire you , you know . So it's like is that your ?
Speaker 1demographic . I think there's a floor to it as well . Right , you can . You can probably go too casual .
Speaker 2Well for sure . I just think that guys historically have more room to be more casual and still be taken seriously .
Speaker 3Yeah , it's easier . Yeah , it's for sure easier .
Speaker 2But I envy that about you guys , you know , honestly like there's days where I'm like , fuck , I really don't want to have to like get done up to be taken seriously . But there's kind of that expectation , like I I wish I could just roll up in my chucks and my tats and my beanie and be like what's up , this is what it is . You know , maybe I'll get that ?
Speaker 3I probably could , you probably could . Yeah , if that's you you should try it . I'll let you know how that goes . You look cute today , you'll get compliments either way .
Speaker 1I want to see when you get the knuckle tattoos , though I'll try it out with the temporary ones first Throw some henna on the knuckles .
Speaker 3But I think as I got comfortable being me , which I should have been from the beginning . I think it helped because what I do is literally every day , one to three hours . I study real estate and business and I know that sounds boring and like a nerd , but when I go to the gym , when I'm in my car , I'm constantly listening to podcasts . I read a lot of books and I think by being myself and having a , I can articulate real estate and deals and know how to put them together at a pretty high level . Now that it helps to where they listen to me talk and they go oh , know , everything there is to know but there's always more to know .
Speaker 2Is your focus in a particular area when you're educating yourself ? Is it just kind of everything Like how do you know what to study ?
Speaker 3Yeah , it's a little bit of everything . A lot of it's mindset stuff , because I never want to feel complacent or lackadaisical , I want to keep pushing . But it's , I'd say it's probably pretty much a little bit of everything .
Speaker 2Okay , yeah , can you take a moment to tell us and share , like , who are some of your go-to resources when you're listening about the real estate in particular ?
Speaker 3Real estate is uh . The daily real estate radio coaching podcast with Tim and Julie Harris , gsd mode with Joshua Smith Uh , I listen to pace more , be aby a lot . He puts together creative financing deals and things like that .
Speaker 1So that's a whole different thing .
Speaker 3So that's real big within my group , my team . That I have is if you think there's a deal , call me , because there probably is . So real good at out of the box and a lot of that comes from Pace Morby and guys like that . And then I read a ton . I think there's a big difference when you listen to podcasts . Um , and then I I read a ton . I think there's a big difference when you listen to podcasts listen to audio books .
Speaker 2That's a passive activity , whereas reading is an active activity . Oh yeah , you retain way more when you read , and I don't read just to read .
Speaker 3I study when I read and I have notes and I highlight and I you know I I always date it , cause I think this will be cool if my kids are ever opening these books later on and I'm dead Like oh , my gosh dad read this in 2019 , you know whatever .
Speaker 1So Do you have a favorite kind of area of real estate or are you just ?
Speaker 3Yeah . So when I first got into real estate I was casting a really big net . I was marketing big in Roseville and Sacramento and now I'm like Folsom , el Dorado Hills . I know it very well . That's where I live . That's where I lived a big part of my life , so I don't want to focus or market way outside of my area . I don't want to have to drive an hour to Roseville .
Speaker 1And there's enough business in that area for 10 of you to handle , right ?
Speaker 3Yeah , I want to say I want to be the guy who , like you , want to sell in Folsom or Elder Island Hills . Call Aaron , he's connected , he knows the area and he probably has a buyer already . And so once I did that , that helped a lot staying where I know it and your team leverages the off-market properties really really well .
Effective Sales Strategies and Problem-Solving
Speaker 3Yeah , we do what blows me away most brokerages don't do , which is our stats . We did a team meeting a couple months ago just my group within eXp , not people I have out of state , just our little group within eXp . We did a couple hundred million more in closed sales than some of the bigger brokerages within my same town .
Speaker 2Wow , that's insane .
Speaker 3And it's because most of these other places you might have 200 agents in there , but there are 200 agents acting as individuals , so we've got a bunch of individual agents that we create teamwork and like synergy within and we share our properties and have an off market list , so collaborative yeah .
Speaker 2You come to all of our stuff , we'll get Kaylee in there , you'll be like Holy shit .
Speaker 3You're going to love it . I really want to . You're already part of EXP . One of the things I do also is everyone's invited , which a lot of people don't like , in the sense that all the title reps are invited , All my lender buddies are invited . I don't know why every home inspection could be invited . Weird about that . Well exactly .
Speaker 1It's like how's that ?
Speaker 2really affecting you , other than could possibly learn , gather , get something from someone .
Speaker 1If you're in sales , nothing's getting handed to you . You got to go earn it Exactly you know you got to go and I've always been a belly to belly guy , so it's like I got to respect the hustle . I don't want to rely on email or social media . It's like I want to be in your face and ask you for the business .
Speaker 3Were you at the thing I spoke at a few weeks ago , when ?
Speaker 1I spoke yeah .
Speaker 3Yeah , remember that's where business is done . Everybody tries to hide behind a phone and do it passive , like you got to get in front of people Absolutely .
Speaker 1So one thing that you said that I loved and I wanted to kind of highlight on this is you said if you think there's a deal , there probably is one , and I think that's just such a huge nugget . We talked about like wanting people to be able to take things away from it . That's it right there , like the confidence that you have in that is what probably leads you to to to some of those deals actually getting done Right , like yeah .
Speaker 3I know I'm like , I have some stuff to talk to you about off mic , prime example , and you guys , just from being in the industry , think of this . This is one I just did recently . I sold a client's home . She had $450,000 . I had another property that was coming on the market no one knew about , in Citrus Heights where they were a hard 500 grand . She only had four , 50 . She didn't want to get a loan , wasn't willing to get a loan . What do you do ?
Speaker 2Seller finance 50 , 50,000 .
Speaker 3What if they didn't want to do that ? I did it even well , that's , that's good . You could sell her finance , that'd be easy . But both of my clients are very well off , but they were really stuck on this 50 grand . I'm like dude , it's only 20 . There's two brothers in here . There's 25 grand each . What are you tripping on ? So what we did is we just put a $50,000 lien on the property . If she ever sells it , refinances it or pulls equity , they get their money and they don't even they're not even missing it . They don't even know they don't have it .
Speaker 3Yeah , of course , but that's one way to to do it . Um .
Speaker 2I love that .
Speaker 3If there's anything where someone's in foreclosure and getting ready to lose the home . I don't care if they're . If it's going to foreclosure this Thursday , we could stop it and we can sell it prior to . So there's there's all kinds of things out there .
Speaker 1He's a very uh . Don't take no for an answer .
Speaker 2I love that . Well , it's not . Just . Don't take no .
Speaker 1I have a solution when there's a will .
Speaker 2Yeah , your problem is my solution , and I've got it for you . All you need to do is tell me what's going on so I can tell you how we can get out of it . That's what is missing , I think , in most areas in this day and age of people get stuck on the problem and then they're like well , problem's too big .
Speaker 3Problem's too big , yeah , but a lot of it in the real estate world is because real estate agents are so one-dimensional they haven't learned how to do other things . And you know , a lot of people can't be faulted for it because their broker doesn't know how to do it , their office manager , slash office recruiter doesn't know how to do it . So how would they ?
Speaker 1So you really got to seek out the whole you don't know what you don't know thing , it's like it's the largest piece of the pie .
Speaker 1We think we know everything but what we don't know , is actually the majority of until it kicks your ass Right and you just learned an expensive lesson or a painful lesson because you didn't know and sure Like . But like Aaron said , like proactively going out and gaining that knowledge . I mean , how many times did you see something ? You go , oh , never thought about that , and you look at it Like I remember the first time I read Freakonomics I was like , oh my God , like God , it's just crazy when you spin things and look at it from another perspective how different .
Speaker 1It can actually look the same exact thing from two different side points you know , kaleidoscope of life . Absolutely yeah , so .
Speaker 2I feel like this would be a perfect time to segue into what would be your best advice for somebody who's just getting started in this industry .
Speaker 3Definitely self-educate to as high a level as possible . I tell my kids this all the time . You get paid in direct relation to what you bring to the marketplace . Finley stays busy because they do a good job . They answer the phone . I'll have weird stuff . Dan will answer on a Sunday at 12 while he's on the golf course . I know it's not his working hours , but in my mind I'm seven days a week doing real estate hunting and gathering , bringing in business to him , to my title people to my lender .
Speaker 3They better answer if I'm calling on a Sunday and if they're not , I'll call someone that does , because I'm out grinding , I'm doing an open house on a Sunday while you're golfing and and he knows that . So Dan's super proactive , very , very good . So when I send business their way it's like effortless . I know it's going to get done .
Business Development and Mentorship Approach
Speaker 3So I would say really self-educated , a high level possible . Surround yourself with good , like-minded people that genuinely want to see you succeed .
Speaker 1I bring people him . I haven't met him in person . Oh , you weren't here . No , brandon was when Blake and I were doing it .
Speaker 3Yeah , Brandon joined me when he was 19 . He just turned 22 , four or five months ago . I think He'll make over $400,000 this year . That's insane , Because he came in and I helped him and I go do this and he did it . And then he self-educated even more and learned how to do the Instagram and social stuff . And now his business is growing .
Speaker 2His videos are insane .
Speaker 3He has a massive view . He'll hit icon agent this year with us . He's 22 . Yeah , it's impressive , it's insane , but to me that's like , that's rad , that's what I want . Like next year I want him to do double the production I do , and I'm not going to hate on them for it . I love it . I want to see it , you know . So that's how , that's how .
Speaker 1I do it . So is that , is that like ? Is that your real , your true passion ? I mean like , obviously , selling houses and meeting people , but like , your true passion seems to me like like it's the developing and helping and helping people along .
Speaker 3Yeah , I like that . I like business , I like figuring it out . Like I could probably spend an hour here with you analyzing different things and come up with ways that you guys cause you're so in the business you don't look right . You know you don't . I'm good at the eagle eye view of businesses , so I'm good at things like that and really my motivation for me is I think about when I'm dead . My kids are sitting in the front row at my funeral and people are talking , you know , saying oh , your dad did this , your dad did that . So if you lead in everything with that type of thought , how are you going to ? You know you're not going to screw anything up , you're not going to do shady stuff , you're going to genuinely help people . Like I was saying earlier , my meetings not only are open to all the affiliates , they're open to any brokerage that wants to come and I don't talk about eXp , I don't try . A lot of people are recruiting all the time this and that , Like dude , give it a rest .
Speaker 3I just want to build a big enough business , help enough people that they're attracted to joining us .
Speaker 2I was just having this conversation . Actually , one of my biggest issues is how much out there in real estate dangles the carrot of . I'm going to help you in your business , I'm going to show you how to do this , and then you take the time to go listen to them speak and they stay in the abstract the whole time of like , okay , well , you know to grow your business , you want to market , but then they don't dive deeper and really the ultimate goal is for you to buy in and either get their coaching or join their team . They're not actually going to give you anything substantial or tangible that you can use , and I've never understood that , because even as a title rep , I would pour into every single agent I met with .
Speaker 2And my goal was to give them something that they can use , and I knew that it would always come back . And then , when I switched into real estate , I was posting about what I would do and people would be like Kaylee , stop giving your secrets away . I'm like I've been doing it for seven years . Nobody does anything .
Speaker 3I'm not worried about it
Success Through Discipline and Collaboration
Speaker 3In real estate . You can show everybody everything that we're in Roseville right now . We could line up the entire Roseville auction parking lot with a hundred dollar bills scattered and most real estate agents would quit picking them up because it's too cold or it's too hot or it's too windy .
Speaker 2I have to chase it down , they'll be too fucking late .
Speaker 3Sorry , they'll be too lazy to go do it . You know what I mean .
Speaker 1We just , we just toggle the switch and we can . We can say whatever the hell we want .
Speaker 3I'll be out there till the till till . I'm falling , you know , the headlamp on getting all of it .
Speaker 2So and I think that that's kind of one of the most obvious themes that I've seen . Against all , with all of our amazing speakers on this show , there is this powering theme of motivation and discipline and willing to do whatever it takes , no matter what , to succeed , and I think that's ultimately , you either have it or you don't you know that's it's this primal indoctrination within yourself that I am going to succeed , no matter what it takes .
Speaker 2I'm going to keep working , I'm going to keep making a lasting impact , and I think that's I don't know to me . That's the one thing that stuck out of everybody that we have here is how these incredible stories where they've overcome , you know , like being broke in a car or losing their job and needing to pay mortgage with kids , like , there's always this story of this incredible challenge that we overcome and then you're massively successful with contribution and giving and you know like if someone leaves the XP , leaves my group , whatever .
Speaker 3I'm like okay , cool , try it out . Doors open , come back , kaylee , whenever you want . Like I'm not other places , you're cut off . Yeah , you're hated . You know it's like you're an outcast .
Speaker 1I've never understood that .
Speaker 3Like I , I'd love to have you come talk to my people . I go , dude , let me know I will . Oh no , they won't let you because you're EXP , like what Is your value proposition . That shitty that someone from another brokerage can't come teach your agents . I said we don't even got to tell them where I work , I'll just come help them . No , they won't let you , whereas anybody can come talk in my office . I don't care where you're from , you've got value . Come on in , talk to my people and if they leave , so be it .
Speaker 2Well , that's the difference between a growth and a fixed mindset of somebody who's like it doesn't matter Drives me crazy . We could talk about that for hours , but it's just going to make me want to have a drink and I can't do that right now . We're two and a half months away from that .
Speaker 1But , uh , do you , um , are there any trends or anything that you're following right now , that you're , that you're into that ? Are that are fueling your business or fueling your mindset ? I mean , obviously you said you're listening to a lot of podcasts , reading a lot of books .
Speaker 3Yeah , Um , you know , not really , no , I just try to win every day . I don't really care all that stuff . I know interest rates are kind of bad . So the lender I work with a close Albert Chavez . Any any people ?
Speaker 1has been on the show .
Speaker 3Oh , yes , yeah , any people that I'm working with he'll . He'll buy down their , their rate for the first year out of his commission , cause he knows that's going to turn into a referral later . So with these current price points I mean that's going to save someone 500 bucks a month .
Speaker 1So that's something I'm big at .
Speaker 3I'm having him make up flyers to put on the counter of all my listings right now , cause that that'll really help people . But other than that , like the election , the this , the that , there's noise I'm going to win . That's my mindset .
Speaker 1I'm going into it winning , you know .
Speaker 3So let's go for it whatever it is . So I don't pay too close attention to that . I just find ways to adapt to whatever the changes are , and I'm real big on strategic partnerships , Like you know . If I know and like you and you're a real estate agent or Kaylee and you know , after this I'll tell you hey , any EXP people you see , you know they're up in my area , like call me , cause that's how deals are made .
Speaker 3I think a lot of real estate people you act like a prick to people or you're too hard , like word gets around , I want you hear my name in your office , you're like , oh , I know him and you can call me and be like , hey , so-and-so is putting an offer in . What do we ? What do we need to do ? What do we need to be like girl ? I got six offers , you know , but we can talk through it . That's how deals get made and I think so many people are so short sighted in this industry they don't realize that like your reputation carries carries a lot of weight if you're doing business in a good way .
Speaker 1Well , and what does he catch ? More you catch , more , you catch , you catch more . Catch more bees with honey than vinegar . What's that saying , go , yeah , that's it , you know , and it's like it seems so simple and it really is . It's not easy , but it's simple . Like , just be a nice person . Like , if you lose out on a deal , work harder to get the next one instead of instead of , you know being spiteful or I always tell my wife this and you guys will think about it next time you're there .
Speaker 3tell my wife this and you guys will think about it next time you're there . The real estate game is like , you know , when you go to an all-you-can-eat buffet .
Speaker 2How people act , it's great like . This is the lowest point of humanity . Look at these fucking animals like dude , slow down .
Speaker 1They've got a ton of food like it's a buffet , you know , and people are cutting I'm like go ahead , man like I'm cool , I'll wait 30 seconds I've always said buffets .
Speaker 2I have such a weird feeling about buffets . It's so weird to see people acting like that and the way that they're like engorging themselves and I'm like why are we doing this ?
Speaker 3Yeah .
Speaker 2This is so bad .
Speaker 3That's a good example . If things ever get real bad , you better be ready for that There'll be weirdos out there .
Speaker 2Bring on the buffet . Yeah , I think real estate people are like that too Like .
Speaker 3People are like that too Like oh no , this is mine . You know if , if you're affiliated with me in real estate , you're a new agent , whatever it is , I tell them hey , take my listing , take all my photos , my info off there , rebrand it , create a flyer , make it look like it's yours . I don't care , yeah , how many agents you know , do that ? Not many Not many , and actually they want the accolades , or they you know I don't care about that .
Speaker 2That was something I was going to ask and I kind of just you know , gleaned from you speaking that I know the answer already . But again , I know a lot of people who run teams , even people within my own office , who all of the agents underneath them- have to brand them .
Speaker 2Yeah , it is that top agent's name on everything gets slapped on all the listings . They get all the credit for all the transaction , all the volume . I mean give me your take on that because as a team lead I know I want to give it to me and give it to me , I have such a problem with that .
Speaker 2I think that as a lead personally , if I was a leader , I would want to grow my people up and give them the best opportunity . To me , credit means nothing . I don't want credit for the hard work that you're doing . I don't want to slap my name on something just so .
Speaker 3I can look better . That's not being a good leader in my opinion . Yeah , to me , a true leader will develop other leaders . I got Brandon . Let's say I don't want Brandon on my team . I don't want to show him just enough to feel like he needs me . And , by the way , when I say team , I don't run a production team . Anybody in my downline is on my team .
Speaker 3So if you're in my downline , my goal is to help you and pull you up and help you grow and succeed and become successful , not branding me . I want you to brand you Like people go , newer people . Do you have any open house signs I can borrow ? I go ? Yeah , but you're branding me , not you . You need to get your own stuff as soon as you can . I get it . It's expensive . You can use mine as long as you want , but you're only helping me . It's like when I worked in the prison , there'd be issues with inmates and my officers would come up hey , you know , cause I was a Sergeant and come over . You know so-and-so , you know , won't go back to his cell or whatever the case is . I'd handle the issue and then I'd you make the decision . I'll back up whatever you want to do , and uh , I think real estate is kind of the same way . People had empowerment too .
Speaker 1Yeah , a lot of times people only want to show you enough to keep you dependent . Yeah , yeah , exactly , yeah you keep that dependency . Exactly , it's like a drug dealer , right .
Speaker 2I mean dealer , give them a taste , Give them the good stuff first . Just sell them the stuff that keeps them coming back .
Speaker 1It's a great analogy .
Speaker 2I just insulted the entire fucking industry Very impressed with that one .
Speaker 3Dan , you outdid yourself and I know a lot of agents that do a lot of deals and they're still giving up 50% to be on a team . I'm thinking what are you doing ? You know what you're doing . You don't need to be on a team . You can work half as much and if you're keeping your commissions , you work half as much to make the same . So I don't understand that . But I feel like a lot of places like you get on a team and oh , we do your TC , we do your flyers , we input the MLS , to where you kind of go through , and you're like a couple of years go by and you're like a couple years go by and you think , wow , I'm doing all this business , but I don't really know how to do a lot of stuff because they're not building other leaders , they want you to stay dependent .
Speaker 1Yeah , and I've always said I mean , I've been in this space now for , I think , 13 or 14 years and the reason there's so many brokerages is because there's a right fit for everybody . And just in some of those brokerages that do the additional stuff for you , they exist for a reason and there are people who want to do that because maybe they're not interested in the TC work or the marketing or anything like that , but they're really good at the going out and the hunting and gathering and they just go . Okay , perfect , this is the part I enjoy doing . So if someone else is going to do that , and I don't think there's anything wrong with that . But I've always said I mean that's really why there's so many different options out there , because there's something for everyone .
Speaker 2For sure , yep , for sure . One thing that I got to note as a title rep and going into every little brokerage that I found very interesting about our industry , is how often people change brokers specifically because they are struggling in their own business and they think that something different externally in the environment , is somehow going to change what's happening and it's like that promise of like .
Speaker 3Oh , we'll give you what you weren't getting here ? Yeah , but ultimately it's like it comes down to you , you know .
Speaker 2Yeah , like , what are you doing ? I wonder how many people really stop and take a look in the mirror and go what am I not doing in my business ? What can I do better versus just saying like , oh no , I'm going to go change and follow the dangling carrot of what they're offering over ?
Speaker 1here , yeah , and the answer is usually exactly what we talked about earlier . It's go out there and get in front of people and have conversations .
Speaker 2It doesn't matter what brokerage you're at .
Speaker 3I'll bet you half my clients don't even know what brokerage I'm at . Exactly , I know that , as I don't think nobody cares as long as they know my name .
Speaker 1That's the most important thing . I love it . I mean one of my friends and Aaron knows . Aaron knows this guy as well . He sets up in a Starbucks with a with his laptop and a sticker that says let's talk real estate . Does it a couple of times a week and people talk real estate .
Speaker 3He does it like five days . Well yeah , yeah , yeah that .
Speaker 1And he's in the car a lot nowadays too , so maybe he's going to listen and hear this shit .
Speaker 3Yeah , good , you know who we're talking about . You know who you are he knows I give him a hard time all the time .
Speaker 1So , circling back , let's get out of the real estate space a little bit . And obviously you said you're from Sac . You kind of grew up in the area . What are some of your favorite things to do and maybe some of your favorite eateries or watering holes here in the area ? I love it .
Speaker 2We haven't covered much of the 50 corridor , so I'm excited to be kind of here , I know , and also because I feel like I'm judging you right now this is judgment , but I feel like you know some pretty cool hole-in-the-wall bars too , which are some of my favorites , so let's talk about that yeah
Community Growth and Infrastructure Concerns
Speaker 2.
Speaker 1so the ones that will serve pregnant women .
Speaker 2Damn , not , damn , not on the show god , throw me under the bus . You don't look pregnant , you look great . Yeah , you know what I think it is perfectly safe to enjoy a glass of wine or a beer every now and then throughout the pregnancy I said it ain't my place to say anything about it .
Speaker 1You do whatever you need .
Speaker 3I'm smoked with me the whole time . I know I'm like look at our parents generation they have propaganda like smoke while you're pregnant . It's good for you .
Speaker 2Not saying I do that . Don't come after me people . But seriously , Anyway , let's get back to you .
Speaker 3Pretty much up where I'm at . I only go to places where , like , friends own the places . So Viscani's restaurant in Folsom for Italian Like no brainer . They're expanding , they have a big bar going in , so it's oh yeah .
Speaker 3Just had breakfast with Frank a couple of weeks ago , Early toast , Mario's early toast . In fact . I had breakfast with Frank at Mario's early toast , like for his new grand opening in El Dorado Hills and saw Zach , yeah , Like . So you know I go places where I like and know people Salsa's , Taqueria in Folsom , Taco Loco , Folsom , friends with Benedict's .
Speaker 2I heard of that one . Yeah , my buddy owns that In El Dorado Hills , right .
Speaker 3Yeah , yeah , they've got one in El Dorado Hills , one at Folsom Palladio . My son's girlfriend works there . You know City Slickers in Folsom , all the Sutter Club , folsom Hotel .
Speaker 1My buddy , eric , owns it Like all the cool places .
Speaker 3Yeah , hotel my buddy eric owns , like all the coolest places . Yeah , I know there's not a bar , restaurant , grocery store in folsom . I don't go to where I don't know people . That's amazing .
Speaker 1100 of the time and you're a harley guy . So where are you ? Where are you riding ? Are you riding up 50 ? Are you riding out towards amador ?
Speaker 3um yeah , I don't really have a lot of time to write anymore because I I do this , but you know , the problem with writing is not the problem , but what . What keeps me from doing is I'm on the phone so much yeah , yeah that man . By the time I'm done riding , I'll be on the phone for hours instead of just knocking it out as I go maybe you need to invent .
Speaker 2You could be the guy that invents that capable helmet no , they have it but is it ? But I don't want to be doing it while I'm right , okay , well , yeah , right like when you but I don't want to be doing it while I'm riding .
Speaker 1Ah , okay , okay , well , yeah , right , like when you're on your bike , you want to be out there enjoying- . Yeah , I don't want to do that , yeah .
Speaker 3Plus , my bike now is kind of an older bike , like it's different , and then I'm real big into low riders too , so I kind of have that whole community . Not a okay are we talking low riders that also have like the hydraulics , or this is like classic low rider mine's an air ride suspension I'm not so a lot of guys like this I'm not hitting switches just because I I don't
Speaker 3particularly like it like you got to cut the car up and stuff and I like I don't want to like to improve , like preserve the integrity .
Speaker 2Yeah , a little bit .
Speaker 3Yeah , oh , I like that so more air ride , but definitely in the low riders .
Speaker 2Respect that actually .
Speaker 3And then my wife . She's got an old car . I got her a vintage Ford Bronco for our 25-year anniversary , so that was her dream car .
Speaker 2You know , I hate that they're becoming so popular now because they've always been such an epic classic car . And now I feel like people the trend of the Broncos . See , I feel like people the trend of the Broncos .
Speaker 1I don't know where I stand I see a lot of the new ones . I'm like , oh , they're freaking cool .
Speaker 3I think they look really cool .
Speaker 1I love the nostalgia . They've redone it . You know the old square . I heard there's rumors about the square body Bronco coming back and some old school stuff like that . Like , look , I mean , like our generation has proven that we will spend the money . We will spend the money If you , if you , if you cater to our nostalgia , we will spend the money . Like it's , it's completely evident , um , so I'm all for it , I think . I think I really like it , um , but then you hear the purists , you know , and I'm like , oh , I can totally understand where like both sides .
Speaker 1Yeah , I could totally understand where they're coming from as well .
Speaker 3Yeah , I'm all for anything that just keeps them alive and running .
Speaker 2and out there you know , yeah , yeah , for sure , do what you want .
Speaker 3It's just cool that they're still out there .
Speaker 2I've always been more attracted to , like the classic American muscle . I think in our industry people are like you know , they love the luxury , the Lamborghinis and Maseratis .
Speaker 1I'm like I love the late sixties , early seventies .
Speaker 2Yeah , give me like a 1964 Mustang or something that's just like I can feel it when it revs and it's like got some girth to it .
Speaker 1But then like I listen to , like the New Heights podcast with Kelsey Brothers and Travis Kelsey in Kansas City , has basically donated like tons of money into this high school program that basically fabricate . They bake old cars like they'll take a 71 Chevelle and electrify it , which is like , he's like , he's like and he's basically funded this high school program . It's all credentialed , so they're getting like like collegiate credit hours towards it's .
Speaker 3it's super super grants and stuff .
Speaker 1Yep , exactly , they're setting up grants and um , and he basically built them out this shop and they basically , and they built him a car . I think it was like a 71 Chevelle or something they made electric .
Speaker 2Yeah .
Speaker 1And then I think his brother gave him a car too , and obviously . So I mean you know it's probably the cool thing to do , but I mean it's so neat .
Speaker 2If you can do it , yeah if you've got the money honey . So what would you say is your favorite part ? I mean , you were born and raised pretty much here . What would , what would you say is your favorite part about living in Sacramento ?
Speaker 3Oh , the people . Yeah , for sure , the people . Interesting Some parts of Sacramento . You get shot just looking at someone .
Speaker 1So you know well . I mean , you've certainly Del Paso Heights , but I mean you've seen , you've seen incredible growth , Folsom specifically .
Speaker 3Folsom , specifically Eldorado Hills Folsom . You know they're ruining right now . That's my thought . They're ruining it . Traffic is horrendous , Infrastructure can't support it , Water's an issue . It's a nightmare . They're literally in the middle of ruining it . They've only built at this point , I think . Have you been there recently ? Which ?
Speaker 2part . You kind of know what I'm talking about . Just getting off the freeway , oh my gosh , it's terrible .
Speaker 3So just to give perspective on what's coming , I don't even think they've built 4,000 homes yet . There's 11,377 slated to be built .
Speaker 1Plus , rancho Cordova is also expanding . They're about a third of the way into that project . Why ?
Speaker 2is it that the infrastructure like roadways water ? Why is that always the last thought when they're adding and building ?
Speaker 1Because the builders don't want to pay for it because they have to put it off , the mellow ruse . And the tax revenue is what funds that growth , which seems super backwards . But you can't build a road until you can pay for it .
Speaker 3Funny story , side note . I ran for Folsom City Council in 2018 .
Speaker 2Surprise number seven .
Speaker 3And I was the first candidate in the history of Folsom that they spent $155,000 on a smear campaign to keep me from getting elected because I was favored in all three polls to win .
Speaker 2Why did they want to keep you out so badly ? Because you're like a transparent , honest person .
Speaker 3Yeah , who spent the money ?
Speaker 2Yes .
Speaker 3The BIA .
Speaker 1What Really ? Of course , because you were Me and Roger Gaylord wanted to slow down until our infrastructure could support it .
Speaker 3Interesting , including schools , fire department , police , everything . It's not prepared . You know , just a few years ago we couldn't even water our grass cause there was now no water . Now , all of a sudden , there's enough water for 11,000 more homes . How's that math out ?
Speaker 2Curious and the construction of it . I mean they have to use a lot of water to construct Plus .
Speaker 3there's infill projects everywhere with three-story apartments going in everywhere in Folsom . Anywhere there's little spots so they're ruining it . The Folsom's you know slogan was distinctive by nature . Now it's distinctive by traffic . So it's like it's frustrating to see , Cause I've been there since 88 , you know , and it's not recognizable anymore .
Speaker 2So is that something that you might revisit in the future ?
Speaker 3No , I moved to El Dorado Hills on 10 acres .
Speaker 2When in doubt , just leave it . And that happened . I'm like , all right , my kids are getting out of school .
Speaker 3I'm like let's get some land .
Speaker 1Now you're , you're the . The house that you bought has been kind of a personal project as well . You guys have spent a lot of time and effort designing just a really awesome space .
Speaker 3Well , we had to redo the whole thing . I got it off market . It was on the off market list . So , we redid everything and it was in real poor shape . Now it's pretty nice .
Speaker 1We could probably totally go on a tangent on here . But the fire insurance , you insurance , you . You live in , you live in the country , on country property . How ? How are you dealing with that ? Does it ? Does living in that help you , as it benefiting your business ? You have a better understanding .
Speaker 3Anything involving rural properties . I'm very well versed on now with septic well fire . Yeah , when I first got my house we've been there three and a half years or so it was like 6,000 a year . Every year it continued to go up to finally hit 17,700 .
Speaker 2Oh my God , shit what yeah .
Speaker 3And basically that was our insurance company saying we don't want the policy . So , um I had to go to the California fair plan and I think we pay like 13,400 now and my wife complains about it monthly . Believe me , and you know I tell her every time . I say it's worth every penny .
Speaker 1I'm up there looking at you know and I think that that's , that's a , that's a theme that comes around as well , Like look , the fact of the matter is , if you work hard enough and you can afford it and you want to spend your money on it , then who's to say anything ? Right you grabbed the bull by the horns and and , and found the situation that you wanted to be in .
Speaker 2And now the cost is he looked for the solution ? Absolutely .
Speaker 1So I think it . I think it's fantastic . I love it yeah .
Speaker 2That's amazing Also , holy shit .
Speaker 3Pretty frustrating .
Speaker 2It's so crazy . Yeah , I have a client to getting a new build in Roseville right now and they tried to tell him him his fair plan was his only option and I was like no well , that's not .
Speaker 3That's a problem that this government has ruined things so bad . No insurance people want to be here you know the california fair plan isn't the government , right , it's a group of four insurance companies , basically , that pull together . So if you get everybody to drop people and get rid of people , well , you're only left with them so now they have a monopoly on it , so I don't know how any of this is legal .
Speaker 1Yeah Sounds very PG&E-esque , that's crazy .
Speaker 2They're all going to be coming back . They're all going to be coming after us , like we've seen this before . Yeah , it's disgusting , honestly . Okay , unusual talents . I love this question .
Speaker 3Although .
Speaker 2I don't know . I feel like you have a lot no .
Artistic Aspirations and Personalized Service
Speaker 3I was going over these with my wife . We were at eating dinner last night . She's like so what do you talk about ? And I was showing her the thing . She's like what are you going to say for unusual talents ? I said , well , I'm going to . You know , I've been playing the guitar since I was three .
Speaker 1Nice .
Speaker 2I did not know that . That's impressive .
Speaker 3Yeah , some of the top bands like you'll hear on the radio and everything I've , and yeah , really .
Speaker 2Wow .
Speaker 3So that's what I told her I was going to say , but that's a lie . I don't play the guitar . Oh man Damn it .
Speaker 2I was just about to start .
Speaker 3I have one . I watched some YouTube videos , but man , that's hard . I would say unusual talent , something you probably don't know anybody else that does this , but I do the Native American beadwork like on a loom and everything cool that I have seen that .
Speaker 1You've seen that . That's documented .
Speaker 3That's documented , yeah so I do that .
Speaker 1I've made drums and stuff like that , like native american drums I love that yeah do a deal together , kaylee and and he'll and I'll put my consolation prize bead me something .
Speaker 3Bead you up something but yeah , but yeah , I'm gonna start getting into . My uncle used to do this in the past , like the ? Um leather tooling .
Speaker 1Yeah , stamping and carving and engraving , all that .
Speaker 3So I'm going to start doing that and then inlay the beadwork on the belts . Nice , nice .
Speaker 1Badass .
Speaker 2Pretty slow going .
Speaker 1So you've got some artistic aspirations , yeah .
Speaker 3I mean , I consider barbering very artistic . I would agree with that . And tattooing is such an art , I think it's always been such a high society has looked down on it .
Speaker 2But the reason that people are in love with it is because it is another expression of art . It's a very personal , intimate expression of art too .
Speaker 3For sure . I think that the barber game really helped me to get real good . Well , the barber ran working at the prison . She needed to know names , nicknames I'm real good with names . You know , if people come in , you know .
Speaker 2That , I think , is a huge talent .
Speaker 3That's a huge talent . I make a conscious effort to do it and at open houses you know busy open houses I'll write down . You know Kaylee White and Blue Blouse . You know , I do little things , like damn black hat .
Speaker 1I love that I do mnem demonic devices . I got to equate you with somebody else I know with that name or yeah , like , cause I'm actually not great with names , which sucks .
Speaker 3It's a learned thing , though , you can be , but if you're not , you can't tell cause you're effortless with how you you can work a room very effortlessly . So you may not be good with that part , but if you could integrate that part that's a game .
Speaker 1I mean , yeah , that's game over . Yeah , that's some . That's something obvious . I want to . I don't want to ever let somebody know that I made .
Speaker 2Well , you just let the whole , all of our six listeners , know that you might not know the name , but you know that they're you might not know the name , but you know they're married .
Speaker 1You know they have a kid , you know they're , they have a certain car you know there's , personalize it either way . Yeah , I mean , my game is media is to try and meet hundreds of people a month . So yeah , yeah , it gets exhausting but but definitely , yeah , the , the , the , the , the things about them and the facial recognition . I'm , I'm pretty strong yeah .
Speaker 3That's why I think , uh , even though I don't all the tattoos , they go oh yeah , I've met him , he's cool or he's weird or whatever they say . But have you seen his eating though ? Cause I mean , yeah , but it's one of those things you're like . Yeah , you know , but it's funny , cause when I get referred to all my businesses word of mouth referrals I don't buy leads , but I'll show up to like older people's houses . Like to like older people's houses , like very conservative , very put together . Did they warn you Like ? Oh yeah , they warned me about all the tattoos , okay ?
Speaker 2Okay , I have a question about the referral thing . This is something that I was talking about earlier . Is there some other than the experience you provide in the transaction ? Do you go above and beyond to make sure you're staying in front of people once that transaction is closed to generate referrals ?
Speaker 1Oh , he did it today . What do you mean ? He was at a listing appointment today . He walked out of the listing appointment , called me and said I need you to schedule I don't even have this listing yet . I need you to schedule their inspections for me . Have your people call . My people set it up . So he knew that . He knew that he was up against a couple others , so he was trying to go out of his way to differentiate and he paid for it himself .
Speaker 3So so she is literally calling and saying hi , one of our agents that we work with told us to call you to get a pest inspector out there , cause that was one of the things the guy said is look , I'm really busy with work and I don't want to have to deal with all this stuff , so I left . I don't even know if I got the listing , but I'm paying Dan to send one of his people over there within the next two to three days tops , to do a pest inspection that they're going to get , no matter what .
Speaker 2So definitely the things you provide throughout the experience are above .
Relationship Building and Business Ethics
Speaker 2You know anyone else ?
Speaker 3Maybe I mean , I don't know . I don't know any other realtors that do that . You know what else I do . I haven't had time yet because I went from there straight to here . Give me all your time yet because I went from there straight here . But I'll get my computer and I order up 20 moving boxes with packing tape and everything . It'll be sent right to them , even if I don't get the listing . I love that , yeah , but they're branded with my logos on them .
Speaker 2Absolutely .
Speaker 3No one's going to throw that away .
Speaker 2So even if I don't get , the listing .
Speaker 3Now 20 boxes are stacked in the garage with all their stuff that everybody sees the guy who got the person who got the listings .
Speaker 2Yeah , cause I mean honestly as an , as an agent , I'm always I . The goal is to be referral based . I want to give people that experience , but also I want to make sure that I'm doing what I can to stay in front of them . Right , because we know the statistic 90% of people who had a great experience that they'd use our agent again , less than 10% do , because a lot of them don't stay in front . So I'm curious , like how do you ? Fill that gap in .
Speaker 3I have a marketing company . I'll give you more info if you want after this . But I have a marketing company that I use that they're constantly getting emails and postcards maybe every six weeks . I send a postcard and then retargeting ads .
Speaker 1So they're always seeing me .
Speaker 3So I have two different systems I use for the ads , so that's kind of top of mind and then I send out literally specific pieces just asking for business or when I do see them or whatever , like Kaylee girl , you got anybody that's looking to buy or sell ? Like , oh , actually the girl did my hair was just mentioned I would go . Did you give her my number ? You know what ?
Speaker 1I mean , I'm always like that , Like dude what do you mean ?
Speaker 3Like dad doesn't have to ask me to send him business , because I'm always sending him business , but I'll bet you , if his phone stopped ringing he'd be like dude , what's up .
Speaker 1Right , who's buttering your bread , son ? Because I used to use Bowie , yeah , bowie , and they , you know you do better so .
Speaker 2Okay , so you do do something . That was the point of my question , is you do do something Very proactive ?
Speaker 3But mainly I asked for the business , like if you come to my open house , you're not leaving without me asking for your business . Yeah , I love that and I don't ask if you have a realtor I'm just going in for to to seal the deal .
Speaker 2Yeah .
Speaker 3And I equate it to dating . If I look across the bar and I see a beautiful woman , I'm not going to ask her if she's talking to someone , because if you're a beautiful , woman odds are you are , you are and you're probably turning down 10 others every day . But I'm going to shoot my shot as if you're single , Because if I do know you're talking to someone or I do know you're working with a realtor .
Speaker 1This was like 25 plus years ago by the way .
Speaker 3Yeah , just so we know , or if I become single . Now she's got to watch out , because I got no shame . But but if I , once you find out , oh , she is talking to somebody , or they do have a realtor Kind of messes with your mental game . Well , you can't , you know ? Uh , you , if ? Well , you're a scumbag if you keep hitting on her and you're a scumbag real estate agent If you keep going after them when they already told you Kaylee's a realtor .
Speaker 1Why do you keep talking to them like that ?
Speaker 3You know what I mean . Instead , I will always lead with contribution , be like . Well , here's my card . Pass this on to Kaylee . Let her know I've got a bunch of off market coming up in this area . She can represent you on one of those . So then you're like dang that guy . You know that's cool each other instead of just being cool . Why try to snake them ? Let me win you over and maybe my next two , three offers I put in over the next year . You're the listing agent .
Speaker 3And guess what You're going to be like . Oh , that's a dude that traded me Right .
Speaker 2Now the offer is accepted . A hundred percent Doing good .
Speaker 3All you got to do is people always step over a dollar to pick up a nickel will always endure is how I've always looked at it , like you didn't get anywhere .
Speaker 1if you burn all the bridges , you'd be trapped on an island .
Speaker 3And if someone's out there talking bad about me , it's because they did me wrong , yeah .
Speaker 2Honestly , I'm not going to lie . There's a couple of people , there's a few names that I have heard over and over again that I'm just like I do not want to do a deal with , right ?
Speaker 3I'll write it down . Okay , yeah , pass it along , cause there is .
Speaker 2there's one name in particular that I hear over and over , especially from my female realtor partners , that I'm just appalled that people act like this in our industry and treat other people like this yeah , I'm like why , what ? How does that benefit you ?
Speaker 3as a business owner . Bullies out there too . I think people like to try to big time and like dude . I don't care about my MLS stats . In fact , if my stats were never published , I'd be more than happy with it . I want to close deals . Yeah , I'd prefer them all to be off market .
Speaker 2I want to close deals and I want to help people . That's why I got into real estate , because I mean , I was licensed long before title . But I was dealing with these agents time and time again who would pass the buck off and their their client would be calling us and saying , like I have all these questions .
Speaker 3I can't get ahold of this person and I'm like it's insane .
Speaker 2Yeah , and . And then they would ask me simple questions about the contract and because I was a licensed realtor , I could answer . But I'm like you doofuses are out there .
Speaker 1Yeah , it's so frustrating . So , yeah , I know we're , I know we're , we're , we're pressing on time you guys , we a very important question to ask . The last question is always the best and I always ask it , so every guest has answered this question . If you could be anyone for a day , dead or alive , it can't be kaylee or myself or it can't be an older or younger version of yourself . Who would it be , and why and what would you do ?
Speaker 3oh , this one always gets people well , I mean , it'd be real cool to go back in time and see how things were , like you know , sitting Bull or Abe Lincoln , like I'm in a Seriously Like that'd be pretty rad . Oh yeah , Well , anyone for a day . It'd be pretty rad to be Jesus for a day .
Speaker 1So that's got to be my answer , I mean .
Speaker 3Walking on water . I mean , that sounds bad to even .
Speaker 1I would love to give that walking on water thing a try .
Speaker 2I would love to try to turn water into wine . That'd be amazing Something like that .
Speaker 3It'd be cool to be Elvis for a day too .
Speaker 2I like your Jesus
A Day With Jesus
Speaker 2answer . Be Jesus for a day , or ?
Speaker 3better , yet just spend a day with him . I don't even want to be him . Just give me an hour with him , that'd be great you could finally figure out .
Speaker 2is it all for real ?
Speaker 3Was finally figure out .
Speaker 1Is it all for real ? Was it really real ? I don't know . I'm betting it's real . I'm not going to doubt that . All right , man . Well , this has been a blast . We appreciate you coming in and making time for us Like . I said I think this is a super insightful episode .
Speaker 2Incredibly .
Speaker 1Hopefully people enjoy it . If you didn't take anything away from this . You weren't listening .
Speaker 2We're going to play you out of here .
Speaker 1Play me out , keep me alive .
Speaker 2There we go .
Speaker 1I can see John Travolta walking in right now fingers pointing .
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