From $60M Debt to 400 Agents: Tony Hanson on Leadership, Systems & Relentless Grit

Today’s episode features one of the most dynamic leaders in real estate, Tony Hanson of Better Homes & Gardens Paracle.

Tony doesn’t just talk success he lives discipline, systems, and execution at a level most agents never experience. From surviving the 2008 crash while carrying $60M in development loans to helping scale Paracle from 26 agents to over 400 strong, Tony’s journey is packed with life lessons, business fundamentals, and mindset breakthroughs.

Inside this episode:

🔥 The Catapult Program:
How Tony trains brand-new agents into professionals who understand the A–Z of real estate, belief systems, process, and discipline.

🔥 Three Days in One:
Tony's legendary routine for maximizing productivity, family, fitness, and business without sacrificing one for the other.

🔥 Words Matter:
The psychology of language in sales and why most agents stall deals without even realizing it.

🔥 Building Financial Walls:
The $60M mistake that turned into Tony’s greatest teacher and how it reshaped his entire outlook on business security and diversification.

🔥 Leadership Under Pressure:
What it means to charge into the storm like a rhino when fear, chaos, and uncertainty hit.

🔥 Legacy:
What Tony wants to be remembered for and why it has nothing to do with money or status.

This episode is packed with laughs, conviction, tactical strategies, and gut-check moments. Whether you're a brand-new agent or a seasoned leader, you will walk away with pages of notes and a fire in your chest.

🎙 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

Duane Murphy (00:01.774)
Welcome to this episode of real estate agent life. My name is Dwayne Murphy  my best radio voice I can do. And that's my cohost Shane Kilby. So, from sweet home, Alabama, as always, we are committed to bringing you the best in the business. And, today's absolutely like the exclamation mark on proving that. So, Shane, let's just jump right into it. Shane, who do we got?

Tony Hanson (00:11.566)
you

Shane Kilby (00:13.524)
from school in Alabama. That's your favorite one.

Shane Kilby (00:31.75)
So today we've got it's just pure fire like if you're not if you're not ready for a fire breathing episode Just go  turn the you know, swipe swipe move to another podcast or swipe to another video But today we have tony hansen of Better Homes Garden Paracle team Serving multiple parts of the carolinas north carolina south carolina. These guys started out

Tony Hanson (00:43.214)
Thank

Shane Kilby (00:57.738)
20 30 agents just a few years ago. Now you guys are topping what pushing 400 agents. They're right 400 agents so, you know, we've we've had the blessing of connecting with Tony a few years ago  it's just it is absolutely that like this guy can not only just inspire you but also have you rolling in the floor at the same time 

Tony Hanson (01:04.654)
Yeah. yeah, we hit 400 recently.

Tony Hanson (01:21.934)
Thank

Shane Kilby (01:24.23)
If see the rhino in the back like that, that's his motto. That's his that's his That's his alter ego And he hits every day just like that rhino. So Tony tell us a little bit about your back story. Like how did you end up in real estate?

Tony Hanson (01:39.385)
Well, since you said we had to start off right at I Carmen Smith, who works in our organization, she says she always counts. How long will it take before I bring up some real crap? So I brought some crap with me today, you know, cause try to, try to wake everybody up, but we, I got into the real estate business, basically cause my parents were in it. my dad was in the real estate business  he always had business partners. So back in, really around like, like late nineties.

I was born in 1982. Can you believe that year? I'm getting old. I'm getting old. so 43 this year, but, I always tell people I came out of my mother's womb, with a hammer  like a briefcase full of real estate stuff. Cause I want, I was ready to go, but my, my dad was in the real estate business from home building, land development, a real estate appraisal. And he was actually a realtor right at the age of 18. So I kind of feel like I grew up in a household of real estate.

so I don't really know anything different. even though I grew up in Metro Detroit  love cars, I didn't really go down the car industry lane because it seems like most people in Michigan grow up that way. It's like you love cars. So you go work for GM Ford or Chrysler. but I fell in love with real estate, don't know anything else. And, I moved to the Carolinas in 2000. I guess you could say like it was right around five, six, officially moved my family here in six. So, 2006  now.

I spent most of my career in kind of the home building space  land development, real estate, kind of salespeople inside of builder model homes  different things of that nature. then around 2018, my business partner, Lucas, he was my closest friend down here in the Carolinas. He had started a small real estate company called Peracle. And at that time Peracle stood for come alongside, advise, counsel. And the biggest thing he had been an attorney for almost 20 years.

And he felt like real estate agents, had built up quite a portfolio of homes around college campuses that he was renting  had a rental portfolio. And he always felt like most real estate agency talked to weren't very good at what they did. They were just paper pushers, door openers, couldn't provide much value. And he was like, why is it that real estate agents can get away with this  consumers?

Tony Hanson (03:56.716)
When they come to like an attorney, like if you're going to get divorced today, you'd want the best attorney working for you. You'd want them to be protecting your assets , know, make sure that you have the best counsel given to you when making the decisions for this big decision in life. If you're going to get divorced or whatever it might be, you know, setting up a will states, you know, any type of thing that you'd want to ask an attorney for wise counsel or a financial advisor. That's really good at what they do. And he's like, why is real estate so different? Like, why is that?

Like why is it so many of them are just like door openers? Like they, if you ask them a question, they really aren't like wealth advisors. And I always tell people in our organization, like, I believe we're probably the number one vehicle towards helping people build wealth in America. I, you know, cause there's like, I think it starts with us. mean, Warren Buffett says you should buy, you should buy a house first, but

Duane Murphy (04:49.67)
Mm-hmm.

Tony Hanson (04:52.544)
If you think about all these people that, nothing against like the Merrill Lynch advisor  the Edward Jones advisor or whatever it is, these people that work at all these places, that's great. But that's assuming that people have money to actually invest. And if you think about most Americans, they don't, but you can help people start build wealth in America with a home. And I love the power of what real estate can do for people  how it truly builds generational wealth.

Duane Murphy (05:05.926)
Mm-hmm. Mm-hmm.

Tony Hanson (05:20.942)
That's how I've built a lot of my wealth is in owning real estate. So that's a little bit of my background. We, Lucas  I started this kind of growing this in 2018 from 20, 26 agents is what I think he had when I came on. And then we've just been building systems  stuff that I've kind of worked on my entire life. And between Lucas  myself,  then an entire leadership team that we've built around us, we've, we've built something pretty special.

Duane Murphy (05:46.138)
was going say, so 26 agents to where you are currently,  we've heard you speak on stage  I've had other talks  have consumed a ton of your stuff. How many agents have you brought on board the company in this year, in 2025?

Tony Hanson (06:07.085)
So 2025, we were sitting at like 140 the last I checked  we'll finish somewhere close to 200 because we've got a training class on October, whatever next Monday is, the 13th or something. I think it's the 13th or whatever that next Monday is. It's not this Monday coming up like the, that's the sixth I think. So it's the 13th, yeah, seven days later. So we'll have close to 30 more agents join then  then we'll drop another 30 in December.

Duane Murphy (06:31.036)
200 agents.

Tony Hanson (06:37.163)
 that'll hit us right around 200.

Shane Kilby (06:40.338)
And that's your catapult program.

Tony Hanson (06:42.443)
Yep, that's our catapult, which I brought the manual for the call today. So you'll see the Rhino again, but this is our catapult manual. And when we get into some stuff today, I'm sure, I don't know where this will go, but whatever conversations we talk about, that's part of our success.

Shane Kilby (07:01.834)
So you so you guys so what so  I've seen that manual  it's it's it's considerably big so the the catapult class is that a one-week class two-week class

Tony Hanson (07:13.869)
So right now it's always been a two week deal. It's one week, Monday through Friday, all day long, where we do a deep dive. Day one, what we do with our classes, it's really history  belief building. So we spend all of day one kind of setting up like, what is it like to work for this company? What did the company, how did the company get here? Like from 2012, we walk through each year  talk through all the ups  downs of real estate. From 2012 to even the recession of 2018, to the 2020 COVID, to...

2021  two are supposed to be the same  then 2023 falls off a cliff. And then,  then what have we done in 24? What have we done in 25  how we face adversity? We tell all that story because we want them to know the company that they work for. And like, there's going to be ups  downs in real estate, but how do you, how do you excel through all these different, these different, you know, things that are going to happen  what are the milestones? But then also I believe all businesses. Um, so if you're going to start a business, you have to first have belief.

So belief is belief in yourself, if you're going to be a real estate agent  then belief in your business  then belief in the firm or the team that you work for. So those are the three beliefs that I focus on on that day one is like getting their belief right. Cause it's like, you have to believe first in yourself  you're going to face so much adversity. Cause like your parents, your aunt, your uncle, your friends, they're all going to be like, you should have just done a nine to five, you know, you know,  it's like, I don't know why you stopped door dashing.

You knew that was where you had money coming in. You know, it was like you had cash until you stopped until you decided to go be a real estate agent. Your daddy told you, you know, you go do 20 years  then you get a pension. You know, so people are going to be in your head the whole time. So it's like, if your belief gets off on yourself, it's going to be in trouble. And then you have to have belief in your business that you're building because it's real easy to just be like, you know what? I'm not a good realtor. Like my father-in-law, awesome guy, but he's the first guy to fall off a cliff real fast.

He'd be like, if you were to start talking to him about real estate, he'd be like, yeah, yeah, yeah, yeah, I tried real estate. Real estate's not for me. Well, how do you know it's not for you? You know, it's in his mind, it wasn't for him because it was, it got a little difficult. And a lot of times when things get difficult, most people just be like, that's it. And they give up. So we'd spend a lot of time on that belief. And then I believe the next piece is discipline. So do what you have to do when you have to do it, whether you feel like doing it or not is my definition of discipline.

Shane Kilby (09:21.098)
Mm-hmm.

Tony Hanson (09:40.622)
Um, I don't remember what the Webster, the Webster's dictionary says discipline is, but my personal definition is do what you have to do when you have to do it, whether you feel like doing it not. And I know both of you guys are very similar with that. It's, know, if it means getting up at 5 30 AM to go to the gym, you know, it's do what you have to do when you have to do it, whether you feel like doing it or not. You didn't get motivated to go to the gym. You got disciplined to go to the gym. You didn't get motivated to get on this call this morning  do this podcast. You got disciplined to do this podcast.

So there's all, it's everything in our lives, but I think so many of us get caught doing crazy stuff that then we give up.

Duane Murphy (10:17.37)
Yeah,

Shane Kilby (10:17.546)
Well, you know first I mean that's pretty amazing because I mean I'm a pre-licensed post-licensed instructor for real estate which doesn't mean anything except you start a lot of people in  a lot of people don't finish  we know the odds after after class but the you know what you guys have put together with catapult like for anyone in that area like you guys are taking a real estate licensee from

Tony Hanson (10:29.356)
yeah.

Shane Kilby (10:44.33)
I don't know how many hours it takes in the Carolinas here it takes it's a 60 hour pre license  another 30 hour post license call it 90 hour but still in two weeks you Okay, so you guys are putting them almost the equivalent of what they went through pre license in actually the fun stuff the learn stuff  not just boiler room tactics like the full belief system  the expectations right the expectations That's great

Tony Hanson (10:52.717)
Pretty much ours too.

Tony Hanson (11:09.041)
Oh, yeah. Yeah, I think it's the expectations. And then we created something I think is kind of cool. It's in here. We call this the top 21 traits of a real estate professional. And I always tell people this is what you need to keep like on your mirror when you're combing your hair in the morning. Dwayne, I know you got a lot of hair comb, but you know, when you when you are in there, when your brush, yeah, when you're brushing your teeth.

Duane Murphy (11:28.636)
This is what happens when you comb it a lot.

Tony Hanson (11:32.493)
 you're combing your hair or I always tell, I tell a lot of the ladies that work here when you're letting that conditioner set in, I was like, go ahead  go ahead  laminate this  put it in your shower. So when you're in there, because if you're doing all of these 21 traits, your business will be fine. But if you look in here  look at some of the stuff that you're not doing, it's probably why your business is off the track somewhere. These are the top 21 traits. If you're doing them, you're going to do great. If you're not, that's okay too. And I think a lot of people, um,

just spend so much time dipping their toe. Like I'm going to just give this a try. And you know, like you said, if it was only two weeks, think in the car in South Carolina, you can get a license in two weeks. North Carolina, they make you, they force you to take it over. think the fastest you can get a license is like six weeks. Like they kind of make you take it in a slower pace where you can literally go do, you can go do 10 days down in South Carolina  have your license, you know, go sit for the test as long as you pass the class, the class exam.

Duane Murphy (12:32.208)
Yeah, we had someone in Wisconsin did in four day, somebody that I know of, that's in our firm, four days because it's a 72, it's a 72 hour class. They consumed everything in four days, scheduled the exam right away. And, you know, , it,  it, that goes back to one of your previous statements on, on the level  caliber of people that are doing real estate. had compared them to attorneys in a positive light of.

Tony Hanson (12:32.274)
So I'll slow you down a little bit.

Tony Hanson (12:40.512)
That's pretty fast. Yeah.

Tony Hanson (12:47.53)
Yeah.

Duane Murphy (13:01.26)
of the professionalism, the skill, the expertise that an attorney brings. And some of that, think, you know, unfortunately in our industry is, the barrier or the lack of a barrier of entry, get into it, to get into our business. One that, that does, you know, influence some of, like you said, people creating wealth , some of the biggest, decisions in their life  our barrier of enter entry.

Tony Hanson (13:13.738)
Yeah.

Duane Murphy (13:27.996)
And it's easy, I guess, for me to say,  maybe all of us sitting here, because we're already in it, we already have our license, in our industry, it probably is way too low. Like there needs to be more. you know, in your courses is doing that on, you know, raising that bar of professionalism  level of excellence that you demand.

Tony Hanson (13:30.476)
Okay.

Shane Kilby (13:52.362)
What's like, yeah, I look at  I'm not knocking, you know in a or you know, any of our associations But it seemed like too often that we're focused on the acronyms in the alphabet soups And not enough on survival, right? I mean, you know  being sustainable with that success in real estate  it's like yeah, the realtor preamble, you know pretty much follows the golden rule, but

Tony Hanson (13:53.612)
Correct.

Duane Murphy (13:59.517)
you

Tony Hanson (14:11.638)
Yeah.

Shane Kilby (14:22.73)
You take an agent through a down market, shifting market,  they have to feed their family,  they're not well-developed in prospecting, relationship building, follow-ups, the whole timeline of these events,  how to keep this consistent, sustainable. Unfortunately, the golden rule goes out the window when they have to feed their family, so now comes all the backstabbing, what we get the black eyes for in the general public.

Tony Hanson (14:45.26)
Thank you.

Tony Hanson (14:52.067)
yeah.

Shane Kilby (14:52.618)
You know the Zillow not knocking Zillow but the Zillow leads where all three of us got the lead  Dwayne's gonna meet him tomorrow afternoon to show him at four o'clock Tony gets him like well I can show you at two  then I call  I can show you at 12 right so those means Through the cat through the catapult program In that that training what you know, what are two or three, you know non-negotiables?

Tony Hanson (15:06.938)
yeah.

Tony Hanson (15:10.59)
yeah.

Shane Kilby (15:19.368)
that you guys try to instill in those agents before they come out of there.

Tony Hanson (15:24.838)
So I think one of the big ones,  I talked about it, you know, when we saw each other in Tahoe is we have for anyone that's going to start on the buy side, because we always start them on the buy side. And then you can graduate if you think that you're going to go onto the listing side, which we believe those are two different types of people. It's like a quarterback  a running back. They're two different, two different personality types. And I even, I'll give a shout out to Greg Harrelson. He, he helps us with that  understanding that mindset. Cause he is like, even, call it what they call them last week, the Godfather.

Duane Murphy (15:53.69)
The Godfather. The dude is the ol' G of listings.

Tony Hanson (15:55.224)
The Godfather, yeah. yeah, yeah. So when you think about it,  I've actually got, we've got them all over our office, but I showed you guys that A to Z  the A to Z is one of the key things. Like you've got to be able to,  I got it right here. You've got to be able to do this A to Z. If you can't go A to Z,  I mean, memorize it. So like you've got the phone work, the prep work, the selling,  then contract to close.

This is one of the biggest things that if you can memorize the A to Z  learn it, we don't want you even talking to customers until you know all the things so that you can sell by objective  have a process so that customers know this is what it is. But if you don't know the process, you'll just be a, you'll be a glorified Vanna white. You'll be a door opener. You'll just be like,  here's the kitchen. And here's an owner's suite. If you've never seen one before, that's a shower.

You know, so that's, if you think about it, you'd probably be scared. I talked, I talked on something a couple of years ago somewhere where I just said, wouldn't it be great if you could have like a body cam on every one of the agents just to hear what they'd say? Because if you'd hear what they'd say, you would probably throw up in your mouth sometimes be like, did we really just say that?  then they might wonder why they didn't have success. like even this morning before we got on this call.

I've been working on two lead magnets with our marketing team. And one of those lead magnets is words matter. Like if I say to my wife, I love you versus I like you, that's going to go over like a fart in church. If I say, like you. So, you know, back to, back to here, right back to here. It goes over like a fart in church. You don't, you wouldn't use those words. And you heard me say it on stage the other day.

Duane Murphy (17:35.441)
Hmm.

Tony Hanson (17:48.072)
So many of us are trained to like walk a house  then when you get to the end, it'd be like, so what do you think? That's pretty natural. It's not that any of us, we're told to do that. Your parents didn't train you to do that. Nobody trained us to do that. That's just an internal, you know, MP3 player or whatever. I don't know what it is. That's your internal Spotify that just spits off. So what do you think? And whenever you say that sales psychologists tell you

Duane Murphy (17:53.948)
Mm-hmm.

Tony Hanson (18:16.361)
you're imprinting on someone to go home  think about it. And you're stalling a sale. You're sending someone home to go to that next step  you don't really have that old acronym. I posted it on my social media this morning, BAMFAM, book a meeting from a meeting. Because so many people don't know how to keep things moving. Like, well, the next step is let's go ahead  prepare the paperwork or let's go ahead .

Shane Kilby (18:32.059)
in

Tony Hanson (18:41.853)
you know, get with the lender  we're going to do this as the next thing. Like you move it along versus like, so, you know, I always say timid salespeople have skinny children  you've probably heard that before, but it's the issue is that so many of us don't have a process. So we're just hoping, wishing  hope, wish  try destroy opportunity. And I don't want people to hope, wish  try. I know that my job is to help people.

Shane Kilby (18:50.13)
you

Tony Hanson (19:07.667)
Change their lives, but you can't do that until you help impact other people's lives  all we're ultimately doing is help people change their address And i'm really just trying to create a bunch of doctors around here They're all a bunch of doctor of home sales  a doctor like your ID you need to identify the pain  then diagnose  then prescribe But when you talk about words matter so many realtors I bet you if you were to put a little thing on them right now i'd be like my job is to help you find the perfect home well

Duane Murphy (19:11.654)
Mm-hmm.

Tony Hanson (19:38.348)
You're setting yourself right out of the gate for failure by telling someone you're going to spend the next 10 weekends looking for the perfect home that doesn't exist. And then you're to have buyer fatigue or even seller buyer fatigue  be like, yeah, we're just going to stay put. We can't find anything, you know, nothing really that much better than what we have now. And it's like, there's no such thing as a great home. I've been a builder my whole life. And as soon as I built the perfect home, I built mine in 2016. And every time my wife sees a house I build this year, she'll be like, why didn't you put that in our house? And it's like,

Duane Murphy (19:42.492)
Bye bye.

Duane Murphy (20:06.585)
you

Tony Hanson (20:08.363)
Honey, I didn't even know that existed in 2016. We didn't even have the word scullery wasn't even in our definition. You know, we weren't doing golf simulator rooms in 2016. You know, like I saw yesterday here in Charlotte, they're opening up some Topgolf social room. And it's like they did a soft opening last night. And I was like, is that really a thing? Like we have two big Topgolfs. Like you can hit balls anywhere. And now it's like, now there's this fancy like social room where you can go have dinner  hit golf balls.

inside of an indoor golf simulator 

Duane Murphy (20:39.738)
We have, we have one of those here in green Bay by the, Lambeau field at the stadium. It doesn't have the original, you would think top golf  the big nets  driving range. It's, it's all simulated, all indoor restaurant bar. And like you said, like what, what the total, totally can change.

Shane Kilby (20:49.564)
you

Tony Hanson (20:49.578)
Yeah.

Tony Hanson (20:56.543)
Yeah, I like, I love golf. grew up with golf  I understand it, but I kind of thought golf was on its way out over, know, COVID certainly brought it back. but I mean, indoor golf, I guess maybe it's.

Duane Murphy (21:05.776)
Yeah.

Shane Kilby (21:08.874)
Tony said you get balls all over town.

Tony Hanson (21:13.267)
Yeah. I mean, there's so many places to hit golf balls now around here that I'm kind of like, but I guess now it's you can drink alcohol, you can get food , know, dude, I, I don't know. I read the whole story on the Charlotte business journal last night. I didn't really realize.

Shane Kilby (21:28.008)
Yeah, not to not to get sidetracked about you know talk about vision like I still run the numbers on what the the top golf facilities cost to put together  I'm like I mean Yes, not cheap to go to top golf, but I'm like god like how does that math work? That seems to be a long vision before it's really in the black You know teach their own this let me ask you this let me ask you this go different direction like

Tony Hanson (21:48.799)
Yeah.

Shane Kilby (21:56.306)
You know, I mean, you've had a tremendous career. I, I mean, I love following you  the entire team  like we built a pretty good connection relationship now. And like, you know, I think a lot like you guys, it's not where you guys are at, but just, just following in your footsteps is, is, been a fantastic experience. But what, what, would you say has been your biggest success in business thus far?

Tony Hanson (22:22.283)
Well, I don't know. think it might be easier to go another direction. I will tell you, I appreciate the fact that you offered us to come on here  we get, I talked about this morning about calendars. I've been talking to my team about your calendar  what you allow on your calendar. And what are those non-negotiables that are on your calendar? So I would say a lot of my success, like I would say I get asked to go down  popcatch all the time. I don't let many of them on my calendar.

because I believe iron sharpens iron. So I want to hang around guys like you, like people that provide value. I don't want to go around people that are going to make me dull. So I appreciate following you two as well  seeing what you're doing. And you guys inspire me when I see you post them late at night  you're doing a late night new, you know, class for all these new agents to bring in, you're impacting other people. And, you know, we have a real estate school, but we could do better.

or not be like, man, look what Shane's doing or how they're doing that  how they're helping people change careers  get in there  see what this career could mean for them. That kind of stuff inspires me. And when I think about this business  what has made us successful, it's probably learning how to maximize my time. Now I always take the, I take, I steal from Ed Milett. I'm a stealer of it because a lot of times people will say to me,

Like, I don't know how you do so much. And like, I'm like, well, one, I'm a workaholic, but that doesn't mean I don't love my family. I don't like to do things. If people that follow me don't know that I believe in his three days within a day. And maybe you guys have read about it, seen it. I talk about it a lot, but it's like, I'm okay. And this morning, I forgot to set my alarm last night, but I don't know what your body clock's like, but my body clock just woke up without the alarm. Like even though I went to bed at midnight,

Duane Murphy (23:58.812)
Yes.

Tony Hanson (24:13.633)
I don't even remember falling asleep, but I fell asleep. Next thing I knew, I was like, my body felt like it was at the charge level. And I reached over to grab my phone  the phone wasn't there. And I thought, did I fall asleep with it in the bed? Where is this thing? And I grabbed my phone  I looked at it  it was five 53. I wake up at five 50  I was like, Oh, okay. Here we go. The body knows. So it's time to get up, go wake up the daughter, go to the gym. Here's the process. Right. But from six to 12 is day one.

And I get a lot done in that. Like I take, I take kids to school. go to the gym. I get prepped for my morning 8 50 call that I do. And before nine o'clock,  I believe you guys have similar disciplines before nine o'clock, I've probably done more than most people do. And a whole day, if they're not focused or don't have their calendar, right. And then from 12 to six, I'm always, I'm going to keep crushing. I work on a second business in the second half of that day. Like I'm working on my, my, my home building business. And then I'm focused on.

Duane Murphy (24:47.452)
Thank

Tony Hanson (25:12.284)
Other things from 6 to 12 like I'll go pick up a kid But I that doesn't mean I don't grab my laptop from 9 to 11 While other things are happening all the kids are in bed. I go do prayer time with my kids I lay down with my kids. I'll talk to them about their goals I do stuff all the time. We go on date nights with our kids I do date nights with my wife consistently because part of success is having all your crap together Because you can't have it good here at the business  then have your home life's a disaster

And I like to go on vacations  people are like, man, all you do is go on vacation. I'd be like, dude, I work more than you. I've got more like energy in my pinky than you have in your entire body. You know,  it's like, so what are you doing to push yourself to get uncomfortable  go do stuff? Like I'm in an airplane all the time. I'm going on an airplane. I dropped a call to get on here because I needed to move a flight, but I'll go to California this Saturday because my kids have fall break  I'll be running everything on the Western clock zone. But it doesn't mean I go there  I shut off.

I don't turn off the business because I'm in California, but I'm to be able to go to California  do some cool things with my kids, create some memories. And we do that stuff all the time because my October is going to be busy. There's a lot of work going on. So when I think about success, I think it comes down to family. It comes down to your, what are you doing in your business? And there's a lot of things I've done that I've probably done wrong. I'm still learning every single day. I'm not perfect, but I read a book a long time ago by Michael Dell called

direct from Dell. And if you've heard the story from Michael, right, you Michael says, I make mistakes every day. The thing that we've done really well  how we've built Dell to who it is, is we don't make the same mistake twice. And I think that's something for all of us to think about when we're thinking about our businesses. It's like, how often every day do you accept something is like, it's just, you know, that's just the way it is. We, you might just be like, well, here in this market, that's just how we do things.

Duane Murphy (27:04.444)
you

Tony Hanson (27:08.87)
Or it's like you, you, or you just let it be like, well, that's the way I was raised. or you don't know all I've been through. I've been divorced or you don't realize the stuff that's happened to me.  we just accept it. And it's that old saying that maybe you've heard me say it casualness causes casualties. And all the time, I think that's where I liked that Michael Dell thing. It's like, if you're casual about your calendar, your college, about your business, your casual, about your relationships with your spouse.

Shane Kilby (27:32.946)
Be good.

Tony Hanson (27:37.172)
I mean, I do stupid stuff at my house, guys, stupid stuff. I mop the floors  clean toilets. Now there's some men that might say, maybe you guys are this way, so sorry if you are, but if like, I don't want to clean the toilet on Sunday. My wife, when I get home on Sundays after we go to church, she'll be like, hey, can you vacuum  mop the floors  I'll go do this load of laundry  stuff? like, I can afford to pay for a cleaning person. I've got four kids that destroy the house.

five minutes after we do it. I mean, it's like, as soon as we mop the floors, the kids will like go open up a box of crackers  there's now goldsmiths smash like all through the couches. And you're like, how did that just happen? Like the house literally looked like a model home five minutes ago. And now it looks like HE double hockey in here. So what are we doing to ruin the house? But it's like, you've got to be willing to do stuff for your spouse  roll up your sleeves  whatever that might be.

Duane Murphy (28:10.524)
you

Tony Hanson (28:36.084)
There's so many things in life that I don't want to do. you know, you got to make choices. And I think we're all unique in that way. Like things that you guys would spend money on. I would maybe not spend money on things that I spend money on that you're like, Tony, you are crazy. Why would you buy that? I don't know. I mean, I'm, I'm happy eating ramen over here, you know, but I want to eat a steak on Saturday, you know, so, you know, everybody does things differently,  finds their way to the summit of success, but

Duane Murphy (28:51.59)
Mm-hmm.

Shane Kilby (28:51.69)
Thank you.

You

Tony Hanson (29:05.066)
Ultimately, I believe you need to have a process  you need to have good people around you.

Duane Murphy (29:09.904)
Yeah, you had to hit on a little bit with Ed Myleth  I know without a doubt that all three of us consume his content  have followed him for a long time  see him speak live  attend his events. I believe it was Ed that had said that there's no such thing as, like lot of people will preach balance, balance, balance. Like they're going to look at what you do, they're going look at how Shane works or how I work  you guys need, you need balance.

Shane Kilby (29:09.94)
Yeah

Duane Murphy (29:36.253)
And I think it was, I think it was Ed that had coined that there is no such thing as balance. You know, there's going to be different things in your life at different times that's going to need more effort or more time. And it allows, you're going to be able to shift that time where you need it to be, you know, at the time that it needs to be there, you know? And like you said, there's going to be times when your family is going to need a little bit more of your time  great. I'm going to give that, give that time where I need to, but at the same time.

with all the other people in your extended work family, they need your time too. And you have to be able to figure out the balance isn't so much like, I have to give 25 % of my time here  25 % of my time there. It's more of the balance is, okay, great. How do I continue giving everybody what they need  strike that balance between them of going, yep, I'm gonna give them what they need, but at the same time, I still have to

Tony Hanson (30:07.21)
It's worth it.

yeah.

Duane Murphy (30:34.3)
have to fill this in  it's,  you had hit on it a little bit with being intentional, being intentional with your calendar, being intentional with your time. You know, you have, you have, you break it down in those three time blocks, but there's still, there's those time blocks  it's like, okay, what, what are you being intentional with on getting done  not wasting the time in between?

Tony Hanson (30:43.667)
That's my biggest win.

Shane Kilby (30:56.974)
Mm-hmm I think he referred to that as an intentional imbalance, you know You go heavier over here  you make up for this  you know, it's constant, you know Give  take but but you those three days those three days in one day Like he says the three days in one day

Tony Hanson (30:57.075)
Correct.

Yeah,  I.

Duane Murphy (31:02.94)
Hmm.

Tony Hanson (31:13.767)
love that. I mean, there's 18 hours in a day. I'm only gonna sleep six. mean, occasionally I might sleep more, but there's only, there's only, I mean, I want to be able to use everything. Like last night, like I've got a buddy that I joke with, like a high school friend, like he'll send me, I don't go to the gym at 4.30. He'll send me pictures of him at the gym at 4.30  be like, I'm grinding baby. And then I'm like, well, I'll be there at six because four hours ago I was still up when you were sleeping.

So, you know, but then, you know, at eight 30 at night when I'm out on my run, I run every night at eight 30  I get, then I come home  I have dinner. So, I mean, it's like, you know, that's five days a week. I'm running. I don't want to run at eight 30. I'd rather go home  sit on the couch. I get it. I that's, but I also have goals. So it's like, if I want to stay healthy  do the things I want to do, I got to go do those things. So it's that discipline, do what you have to do when you have to do it, whether you feel like doing it or not.

And so many people tell my business partner  I, we have it inside of this catapult manual again, there's this thing that everyone wants called work life balance. So Duane, you're right on it. Everyone wants work life balance. Well, my personal belief is people will do work for a little bit, but then they do way more life than they do. And it's like, they forget about it, especially real estate. And it's like, why is it that you would, Lucas would say this all the time. Why is it that you quit your job to work for the man?

Shane Kilby (32:23.082)
Still out of balance.

Tony Hanson (32:32.723)
Cause in your mind, you're like, I fired the man. I work for myself. And it's like, all right, you fired the man. You work for yourself now, but you were working 50, 60 hours a week for the man. And you were unhappy with the result. You didn't like how you got paid. You didn't like your bonus structure. You didn't like that they told you what to do  how to do it. So now you're your own boss  you won't even work 50, 60 hours for yourself. Why is that?

Shane Kilby (32:59.082)
Yeah, it's amazing too. That's what, what's a hundred dollars there in a week? 168, is that what it is? 168. It's like we want to work 40 hours a week, you know, but we sleep 56, average of 56, know, 50, 60 hours a week. like, you're going to sleep more than you're going to, you know, grind or build your empire. It's like, I think we kind of got that. I've read somewhere we got that kind of wired into our system through, you know,

Duane Murphy (32:59.162)
Yeah.

Tony Hanson (33:06.323)
Yeah.

Shane Kilby (33:28.974)
In the auto manufacturing like you give me 40 hours a week for 30 years 40 years whatever  I give you the pension or what have you  so we just got wired to these 40 hour weeks, so it's It's it's wild how you want to build something worth having in a legacy But you don't want to put but just a very little in  the scary part about today is like like really so in an eight hour day

Once you take out social media  all the distractions really four hours five hours out of eight hour day that we're really being that productive That's the key part productive

Tony Hanson (34:03.046)
Yeah. No, I think that's, I think that's really important for people to see. And I think so many people don't realize all that goes into stuff. Like people only see the highlights of your life. Like I'll even get calls from people. I'll be like, do you work in between all the trips you do? And I'll be like, you couldn't even keep up.

Duane Murphy (34:04.794)
Yeah.

Shane Kilby (34:20.554)
That boy nothing nothing fires you up. That's what they they always see that But they don't see what's what they don't see the rest of the story We go to the beach every year for about three weeks right before school goes back But we travel in the middle of night so we get there in the middle of night We set up offices kids are sleeping  we're ready to rock  roll when the Sun comes up You know doing the exercise  doing the work routine  we're just doing it with a different view

Tony Hanson (34:25.001)
Yeah.

Duane Murphy (34:25.788)
Ugh.

Tony Hanson (34:29.651)
Yeah.

Duane Murphy (34:34.565)
Thank

Tony Hanson (34:41.193)
Yeah.

Shane Kilby (34:45.394)
Right   people always I don't know how I couldn't go to the beach for three weeks i'm like you don't work like I work You don't plan like I so

Tony Hanson (34:51.815)
Yeah. Yeah.

Duane Murphy (34:53.376)
Yeah, I heard the same thing this past Monday, a couple nights ago at Men's Group. So we're in the Men's Group  I had several come, man, it looks like you had a great trip. Must be nice to be able to get away. I'm like, do know how long of a day that we spent just drinking from a fire hose? And by the way, the meetings  the breakfast ahead of time  the talks  the talks afterwards.

 still trying to get in a walk  a workout , know, , by the way, keep your business going back home because you're not sitting there working on your business when you're sitting 10 plus hours in an event where you have to be engaged  you have to be right there. And, by the way, you know, if anybody knows a Chep Black event, there's no breaks. There's no breaks. You just go like if you got to get up.

Tony Hanson (35:25.615)
 handle business back home. Yeah,  keep the business going back home .

Tony Hanson (35:36.221)
Focused.

Shane Kilby (35:41.812)
There's no brakes. There's no brakes. It's all gas.

Duane Murphy (35:47.014)
You better go because we're not stopping for you. Like we're just going. So you don't want to leave the room because you're going to miss something. You know, so it's, it's just go,

Tony Hanson (35:53.972)
yeah, I agree. Yeah, most people don't understand all that.

Shane Kilby (35:56.946)
Yeah, it's it's it's a never-ending cycle never-ending process But it pays the results are you know worth you know worth the sacrifices? And if you can keep your house in order just like you said you lay down with your kids at night You talk about goals you go through prayer time. You're right,  it's you know It's the same thing It's like I think a lot of people they get fixated on the travel  they see the play or what they were to see

And they they miss all of the work post right  they miss all the prayer time They miss all the goal-setting post but Tonya let me ask you this So like you you had a lot of wins You've had a lot of success like like you have a process  a system to continue the sustainability of the success  continue the growth of this But we've all had we've all we've all thought we made a great decision at one point time  it was actually not that great of a decision what would you say that the

Tony Hanson (36:29.427)
Yeah.

Shane Kilby (36:49.894)
The biggest failure in business has been for you so far.

Tony Hanson (36:54.601)
Well, I personally went through 08. So I always say I went to the school of hard knocks  08. I did my home building business. I was carrying about $60 million worth of lines of credit  I was 24 years old. And I got that phone call from the bank to say, Hey, I actually shared this at a KFR recently. I said, I actually got the phone call that said we're no longer funding home builders. You have 90 days to go find a new bank. And I was like, Whoa, what happened? Like, what's this mean?

Like, cause we had, we didn't have any issues. We were paying our loans. had all of our, we had lots of home sales. Like I've always been a systems guy. I don't care what the market's doing. but it was just like, sorry, you know, we're not funding funding anymore  you need to, we're not in the real estate business anymore. Like, my gosh. So that would have been a school of hard knocks had the highest tuition learned the most. don't wish that on my worst enemy, but you know, what that's done for me though is.

something that some people have never had. My business partner Lucas would say he's never experienced it. I work like I work  I think like I think  I'm also cautiously optimistic every day  I'm probably got more drive than most because I never wanna go back to that phone call. Like I never wanna get that call ever again in my life. So I'm building what I would call the largest financial wall I can build around myself that nothing can penetrate.

And so it's like, I don't ever want to get that call. So what is that? You know, I don't want to ever hear. And I want to make sure that I don't step in that. And I remember the biggest thing that I made a mistake in that time. And this is not really specific to real estate agents themselves. But when you're making big decisions in life, I had a bunch of small banks, like $5 million bank, $10 million bank. And I had one big bank come to me  said, Hey, you're a big boy now. This is a devil.

You're a big boy now. You don't need these little small banks. You can just have one phone call on one bank. And that put all my eggs with one bank. And when the world crashed, I had nothing to lean on. So I would say, think about your business. Like you would just set Zillow or realtor.com. Like I never want all my business in one basket. Because I went to one bank  when that one bank called, luckily I had two at that time.

Duane Murphy (39:03.887)
Okay

Tony Hanson (39:11.004)
but that one bank couldn't support the big bank. So I now tell people my business looks like a quilted blanket, like a patch blanket. I've got 5 million over here, I got 10 million over here, I got 5 million over here, I got 2 million over here. I've got all kinds of different things for lines of credit, but then similar with our business, we've got a whole cycle of things. So like we've got our company, but then there's all kinds of spokes that come off of it. We've got, you know, our company lead gen.

which is really good. That's our realtor.com, our Zillow's very profitable. We've got, you know, some pay per click stuff,  then we've got other lead gen tools that we have. We've got a whole team around that, but then we also have our SOI agents  we support them in incredible ways to make sure that they cap  they hit their goals. And then you come down to this side  it's like, have a mortgage partnership  then we have a a title ownership of a company. Then we have a home building company. We have a land development company.

All of these create revenue around this whole big real estate spoke. Now it's all in one basket of real estate, but there's different things creating revenue along the entire process for us that we've continued to build. We're not perfect. We make mistakes. We've tested all kinds of different models. I'm one of those guys  you guys might be the same where it's like you get an idea  you're like, all right, let's roll. know, let's roll.

Shane Kilby (40:28.618)
the

Duane Murphy (40:29.212)
And I I could speak for kill me he's never seen an idea he didn't like or try to implement ever

Tony Hanson (40:34.685)
Yeah.

Shane Kilby (40:37.258)
Be a super white man.

Tony Hanson (40:37.49)
Well,  that's why we have a manual. That's why we have a manual, because it's like, I tell people, I paid a lot of dumb tax. So the manual has all my million dollars worth of mistakes  we've refined it  we continue to refine it because like Lucas the other day said, should we just get rid of the manual  just do it digitally? Because when new stuff hits, it's like, you got to go back  get everybody's 400 manuals printed. And I was like, I don't know. I was like, there's something for me about tangibly holding it, but.

Duane Murphy (40:44.528)
You

Tony Hanson (41:05.392)
Like I guess if we gave them all an iPad or something, don't know. but yeah, I, I think that would be one of my biggest failures, was in what I've learned from that  how to grow from it.

Duane Murphy (41:17.646)
Some great, some great advice, especially in some of the times that we're in today. You just never know when the next zombie apocalypse is coming. And, right in, in. Yeah.

Tony Hanson (41:26.664)
I thought it was 2020. I mean, I can tell you when 2020 hit, we didn't close our doors. When COVID hit, I came to the office every single day. I was not gonna just retreat  be like, oh crap, this is 08, because I wasn't gonna let us fail. I like, there's no way. Like literally me.

Shane Kilby (41:28.97)
Yeah.

Duane Murphy (41:40.101)
No, we made up, we made some of our biggest gains in, in COVID when nobody else was, nobody else was showing homes. Everybody else was running scared.  you know, in, in no rip to anybody out there, they can, they can label themselves, but a lot of so-called leaders literally shrunken head retreated. Like we'll wait  see, we'll wait  see. Well, we'll just, we'll, we'll, know, somebody else will take care of us. It would be all good. And it's like,

Tony Hanson (41:59.482)
Retreated. Yeah, we did not.

Shane Kilby (42:00.616)
Mm-hmm.

Tony Hanson (42:05.596)
No, no.

Duane Murphy (42:09.082)
No, now's your chance to stand up, be the leader that you're supposed to be, be the leader that your people need you to be,  charge forward. When everybody else is going backwards, there's no better time to charge forward.

Tony Hanson (42:10.344)
Mm-mm.

Tony Hanson (42:16.889)
100%.

Yeah, we did.

Tony Hanson (42:25.544)
A Rhino charges towards the storm. A Rhino charges towards the storm. We don't run away  it paid dividends for us. We did not close our doors. I mean, we literally, we had those letters that real estate was essential  in our cars  we were ready to go. we, the reason there was no Lysol wipes was I bought them all. We had, I had them all. We were not going to close.

Duane Murphy (42:53.244)
We just broke out our last case of like bulk quality hand sanitizer I think just last week.

Tony Hanson (42:54.662)
We bought all the.

Shane Kilby (42:57.162)
Thanks.

Tony Hanson (43:01.031)
Yeah.

Tony Hanson (43:04.816)
Yeah, I mean, we were trying to make sure that we weren't closing our doors. mean, we had, we had people trying to do a citizen's arrest of our real estate agents, cause they said they shouldn't be out, you know, that we were the problem. I mean, we had all kinds of stuff, but it was like, we just kept.

Duane Murphy (43:19.408)
We had the local authorities come to our office  say, you guys need to disperse. can't be here. This is,  I'm like, we're not going anywhere. Sorry. Like it's not happening. You know, now I did have the, have my agents parked their cars at a couple of other parking lots  behind the building  whatnot, just to like, okay, let's try to play nice in the sandbox a little bit, but I'll see you tomorrow. Right? Like let's like, we got to go. You got to feed your families. No one's going to, no one's going to bail you. But so in, in life in business,

Tony Hanson (43:27.248)
Yeah. Yeah.

Tony Hanson (43:39.194)
Mm-hmm 100 %

Shane Kilby (43:40.67)
Yeah.

Duane Murphy (43:50.045)
We all know that you didn't get to where you are, you know, on your own. It was a collaborative effort, but who would you say in life  in business has been one of your greatest influences?

Tony Hanson (44:05.328)
I'm going to say my dad. My dad, my dad has been a great rock  resource around me. You know, he's kind of self-made, I'm self-made  no one's given me anything. I didn't have anyone hand me. didn't, I'm not a trust fund baby. You know, my dad's just more of a, one of those guys that just believes  has work ethic like most people don't have in this world today. And it's hard to find.

And then, you know, he was always there to support me in all the things I wanted to do. So it's like, sometimes it wasn't, it was never given to me. Like nothing in life was just like, here you go. Here's a brand new car. It was like, well, if you want that car, you're going to have to figure out how to get that car. And, know, it's not that I won't co-sign for you, but you're going to have to make the payment  you're going to have to go make the income to do it to like build you, build yourself up. But my dad has always been entrepreneurial. He had a coach, Michael Gerber.

And some of you may be seeing his book, the E-Myth, that was my dad's coach. So as a kid, when I'd be riding around in his car, he would have cassette tapes of Michael Gerber playing in the car of stuff that he would be talking about. So like I grew up with Michael Gerber in my background. And that's what I was. That was what I was listening to was Michael Gerber  the E-Myth  the systems  that you build a business that is.

Shane Kilby (45:01.906)
wow.

Tony Hanson (45:28.311)
That you're it was you know, if you ever have read the book He really focuses on build a business that you're having you're not you're working on the business not in the business  so many people I think don't understand that piece of of how things work in life And you know so many owners are doing so many every day They're just putting out the fires  they don't take time to actually work on the business Like this to me is working on the business having a manual

And having systems  having job descriptions  having accountability. I'm a small little, franchise that I can now go walk into the next city  say, this is how we do it here. I think of Ray Kroc. I think of those types of things. Cause that's the way my dad raised me is like he would, know, Michael Gerber would talk about Ray Kroc  how McDonald's was built. And if you've ever seen the movie, the founder, kind of, it kind of.

Shane Kilby (46:16.276)
Mm-hmm.

Tony Hanson (46:21.179)
brings that to life is like you have these owners like, I want to open one  here's mine in Nashville  we don't want to do burgers  fries. We want to do corn on the cob  collards or something. It's like, no, we're a burger  shake  fry shop, you know? And my dad went to Hamburger University. He wanted to open McDonald's in Chicago. And he came back  told me all the stories of like, if we want to do a McDonald's, you don't get to decide when, when breakfast is. Cause like I used to always go, why is breakfast only till 10 30.

I might want an Egg McMuffin it too. But if, you know, everyone in America knows breakfast ends at what time in McDonald's? It's 1030. Yeah, it's 1030, man. Yeah, 1030. You don't,  if you roll in at 1031, you ain't getting it. They're gonna tell you. Yeah. They're into burgers.

Shane Kilby (46:58.346)
Yep, 10 o'clock. 10 o'clock, 10.30, 10.30, yeah, yeah.

Duane Murphy (46:58.608)
Mm-hmm

Shane Kilby (47:07.662)
Menu swaps the menu swap so So I know you're tied on time I got one last question We'll ask  then we'll get you all your good contact information because I know a lot of listeners of yours gonna want to reach out  Become you know get get in more closer contact with you Tony I'm gonna take this from Dwayne Dwayne usually asks this one So I've been waiting to ask this question to one of our guests so this one's kind of this kind of deep but

Duane Murphy (47:07.727)
Mm-hmm.

Shane Kilby (47:35.934)
You know at the end of Tony's life, at the expiration date of Tony Hanson's life, what does Tony Hanson want to be remembered for?

Tony Hanson (47:47.055)
So I would tell you,  I hear this all the time, I joke with, I joke with my wife  my business partner quite a bit because they're my wife  business partner are more, I don't want to say they're not, I'm more gregarious. Like I'm more outgoing. I want to communicate with people. I want to impact people. want to give people opportunities. Cause like I'm a street smarts guy.

I didn't grow up book smart. Like if someone said, Tony, go take the IQ test, I'd probably be like 60. Like, I don't know. I don't know. can't. That's not my thing. Like I'm not, I don't have street smarts. Like I wouldn't make it. I wouldn't make it in, uh, you know, you know, some sort of medical school. I mean, I don't know. I have no clue how food goes from here  ends up out here. I don't get it. I don't know how that happens. God did that. I'm not even worried how it happens. I just know it works.

Duane Murphy (48:39.964)
you

Shane Kilby (48:43.218)
It works.

Tony Hanson (48:43.579)
So it works. So for me, I want to be able to impact as many people as possible. And I joke with them that, you know, when I die, I want people to say, this person helped me or impacted me where a lot of people could care less. Like I know a lot of people you'll talk to them  be like, I don't really care who I know. I don't want any people to know what I do, how I do it. Like I want to have no impact. Well, I want to be able to impact as many people as I possibly can.

And I feel like I have a platform. I don't care what your influence is, but whether it's influencing people for Christ, whether it's influencing people for, you know, helping them think of a way that they couldn't think before, like in their fitness or in their business life, like, hey, I don't have an ass on my chest. Like I'm not some Superman. I'm just willing to do the work. I'm just willing to put in the time  I'm willing to help others that come around me. But I expect you to do the same thing. I always say it's a two way street.

Like I'm not interested in people that want to come over here  just be a leech  suck on  hope that they can just get something away from it. It's like, no, you've got to be willing to put in the work. And I want people to be, when I pass away, say, Hey,  I think people are going to forget you. They're not going to remember me, you know, 12 months. I think Charlie Kirk might remember a little longer than most people. pretty, pretty proud of what that guy was able to do. But when you really think about, our lives, how many people can I impact?

Shane Kilby (50:01.918)
you

Tony Hanson (50:06.703)
I want to be able to impact as many people. And I feel like my vehicle is real estate because I'm, I'm knowledgeable in real estate  I can help you in that. And I can help people hit their, their, their goals, whether it's buying a home  creating generational wealth or helping someone learn how to create a business around real estate  having financial freedom to where they can grow something bigger than they ever thought possible. Cause I sit  look at it all the time  go, I, I think I've shown this to you guys before, but

You had asked me what's in the catapult manual. I'm gonna wrap this up with you guys. I walk people through this little chart. When I was 18 years old, had, do you guys remember when you go to Walmart  you could buy one of those solder woodworking desk, you build your own desk. It was like melamine board, but it looked good. Like in the picture, you thought you were a professional. So yeah, yeah, it was a split. I had a solder woodworking.

Shane Kilby (50:50.889)
Yeah.

Duane Murphy (50:52.644)
yeah.

Shane Kilby (50:54.634)
Yeah.

Duane Murphy (50:56.422)
Don't over tighten the screws.

Yeah.

Tony Hanson (51:03.142)
I don't know if they still make it, but I made this chart right here  you've probably seen it before because sometimes I'll put it on the screens at events I've spoke at but this chart shows like I I told myself I wanted to be a millionaire when I was 18 so I wanted to figure it out I'm like well it's 83,000 a month it's 20,000 a week  it's $500 an hour so my brain started asking myself how do I make $500 an hour 

Shane Kilby (51:09.514)
Yep.

Tony Hanson (51:29.382)
I'll talk to people all the time  I see this one here in the middle. says 200,000 right there  it's $104 an hour. So I sit there  I go, all right, how can I help someone think like, am I doing $100 an hour activities? And you might've seen me speak with Jessica Boswell, but I literally got up on stage at one of them  I sat down  I started passing out $100 bills  I was holding them going, I always keep the amount of money I want to have as my hourly rate in my pocket.

as a reminder of what do I want to accomplish  am I doing the actual activities on a daily basis that demands this that at the end of the Bible story it says well done good  faithful servant. So am I going to get to the end of each day when I look at my calendar  I do what I did because I'm not that smart but I know that if I want to make a million dollars a year I got to be doing that's 500 right there. I got to be able to do $500 an hour activities that's going to

Duane Murphy (52:10.0)
event.

Tony Hanson (52:28.806)
Impact my ability  that's only if I want to that's that's not making a million That's a gross number, right? Because those of you that have made some money realize uncle Sam takes it So you really actually need to make more like a million six million eight two million if you really wanted to do that But just simple math because like I said, I'm books or I'm not book smart. I'm street smart That was my street smart little chat  love my little thing because I was like, do I I don't even know how to use Microsoft Excel I can just put numbers in there when someone's like

Duane Murphy (52:43.546)
Mm-hmm. Mm-hmm.

Duane Murphy (52:51.516)
.

Tony Hanson (52:57.766)
Oh, I can turn that into like, it'll do all this stuff. I'm like, yeah, that's above my pay grade. I don't know how to use Excel like that. I can put numbers in.

Duane Murphy (53:05.348)
Well, I tell you what Tony, there's no doubt that you've impacted our listeners today. There's absolute zero doubt that you're impacting people that are around you  impacting people from coast to coast. in Canada  everyone who consumes your content hears you speak  follows anything that you do.

you are well on your way to making massive impact on so many different people on so many different levels. And that's absolutely amazing.

Shane Kilby (53:37.502)
Huge giver.

Tony Hanson (53:43.814)
Well, I'm just fortunate I came out of my mom's womb  God's given me the opportunity because, you know, but if I didn't, you know, take advantage of what God's given me, then I can't have the platform or do what I do.

Duane Murphy (53:58.077)
Excellent, Well, I tell you what, how would people find you? How do they follow you? How do they reach out to you? How do they find Tony?

Tony Hanson (53:58.992)
Too much is given.

Tony Hanson (54:09.415)
I mean, you can see me on social media. Just look up Tony Hansen or Instagram. Tony Hansen real estate is what I, what I, what I'm on there or, you know, paricalrealtee.com. You can go find me there. My, my whole bio is there. My, my email, my phone number, all is there. It's T Hansen at paricalrealtee.  parical is kind of weird. People can't usually spell it. It's P A R A C L E. Realty I hope you can spell, but parical, P A R A C L E. Yeah.

Shane Kilby (54:34.684)
that

Tony Hanson (54:38.544)
Par you'd be surprised how many people you'll get someone on the phone that like it some customer service. But is this par? Parcel it's like it's parable think of parable Just put a C in there parable so T Hansen a parable realty you can find me

Shane Kilby (54:57.94)
Well, Tony, it's always a blessing to connect  like, you know, I mean, we work together on some other stuff that you guys do  it's been a blessing. It's made an impact on myself, all agents in our organization. And it's always a continued opportunity to connect. So I definitely appreciate that  look forward to connecting again soon. Probably see you in December, I would expect, somewhere around Mississippi. Probably somewhere around Mississippi.

Tony Hanson (55:15.59)
you

Tony Hanson (55:23.366)
yeah, think yeah, we'll see you there. But yeah, you know, thank you guys for the opportunity. It doesn't it doesn't go, you know, for me, I'm every single opportunity is something that doesn't go unnoticed. And I appreciate the opportunity to just hang around with you guys. Like I said, iron sharpens iron  we'll all continue to grow with each other  learn from each other.

Shane Kilby (55:41.882)
Absolutely, I couldn't agree more.

Duane Murphy (55:41.968)
Love it. Love it. Well, to our listeners, to our listeners, I tell you what, you know what time it is. It's time for you to go ahead  do what to the subscribe button. Smash. Smash that subscribe button. There's also a little thing on there where you can rate us. by the way, we love five stars because it gives us all kinds of Google juice. And we all know that Google juice makes everything work a little bit better. And I tell you what, if you love today's episode  you love the

Shane Kilby (55:51.594)
Smash that subscribe button

Shane Kilby (55:58.727)
All right.

Shane Kilby (56:03.056)
Good juice.

Duane Murphy (56:10.492)
Tony  listening to all his wisdom  all his nuggets  the prop he used, which is legendary. think all of our guests might need a prop from now on. But I tell you what, don't be afraid to share this episode, share it on your social media, send it to a friend that needs it. We all need some influential leaders  there's no doubt that Tony is one of those in the industry. So we appreciate your time. Thank you, Tony. And to all of our listeners.

Shane Kilby (56:16.874)
Yes.

Tony Hanson (56:18.694)
Yeah.

Tony Hanson (56:36.998)
Thank you guys.

Duane Murphy (56:39.942)
Peace!

Shane Kilby (56:40.17)
Thank you guys, see ya.