How Tyler Blair Grew to 100+ Agents and a Quarter-Billion in Sales

Tyler Blair didn’t grow up with much. 

In fact, it took him a full year and four test attempts just to get his real estate license. Fast forward to today he’s leading a 100+ agent team, closing over $274 million in production, and pacing 850 homes this year.

In this episode of the R.E.A.L. Real Estate Agent Life Podcast, Tyler shares:

• His unlikely start as a leasing agent and property manager.
• The gritty truth of cold calls, open houses, and door knocking that built his foundation.
• How coaching with Jon Cheplak, Sunit, and Alec transformed his trajectory.
• His biggest failures (and the lessons every leader should hear).
• Why “Eat the Gravy” and “20 Conversations a Day” are mantras that still drive his team today.

Tyler’s story is about perseverance, faith, and servant leadership—building not just a business, but a true Legacy.

🎙 Thank You for Tuning in to the R.E.A.L. Real Estate Agent Life Podcast!

We appreciate you joining us for another powerful episode where we dive deep into the world of real estate, mindset, and business growth. If you found value in this conversation, be sure to subscribe, leave a review, and share it with your network!

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Transcript

I'm uploading the transcript for Tyler Blair episode for Real Estate Agent Life podcast. I need a good title and description and hook and some social media posts to create some traction there as well, as well as some email intros. Shane Kilby (00:30)

Right.

Duane Murphy (00:31)

Welcome to Real Estate Agent Life, RUAL. My name is Dwayne Murphy from the great state of Wisconsin. That is Shane Kilby from...

Tyler  Blair (00:37)

Okay.

Shane Kilby (00:40)

Sweet home Alabama.

Duane Murphy (00:42)

Sweet home Alabama, smooth as butter right there. I tell you what, we have an amazing guest, somebody that we've gotten to know more and more over the past year and becoming a very fast friend of ours for sure and an amazing individual, amazing operator.

And we can't wait to introduce you to this person. And Shane, who do we have today?

Shane Kilby (01:07)

Man, today we have the one and only Tyler Blair. He is the CEO and team leader of Legacy Real Estate team of EXP. Before we had this podcast schedule, we had him at 85 agents. But we understand now we have now crossed into the triple digit club. So

Tyler  Blair (01:30)

We did.

Shane Kilby (01:31)

with over 100 agents and staff and has ⁓ recently closed

$274 million in production. We are pacing how much this year, Tyler?

Tyler  Blair (01:41)

Yeah, we should hit about 850 homes this year.

Shane Kilby (01:44)

That's not shabby at all now behind that Tyler is a true giver My notes say philanthropist. I went ahead and took that shot in the dark to see if I could get that out But he's got a true giver's heart. He's a true leader. They ⁓ went and built a school And a well fresh well water and in India was it India? so

Duane Murphy (01:55)

Sounds good.

Tyler  Blair (01:55)

Love it.

Yeah, correct. Yep, in India,

yep.

Shane Kilby (02:07)

That was huge. Not just you, you took agents with you,

Tyler  Blair (02:10)

Yeah, so we did. We actually did announce it at our Christmas party. We we and we raised half of the amount at that Christmas party between our agents and then we raised the other half throughout the year. So it was built a well, an orphanage for his 50 children in India. It was really, really cool.

Shane Kilby (02:30)

That's pretty amazing. So and where you located in Arizona? What part of Arizona?

Tyler  Blair (02:33)

Arizona. Yep. Good old AZ.

So we have a couple different teams, but we're mainly out of Chandler, Arizona. But we do have a team in Tucson, also in Show Low. And then we have a few teams on the west side. So really, we're all over Arizona. And then we also have a team in St. George, Utah.

Shane Kilby (02:55)

Yeah, so Tyler keeps up pretty active. I'm going to say, I won't say hectic, chaotic. We're to call it active schedule. So Tyler, so you're at a whole nother level. you know, cause you know, we, I think we met at previous events, a Maverick or Tahoe. And so we've connected again ⁓ at a John Ceplak event.

Tyler  Blair (03:01)

the force.

That's a good way to put it. I like that.

Yep.

Shane Kilby (03:21)

in KFKFR in Covington So before all of that before the hundred ages 85 ages eight ages like give us a little backstory into Tyler Blair and how you how did you get into real estate? What made you want to be a part of real estate?

Tyler  Blair (03:37)

Yeah, so I love telling this story. So I wanted to be a dentist, an orthodontist, a tree arborist, a hunting guide, you name it, I wanted to be it. So I didn't really understand, I really didn't know what I was gonna do or how or what, but I always had multiple jobs and I was always starting up a little landscaping business or a Christmas light business or.

something because I knew that I didn't want to work for someone and I knew I had to do something big to change my life really. We didn't grow up with a lot. So I met my wife. We were dating at the time. She goes, I'm moving to Tucson. And I'm like, whoa, cool, I'll come with you. I had no... So I was like, cool, I'll come with you. She's like, cool. So we go down there, we're living off of FASPA, student loan money and all that.

So I have a job where every weekend I was driving up and down from the valley every weekend, because I was doing a night job overseeing asbestos work. So I was the manager watching the asbestos work get done. And then I was doing samples and all that, making sure it was done right. Well, she comes home one day from school and she's like, hey, I saw a thing in the bus that said, hey, if you work at the apartment complex, you can get rent for free. So I'm going to go do that. And I was like, hold on.

We're here for you. I'm just looking at classes that I want to go to. like, I'll go get the job and then I'll cover the rent. She's like, okay, cool. So I go interview. They hire me on the spot. It was a leasing agent right there at the complex. And I loved it. I people would walk in, I would lease it up. They would give me an extra 50 bucks. And I'm like, Hey, like I've, found something that's cool. So it was a student housing.

apartment complex and they were making a million dollars a month. It was a remarkable experience. fast forward about eight months, they wanted to hire me full time. Well, Tally was just finishing school. And so we had a decision like, are we moving up back up to Phoenix? Are we going to stay in Tucson? We decided, hey, we want to be close to our family. So I got a job at an apartment complex with a buddy.

and I was a leasing agent at an apartment complex there. And long story short, I got really good. They brought me into corporate. And I was like, hey, oh, you need me to wear a tie? I'm all about it. Corporate, I heard this is good, you know? Essentially, I was a glorified secretary. They pulled me at the front. I was answering the phone when really I needed to be talking to people. Like I gotta be in front of people.

Shane Kilby (05:57)

I'm your guy

Tyler  Blair (06:11)

And so I was coming home annoyed, mad, and my wife was like, hey, you've always wanted to get your real estate license. Maybe you should go do that. And so I took classes at night and it took me a year. I got my real estate license. And then that's when I could say later. So it was really, really awesome.

It was an event that they put on and there was a guy at the end, his name was Marcus Green and he was like, is anyone here want to do property management? And I'm like, me. So I took a job with him. I managed 150 rentals, single family homes all over the valley. And I learned so much. You know, it was through Keller Williams. You know how their training is. I was a sponge. Everything that Marcus said, I was listening to, he was...

a genius the way that he would talk to people. And I learned on how to talk to my wife on how to talk to clients like so much just by listening because of how good he was. And so I just tried to listen and just be the sponge that I need to be. Well, what happened was my wife decided it was a good idea to become pregnant. And so wasn't my idea, you know, so I'm just kidding. So

Long story short, she become pregnant and it was like, well, we can't live off a 2750 a month. Like she wanted to be a stay at home mom. I wanted her to be that. And I gave my boss a 45 day notice and I went and joined a real estate team. And I did open houses, Friday, Saturdays and Sundays all day long. didn't see, didn't see my wife at all. Monday through Thursday, I was cold calling from nine to noon.

And then if I didn't have anything in the afternoon, I was cold calling in the afternoon. I started and then I door knocked. all the hard stuff that people talk about is how I got started. My first buyer was ⁓ my mother-in-law. My second buyer was an open house. So it's just, know, real estate changed the trajectory of my family forever. And so for me, I'm just at a position now where

Duane Murphy (07:51)

you

Tyler  Blair (08:08)

I just grinded so hard and the thing that I knew worked. didn't deviate. just focused on that. All this other thing, all these other things would come in and it was like, no, I'm not, I'm not listening to that. And so by the time I looked up, it was like, well, Hey, like you've, you've got something here that actually works. And then it was like, these agents are actually changing their lives. And so it just starts to evolve and you're like, well, hold on a second.

can't be hiding this, this works. Like this is changing. And so it just evolved. I didn't start out because, I'm gonna go have a hundred agent team. No, I wanted to provide for my family. I didn't want to, I needed to. It wasn't a want, it was a need. So that's what really got me in, man. It was my wife kind of being like, hey, you're not happy.

Shane Kilby (08:55)

I'm not gonna work. You need to go make more money. This isn't enough.

Tyler  Blair (08:57)

Yeah,

Duane Murphy (08:58)

Bye.

Tyler  Blair (08:59)

so she was a song language interpreter for the high school that I was at. And so it was like, we were making good money when I was a property manager, because we had her money and mine, like more than we had ever made. But both my parents worked growing up like crazy hard. I never saw them. So like, always growing up, just I wanted my wife to be there, like when my kids woke up, you know.

So it's just like a thing from being blueprinted back in the day.

Shane Kilby (09:26)

So couple of questions real quick. So last year in September when you were at Tile, how many agents did you have then? And I'm just curious.

Tyler  Blair (09:34)

Yeah, we're probably at like 65, 70.

Shane Kilby (09:37)

Yeah, because I was going to say 60 fact, because it's almost like I heard you say that we have a conversation, maybe it was with a break out.

Tyler  Blair (09:44)

Yeah, I remember chatting

and I want to say it was like 65, 68 or something like that range. Yep.

Shane Kilby (09:49)

Yeah, good for

you. Good for you. That's almost a hundred percent jump. Yeah, absolutely. Absolutely. Yeah, this this this business is You know we teach pre-license post license to ease and stuff Because you know the the ones that you can connect with you can make a positive impact on life and it does go well beyond money because this is one of the one of the only career paths where you can literally

Duane Murphy (09:52)

Yeah.

Tyler  Blair (09:53)

Thank you.

Yeah.

Duane Murphy (09:57)

you

Tyler  Blair (10:11)

It does.

Shane Kilby (10:15)

literally be financially Destroyed you know on the virgin you like I know both of you've seen this like well I think I'm gonna file bankruptcy how much you owe like 30 grand 35 like no God no like do you realize? Right in 90 days like you can pay that off and have that sitting in the bank and and have what's called a bank roll so it is one

Tyler  Blair (10:18)

Yes.

Get on the phone. Good job.

Yes.

Shane Kilby (10:42)

Businesses where you can be in class with a GED or working on the GED you don't even have to have it till you get in and and or and you can be in there with a PhD and the PhD can most will most likely be working for the guy that's gonna finish with a GED at the other end because the PhD is gonna overthink it My business partner her daughter one of her daughters

Tyler  Blair (10:49)

Correct.

Shane Kilby (11:05)

took our recent class. She was 18. She didn't even turn 19 till she passed the class and she passed the state class, but she couldn't activate her license until her 19th birthday. So it was three weeks after she finished the class. So, you know, we have big hopes. Her mom wanted her to go to college, which she had an athletic scholarship. Another story for a different day, but it's nice. It's not, I mean, college is great.

Tyler  Blair (11:16)

Yes.

Yeah, I love it. I love it.

Yeah.

Shane Kilby (11:31)

Don't get me wrong like college is great college get you an invitation opportunity of many many things But it doesn't matter college degree or not if you don't have that grind that hustle at work ethic Just like like you every time I've been around you It's like you're that thermostat that Ed Mylett thermostat like you're running you're running hot you're running hot right always making things happen I know Dwayne. I know you got a question. You want to jump in and I ask

Tyler  Blair (11:49)

Yeah.

Duane Murphy (11:54)

Yeah,

no, something I had caught there and I don't want the listeners to miss out on it a little bit, because we have people that are looking to change their lives, looking to change their careers, looking to change the trajectory of their family and themselves, right? Like literally, as Tyler had said, I mean, you can change it generationally. Real estate will allow you to do that.

Tyler  Blair (12:14)

Literally.

Duane Murphy (12:17)

And it's all within someone's control, no matter what they're doing, whether it's property management or what have you. Cause we have so many people that come from so many different occupations and so many different backgrounds. Just as Shane was saying that that come in and do amazing at real estate cause they do the work. But you had mentioned when you had got started in real estate and your wife had mentioned, Hey, you always wanted to get your real estate license. What was that period of time again that it took you once you enrolled in class to get your license? What was that that you stated?

Tyler  Blair (12:31)

Yep.

Yeah, it took me one year.

Duane Murphy (12:46)

One year, right? just to, why that impacted me so much, it took you a year to get a real estate license, to be able to do what you do. And oh, by the way, this year you're going to sell a quarter billion dollars worth of real estate. And it wasn't one of those like you went out there, passed a class in a week and I mean, you were running, you had a family, you had a family, you had jobs, you had work, you had responsibilities, you still.

Tyler  Blair (12:48)

Yeah.

Yeah.

work. exactly. Yep. Yep.

Duane Murphy (13:13)

did what you had to do to get there, even though it took a year. And now 11 years later, my gosh, mean, you're an example of how most should get to where they need to go or whatever it might be. But I just didn't want people to miss out on the fact that it took you, it doesn't matter.

Tyler  Blair (13:16)

Yep.

Yeah.

Duane Murphy (13:30)

As long as you got the drive and you got the hustle and you got the want and the will, and you're to do the work, it could take you a year to get there. It could maybe take a little bit longer, but guess what? right. Find that prize, drive towards it, do the work. And then it's, and then just take it, you know, as you did, you just kind of grabbed the bull by the horns from there. But I just, that hit me also. I'm like, wait, did he say a year to get his real estate license? And now the dude's going to sell a quarter billion dollars worth of real estate.

Tyler  Blair (13:36)

Yeah, absolutely.

Yeah, and there.

And if you think about the reason it took a year is because I couldn't afford it. So fast, but only pays out twice a year. So I use the fast money each time to pay for my school, which you need books and stuff like that, too. But like, yeah, that was and then it took me four times. I had to pay seventy dollars every time I took the test.

Duane Murphy (14:04)

UGH!

Tyler  Blair (14:20)

Well, I already had that property management job lined up that if I didn't pass the test, it didn't matter. Like I didn't get the job. So like I had to, it was like, so every 48 hours I took it. If I could have took it every 24, I would have, but they didn't let me. You had to wait 24 hours to book it again. But so I took it four times, which eventually, I mean, that cost me 280 bucks. But I remember, I remember like crying when I freaking passed it, cause I thought,

every 48 hours I'm taking this thing and I'm never gonna pass it. I'm gonna be like two weeks down the road. I'm not gonna be jobless and not, but it's true, man. just.

Duane Murphy (14:55)

That makes that

makes your path and where you are today and and and again you haven't even gotten there yet, right? I mean there's your trajectory is just insane So I mean just throw that add that in there as extra ice cream like hell by the way took me a year And I had to take the test four times right and I'm so quarter billion dollars in real estate watch this

Tyler  Blair (15:03)

Yeah.

So.

Yeah, it is, Yeah.

Shane Kilby (15:18)

You know, just, it's a testament to resilience and perseverance, you know. And it's one of the most, it's a head scratcher for me because it takes that whole model and demonstrate. Like we talk about that a lot. And if you don't model and demonstrate that, very few of your

Tyler  Blair (15:19)

And then we're going to a billion, baby.

Duane Murphy (15:21)

Yeah!

Yeah

Shane Kilby (15:42)

you know, your team, your tribe, very few will make it. Like unless they come into your organization and they've already been dialed in, they've already been set up for success and they've got traction and they've got a portfolio of business, if they're trying to create that today, like they will die by the wayside without that model and demonstration.

Tyler  Blair (15:46)

Yep.

Shane Kilby (16:02)

So Tyler, so you have made milestones and everything's a mile marker now. What's been your, to this point in business, what's been your biggest success? You're not done yet, but what so far has been your biggest success?

Tyler  Blair (16:03)

So we wait.

on

I think it's been becoming a John Shepard coach.

And the reason being is like the awards are cool, right? That's cool, right? Your name gets called and you do this and that's great. That's, that's awesome. But I'm like the ability to be able to move somebody through progress is, is life changing on the person that's actually helping them. Yes, it changes that person's life that actually is going through it. But like, for me, that's the part I love, right? Because

I've been coaching our agents for years, right? And so it's a, it's, it's just a transition into now I'm coaching team leaders. Don't get me wrong. I'm still coaching our team and, and still highly, highly, highly involved. send an email every morning to our team. Like there's a lot of stuff, but I think that John Sheplak coach is just another affirmation of like, Hey, you're on the right track for me. You know,

Shane Kilby (17:11)

very impressive very impressive so you you you coach with him as well right he's your see your coach I know okay that's so how is so how is coaching with Sunit been

Tyler  Blair (17:17)

Yes, so I coach with Sunit and Alec. I coach with Alec too.

Duane Murphy (17:20)

We need.

Tyler  Blair (17:28)

Dude, I mean, you've heard me say it's it's like life changing. If I didn't coach you a Sunnit three years ago, you and I wouldn't be having this conversation. And Sunnit.

Duane Murphy (17:39)

That was the question I

had was how you've been coaching under the CHPLAC organization. You've been coaching under Sunit for how many? For three years? Now did you have coaching before then?

Tyler  Blair (17:47)

Three years, like three and a half almost, yeah.

Yeah, through a couple of other different coaches. Yeah, I've had coaches the whole time. I will never not have a coach.

Duane Murphy (17:55)

Yeah.

That was kind of where I was going with that and you just grabbed that torch and ran with it. So I mean, by most people's standards, you have an amazing business, you're accomplishing a lot of things. I mean, we didn't even list off all of your awards and all those things because literally it would take up half the podcast and the 40 under 40, all this stuff that you've won. It's insane when you look it up.

Tyler  Blair (18:03)

Yeah.

Thank you.

Duane Murphy (18:24)

But you just mentioned like throughout your progression all the way through, and it doesn't mean always under the same person. always progress, you progress and then you have to upgrade your coaches or whatever, right? You move on to the next one. Cause everyone, right? They have a, they have a, a season right in your, in your path. But you've been, you've been having coaching all the way along. Like you didn't just stumble here, get there and all of sudden like, I'm going to, I'm going to figure out how to sell a billion dollars worth of, or.

Tyler  Blair (18:33)

Yep. Yep.

Duane Murphy (18:52)

quarter billion dollars at this point, but I'm going to figure out how to sell a quarter billion dollars real estate by myself.

Tyler  Blair (18:57)

Yeah, yeah, I'm a much better listener than I am a teacher.

And that's my thing. Like I will listen, no ego, no judgment. If you tell me that that's going to work and you show me that I'll go do exactly what you tell me to do. That's, that's where I didn't differ. Like for Zillow, right? We're, we're one of the top teams that have Zillow in Arizona. Well, at the beginning, everyone said like, don't do that. You shouldn't do that. Well, I knew a guy that actually was doing really good on it. So I met with him and he showed me.

And I'm like, well, I can do that. I'll do that exact same thing. And I did. And then I hired a Zillow coach. I went from here to there. His name was Mark Martin. He's still, he's amazing. He a ranch in Texas. still buddies. But it's like that, that like, it's just, you find what you want to get better in, find the coach that's great at it and hone in on it.

Shane Kilby (19:51)

Yeah, you know, here's it's always interesting to me too. It's like, I've never met anybody in real estate that this said, I don't want to be successful. Like, like nobody's ever said that. But I think, and I've always scratched my head, like, why is it so difficult for someone to, to understand and see the value of coaching? But then again, the more you're around it, the deeper and

Tyler  Blair (20:01)

Yeah. Yeah.

Yes.

Shane Kilby (20:17)

Involved you are you see let you can look at people that are trying to go somewhere But they just keep bumping that ceiling they keep hitting that they can't break through that inertia Those those are the the individuals who are best Assisted best leverage through coaching. It's not the ones that are you you know trying to you can see I'm like they're just bebopping along You know quick of 18 deals. They don't want to go to 36 deals. They don't want

Tyler  Blair (20:39)

Yeah. Yep.

Yeah.

Shane Kilby (20:43)

Go to 36 deals and have more time under schedule than they had at 1824 deals It took me a long time to figure out the difference in those personalities So let's let's change gears a little bit let's change gears a little bit like Your climb your climb to success and fame and in real estate has been nothing less than phenomenal and and and privileged and appreciated and appreciate being in that same circle with you because

Tyler  Blair (21:06)

Yeah, absolutely.

Shane Kilby (21:07)

you become who you surround yourself with. What's been the biggest failure? What's been the biggest failure in business so far?

Tyler  Blair (21:10)

Absolutely.

⁓

not firing people fast enough.

I'm very to the heart and I'm always looking at like, no, they can do this. Like I'm always given the benefit of the doubt. As you grow as a team, you either start recruiting or you kind of grow organically. And when you grow organically, a lot of it is your friends, some of it's your family, some of it, and that becomes very difficult.

very, very, very difficult and you lose friendships along the way. I don't care what anyone says like you're going to. Because mixing that is really, really hard. So my only regret is just when knowing that was going down that path, just not cutting that sooner. Does that make sense?

Shane Kilby (21:59)

No, that makes perfect sense because all of us have been to a hype session, we've been to a conference or seminar and it's not the cool, it's the facts. You get focused, you get dialed in and we've all been in that room talking about, I'm letting this person go, I'm letting that person go, you're out, you're out. But it's like if you are a true leader,

Duane Murphy (22:01)

Bye.

Tyler  Blair (22:20)

Yeah, yeah.

Shane Kilby (22:24)

That you're truly in the trenches with your people. I just don't believe that you have that intrinsically built in to start just whacking people. Like I just, I just don't. Cause you, and we've talked about this on other episodes before, but it's like those people were with you on the bus to their bus stop, you know, and we've had some leave us and we get off, you know, we, all, maybe it's me, but we've all pouted. We've done a temper tantrum.

Tyler  Blair (22:33)

No.

Yeah.

yeah,

come on, who hasn't?

Duane Murphy (22:52)

Yeah.

Shane Kilby (22:53)

But when you step back you like wait a minute wait a minute like like they allowed me to be a part of that journey to that bus stop and Maybe just maybe whatever I did or our organization organization contributed We helped them to get to that bus stop, right? And when it's time for them to hop on another bus or that's as far as they're go

Tyler  Blair (23:02)

Yep.

Absolutely.

Shane Kilby (23:14)

You know, gotta, we gotta, I mean, hell, we gotta support them. You know, we gotta, we gotta, we gotta lift them up and offer them any kind of assistance we have. I've learned that over the years, over the years, I've learned that, that your blessings seem to come tenfold when you help them get resituated, right?

Tyler  Blair (23:30)

Absolutely.

Absolutely.

Duane Murphy (23:33)

Yeah. And it's

never an easy, you know, it's never an easy decision. know all of us lead with a servant's heart. And, and when you have that, you, you see the best in people. You, you want the best for people. You, sometimes you get caught up and you, you want it almost more for them than they want it for themselves. And, and it's, because we lead with that servant's heart, it's like, you know, damn it, I'm going to, I'm to do everything I can to,

Shane Kilby (23:37)

Mm-mm.

Tyler  Blair (23:45)

Yeah.

Yeah, absolutely.

Duane Murphy (23:59)

But do it for you. And even then sometimes cross over that line of I'm almost going to do it for you because I wanted that back. know the difference it can make in your life. know what it can do for your family. know what it can, you just truly believe in it all. And then you get so wrapped up in that, right? With that, with again, with that servant's heart of like, I just, I just want to want to help these people. want to help them. And, know, and, and, ⁓

Tyler  Blair (24:12)

Yep.

Duane Murphy (24:24)

And sometimes, like you said, you have to draw that line. You have to mark that line in the sand, so to speak. And then you have to make that decision because again, you are possibly going down two different paths or maybe they did reach their limit, you know, in whatever it may be. And that's, it's never an easy thing to do, but it's a necessary thing. It's why we get the title of leaders is to make those decisions. And sometimes like you had said, the

You never regret the ones typically that you have to part ways with other than the fact that you should have, you always know you should have done it sooner. never, looking back, you never go, ⁓ yeah, I shouldn't have let that one go. No, every single time you look back and you go, I should have did that way sooner. And then ⁓ there's confirmation on it when your people come to you and they say, it's about time.

Tyler  Blair (24:52)

Sooner. Yeah, exactly.

Shane Kilby (24:56)

Yeah.

Yeah.

Tyler  Blair (25:07)

Exactly.

Yep, they're like, good job.

Or thank you.

Duane Murphy (25:14)

Like, why didn't

you say something? Well, because we're just sitting back waiting to see if you would.

Tyler  Blair (25:19)

Yeah, well, I can't read your mind.

Shane Kilby (25:19)

Yeah.

Yeah, and it's somewhat, you know, it's we've read it, we've heard it, we've seen it, we've lived it like you have to.

Push the room to elevate to the next level around you, those people that you would love to take them with you, or you've to leave them in that room and you've got to climb to that next level to get in those uncomfortable rooms. And I know you know the real uncomfortable rooms in this industry. It's like, right?

Tyler  Blair (25:34)

Yep.

Oh yeah, it's nuts.

Duane Murphy (25:49)

Yeah, they happen

to be on ranches in the middle of nowhere and then you're sitting in the front row on the couch. Yeah. Sitting in the front row in a couch.

Tyler  Blair (25:52)

Yeah. 300 acre ranches. Yeah. No big deal. Yeah. Literally. You guys got to go to the new ranch. You got to go to the new ranch too. It's wild. Yeah. It's wild.

Duane Murphy (26:01)

Yeah, that's what I heard. That's what heard. So Tyler,

Shane Kilby (26:01)

Yeah.

Duane Murphy (26:04)

to get to where you are today, we've all had lots of people that have influenced us and have come into our lives and possibly still in our lives that helped us become who we are, maybe played a big pivotal role in what we are, who we are. Who's been your greatest influence in life and business?

Tyler  Blair (26:09)

Yeah.

Yeah.

Ooh, good one. Life and business. I, I'm gonna do two separate if that's okay. ⁓ Life, I'm gonna pick my mom. Today's her ⁓ 65th birthday. ⁓ Yeah, yeah, thank you. She is actually there in Hawaii, spending their birthday in Hawaii. And I convinced them three weeks ago to book the trip. I convinced them to book first class.

Duane Murphy (26:28)

Yeah, yeah.

⁓ Happy birthday, Mom.

Shane Kilby (26:36)

Happy birthday mom

Tyler  Blair (26:48)

My mom runs a real estate team for us in solo. So she runs for, she has four agents for us in solo and she made $41,000 last month. She made more last month than she made in a year at her job growing up. So, so that's where it's like her work ethic, her drive. mean, she worked for Mesa public schools forever and then retired. And then I was like, Hey, you should get your real estate license. And then becomes number three.

Shane Kilby (26:59)

Nice.

Right.

Tyler  Blair (27:15)

in her area. it's just like her work ethic, her drive. I'm going to pick her for business. I think I would have to pick Fanny. He's a commercial buddy of mine, but he helped me when I had no money. He would take me to lunch every week and coach me for almost a year.

Duane Murphy (27:17)

my.

Tyler  Blair (27:36)

We would go to the same place. So I'm incredibly grateful for him. We still text all the time. So I'll pick him.

Shane Kilby (27:45)

There's a book if you've I don't know if you read this little book, Go Go Giver. And that's that sounds like that story in Go Giver. Yeah. That's good. That's good. I'm I'm not man. I'm jealous. I want to go to Hawaii. I want to be in Hawaii.

Tyler  Blair (27:49)

Yeah

Yeah. Yeah. Yeah.

I know, right? was like,

quit sending me pictures, lady. I'll hear about it when you get home.

Duane Murphy (28:03)

I didn't know that your mom was selling real estate and part of your whole organization. That was awesome.

Shane Kilby (28:03)

Get fired, man, get fired.

Tyler  Blair (28:05)

Yeah.

Yeah, so

yeah, I when I got into real estate, she was retiring. And about a year after I'm like, hey, you should just go get your real estate license. You're not doing anything that'll drive you around. You know, and so I hooked her up. I hooked her up with a broker up there. And the broker kind of taught her it wasn't me. It was the broker. And because they live three hours away. And so, you know, after about four years, I was like, hey, you need to come over to my team. Come on.

Like you're gonna make more money, I'll get you some agents, like let's figure this out. So then she came over and she just, we got her a little office. She got her crew that just kills it. Like it's awesome.

Duane Murphy (28:54)

my.

Shane Kilby (28:54)

That's

good. hey, the more the merrier, more the merrier. I remember the conversation I had with my wife when we were discussing our last edition, was now 10 years old in fifth grade about lending. said, you know, I said, did you ever thought about getting your mortgage license? She said, no, I haven't. said,

Tyler  Blair (28:55)

It's a family affair, man.

I love it.

Shane Kilby (29:18)

I think it would be great. She I don't know anything about it. I said, that's perfect. That's perfect. Like you don't know anything about it. We have some rental houses. She said, I know we got some greats. Come on in. It'd be easy. It's not that bad. Like we know all the agents. And so looking back, she probably would kill me for that if she had to do that over again. But what does your wife do? Yeah, it's just family affair. What does Miss Blair do?

Tyler  Blair (29:29)

Yep.

That's awesome.

Yeah, so we've got four kids. So she's at home. She's handling the kids. So I honestly, so I don't have to I focus on the business. And then when I get home, I get to be dad. So I you know, I don't do laundry, that kind of stuff. But she does. And she has a helper as well. We have a nanny that that I got a long time ago on purpose. ⁓

Shane Kilby (29:51)

Asshole.

Duane Murphy (30:01)

Smart man.

Shane Kilby (30:01)

You're dead.

Tyler  Blair (30:02)

Yep, I just wanted her to be there with the kids. You don't need to be doing the laundry. We can work your book. We'll worry about that later. um, yeah.

Duane Murphy (30:09)

So four littles, so you figure now

Shane Kilby (30:12)

Little we're little than a big so she has five kids. We're

Duane Murphy (30:12)

you have the next generation. Yeah, yo, yeah, he does.

Tyler  Blair (30:16)

Yeah, yeah, yeah, if you want

to count me. And then we have a mother-in-law suite attached, so my mother-in-law lives with us too.

Shane Kilby (30:23)

Okay, good.

Tyler  Blair (30:23)

Yeah,

Duane Murphy (30:24)

I

Tyler  Blair (30:24)

so...

Duane Murphy (30:24)

was just doing the math. I'm like, okay, four, four littles coming up. So that means each of them are probably going to be responsible for a billion dollars where the real estate when they get up there. So mean, you're to be, you're going to be like a $4 billion operation in the future. Cause I know I grew up on a farm and I tell you what, it's like every child wasn't so much that they could have another child. was like, wait, like, so every child's another farm worker.

Tyler  Blair (30:33)

At least, it's right.

Yep, yep, exactly.

Duane Murphy (30:49)

Let me

Shane Kilby (30:49)

Thanks, I

hope

Duane Murphy (30:50)

go get some more cows or you go get some more acreage because hey, we got a whole other we got you know in ten years

Tyler  Blair (30:53)

Yep. My daughter's already

like, daddy, I'm taking it over. I'm like, okay. Sounds good, babe. You know?

Duane Murphy (30:58)

You

Shane Kilby (31:00)

There you go.

absolutely. So I guess, when are you taking your mom to a Chep-like event?

Tyler  Blair (31:04)

Yes.

great question, I need to do that huh? I didn't even think about that. That'd be... ⁓ yeah. She's a firecracker man. She is... 4'10". Beat your ass if you need to man. Little Italian uses her hands so I'm telling you man.

Shane Kilby (31:11)

Both of them would probably love it. know, it might, mean, you know, what about, I mean, it's great content. Yeah.

That's

the best that's the best I think you should take her to time. They'll be a great in my

Tyler  Blair (31:28)

You

Duane Murphy (31:29)

Bye!

Tyler  Blair (31:31)

⁓ Yeah, that's actually that might be

a good a good one to do. Yeah, Tahoe. Are you guys are going right? Yeah Yeah, that's one you don't miss. That's one you don't miss

Shane Kilby (31:35)

Yeah. Yeah.

Duane Murphy (31:37)

yeah, yeah, we'll be there.

Shane Kilby (31:41)

Yeah, they're probably, that spot's probably gonna be open for the foreseeable future on that timeframe. Beautiful place to go and just, know, it's good, a nice event, really nice.

Duane Murphy (31:49)

⁓

Tyler  Blair (31:51)

Absolutely.

Duane Murphy (31:51)

Doing all the mountain walks and we stayed together the last couple of trips out that way and we're doing our morning walks and our evening walks and my gosh, a, I mean, among everything else that you're there to learn, but what an amazing location, amazing, beautiful place. mean, it's a gorgeous place.

Tyler  Blair (31:56)

Buh.

Yeah, it really is. And

the weather's perfect when we go. Like, you can't beat it. And then when we're eating, like down there by the lake, the cool thing is we already know what we're getting. We've done it so often now. We're good.

Shane Kilby (32:20)

Alright.

Duane Murphy (32:22)

Yeah, yeah, there's not any surprises anymore, but it's still, it's still just amazing every time.

Tyler  Blair (32:26)

No, we're solid,

Every time.

Shane Kilby (32:29)

⁓

so Tyler, let me ask you this. if you're looking back at, you know, younger version coming up through the ranks, you know, or someone else coming up through the ranks, what's one thing you wish you'd done different or that piece of advice you wish someone would have shared with you along the way?

Tyler  Blair (32:32)

Yep.

I wish I wouldn't have overth... I mean, I'm a quick actor right now. Like I'm quick. And I was quick. We always ran with like a ready fire aim. We figured it out as we ran. I wish I wouldn't have stopped that when things got crazy. When things got crazy, I was like, everything has to be organized. Everything has to be perfect. That stopped our growth for a good 18 months.

So my thing is, once you find the thing that works, don't deviate. Just run with that until it never, like it will never stop. Once you found the thing that works, it just, like the 20 connects every day. We were doing that 10 years ago. That never, like I went back and I looked at my 90 days to get paid. It was the first sheet I created for onboarding for my first agents that came to the team. The first thing on there was,

20 context. Now today, literally the first thing we teach people, 20 conversations every day. That's what we do. So it was like, my whole point is when you find it, just run towards it like a racehorse with blinders on and don't look any other way. Cause I mean, we get distracted title companies and lenders and there's this and then there's this business and I want to do this flip and I want to do this and stop.

You found the Saint. Run.

I always tell people like, we work so hard for the gravy, right? Like that's like the thing. We want the gravy, me the gravy. But then when the gravy's coming, your head's up like this. And you're like, what's next? What am I gonna do next? Instead of eating the gravy that you've been wanting. So it's like, your head down, eat the damn gravy. Quit looking left and right, stop. I promise you it's not better. That's my whole thing.

Shane Kilby (34:10)

Hehehe.

Duane Murphy (34:14)

huh.

Shane Kilby (34:20)

Awesome. ⁓

Duane Murphy (34:28)

I...

Shane Kilby (34:29)

awesome

Tyler  Blair (34:29)

Run baby and run

Duane Murphy (34:29)

I feel love, bro.

Tyler  Blair (34:30)

to the thing that works.

Shane Kilby (34:32)

That's awesome. Give me that gravy, Dwayne. ⁓

Duane Murphy (34:34)

That, I tell you what,

Tyler  Blair (34:34)

That's it!

Duane Murphy (34:35)

like, I love that more than you know, that is just perfect.

Tyler  Blair (34:40)

I mean, think of Marshall Lynch. What was his whole thing? This? And then they didn't feed him on the time that they should have.

Duane Murphy (34:48)

I mean, come on, it was a yard and a half, like, why would you run it?

Shane Kilby (34:48)

That's it.

Yeah.

Tyler  Blair (34:51)

Yeah, why would you hand it to like the biggest running back that's ever played?

Shane Kilby (34:55)

You're right.

Tyler  Blair (34:56)

But you know what I mean? Like that's just the way I look at it. Like as real estate agents, a lot of us have ADHD and all this stuff because we're not normal. None of us are, right? Like we would be on a different job if we were normal, promise. Right? So my whole point is like, we act like...

Duane Murphy (34:56)

Yeah.

Tyler  Blair (35:14)

I gotta be careful the way I say this, because I don't want to offend people, okay? So, we worked so, so hard. 10,000 hours to figure it out. 10,000 hours. And then as soon as the next shiny object comes, we're moving on. Because ADHD kicks in, and you're like, ooh, what's that? Ooh, what's that? Like squirrel, like you're literally like the squirrel from up, the dog from up. Squirrel, squirrel.

It's like, no, no, no. That's what I'm explaining to my team. Why does a racehorse have blinders on? Why? Straight ahead, baby. They only can focus on the finish line. They've got a hundred thousand people screening at them. They've got a thoroughbred on this side, a thoroughbred on that side. Every reason to get distracted. But the real good ones, they got those blinders on.

Shane Kilby (35:44)

Straight ahead. Straight ahead.

Tyler  Blair (36:03)

And the only thing they're looking forward is up. They're just looking at the finish line. That's what I've been doing since the day I started. What is the thing that works and focus on that?

Duane Murphy (36:14)

I'm gonna take that last two and a half minute clip and I'm probably gonna have that on repeat every single morning. And by the way for myself this is just pure yes like this that's just purely for me because you ⁓ you summarize a lot of calls that Shana and I have we get together much

Tyler  Blair (36:26)

Please send it to me.

Duane Murphy (36:36)

I mean, it's daily ⁓ that we're chit chatting back and forth, it's that right there just summarize so many of our conversations.

Tyler  Blair (36:37)

Yeah.

Shane Kilby (36:45)

Yeah.

Tyler  Blair (36:46)

Here's the thing, dude. I'm thinking it too. Everyone is, but no one's talking about it. No one's like, I'm having the same struggles that they are. Well, I'm Tyler. I have a hundred agents. I have no struggles. Bullcrap. So it's like, I don't know. It's just, we gotta be careful because we're always looking for the best thing. We're always looking for the next best thing. And it's like the...

Duane Murphy (36:46)

Nailed it!

Shane Kilby (37:09)

It doesn't

matter how much money we have, we made, we still keep trying to get the next.

Tyler  Blair (37:15)

You can

Duane Murphy (37:15)

Yes.

Tyler  Blair (37:15)

make a million dollars that month and you're like, cool, how do I make it too? And what's the next biggest thing? I want to be a part of it. I got to tell Shane about it, you know?

Shane Kilby (37:21)

Yeah

Duane Murphy (37:22)

Yeah, like there's gotta be there's gotta be another way to make it. Yeah, there's gotta be another way

to make that million because how you did it last month isn't gonna work again.

Shane Kilby (37:30)

Right.

Tyler  Blair (37:30)

Yeah,

I heard this and it's really good, right? An agent's like, hey, hey, can I do this? Hey, can I do this? Hey, make your first million my way and then the second I'll let you do it however you want.

Shane Kilby (37:39)

That's gold that's that is good

Tyler  Blair (37:41)

Right?

Duane Murphy (37:41)

I like that

one.

Tyler  Blair (37:42)

Make your first million my way. Second million, I don't care, man. You do it however you want.

Shane Kilby (37:47)

That's gold yeah, you need you need you need hoodies brother your entire thing. This is eat that gravy. It's a gravy

Tyler  Blair (37:51)

Right, yeah.

Hey,

that's a good one, dude. I like that. Just feed a baby.

Shane Kilby (37:57)

Eat your gravy.

Yeah. a QR code on the back of that baby. Somebody's gonna see it on the front. Be like, what the hell? they're gonna get that code on the back. Bam.

Tyler  Blair (38:06)

What the hell? I love

Duane Murphy (38:07)

BOOM!

Tyler  Blair (38:09)

it.

Duane Murphy (38:09)

And then it's, join the legacy group! Like, there's your QR code, like, we're gonna teach you.

Shane Kilby (38:11)

That's it. That's it. That's it.

Tyler  Blair (38:11)

That's right. That's right. That's right. Always, always

marketing. You know, John, he's always marketing. It's the same thing.

Shane Kilby (38:18)

Yep.

Get your gravy hoodie today.

Duane Murphy (38:20)

Yeah. So,

Tyler  Blair (38:23)

That's right.

Duane Murphy (38:23)

uh, Todd, I've got another, another question off the cuff here a little bit. So we're all driven to, to achieve more and do more and help more. and all of us on this, on this podcast and, and others that we've, we've talked to, uh, it's, we've already discussed it a couple of times on this one, like nether level. I like it's like.

Tyler  Blair (38:27)

Yep.

Duane Murphy (38:49)

100 miles an hour thoroughbred like you know you had some great examples but ultimately life short it's finite we don't know when the clock is gonna stop we don't know any of that when it comes to the end of end of end of your clock what do you want to be known for

Tyler  Blair (39:04)

First and foremost, I want my kids to know that I've always been there for them. And I always gave them more opportunity than I ever had. That's first and foremost. Second, I want my wife to know that I was always faithful, honest and true. And I loved her through everything, deep. I'm hoping 80 years.

I mean, we got married, I was 20 and she was 21. I was 21 and she was 20. Everyone told us not to. But here we are, 15, 16 years later. Anyway, the last thing, I want thousands of people at my funeral. And I just want them to say, I am sure glad I came in contact with that guy. This one of them is gonna say, he changed my life here. He said this one thing here that was really good.

He made me laugh in this one time that like I really needed it. Hey, he was really amazing to my kids. He always had a smile on. Hey, his energy was infectious. You know what I mean? Like I just want those things said about me. That's it. And I know that that might be a big ask, but it's not if I just always have a smile on and make sure that you take care of people. That's it. It's pretty simple. That's my goal. That's what I want to be known for.

Shane Kilby (40:12)

That is awesome.

Tyler  Blair (40:15)

The guy that changed people's lives.

Duane Murphy (40:17)

Thank you.

Shane Kilby (40:17)

That's legacy. That's legacy.

Tyler  Blair (40:18)

That's

That's why I named it the Legacy Team.

Shane Kilby (40:21)

That's awesome. That's awesome. You know, they always say it's not that it's not start date then date It's that it's that middle instead hyphen in the middle. Yeah, what was your story? What was your story? So so Tyler so, you know, there's gonna you know, this is this is great episode. They're all great This is this is this on another level thermostat here So there's gonna be some listeners and viewers that want to connect with you just for referrals swapping out referrals just you know,

Tyler  Blair (40:27)

Yeah. Yeah.

Duane Murphy (40:38)

Fire.

Shane Kilby (40:46)

coaching or just kind of to know you, connect with you. What's the best way for them to find you and connect with Tyler Blair?

Duane Murphy (40:47)

Start coaching, yeah.

Tyler  Blair (40:48)

Yeah.

Yeah, so first I'll just give you my phone number, 480-291-4478. It's myself. Text me. I'll text back. My email is tyler at legacyrealestateteam.com. And then my Instagram is thetylerblair. And just DM me. Any questions, comments? I've got a few downloads if people want them, like a blueprint on how to do onboarding.

And then I have one that I love. It's my favorite thing. It's just the integration between you and your wife. It's the tricks that I've used to make sure me and my wife are like legit rock solid while I've built this whole thing. And so I can honestly say that my relationship with my kids and my wife is stronger than it's ever been. And I'm working more than I ever have, but it's with intention. So it's just a little bit different. But anyway, that's how you can get ahold of me.

Shane Kilby (41:43)

That's beautiful, man. That's beautiful. All right, Dwayne, you want to take us out of here? I mean, could do this all night.

Tyler  Blair (41:43)

Okay.

Duane Murphy (41:50)

I

was just saying we could definitely stretch this into like a double pack. I had a little pre-workout before I jumped on this car. I was dogging just a bit and I'm like, ⁓ let's see. Wow, I don't wanna.

Shane Kilby (41:54)

I need some electrolytes. I need some electrolytes.

Tyler  Blair (41:57)

You guys are amazing.

2

30 tough what time is it where you guys are 4 30? Oh guys, thank you

Shane Kilby (42:08)

Six.

Duane Murphy (42:08)

Six.

So, yeah, no, this was absolutely, as Shane had said, is absolutely awesome. We appreciate your time. For those that are listening to this episode, there's a couple of things that we need you to do. So, A, if you loved who we talked to today, don't be afraid to reach out to Tyler, peer servant's heart. He can give you some great advice and just give you some great coaching, point you in the right direction, whatever it may be.

Shane Kilby (42:11)

Hehehehehe

Tyler  Blair (42:12)

You guys are the best!

Shane Kilby (42:31)

Absolutely.

Duane Murphy (42:37)

Don't be afraid to reach out to Tyler and the same thing goes for Shane and I. Don't be afraid to reach out to us. We'd be more than happy to help you on wherever you may be on your journey. The second thing we need you to do is there's a little button somewhere, no matter where you might be listening to this. What do do with that button? Smash that subscribe button. Yeah, we love that

Tyler  Blair (42:40)

So,

Shane Kilby (42:54)

SMASH SMASH THE LIKE BUTTON

Duane Murphy (42:58)

every time. Smash that subscribe button because that builds us up and that way other people follow us. And don't forget,

Shane Kilby (43:03)

Google juice.

Duane Murphy (43:06)

You can always share our episodes with somebody that, hey, you know what? This was pretty cool. Why don't you take a listen? So don't forget to share it. The other thing is there's typically a, eh, rate this podcast. I tell you what, we live off those five star reviews, cause that gives us Google juice. And we know what Google juice does, right? It makes others find us. So no matter what, we appreciate you listening in. We appreciate you tuning into another episode of Real Estate Agent Life. I'm Duane Murphy.

Tyler  Blair (43:22)

Thank you

Duane Murphy (43:33)

That's Mr. Alabama.

Shane Kilby (43:35)

Sweet home Alabama Shane Kilby.

Duane Murphy (43:37)

Sweet Home Alabama and Tyler from Arizona.

Shane Kilby (43:40)

We're out, see you guys.

Tyler  Blair (43:41)

guys.

Duane Murphy (43:42)

I

am peace.

Shane Kilby (43:42)

Peace.