Master the Mundane: How 25 Years in Real Estate Built a Legacy of Loyalty, Leadership, and Love with Pat Garrity

There’s a moment in every entrepreneur’s journey where they realize the goal isn’t just to make a living it’s to make an impact.

In this episode of R.E.A.L. Real Estate Agent Life, hosts Shane Kilby (Sweet Home Alabama) and Duane Murphy (Great State of Wisconsin) sit down with Pat Garrity, the Canadian powerhouse behind Trilliant Real Estate Group of Sylvan Lake, Alberta.

Pat has been selling homes and shaping lives since 2000. But this conversation goes far deeper than sales numbers. It’s about what really builds empires that last: discipline, community, and the courage to “master the mundane.”

💡 Pat reveals:

• How one piece of advice from his stepfather (Real Estate License #1 on the board!) changed his life.
• The single rule that keeps his marriage, team, and culture thriving: “Meet me at the 50-yard line.”
• Why focusing on people before technology saved his company’s soul.
• How he turned “boring discipline” into millions in production — and over $100,000 in local charity impact.
• The three timeless pillars that define every elite agent he mentors: Honesty. Competency. Care.

You’ll walk away inspired, recalibrated, and reminded that real success isn’t about the next shiny tool… it’s about the relationships you build, the people you serve, and the lives you change along the way.

Whether you’re a new agent, a seasoned leader, or somewhere in between, this episode will light the fire, sharpen your focus, and remind you why you started.

🎙 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!

👉 Never Miss an Episode!

🎧 Listen on your favorite platform:

📍 Apple Podcasts: https://podcasts.apple.com/us/podcast/r-e-a-l-real-estate-agent-life-podcast/id1790088933

📍 Spotify: https://open.spotify.com/show/2LAAYbtPUqYJdTVl83hZXS?si=bf6691d7eccf4688

📍 YouTube: https://www.youtube.com/@R.E.A.L.RealEstateAgentLif-l6z

📲 Stay Connected & Join the Conversation!

🔹 Facebook: https://www.facebook.com/shane.kilby

🔹 Instagram: https://www.instagram.com/shanekilby/

🔹 LinkedIn: https://www.linkedin.com/in/shanekilby/

💡 Want to be a guest on the show?...

Transcript

Duane Murphy (00:03.548)
Welcome to REAL, Real Estate Agent Life. I'm Dwayne Murphy from the great state of Wisconsin. This is my co-host, Mr.

Shane Kilby (00:14.656)
Shane Kilby from the hottest humidest state on the planet, Sweet Home, Alabama.

Duane Murphy (00:21.608)
Sweet home Alabama. It is sweltering down there right now. We're a little bit more mild up here. So I tell you what, today we've got a phenomenal guest with us. It's somebody that Shane and I have known for a long time. We'll get into that. We didn't even discuss that off air, but it's been a while. It's been a while. We go way back.

Pat Garritty (00:38.167)
That's been a minute.

Shane Kilby (00:40.098)
Yeah, when you put, when you start adding the ears up, it's like, wow, I didn't realize I've been doing, having all this fun this many years.

Duane Murphy (00:43.004)
Yeah, yeah, that is awesome. But our guest today is Pat Garrity from Canada, from central Alberta, the Sylvan Lake Red Deer, and that entire area, if there's a luxury property or waterfront or anything in that entire central Alberta, Alberta, Alberta area, Alberta area, there you go. Boom, Pat Garrity's your guy.

Pat Garritty (01:05.716)
Alberta, just say Alberta, I? Yeah, Alberta, yeah.

Duane Murphy (01:10.462)
He's the team lead owner of Trilliant Real Estate Group that's affiliated with CIR Realty. And Pat, you started in real estate in 2000, if my notes say correctly. And we all know that you're an amazing family man and been married a long dang time and doing really well with that and has deep roots in the area and in real estate. welcome Pat.

Pat Garritty (01:39.999)
I appreciate you guys having me. I'm looking forward to this.

Shane Kilby (01:44.014)
My first question though is is like for if you got your license in 20 well 2000 so What were you 14 15?

Duane Murphy (01:51.07)
2000.

Pat Garritty (01:54.414)
Yeah, that's what I tell people. Actually, you know what? was 32 years old, Shane. And as I sit here, I'm 57 after 25 years in the business. And I'm super grateful and thankful that I chose this as a career. No question.

Shane Kilby (02:11.32)
So that's funny. We have a lot in common, but I didn't realize. So I was 31 on the other side of 31 when I got in the business as well. That being said, so before real estate, what did you do before real estate and what led you to real estate? So kind of get the viewers and listeners a little bit of backstory about Pat Garrity.

Pat Garritty (02:39.021)
Is it real estate funny Shane? Like how many people wake up in high school or go to college or whatever and say, I'm going to be in real estate. Nobody. It kind of finds us, doesn't it? Like it, it, it found me. So my back history was, um, I was in professional sales and marketing. I worked for a local professional hockey team and I did all their marketing, all their sales season tickets, all the sponsorships. So I really learned how to cut my teeth and learn the value of a deal.

and got to know lots of people in the community. was local, but there was a ceiling in that industry. In any sporting industry, there's a ceiling. You either got to move or you can stay local. And having a young family, I decided that I wanted to stay local. Well, my stepfather, my hero, I might add, had been selling real estate. I always bug him. He's got real estate license number one on our real estate board. He's been doing it that long. And he was bugging me for years.

And I don't know about you, Shane, but at the time when I was like 27, 28, 29, I was like, nah, I'm good. Nah, I'm good. And then all of sudden it kind of had an appeal to it. He drove around in nice cars and he always did the things he wanted to do. He wintered in Phoenix and I was like, geez, maybe this is something I could really sink my teeth into. So yeah, in the spring of 2000, I got licensed back then. It was a three week course. And I think you wrote an exam on the back of a

you know, on a cardboard box and they gave you your license and away you go. And it's definitely different than it is today. And I never looked back. So I jumped right in with both feet. And like I said, I'm super grateful for having this opportunity to have done this as a career and be able to, yeah, I just have, I mean, we all have our highs and lows, but it's been a hell of a ride.

Duane Murphy (04:28.19)
Yeah, we all got into real estate later. mean, and that's a relative term, I guess. There's, I think, a bigger push now for, it seems, agents getting into the business that are much younger than what we were. I was 33, 34, and I have several Gen Zs that are barely legal to drink. I have a few that aren't even legal to drink.

Shane Kilby (04:28.408)
So.

Pat Garritty (04:31.372)
Yeah.

Pat Garritty (04:43.425)
Totally.

Pat Garritty (04:54.285)
Mm-hmm.

Duane Murphy (04:56.458)
and, you know, doing really well in real estate and, that's something new because that, that whole generation, that younger generation there for awhile was kind of gone and missing in real estate. was kind of a old person's game, so to speak. and, and now it's a. Yeah.

Pat Garritty (05:11.445)
Yeah, when I got into it, I remember I was 32 years old and I went to a couple of my first meetings and I'm like, I just brought the average age down by like 50, you know, like it was crazy. So it's changed dramatically. And we see that now. And, know, I got an offer on a property last night and I'm like, checked it. I'm looking at my God, I think this kid's barely out of high school. You know, so I love it. I mean, they're driven, they're smart, they're tech savvy. They know what it takes.

Duane Murphy (05:21.822)
You

Duane Murphy (05:25.661)
us.

Pat Garritty (05:40.382)
They understand video and they understand that aspect of it. And I learned from them all the time, no question.

Shane Kilby (05:48.174)
You know, what's interesting, I know we met, I think we all met, all three met at the same location, talking about technology and that was, believe it or not, 2014, 2015 when we all, or when I met both of you guys, I think it was like 2014, 2015. Yeah, yeah, in Atlanta, Atlanta.

Pat Garritty (06:04.279)
Thank you.

Pat Garritty (06:10.315)
Yeah. Yeah.

Duane Murphy (06:10.77)
It had to be right around there.

Duane Murphy (06:17.451)
Hahaha, Bats memory's coming back now!

Shane Kilby (06:18.126)
Circle full circle and you know and it happened to be And what was interesting about that and we share this before and it's not a this is not a plug for Commission's Inc Some some still use Commission's Inc some don't but what was interesting is, you know, there was no brands In those events. It's like, you know, no Kool-Aid it was you know, they were big box. There were mom and pop

Pat Garritty (06:20.461)
Hahaha

Pat Garritty (06:40.749)
That's right.

Shane Kilby (06:46.486)
You know, there were boutique, were franchises, there's big corporate brands, but we were all in the same space in the same rooms. You know, some similar hurdles, some different hurdles, but we're all in that same place, you know, working to get to the next level, you know, and it just happened to be in technology. And it's what's, what's interesting about that is, is for all three of us, like those relationships have continued to grow.

and expand into other things. I mean, that's, you know, kind of how this podcast got here is, you know, is the way and I said, you know, we, we've met a lot of very interesting people and, and, and most of them, most of them successful, right. And some of them just, just purely interesting, right. But how cool would it be to, to have a platform to connect those people and their stories to the rest of the real estate world and

You even you know, mean consumers as well But especially those looking to come down this this pathway to find success in real estate or that are already on this pathway going what in the heck am I doing? Because I can't seem to get it right because we know we We don't always pick the right time to jump in the game, right? Sometimes we jump in the real estate game in the wrong season or I don't really think it's a wrong season I just I think it's a shifting season, right? so that means that Pat like

You've been in the business 26 25 26 years you you've had a lot of success right and and and We've all had those down moments, but what's been your biggest success thus far in real estate?

Pat Garritty (08:30.893)
truthfully.

Shane Kilby (08:32.301)
No, no bring it baby bring it

Pat Garritty (08:33.581)
Or do you want me to bullshit you? No, I'm just saying here's the deal. And as far as our success in our business, this may sound like a little hokey, but we certainly believe here that you can't give more than you receive. And we're heavily involved in the community. So last Christmas we ran an event which we've been running for 15 years and we hit the.

hundred thousand dollar mark that we donated to this charity over the 15 years. So and that's a charity. It's at Christmas times. It provides Christmas and an opportunity to families that wouldn't normally have that opportunity. So I think that was one of those moments in my career where I was like, OK, this is great. We have the sales. We you know, we we've got the transactions and all that kind of stuff. But when you can give back in the depth of that level and everyone on our team feels that

You know, and we last year we were fortunate enough at the local Chamber of Commerce awards to win the philanthropy award for amongst all hundreds of businesses. I was like, OK, I think this is success in my part, Shane and Dwayne. I think that really rang true for us. you know, for my wife, Deb and I, that's been one of our biggest thing is to make sure no matter how good or bad it's going, you're always still given.

Duane Murphy (09:59.057)
Yeah.

Shane Kilby (09:59.234)
Yeah, it's a, you know, in, in, you're around wise people and you're coming up through business, you, you don't just hear it one day you hear it. You heard it way back in the beginning. You know, the best gift is to be able to give your knowledge, skills and resources and, and, you know, money and whatever it takes to give back. And when you're coming up, you're like, you don't, doesn't mean the same thing to you. Like you hear this, you're like, you know,

There's a point time that I'll have anything to give like I'm giving 18 hours a day like I'm doing I'm giving my blood sweat and tears everything I've got but then it's like, know, you you do you keep your head down you keep listening you keep hustling you keep pushing you keep grinding and then the light goes off and it's typically around the holidays it's typically around the holidays because you look rain like You know what? It's not easy, but I've been blessed. You know, I've been blessed and um, you know, there's a

Pat Garritty (10:33.741)
This is it. I got nothing. Yeah.

Duane Murphy (10:56.734)
Thank you.

Shane Kilby (10:59.298)
Dwayne you and I were I know we were at an event in Utah and I don't even remember the guy's name because that's irrelevant but the story is what what connected with me and resonated with me he started doing the meals like the meals and it grew to like feeding over thousand people right yeah yeah and it's like that's

Duane Murphy (11:13.191)
Mm.

Duane Murphy (11:17.334)
Rob. Rob. His Thanksgiving meals, you know.

Pat Garritty (11:17.42)
I'm good.

Shane Kilby (11:22.71)
Yes, those moments just like you're sharing right there they they grow and they keep growing into something else and like you turn around It's a hundred thousand and you know, that's that's amazing. That's amazing. it is it's it's wild and the more that in it It's interesting to me The more that you give The more that you get back

Pat Garritty (11:42.893)
It's a universal law. I didn't make it right. None of us did. It's just true. But here's the thing Shane, you don't know when it's coming back. You're like, what's going on here?

Shane Kilby (11:50.424)
Right.

Shane Kilby (11:53.868)
Yeah. You're right.

Duane Murphy (11:53.992)
Yeah.

Pat Garritty (11:54.478)
Is this thing on? You know, and then all of sudden it comes back. You know, also in the last year, if I could add on successes, we had an agent on our team and a very, very good friend and a, and the probably one of the most loyal family men I know. Maybe you've met, uh, Darcy Rosie, you know, he had his 20th anniversary on our team. Like he's been with me 20 flipping years. It's crazy. You know, the amount of fun and, you know, tears and laughter we've had together.

Duane Murphy (11:56.318)
Hahaha

Pat Garritty (12:22.957)
Another agent just had his 10 year anniversary with us. We've got another one just got brought to have her ninth. Like it's, we're right there knocking on that door. So I think, know, every once in a while you get maybe we're arguing something, right? I don't know. But to have that longevity in this business, that's really hard to find that loyalty. We're, pretty happy and you know, we know we have to earn it every day.

Duane Murphy (12:33.64)
Mm-hmm. Mm-hmm.

Shane Kilby (12:43.084)
Absolutely.

Duane Murphy (12:43.09)
Yeah. So on the flip side of having some amazing success and using real estate as the platform to do so much good is amazing. And I think a lot of people really don't realize that real estate is a tremendous platform to make an effect on a lot of different people in a lot of different ways. What's been your biggest failure or setback in business?

Pat Garritty (13:04.532)
Mm-hmm.

Pat Garritty (13:12.343)
I knew you were gonna ask this.

I think there's, I've losing track of what's right's wrong or what's right and wrong and maybe focusing in on, you know, losing track of, of, of what's important to us and what our mission and vision truly is. There was a time there where I put technology ahead of people and it was starting to have dramatic and catastrophic effects on our culture. And, you know, my

my awesome wife Deb and I know you guys have met Deb before and and you know, she says that maybe you should just dummy it down and get back to what's real and we kind of got off track for a couple years and it it hurt us and lost some people but at the end of the day, I think you know, you know, I don't know what our biggest failure is. Maybe not believing in ourselves more than we do, but on an ongoing basis, I think that's maybe.

a little bit of an air along the way. really, think making anytime that we didn't put our people first, our clients first, that's exactly when we ran into trouble. Yep.

Shane Kilby (14:26.828)
Yeah, it's a tough balancing act because when you're an entrepreneur and you know you need all of these different roles in your business to make it run and grow like you have the vision for it to do, it's hard because you run into this position like you can do this position very well. When you leave this position, go to that position, then this gets cold.

You go over here and it's like you said technology BAM you work on this work on that and your systems of process you going over here and then so now technology falling and culture falling so it is yeah, you know what I think the last I Think the probably the last ten years have been a real real eye-opener for for all leaders in this space, I feel like you know, I think that you know, Dwayne our were headed to a an event mastermind event in Tahoe

this for next week. Yeah, and it's, and we first started attending those events, like, you know, this is the wrong time of the season, like, we need to be doubling down and getting things done.

Duane Murphy (15:24.158)
Yeah, couple days.

Duane Murphy (15:37.99)
It's it's squirrel season. It's called getting up by us right get ready for winter You know

Pat Garritty (15:41.961)
It is. Yeah.

Shane Kilby (15:42.538)
Yeah. But when you go in those spaces, you go, look, there's a Pat. There's a Shane. There's a Dwayne. There are these common faces that maybe we know them. we know a lot of them that we do. We did realize that we did know or connected to previously. You start having these conversations, Pat, and everybody's got to, it's the same conversation that you're having right here. It's like, I put my eye on the wrong ball.

Pat Garritty (16:10.893)
Mm-hmm.

Shane Kilby (16:11.654)
I put my eye my focus over there too long juggling that juggling what I thought everyone needed Right when the seasons were changing around us when they really needed more of our leadership or hand-to-hand leadership, right? That's how we built our organizations. That's how we built the organization, but you're right That is also how we keep them or we lose them or we lose them Pat so everybody's

Pat Garritty (16:36.012)
Mm-hmm.

Duane Murphy (16:37.886)
Yeah, I kind of think I kind of think of it as like how often Shane changes baseball caps. Right. I mean, the positions of leadership that we're in when you're running a real state.

Shane Kilby (16:43.835)
I've got more.

Pat Garritty (16:47.415)
That's a nice one. I do have a lot of caps too. I'm not going to lie. I was going to wear one today, but.

Duane Murphy (16:52.03)
Right? you're, but you're always taking them on and off. It's like, okay, well now I'm, now I'm HR, now I'm recruiting, now I'm, now I'm taking care of, you know, client, now I'm taking, right? And shoot, I got, I got numbers, I got this, I got that, I got lead gen, right? You're always swapping and trying to keep all that, all that going, right? And all that, all that running. And I, I know off air we had chatted about that a little bit in your scenario, Pat.

Pat Garritty (16:56.801)
That's right. That's right.

Pat Garritty (17:01.185)
Beauty of small business, right, Dwayne?

Duane Murphy (17:20.496)
of where you had some of that going on in the past as well, where it's like, you said your focus is almost spread too thin and most likely too much attention is spread on some of the stuff that it has to get done, but it's not the important stuff.

Pat Garritty (17:36.129)
Yeah, discipline. The shiny nickel syndrome, right? Just being very aware of that shiny nickel.

Shane Kilby (17:43.406)
You know what's helped me with that and this you guys didn't ask this but I'm gonna throw it out there anyway in case it helps another listener viewer but it when you're leading a team of two or organization of 2,200 I think You have to constantly ask yourself Does everyone in my organization? know with Complete certainty and clarity what the vision is right

And you go, that's so juvenile. It's not really because when you're wearing these hats like we've discussed here, oftentimes the vision, it modifies, it changes. We have to change the vision as the industry shifts and changes. But sometimes we forget to go back and let everyone know that our vision, do you know the original vision, first of all?

And are you bought into that vision, first of all, and were you aware that the vision will have to be modified and changed? And I'll be the first to admit like, I haven't always articulated that to the best of my ability. And it takes someone like, know, Chep Lac or these conversations to go, dude, that's a great vision, but nobody knows that you made a change. Nobody even knows what the original vision was. You're like, that's, you know, is small and minute as that is.

Pat Garritty (18:48.002)
Mm-hmm.

Pat Garritty (19:02.284)
Mm-hmm.

Shane Kilby (19:06.83)
I've self-reflected a lot over the last several years. I'm like, you know what? Maybe it's just getting older wiser or you know Just slowing down from chasing the shiny nickels to go. You know what? need to I need to go to the person it was just hired 30 days ago and Sit them down ask them. Do they know what our vision is and if so, what does that look like? And what does that mean to you? Right and then do you know what part of that vision that you that you play and that you can play? Right

Pat Garritty (19:30.21)
Mm-hmm.

Shane Kilby (19:36.11)
Pat let me ask you this We've all got that that inspirational, you know Figure in our life or you know, whether it's a person a place, you know a motivational speaker an athlete a business icon like we've all got that the Influence right and and we've had a lot of guests. I've actually got more one and that's completely okay, But what had what or who has been your greatest influence?

in your life and business thus far.

Pat Garritty (20:08.383)
Many. You know, I like to think of myself as a lifelong learner. I listened to your guys's podcast. listened to, you know, I listened to Tom Ferry's. I listened to Chep Platt. I listened to The Rise. Yeah, I listened to all of them. They're great. So I'm always learning. I got lots of people that have influenced me. But if I'm looking for true heroes and I'm looking for those people that really guided who I am,

I think there's two people first would be my stepfather, my business partner, Jim, who I had no idea that he had it figured out 25 years. I had no idea. Like I always knew growing up that he was the guy, right? He raised me and he was easy to be drawn towards because he just had success. But he not once in, like I said, business license number one.

in our central real estate board here, but he, don't think he's ever cared about the commission one time. He's all about that service. So you combine that with all the people that we've met along our lives and you go, when you, when you hear someone else say it, you're going, I've been learning this all along right here. It's been right in front of me. And that's what was drawn to me. So our whole company is built on, you know, the client first mentality and that comes from Jim. So in terms of who's had an influence on me, he's it.

Secondly, obviously, and this is the truth because not everyone has the pleasure of working with their spouses and their wives. But you know, I've worked with Deb now. We've opened this company in 2009. So we've been riding shotgun side by side. And you want to talk about you need that person that grounds you. You need that person to help create that vision, Shane. Like, I mean, our vision isn't the same without that. So, you know, she's been that person for me. And

thank God I found her because not only is she the best mom to our two boys, our young men, I guess, but to have those two influences in my life and to have those bookends, I think is super important. I'm very grateful. Yeah.

Duane Murphy (22:18.706)
Yeah, that's truly a blessing to me to have that. Both of you are blessed by that, to have that person alongside of you that... Do you want to get into any of those, Matt?

Shane Kilby (22:18.838)
Well said. Well said.

Pat Garritty (22:28.001)
There are days.

Shane Kilby (22:29.72)
the

Pat Garritty (22:31.871)
With both of them, with both of them, right? Yeah. But I mean, but that's, you know, I had a trainer a long time ago, fellas, and this, and he said this to us in a session and it's done with, it stuck with me for over 20 years. And he said this, your people, I don't care what it is. If you're coaching a sports team, or if you're running a real estate, I don't care what it is, whether it's a hundred people, a thousand people or two people, I will meet you at the 50 yard line every day.

Every day I will meet you at the 50 yard line. If you're not at that 50 yard line with me, you're done. I'm not coming down to the 35 yard line and dragging you to the 50. You got to meet me at the 50 yard line. This is a give and take situation. And I got to tell you, that's why both of those people do that for me. And there are times where I...

they got to come and drag me to that 50 yard line. Those are the days you're kind of left with a little bit of guilt and you feel like maybe you dropped the ball a bit, but it's short lived because you get going. But that one really stuck with me, you know, 50, you know, I coached junior hockey here in town for the last six years and I coached minor sports for 35. And that's one of the things that I, for 20 years, I've been saying, I'll be here every practice, every game at the 50 yard line. You better be here waiting, you know, you better be here waiting for me. And it, and it works and people get that. So,

That's where that kind of reverence comes from Jim and Deb is they were always at that 50 yard line or more.

Shane Kilby (23:58.432)
Yeah, it's, know, listeners and viewers will take that. If that's the best part of what they take away from this episode, that is gold. You know, I can't, I can't even put a number on the amount of hours that I have gone too far past that 50 yard line.

Duane Murphy (23:58.983)
Okay.

Shane Kilby (24:23.426)
You know, and I'm not bragging on myself. I'm not, it's not Attaboy moment at any, cause I should have known better. because when I've done that, I've looked around and, and, there's only some, you only, you only have so much energy in the bottle. You only have so much energy in the tank. And when you go beyond that 50 yard line, as you're, as you're speaking of, you're taking away energy and investments and resources that you could, could be investing in others that, that will meet you at that 50 yard line.

You know, I've gone to the end zone. My God, I've gone into locker room to help people. And they've never come out to get on the goal line, not even much less, meet me at the 30 or the 50. So that is the listeners or viewers, you take anything away as a leader and we're all leading someone. It doesn't matter if you're just starting this journey or you've been on this journey for 20, 30 years, like they've got to be willing to meet you on that 50 yard line.

Pat Garritty (24:57.131)
Mm-hmm.

Duane Murphy (25:18.622)
What I think my take on that as well and and I appreciate you sharing that Pat my take on that as well as if if you don't like if you agree to meet at the 50 just to stay in that analogy, you agree to meet in the 50 and then all of a you're like up ahead of them on the 30 yard line, but you agree to meet at the 50 like you said you're going to you're going to get there together. You're to score that touchdown. You're going to go get that goal.

All right, so we'll put it in hockey terms there for a second. And you're gonna go do that, but you're already starting way ahead of them. it's like, okay, now you gotta catch up to me rather than, we're gonna do this together. We're gonna get there together. We're gonna do this together. All of a sudden you have that disconnect. It's like, wait, was ready to do what you said we were gonna do, meet where we're gonna meet and do this together. But now you're way up there and leaving me back here.

Pat Garritty (25:49.716)
You

Duane Murphy (26:16.594)
And then all of sudden you get that disconnect and that's with spouses, significant others, business partners, teammates, All of it, every bit of it.

Pat Garritty (26:24.435)
Yep, anything, right?

Shane Kilby (26:27.982)
Ahem.

Pat Garritty (26:28.237)
the end of the day when expectations no longer align, that's where conflict occurs. So it's, it's, that's a different way to say the same thing, right? Expectations have to be super clear and when, but when they're not, that's when you have conflict and boy, it can come out nowhere. And you're like, it's gone the other way too, fellas. Like I, I'd been maybe at that 35 yard line and our agents are going, Whoa, Whoa, Whoa, Whoa, get back to the 50, you know,

Duane Murphy (26:33.181)
Hmm.

Shane Kilby (26:55.726)
Yeah.

Pat Garritty (26:58.177)
But that's why we have some great longevity here with our team because they can wrap my knuckles when I need it.

Shane Kilby (27:03.63)
Well, I mean, that's a good part, though, but that's when you have that's that's that's real culture. You know, it's not it's not a real culture when, you know, one person is delivering the message to everyone else and everyone else is cowered down and no one else is willing to stand up and and have healthy debates and have a conversation about disagreement or being unclear about the vision or the path that we're taking or like you said, you know.

We're leaders. I mean, there are days where we're at the 50 yard line. There's days where we're not at, we're at the 30. And we need our people to say, look, it's time for you to get up to the 50 yard line. Like we need you to be there today, every day. And we bought into that. it's, know, when you really wrap your mind around it, you know, there's a difference when you first get into any industry, you're being taught. Like everything, everyone is a teacher.

Then you get to a certain level very soon and you have been taught. You're still a learner. I agree totally. I'm a lifelong learner myself. Always teachable, always coachable.

But once you get to the point where you have those skill sets that you've been taught and you have learned, now it's a matter of coaching, right? And coaching to me and teaching is different, right? And coaching is about meeting like we've had this discussion early on, like you're gonna meet me here in the middle, right? We meet here in the middle, right? You've had some success. What got that success for you thus far? What are you doing differently now that got you there, right?

What is that one lever that moves your business or or personal life like personal life as well? They typically run hand in hand the habits fall the habits follow the habits and it's like The one thing it got you here Will actually get you there right now. We have to change some things and change the recipe a little bit along the way But it's it's it's it's it's everything relationships at home at work.

Pat Garritty (29:08.17)
Thank you.

Shane Kilby (29:10.062)
Friendship's just like this right here like, you know, we couldn't pull this off without you know Both of us meeting at that 50-yard line and there's been times where I didn't I'm at the 30 right? Hey, hey You dead weight man, you dead weight and vice versa and vice versa So it's it's it's a great way you put that great way to position it Absolutely. And when you said there there are moments like I'm my wife me the first

Pat Garritty (29:22.498)
Yeah.

Duane Murphy (29:32.328)
So Pat.

Duane Murphy (29:36.158)
Hahaha

Shane Kilby (29:38.219)
Like no today's not today. Yeah, I'm not a fan of his today. We just don't want those to get out of balance

Pat Garritty (29:45.197)
Mm-hmm.

Duane Murphy (29:45.247)
Yeah, I think it's okay to say that to you some days. Just be like, okay, like, nope, I love you, but today is the day. We're going to reconvene tomorrow at the 50 because today's not the day. You know, that's okay. So Pat, we've all had younger years or when we first got into the business, maybe got into business period or started going in life. What's one thing that

Shane Kilby (29:52.598)
Need those subtle reminders. Need those subtle reminders.

Pat Garritty (30:07.913)
you

Duane Murphy (30:15.347)
Maybe it's a couple of things, but what's one thing you wish somebody would have told you or that you would tell your younger self with the experience and what you have learned thus far?

Shane Kilby (30:28.714)
Ahem.

Pat Garritty (30:29.933)
Great question. First, I can approach this from a kind of a cool angle right now because my oldest son, Cade, just turned 27 years old and he passed his real estate exam yesterday. So yeah, he's going to be joining our team. He came from a professional sales position as well. He was in the beer industry for four or five years. That's sales at its rawest form. That is, if you can handle that industry, you can handle any industry.

Duane Murphy (30:43.614)
Oooo, congrats!

Pat Garritty (30:59.871)
As we sit down with him today in his first day of his real estate career, it's build your database, be disciplined, have your power hours, make sure your mornings are all about lead gen and stay disciplined on that over and over and over again. This is not a hard business. This is a business you have to be disciplined. You have to understand what works. You have to know your scripts.

You have to internalize them. have to practice. It's a skill. Yes, it's a popularity contest. You have to be likable. You have to have a work motor and you have to be coachable. That's the three things you need to be successful in this business. That's it. Right. If you're not willing to work and put in the discipline time, yeah, you'll be okay for six months. Maybe you float a few couple of buddies. Dads have a house for sale, but if you want to build the business, it's build your database, your database, my database after 25 years. If I would have known that 25 years ago,

I'd be in Maui right now, but I'm not. But anyways, you know, so I think that was, that's the advice I would give. Boring, boring discipline.

Shane Kilby (32:05.294)
ahem

Duane Murphy (32:05.308)
That's, I always, I it's that's phenomenal, advice to, anyone new, anybody looking to get in the business, even someone who's been in the business for a while. It's like jump on your database, use whatever CRM, you can afford or use whatever CRM is provided to you. Some companies do some companies don't, different conversation for a different day, but there is no bad CRM. It doesn't matter what CRM you're using. Use one.

Pat Garritty (32:30.539)
No, could be, it could be Excel spreadsheet. Who cares? Doesn't matter. As long as you keep track of it, long as you do what you're supposed to do, you know, we've got it all defined. We got it defined by, so we just got to follow the system here. I've kind of, think we perfected it, but still you have to have the discipline to put the work on. You got to put your boots on every day and go to work. Period.

Duane Murphy (32:41.768)
Yeah.

Shane Kilby (32:49.75)
Yeah, you know that I mean when you when you're talking about CRMs I mean it's a slippery slope because you got to think like The the sexier it is the more demand it's going to require But it's got automation and it's got chat GPT and AI even more attention is going to require right because we you'll burn it'll burn

Duane Murphy (32:52.37)
it.

Pat Garritty (32:55.437)
Mm-hmm.

Pat Garritty (33:07.213)
Yeah. It's going to talk to you when you don't want it to talk to you. And it's going to say things that you're like, how did I get here? I'm not going to. Hey, that's a conversation for another day. We turn that all off and we are now manual belly to belly every day. Pick up the phone and call. That's it. Right. Follow up with the text. Hey, I just called you. Hope every, whatever that message is. And man, oh man, when you do it day in, day out, it just.

Shane Kilby (33:12.279)
Yes.

Duane Murphy (33:32.51)
Yeah.

Pat Garritty (33:35.49)
builds and builds and builds. I think we talk about, you know, you guys are in a bit of a downturn. That's how you get market share, man. That's how you take over. That's how you become the monster that you want to be is by those, the work that you do 90 days, 125, 180 days ago. That's how you build your business. There is no other way. You can dance on TikTok all you want, but it will not replace that. That's my opinion.

Shane Kilby (33:44.14)
Mm-hmm.

Duane Murphy (33:54.312)
Yeah, there isn't.

Shane Kilby (33:54.349)
Yep.

Shane Kilby (34:00.854)
No, you're right.

Duane Murphy (34:00.863)
Yeah, I have a few, a few agents that, that I'll come to mind that I've spoke with just in the last week or two, one was just a couple of days ago and there's been a tremendous upswing in their business and it 1000 % correlates with the amount of time they're spending in their database doing the stuff they need to do every day. And we talked about it they're like, yup, I didn't do it. And now we're going through it's like the stages are correct.

Pat Garritty (34:22.413)
100%.

Duane Murphy (34:30.91)
The calls are logged, the texts are logged, the notes are updated. And I'm like, like if you can continue on this path, if you just see the success you've had over the last three to six months with just starting to do what it is you need to do, the compound effect on this in a year from now is going to blow your doors off. it's so magical to see that light bulb all of go off and go,

Pat Garritty (34:52.865)
Yeah.

Duane Murphy (35:00.646)
I get it now. know, because a lot of times we sound, right, we're Charlie Brown's teacher and just, why in the background is just that voice, right? And it's, and all of that light bulb goes off and goes, I get it. I know why you always say it. I understand the message you're trying to get through. I now understand it and know what I need to do.

Pat Garritty (35:21.133)
Yeah, like another trainer that we work with now, he says you just have to master the mundane. Isn't that unreal? Like I was, heard that I'm like, well, that's not real sexy, but boy is it effective. So Cain, who, like I just said, he got his license yesterday for the last six months. He's been doing full-time inside sales. That's how you cut your teeth in this business, right? He's 120, he's, you know, he's looking for 10, two minute conversations a day.

Duane Murphy (35:23.056)
my.

Duane Murphy (35:27.57)
oof oof yes

Shane Kilby (35:27.628)
Yeah, I was just about to say that. Yeah.

Shane Kilby (35:37.336)
BLEH

Pat Garritty (35:49.708)
You have 10 two minute conversations a day. You're going to need two assistants in a year, period. Like it will grow that big, that fast, right?

Duane Murphy (35:54.398)
Hmm?

Duane Murphy (35:58.077)
Yeah, you'll be printing cash.

Shane Kilby (35:58.158)
So let's take a couple of minutes and talk tactical, right? We're kind of into the tactical side of this conversation. And it's funny, like, just, and I don't do this when we're on a podcast, but I just had a text from one of my agents. I'm really, really pushing. You know what? They're meeting me at the 50 yard line. They're not getting traction.

Pat Garritty (36:00.653)
in the

Shane Kilby (36:23.758)
But I keep drilling down drilling down drilling down drilling down to figure out what why because they're making the shots on goal and not scoring any points and what's funny is I Was they had access to thousands of leads? So I killed that yesterday. I cut that down to 150 200 leads right because we know Statistically now that number is about 25 to 30 attempts to get the to be able to make contact

Pat Garritty (36:47.725)
Yeah.

Shane Kilby (36:49.654)
And it's very hard for agents to understand. if agents, if you're listening to this, understand that 25, 30 attempts is not necessary. It's not disturbing that lead that buyer, that seller at all. They don't see you. If they've seen you once or twice out of 30 times, you're lucky, right? They have too many distractions. Everything's a distraction. The phones do more today than they've ever done.

The calling feature is like the lowest Technological, you know breakthrough ever well this this particular agents been standing blowing my phone of like you took all my leads away now granted They have 200 leads 200 leads I'm like That's the point like you have to master the mundane. So we've had these conversations about look You got to try them in the a.m. You got to try midday. You got the ten days of pain You got to try them in the afternoon

Pat Garritty (37:31.979)
Mm-hmm.

Shane Kilby (37:45.878)
Are you texting them through the system? Are you texting them directly from your cell phone? Are you calling them through the system? Are you calling them through your cell phone? Are you sending a video through the system? Are you sending a video through your text message? You know, directly from your phone. Well, no. Well, that's why I had to take some of the leads away from you. didn't handcuff you. I'm actually giving you permission to hit all of the things with fewer leads so you can make better contact and have more conversations.

Pat Garritty (38:01.613)
Mm-hmm.

Shane Kilby (38:13.826)
Right. So it's amazing that you said matched with mundane. I'm like, well, I was fixing say that I gotta find something else to say now, right and it is those It is those 10 contacts a day those 10 conversations a day I mean the the research and the data and the receipts back it up like 10 conversations a day will take you to 35 plus transactions a year From zero zero Just you got to do the stuff that you don't want to do. It's not sexy. It's not sexy

Pat Garritty (38:35.137)
From zero. From zero.

Duane Murphy (38:36.434)
Yeah, I'm zero.

Pat Garritty (38:42.093)
Mm-hmm.

Shane Kilby (38:42.894)
But we also know it can be done in 10 to 15 hours a week. 10 to 15 hours a week.

Pat Garritty (38:50.605)
But you gotta be disciplined. You gotta put it in your schedule. And if you deviate, you are what they say, F'd. And it's just the way it is, right? And agents sabotage themselves too, Shane. They'll sabotage themselves. They'll say, well, I had to go do a preview. And I'm, no, no, no, no, that's the discipline. Those are the easiest appointments to change are the hard ones. And the mundane ones are the easiest ones to take out of your schedule, right? Master the mundane. Yep.

Shane Kilby (38:53.731)
Yep.

Shane Kilby (38:58.54)
And it's how we all got here. We all got here that way.

Shane Kilby (39:15.106)
Yeah, yeah, yeah, it's you know it

Duane Murphy (39:18.11)
And a lot of times, agents, and I know I was guilty of it from time to time as well, but in different forms of business, especially where I'm at now, you forget what got you there. you're right. And it's like, okay, you had all the success, you had all these deals, you had whatever maybe. And then all of sudden, you kind of coast a little bit. You kind of ride it out a little bit. You kind of get, like you said, little laszardy.

Pat Garritty (39:33.803)
Yeah.

Duane Murphy (39:47.997)
little lazy and just not doing the stuff you need to be doing every day that got you there. And then all of sudden it's like, wait, what? And now you have to get back in those trenches again and do what you were doing just to get it back to where it was. You lose all that momentum and you kind of take it for granted and whatever.

Pat Garritty (40:05.357)
Mm-hmm.

You can lose it fast, man. It slipped. It slipped quick, right? Yeah.

Duane Murphy (40:12.306)
Really quick.

Shane Kilby (40:13.102)
And here's reality of it like look back at the last five years ten years twenty years of your business Did you did you make more revenue off of? Shining nickels and technology or did you generate more revenue from the mundane from the daily? Prospecting the daily tasks that aren't comfortable. They're not sexy look look the shiny nickels we went after to make everyone else's life easier, but

Duane Murphy (40:17.566)
Hmm.

Pat Garritty (40:32.173)
Thank you.

Shane Kilby (40:42.144)
At the end of the day, I'm 51, Dwayne's 59, Pat's 46. So we're all between, between the three of us, have almost, really almost 80 years, 75 years of real estate experience. All three of us still invest heavily into coaching. Because if you don't invest in the coaching, you don't have anyone to hold you accountable.

Duane Murphy (40:47.848)
Not quite, thank you.

Pat Garritty (40:48.558)
Yeah, thanks. Ish. Ish.

Shane Kilby (41:10.03)
Right and you do that for your organization. We do that for our organization, but at the end of the day Here's three old guys with almost 80 years worth of experience still getting coached and still the same principles Work works stay in the mundane and it doesn't take eight hours a day You can do this in 10 to 15 hours a day, you know Push all the rest of those distractions off on your am eat, you know hunt naam eating a p.m

and you'll have all the business that you can ever handle. All of it.

Duane Murphy (41:43.357)
Yeah. Yeah, without doubt. So, so, to, to kind of wrap everything up a little bit, but so we've, we've all known each other for a long time, Pat. We've known each other for a long time. I we just discussed it was Shane came up with a date even like 2014, 2015, Atlanta, which, by the way that you were probably one of the first Canadians or one of the first from across the border.

Shane Kilby (42:06.018)
Ahem.

Duane Murphy (42:10.238)
down at an event like that in Atlanta or commission. Yeah, I was going to say you had to be one of the, was doing the timeline. like, wow, you had to be like one of the very first. Yeah. One of the very first early adopters.

Pat Garritty (42:12.139)
I was their first Canadian client, yeah.

Yeah, I was that company's first Canadian client.

Shane Kilby (42:21.718)
That was probably in the first Probably in the first 50 to probably first 50 platforms with them. I wouldn't imagine

Pat Garritty (42:28.171)
Yeah. think Aaron Ken had the first one. And of course, Aaron and I are, you know, very good friends and we were at that time and he kind of got me onto it and adapted it to fit at the end of the day. It wasn't perfect, but it worked. It worked, but it doesn't work unless you master the mundane. Yeah.

Duane Murphy (42:28.306)
All I would guess.

Shane Kilby (42:31.692)
Yeah.

Shane Kilby (42:40.152)
Okay.

Shane Kilby (42:44.952)
Mm-hmm.

Duane Murphy (42:48.306)
Yeah, yeah. So it goes way, way back. So with that, we all discussed our ages. Some of them might be inflated just a little bit. Thank you, Shane Kilby. But, you know, but that's what you get when he's the baby of the group. life, life, yeah, life, life is ticking. We all have some, we all have clocks. The unfortunate part is we can't see that clock. When,

Shane Kilby (43:03.214)
That doesn't feel like a baby anymore.

Duane Murphy (43:19.144)
When U.S. gets to the end, Pat, how do you want people to remember you?

Pat Garritty (43:23.597)
Well, I mean, I think your legacy is defined by the people you affected and and, you know, like I said, Darcy, 20 years, Warren 10. The other Darcy's just had her nine year like we've I'd like to think I've had a positive impact on our community, people and their families and then our clients. You know, the way we've been able to serve our clients over the last 25 years, once, two, three, the kids.

their kids, like we've got grandkids that we're selling house to of original clients. I think it's just the legacy is defined by, you know, how much you're able to give back and make a difference in people's lives. If that makes sense. I don't know. I've never really been asked that question, Dwayne. It's a good question. I appreciate it.

Duane Murphy (44:09.698)
I love that. Legacy is defined by the number of people that I've affected and touched. like that.

Shane Kilby (44:09.814)
Thanks

Shane Kilby (44:16.171)
And it can go both ways. So that is the way he framed it. Yeah, it can be positive impacts or negative impacts.

Pat Garritty (44:18.091)
Yep, of course it is. Yep. Yep. Yep. Yeah, this business is certainly not all roses. Like there is tough days and then there's days where you make mistakes or you lose sight of that ball or whatever it is. Sometimes we make mistakes even though we did the right thing. Like people don't like what we do. But you know, at the end of the day, you're always doing the right thing. Remember, clients first. Honesty, right? 100%.

Duane Murphy (44:24.114)
Yeah, yeah, without doubt. Wow.

Pat Garritty (44:46.797)
100 % of the time. That's easy to say, but it's not easy to do to be honest 100 % of the time. Why is my home not selling? Try that. Be honest 100 % of the time. Number two, competency. Make sure that you're the best at what you could possibly be. And number two, care, truly care for them. That's a Joanna Joseph Callaway wrote a book called Clients First. That is lived in our, our every agent, every employee that's ever come here.

has gotten a copy of that book on their first day. Clients First by Joseph and Joanne Calloway. Honestly, competency, care. Huge. Been a huge thing for us.

Duane Murphy (45:22.258)
I love that. And I tell you, I tell you why that you have, you have seeded that message, that belief and have walked that even more than you may even realize. Because if anybody who's listening to this goes and Googles you or throws you into chat GPT and ask who is Pat, the professionalism, the honesty, honesty comes up like six different times.

Pat Garritty (45:31.113)
Mm-hmm.

Pat Garritty (45:51.307)
Hmm. It's hard.

Duane Murphy (45:51.945)
throughout on how do you define Pat? And I'm not making that up. I researched that, I looked at that, and that was the one word throughout that came up over and over and over again. So kudos on living and breathing that.

Shane Kilby (46:09.378)
Yeah.

Pat Garritty (46:17.729)
Yeah, thank you.

Duane Murphy (46:19.314)
Hmm. Yo.

Shane Kilby (46:19.5)
Not an easy task, not an easy task.

Duane Murphy (46:24.114)
Well, I tell you what, Shane, what do we got to do here? think first we need to find out how can people, yeah.

Shane Kilby (46:29.496)
Well first we need to guess how if for all of the listeners and viewers want to make sure that everyone can meet Get make contact with Pat and connect with Pat whether social media email phone You know what what is the best means of preferred means Pat for any one of our listeners or viewers to be able to reach out to you?

Duane Murphy (46:35.335)
Yes.

Pat Garritty (46:54.751)
I think email is good. know, this is pat at TrilliantReality.ca. Between Amy and myself, we handle that inbox every day. Personally, I make sure I touch it as well as, you know, through Instagram, at patgarityrealtor. That's two T's in Garity. Two T's, Shane, just so you know, Dwayne. Two T's in Garity. But I'm on all platforms, so you can find me there. And it's me that's running it. I answer all the questions and I'd be more than happy to help.

humbled if I even get the opportunity.

Shane Kilby (47:28.209)
Yeah, Pat's the real deal. I've known Pat for quite some years and when he tells you that he touches all of those forms of communication, he absolutely does. It's not someone else that's handling his communication or his inboxes. You know, that's actually Pat on the other side. Pat is a wealth of knowledge and resources. He's a great referral partner, you know, and just in the space in general for consumers or agents or anyone else that's got questions about it.

Reach out and get in contact with Pat and he'd love to help you for sure. And so at this point in time, Dwayne, this is your favorite part of the episode, right? This is the smash, the Hulk smash.

Duane Murphy (48:04.318)
I love this part.

Pat Garritty (48:08.631)
Hehehe.

Duane Murphy (48:09.576)
Hulk Smash. So anybody who's listening, and if you've been a regular listener, you know exactly what to do at this point. And if you haven't done it yet, now's your time. So somewhere on your screen, there's a button that says subscribe. Smash that sucker. Like just hit that. Like, yes, I'm gonna be part of this. There's another little button that says share. If you know somebody that could benefit from this conversation, possibly one of the other conversations that's

we've had along the way, share the episode, help someone else, helping is free. And as Pat had said earlier, the more you help and the more you give, the more you're gonna receive. So that's one great way you can go ahead and give our podcast out and share it with somebody else. I'd love to hear it. by the way, there's also one additional button. that was important too, it's to review us.

Pat Garritty (48:45.261)
Mm-hmm.

Duane Murphy (49:05.84)
And by the way, we love five star reviews and Shane Kilby, why do we love those five star reviews?

Shane Kilby (49:11.97)
Because they give us the Google juice. We love the Google juice.

Duane Murphy (49:14.546)
Google juice and I tell you why that Google juice has been treating us really well lately and that's because of everyone listening you keep giving us five stars you keep sharing and subscribing and the Google juice just keeps flowing so

Pat Garritty (49:14.891)
I'll go to bed.

Shane Kilby (49:20.302)
Yes

Pat Garritty (49:20.333)
Yeah.

Shane Kilby (49:27.596)
Yeah, we're I mean, you know, look I mean this this podcast is officially Less than a year old unofficially probably 18 months old 24 months old And we're tipping that we're starting to tip the scales of 10,000 downloads. So that's pretty awesome. Pretty awesome. And we Yeah, we love to give back. It's and it's a guest right? It's definitely not doing like wicked our our entire podcast will be done in 30 days But it is the guest it is it is the guest speakers that we have

Duane Murphy (49:43.454)
Yeah, yeah, it's grown.

Pat Garritty (49:44.439)
Good for you guys.

Shane Kilby (49:57.346)
So that makes it awesome.

Duane Murphy (49:59.102)
It is, it is. So we appreciate you all. Thanks again for tuning in and for real estate agent life, Duane, Shane, Pat, depending probably you are on the screen. There you go. Where this hits and uh, peace.

Shane Kilby (50:10.094)
We're out. See ya.