R.E.A.L. Real Estate Agent Life Podcast
🎙️ Welcome to the R.E.A.L. Real Estate Agent Life Podcast, hosted by Shane Kilby & Duane Murphy ! Each week, we bring you actionable tips, expert insights, and inspiring stories to help real estate professionals thrive. From lead generation and marketing to negotiation and mindset, we cover it all. Perfect for agents looking to grow, learn, and succeed. New episodes drop every week —don’t miss out! Subscribe, share, and join the conversation. Let’s elevate your real estate game!
R.E.A.L. Real Estate Agent Life Podcast
From Rookie To Rainmaker With 35,000 Hours Of Calls
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Some people talk about “making calls.”
Andrea Daniels has lived them, more than 35,000 hours worth and she’s turned that obsession into a repeatable system for real estate lead conversion, prospecting, and sales confidence.
We bring her on to unpack what actually creates results when scripts, hype, and perfect market conditions disappear, and why the best agents aren’t born fearless, they get their reps until fear stops driving the car.
Andrea shares her path from early competitive wins at Enterprise Rent-A-Car to high-level financial sales, Keller Williams recruiting, and then betting on herself.
The moment that changes everything is surprisingly unsexy: simple math.
She explains how setting appointments for agents on a referral basis can scale fast, how one client’s GCI jumped from $134,000 to $845,000, and why most professionals leak money by “winging” conversations instead of practicing.
We also dig into Script Free Sales, ISA training, DISC styles, and the hard truth that databases and marketing don’t matter if you can’t earn trust on the phone.
One of the wildest stories is Andrea’s cold call to Phil Jones, which leads to collaboration, certification, and a speaking career that goes from free workshops to five-digit fees through relentless repetition.
She also gets real about her biggest regret in business: ego and delaying partnerships, plus the mindset shift she wishes she learned sooner: you don’t need permission.
If you want a practical, high-integrity approach to selling that works in real estate and beyond, you’ll want to take notes.
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SPEAKER_04Boom, and there's a countdown. Welcome to another episode of Agent Real Estate Agent Life. We're already mucking this one up because that's just how we roll. We don't use scripts, we don't use like little transcribers. We don't use a screen. We just we just kind of make this up as we go. I am Dwayne Murphy because I'm looking at myself on a screen right now and I can see myself. And that other person on the screen right there is Shane Kilby. So, Shane, say hi. He is. What's up, guys? How are you? Boom. Real estate agent life. We're committed to bringing you some of the top people that we meet across the United States in real estate, involved in real estate. And we have exactly that person here today. I'm excited for this one. This will be this this could go anywhere, I think. Uh so at least from our first little talk, we're gonna go all kinds of directions with this.
SPEAKER_03Shane, who do we got today? Today we have a special guest, Miss Andrea Daniels from Pennsylvania. What's what's your uh hometown?
SPEAKER_01My hometown is Drexel Hill, outside of Philadelphia, Pennsylvania.
SPEAKER_03Okay, so you know I'm a good country boy, small town, city life, big town, big city uh guest. But here's the amazing part about Andrea. Uh we wanted to bring uh Andrea to the rest of the world, uh at least through our podcast, because she is uh a movie shaker. She has uh 25 plus years uh in sales and around sales, over 35,000 hours and documented phone calls. That is amazing. That is amazing. And we're gonna get into that because you know, you spend that kind of time on the phone, like there's gonna be some rejection in there, right? There has to be some rejection in there. But something tells me that you have uh have grown and developed, and you are in the business of growing and developing others to be over able to overcome those rejections. And in sales, that's uh that's something we have to have. We have to have thick skin, and we have to understand that rejection is a part of the ROI. So I see also that you are the owner and CEO of a program called Rookie Terrain Maker.
SPEAKER_00That's correct, and we have a second company called Script Free Sales that we just launched. Okay, okay.
SPEAKER_03And you are a certified guide on exactly what to say, which is a program by Phil Jones. Yes. Did I see that on your mug? Did I see you doing some some some drops there? Look, ah, she's a pro. We need one of those like little ding bells, like shameless plot.
SPEAKER_01All are available for purchase on my website.
Early Sales Career And Breakthroughs
SPEAKER_03Yes, that is that's a pro move. That's a pro move. I love it. Oh, so before we get into uh your extensive background uh of making other professionals better and making taking rookies from uh rookie status to Rainmaker, give us a little bit of backstory. So who is Andrea and and where did this professional career uh take off at? Sure.
SPEAKER_01My internship that it took off at, and this will come in later, uh, was at Enterprise Rent a Car. At a very I was selling waiver. You know, you go rent a car, they're asking if you want the waiver, and I was out selling the associates in waiver or over 40% closing, closing. But since I was an associate, I was just an intern, I couldn't get the bonuses. So I didn't like that. I'm very competitive. And then that led to a job in financial sales, what I went to college for, spent 14 years there. Then I went to work for a small company called Reebok. They make sneakers. Then I became a recruiter for Keller Williams Realty, and then I started working for myself. And in every single role, just because you're maybe not a salesperson per se, we're all in the business of selling something. We're selling an idea, we're selling our thoughts, something something that we want the other person to do. So my, I would say my formal sales career started when I was 23 and I sold 401k plans. And how it happened is I came home from work one day when I wasn't in sales and I said to my mom, I said, I'm quality controlling all these trades because we were licensed, and I'm doing like 68 a day, and all these other people are doing like four. And my mom said, If you want to get hard if you want to get paid for how hard you work, you need to go into sales. And I said, I don't like salespeople because I had my own experiences with salespeople. And then a job came up that paid more. I interviewed for don't even I don't even know how I got it. And then my sales career took off at twenty-three and I was making I mean this is twenty five years ago, I was making ninety thousand dollars a year at the age of twenty three. That's good money back then. And then from there, after uh after spending a long time in sorry guys, the boys world of corporate America in financial sales, uh, one of my bosses, he uh I said I want to go to a Tony Robbins event, and he said, Well, don't tell anybody, but I'm personal friends with him. And they made going to Tony Robbins events part of my leadership track. And I used to say to my boss, like, I was put on this earth to do way more than work at this company. And then 2012, I think it had a bunch of big layoffs, and that's when I became self-employed. And my whole gun.
SPEAKER_03No, no, no. I always when you had mentioned the word sales and the path that you that led you down sales, it immediately triggered a thought in my thought process because that's the way I uh attempt to teach and train even staff members. Because if they see themselves, even as an administrative staff person, but if they see themselves in a sales role, right, that it's job security, right? Because I think every day we're selling our employer on why we are the person for the job. And and if we if we want to raise or we want to take over another leadership opportunity, I think everything revolves around sales. Didn't mean to cut you off, but that was just when you said this, like, damn, that that came to mind first.
SPEAKER_01Yeah, we're always persuading no matter like if a mom wants her kids to not stay out late and be home by curfew, like we're all in the business of selling something and persuading to get people to do not what we want without integrity. We always want to do sales with integrity, but we're always pushing something no matter what role we're in. And the thing that I was gonna say is what's funny is my old boss, I looked him up on LinkedIn about I still call him, talked to him maybe two or three years ago when he retired from Lincoln, and now he's the COO for Anthony Robbins Incorporated. Right?
SPEAKER_03That is pretty awesome. So apparently he did know him.
SPEAKER_01Yeah, oh yeah, he did know him. I mean, he he yeah, he showed me pictures, like I believed him. He just didn't tell a lot of people, of course now it's on the podcast, but he welcome. Um, he didn't tell a lot of people back then, but it that was a pretty cool experience. So when I went to the Tony Robbins events, I really found out, did some self-development, what was really important to me and what really drove me and what my true purpose was.
SPEAKER_03Well, it's funny though, you you end up in a lot of these rooms and they always end up being smaller rooms than the larger rooms, but you you realize that a lot of the people in the rooms have been in these same spaces, follow the same influential people, Tony Robbins, Dean Graciosi, and how we came connected was a coaching group with Alec Cheplet, right? A marketing playbook mastermind. And I wasn't able to make that event, but um, you know, I you know, Alec was, you know, already selling me on the uh on the playbook, but uh I keep all of their stuff in Kajabi. So I was gonna purchase it anyway. I was actually, you know, giving him uh a lot of uh grief. I'm like, hey, where's the videos? Where are the videos? I knew that the guy that does that had just had a baby, but I wasn't gonna text him. I was gonna text Alec. Anyway, long story short, when I went through the videos from the event that you attended, um, that I was envious of, but glad to be to be able to ride vicariously through you guys that were there. Uh I I heard you and I saw you in there. And then of course I asked Alec, it says, You cool with me inviting some of the guests uh to the podcast? He said, No, that's what it's exactly for. So I knew immediately after I connected and done a little research on you that you'd be a fantastic guest for our watchers and our listeners.
SPEAKER_01So thank you.
Quitting Corporate With Simple Math
SPEAKER_03So I you know, was it uh so what made you like want to hunt this this direction? Like, was it the money or was it the purpose? Because for me as a young, broke kid of the 80s, at first, I'm not gonna lie, this is this is something I share with everybody. It was the money. But I didn't know purpose, I didn't know intentionality serving a greater, you know, cause at that point in time. I wasn't educated enough around personal growth and development to realize that it was never the money I was chasing, it was the freedom and you know the opportunity choices that it provided.
SPEAKER_01So that's that's a great question. While I knew at the age of 34 I wanted a greater purpose, it didn't come to fruition probably until I was about 40. So six years later, I had done some soul searching and my parents were getting older, and I knew that if I wanted to spend time with them in their later years, I didn't want to have to be tied to an employer. And I wanted, I knew I wanted to have enough money in the bank that if I had to leave my job so I can be present with my parents and you know their 90s or their 80s, that I could do that. So that led me to take a job as a recruiter uh for a number of years. And I thought in that role that I had for two and a half, three years, that I could reach that financial freedom. No, not even close. I made 50,000 was my starting salary, then maybe made 77,000 my second year. And remember, I'm trying to get to a million dollars a year. So I decided right before COVID that no one else was gonna tell me how much I was worth and that if I wanted to make that money, I needed to take control of the situation. And I did some simple math and I said, okay, if I recruited 177 people my first year, and that's probably 30% of what I interviewed, what would be 177 people times a 25% referral fee? So what if I, because I used to make phone calls, what if I just set appointments for agents? I didn't have to go on the appointment, I collected 25%. That would have put me at$364,000 just by setting the appointment, not even going on them. Because I was holding about 60 appointments a month as a recruiter. And I resigned that Friday uh when I did those numbers. I was like, all right, I'm gonna go. I'm gonna set appointments for agents, they're gonna pay me a referral fee. And then that Sunday at dinner with one of my agents who I'd recruited from another brokerage, I said, Jerry, I got this idea. I want to set appointments in your database and you will give me a referral fee. And I don't want an hourly salary. I want to like hunt for it. And he said, Okay. Jerry went on in the next three years. He went on from to he won went on to make$845,000 in GCI from$134,000. And then I replaced um myself in that role with my hairdresser. She's one of my best callers.
SPEAKER_03That's that's amazing. I mean, that's that's amazing. First and foremost, I want to take one step back. Like Dwayne, I want and this is a question for Dwayne.
SPEAKER_04Did your parents suggest for you to to take into sales to take a I could repeat what my parents said when I said I was going into real estate and into sales. And uh I knew that's gonna be the answer to the uh the encouragement they gave me. Uh but uh but I probably can't share that on this podcast.
SPEAKER_03So let's just Yeah, I was uh I was always told to go get a real job.
SPEAKER_01My mom was in sales, so that probably helps, Shane.
SPEAKER_03Yeah, yeah. I was always told to go get a real job because I am the only one to ever now a lot of uh uncles and you know and and stuff like that were you know small businesses, but it was never they never looked at small business from a sales career aspect. So that is that's amazing, like you know, because get a real job. My daughter, my youngest daughter, lives in, you know, my wife's a mortgage uh branch manager, you know, so she's it's all that conversation all day, and and then listen to me and like she's always got some type of shop. Like it is on her vision board she's going to own a tattoo shop. My feedback was let's make it a chain, let's let's make it scalable so that we can have lots of artists and instead of just you know keeping it to one location. But but no, that's I digress. That was that was amazing encouragement from your mom.
SPEAKER_01Well, when I did leave corporate America the day that I get laid off and I survived six layoffs, I called my dad on the way home and I said, Dad, I just got laid off. Are you okay? I'm really excited because they I got a because I was at Lincoln Financial so long for 14 years that I get a severance package for a year. And that's when I I skipped the part about where I opened a gym, but I also opened a gym.
SPEAKER_03So you so you went in and and Dwayne and I both, like I so I can speak on his behalf because we have massive databases, and it's probably all while we're all in these same similar circles. But if someone were to come to me and said, you know, I'm just gonna hunt, and you'll give me a referral, and there's you know, you don't have to foot out any bills. Because you know, we we pay sales like that means we have to micromanage, like we have to inspect what we expect what we should anyway, but it just means we had to slice the the pie of time even more so. But that's amazing. Like, you know, this and this guy already knows this, he didn't pay you anything. You paid him.
SPEAKER_01Yeah, and if you look at how much, like if you if you were to be like, oh my god, 25% of the if you look at how the 75% that he made, it was way more. And the funny part is is you talked about the databases, he had a bunch of random data. It wasn't clean head contacts at the time before Compass bought it. He had old Z buyer leads and a bunch of random data. That's what I was calling. Oh, and circle calling. It was primarily, those were the only lead sources. So I was probably one in a hundred dials, maybe seventy dials to get a lead from circle prospecting. I mean, that's like fighting a needle in the haystack.
SPEAKER_05Yes.
SPEAKER_01But the only my oh my only expense was$147 a month for Vulcan back then because I didn't have any money. I just I was like, whatever, I'm gonna go start my own business. Whee.
SPEAKER_03That that's um that's amazing because that's that's 70 darts, and we don't know if any of them are warm. You know what I'm saying? This 70 maybes. 70 maybes.
SPEAKER_04And it's so hard to even to get people to dial 10, much less dial 100 to get one. And oh, by the way, you you need to get more than one, as we all know. That one's gonna be the one that talks to you to set the appointment. Yeah, you know, and then you're gonna need 10 of those to cash a check.
Training ISAs And Going Script Free
SPEAKER_01And I didn't stop at just Jerry because he was in a coaching group, a Tom Ferry coaching group. And people are like, Oh, can I hire you? So I was calling probably for three or four different territories, probably for 10 to 12 hours a day. And I had like nothing left at the end of the day. I was like, I was like, this is gonna work. This is gonna work.
SPEAKER_04Now, do you still have that? You had mentioned your hairdresser went into taking your role on that. Do you still have that business and still do a little bit of that on the backside with through other people, obviously? Or have you like all that go and focus on your current businesses? Because you seem to it's intertwined.
SPEAKER_01So we still train inside sales agents. I I'm just not personally making the calls anymore. Sometimes I'll have someone come across my desk who is looking to make calls, but seeking out an inside sales agent for a team isn't the best use of my time because of what it would cost. Now, if you said, Hey, Andrea, listen, I have three to five people who I think might be a good fit, can you talk to them? Absolutely. So now we just train them. We don't seek them out. Got it too. Or recruit them. Yeah, we just if you onboard them, if you bring if you're like, hey, I have someone, I can get them up and running. That's not a problem. Because I did that role for two years. Well, most of my career I made phone calls, but specifically in real estate for over two years.
SPEAKER_04Yeah.
SPEAKER_01Now I'm just listening and coaching them.
SPEAKER_04You had mentioned you had mentioned you just launched another company. What what was the name of that company again? And and exactly what does that do?
SPEAKER_01Script free sales. So even though I know what rookie deray maker means, if you say it, other people aren't exactly sure what it means. So in my business, I have a speaking business, a consulting business, and a training business. So the training arm is called script free sales. And the rest, so it's underneath it's underneath rookie to rainmaker.
SPEAKER_04Another vertical off of off of your mainstay.
SPEAKER_01Exactly. Because if I say script free sales, you know exactly what I mean when I say it.
SPEAKER_03Andrew, what's your disc, what's your disc profile?
SPEAKER_01Can you how about you guess it first and then I'll tell you? D I I'm a 99i and a 606D.
SPEAKER_05Okay.
SPEAKER_03I knew it was it was either gonna be one or the other. One you know uh, you know, it was I knew it was gonna be the I or I D. That's that's funny. Mine mine is uh um just about the opposite, you know, on the the D and uh.
SPEAKER_01But I'm I'm a lot more sensitive and I really don't want to be in charge. But if it comes down to taking care of myself and my people and my family, I'm gonna go hunt for it.
SPEAKER_04There you go. Your your adaptive, yeah, your adaptive style, your adaptive D is probably super high compared to your your comfort level, but your adaptive is like get out of my way. Yeah, I had to yeah, that I know Shane's is rather high as well. I I paid that slightly below the top at 98 D, 98i, and then 35S and 35C. But I'm happy details.
SPEAKER_03Yeah, I've had you can hire you can hire an S C. I've had individuals like push back that you know you you can't have you can't be a high D and a high I. And I'm like, you tell me like high D can't communicate, like I mean co coexist. I you know, I disagree. I just think I just think that there's a switch in a D, like like we're still talking about this, but we know what's got to be done. So let's just get in there and get it.
SPEAKER_04I mean, here's three examples of that scenario that you know that that can't coexist. Yeah, it can.
Biggest Wins From Calls To Keynotes
SPEAKER_03You know, my teacher said you you you know, you you need you need to find the first thing that you can set your feet in, and that's where you need to stay. And it's funny because I teach real estate and I have been teaching real estate now for 11 years. Um, and uh and I I actually enjoy it. I didn't enjoy it so much in the beginning um because there's no playbooks for teaching real estate. It all has to come from you have to build it. So, you know, the h hurry up and wait mentality, but I I really enjoy it now. So it just goes to show just wherever you focus your attention, it grows and expands. So, Andrew, let me let me let me go a different direction though. And so we all know that typically what makes us better in business has been some type of failure, catastrophe, some controllable, some not controllable. What would you say um the greatest success has been in your business thus far?
SPEAKER_01It's a great question. Am I allowed to give you two?
SPEAKER_03Absolutely, absolutely.
SPEAKER_01Okay. One would be helping grow Jerry's business, which was 2020, 2021. Going from 134,000 to 845 when I was figuring out as I was building it. Um, the second would be probably the best cold call I ever made in my life, which was to Phil Jones. And when I said to Phil Jones, you know, hey, I called him and I looked up his phone number because I can find phone numbers. And he was the eighth person, and I just threw up words all over him. And to my surprise, he said, let's collaborate. I went to a Tom Ferry event a month later, this is July 2022. And I saw him speak on stage and I was like, oh my God, I can't email him and introduce myself like he said I would. But I borrowed someone else's name tag and snuck into a private luncheon for the elite Tom Ferry members. Yep, did that. And then I saw him and I was like, oh my God, he's really good. And then I saw the certification program online to be able to teach his content commercially and be licensed and profit off of it. So I filled out all that information and I put on there the only thing I don't want to do is keynote speaking. Absolutely not. I'm gonna knock a do new keynotes, like workshops, Zoom, trainings, fine, no keynoting. So what do you think I get asked to do? I get asked to keynote. So yeah, I work myself into like a tizzy, like I get anxious, I sweat, it's a whole thing. I drive my husband crazy. So I went from a from speaking for free to a three-digit, four-digit, then five dollars five digit speaking fee in less than two years, and I spoke twice internationally. I'm very proud of that. And the reason I had that success is because I've practiced, I did 118 free presentations on Eventbrite in the last two years. Like I got the reps in. So I could get that fee because I did the work behind it. So I'm very, very, very proud of that because it I had to get over my fear of speaking. I had to, you know, be able, if you're not convinced, you can't convince. So I had to be comfortable asking for the fee and I had to deliver, I had to fulfill what I said I was worth. So I'm proud of that, if that's what you're asking.
SPEAKER_03So I want to I want to just put some emphasis there to the viewers and the listeners at a later date. Um, did you hear what she said about the reps? Did you hear what she said about the anxiety and the cold sweats and the fear of the keynote? And I knew when she said, I'm absolutely not doing keynotes, I knew that the next thing she was going to be asked to do was keynotes. So she should have said, I do not want to do any emails, I do not want to do any Zooms, I do not want to do any one on ones.
SPEAKER_04It's sort of like fear, it's sort of like Fear Factor, one of those TV reality shows, you know, when you Your little bio, like what are you most terrified of? I don't know, snakes or spiders or something. So guess what? They're gonna pick you in a coffin full of them. Yes. I'm terrified of speaking on stage in front of a bunch of people. Guess what? Here's your dose. Go girl.
SPEAKER_03But it just goes to show you that the key, the key message that you just delivered there was the reps. And everything that, you know, a good part of these podcasts is that we get to see through someone else's eyes, their perspective, point of view, different locations, sometimes different businesses. And we get to share that information too with our agents and our staff and stuff. It's like, listen, it's not just, we're not just, you know, regurgitating and just puking these things on you. Like this is facts. The reps, their first conversation to a FISBO, your first attempt at an internet lead, like an expired listing, a buyer's represent uh a buyer presentation for representation. Like it takes the reps. And you know, you do find a lot of individuals want to study themselves to greatness, and it's like you can't. Like you have to do the repetitive action. You have to fail. Like, that's the only place that you find out where you're great and where you're good and where you just suck at, right? And just focus on the areas that you need to prove.
SPEAKER_01I mean, that's why I get so fired up at when I teach lead generation, lead conversion, and prospecting. I'm like, I've spent thousands of hours on the phone, so you don't have to make the mistake and you're questioning me now. I'm like, I already did it wrong. Go ahead. Keep asking, how are you at the beginning of your call? See how that goes. Keep asking that question. Come back to me when your calls derailed for 45 minutes because you asked that question to tell me about their neighbor or their dog or something that happened in their life, right? Like we can come up with a better opening. Sorry, you just saw that piece come out. But yeah.
SPEAKER_03No, no, no. That's you're exactly right. I've heard it would go both ways.
SPEAKER_04I have one built and it sounds just like that.
Why Reps Beat Talent Every Time
SPEAKER_03Well, and it's it's it's it, you know, it it burns up time. Like, I mean, you know, there's times and places, but you know, establish everything before you go down the wrong path. And then you, you know, but I I do notice that a lot of a lot, a lot, I think a lot of that comes from fear and anxiety of the agents. And in in and I delivered this message to some in a training yesterday. I'm like, because I have an agent and she's a she is a beautiful person inside and out. She's just and she is the girl next door. She's just like so innocent, and just she has a servant's heart from the get-go, and she she followed the playbook perfectly for the last four years, and she went from a$30,000 a year office job to making$152 an hour in 2025, right? And and it came from the reps, right? And and we had that discussion. It's like, you know, really how many dials, how many calls did you make in the office to get to that$360,000 income last year? And it was like, I, you know, I was and I had this number. I said, uh, you made in excess of$300,000 in those three years to make that happen, right? And so um what my reference was was agents they go till it's uncomfortable and then they stop. It's like you gotta, when you get to uncomfortable, now you found the starting block. Now you gotta keep pushing and you will get over that through the repetition, through the repetition. Andrew, let me ask you this. So on the on the other side of success, and you know, I mean, I I feel like I have paid a lot of price of stupid for a lot of the people around me. I and I hope to continue to save them a lot of pain in that area. But we've all had a failure in business. What do you think uh would be your biggest failure in business thus far?
SPEAKER_01Well, you know, I don't see anything as a failure, but I see it not but and I see it as a learning curve. I do have a small regret maybe. I have this thing, it begins with an E and ends with an O and there's a G in the middle. I had this thing called an ego where I wasn't I should have asked for help and asked for help. I should have looped in my business partner who had asked to be a business partner earlier. That's how script free sales came up, Dwayne, to answer your question. Is I was like, well, no, it's me. I did this. I worked hard for five years, I took the risk, it was my time, I paid the money, and that was about me. And if I would have leaned into having partnerships earlier, I would have accelerated faster and I'd be further along than I am right now. And I probably spent six months sticking around uh trying to think about the idea. Should I do it? Uh should I not do it? What percentage ownership? You can go pretty far by your fa you can go far by yourself, but you can go much further with other people. And I should uh leaned into my business partnership sooner than I did, and I was just being selfish and I had an ego. It was about me. And that's probably one of the biggest mistakes I've made. And how can I make this mistake this far in the game? It happens.
SPEAKER_03Yeah, it does. But you know, you like you nailed it, and this is a question we uh ask every uh guest that we have on is that biggest failure in business question. But you you nailed it with the fact that if you're still in business, it it it wasn't a failure, it was a lesson. And my my tennis is referencing my 10-year-old. My 10-year-old despises math. And I'm like, baby, you really don't despise math. You might not despise you might not like all aspects of math, but there's some key things of math that you're gonna need to understand. And that's, you know, how how assets are grown and and and income and wealth is generated and your value. But where we're referenced, we do a devotional on the way to school. Um and uh and so it just happened to be her devotional was about you know consuming more of um uh uh God's word each day, um, and to make sure that she's not like eating, having a poor diet. And so we circled back around it and I said, I said, see, babe, you know, in in life and in and in business, we sometimes we have to go through the things that we dislike, like math, um, and and and just to in in order to use it as a greater calling. And then refer that back to teaching real estate. It's been one of my greatest teachers for me individually to teach adults because in the beginning it was so painful and it was so we had to create it from scratch. ID size, we like to run up to the starting line and we're ready to go with something else. Not always, not saying Andrea's this way, but I know Dwayne and myself are. Sometimes we we we don't prepare enough. So those things all connected together. When I put that in perspective for her, I said, you know, you have to look at math. It's just one of those things that, you know, not why is it happening to me? Or what is the purpose? What's the lesson out of it? So it's interesting that uh that we tie all that together. We've all got influence. We've all got, and I think I know some of your influences because I think you've shared some of those. But oftentimes when we ask this question to guests, they they share different perspectives on this. But who would you say has been the greatest influence to you personally and professionally?
SPEAKER_01My parents, my dad. Like we grew up every single Saturday, we had to get up early and help round the house. We were free labor. And, you know, he he taught me like you get your oil changed every 3,000 miles. This is how you shine shoes. Like I I knew the boy stuff too. Like I know how to tear down a kitchen, you know, I how to spackle, all that type of stuff. So I would say my parents, not you know, my mom is there too, obviously. She probably I would say at the taught me to be kind because my parents are very giving. They would give a lot, even though they didn't have two nickels to rub together if they would call it. So I have really good parents who were really good to their community, and a dad who told me, you always dress nice for church, you always do the right thing if it's hard, you don't ask for anything, you don't show up like like if if my I asked my dad to drive me to the airport at 3 a.m., he'd he'd be here at 2 45, right? Just the stand up, help other people do the right thing. So, yes, there's like, you know, Tony Robbins, Phil Jones, all those type of people in my life, but I would say it starts with my parents and my home. Nice.
SPEAKER_04That that foundation goes a long way. So you had mentioned you had mentioned your childhood of free labor. I'm just gonna have to just override that a little bit. And being a country boy from Wisconsin growing up on a dairy farm.
SPEAKER_01Free labor.
SPEAKER_04That's the de that's the true definition. Webster guy definition of free labor.
SPEAKER_03So I swear I think it's scarred him for life because now he like we we'll see each other meetup to masterminds or something, and he just obsesses that it'd be a hundred degrees wherever we're at. You know, he just please look at it.
SPEAKER_01I thought I thought he was just trying to outwork you.
SPEAKER_03You know, he probably does that. He you know, he's he's always got a lot going on. But it's it's you can't find him. He's like, Where's Dwight? He's like, I think he's laying out in the yard, and you'll see him. He's laying out next to the sidewalk. He look actually looks like a homeless guy that we need to go out and bring in for food and shelter.
SPEAKER_04What he doesn't understand is in uh we just received like 27 and a half inches of snow on one snowfall. No, by the way, we're not the east coast. We do have snow, a ton of snow equipment in Wisconsin, but it's the second largest snowfall since 1887.
SPEAKER_01Uh it was on the news this morning here in Pennsylvania.
SPEAKER_04And it's like I was like even even we don't know what to do with it right now. I mean, we have snow up halfway up the office windows, uh, and I sent some pictures. But yeah, so if I see sunshine, I'm telling you what. I am just like, I am I'm all absorbing in that. The question I have a couple off script, of course. One of them that I have is I know that your business has evolved into from real estate and and real estate focused to now covering all kinds of different businesses. But if we if we rein that back in just a little bit too real estate specific, what would you say would be the like the top two, I don't know, maybe mistakes or I don't know if mistakes would be the word, but what would you what would you say are the top two things that that real estate agents do over and over again that just kind of shoots themselves in the foot or just kind of prevents them be from being everything they could be. Do you know where I'm going with that?
SPEAKER_00Oh, oh yeah. I have lots of clients.
SPEAKER_04And I I know you probably have about 30 of them, but I'm gonna I'm gonna make you pick like the top.
SPEAKER_01I'll tell you the first one. They don't practice, they don't do the reps, they don't do the work. They don't, and then the and then they they show up and they practice on their clients. Because you can tell me you have this mailer, you have this social media campaign. None of that matters if you don't know how to convert a league. If you don't know how to ask questions, you don't know how to get in a relationship with people, you don't know how to earn trust through your conversations, nothing else matters, in my opinion. So I have a lot of clients who have huge databases and I'm listening to the calls. I'm like, we taught you this. I'm like, you need to come back to roleplay. You need to come back to role play, but if it's not mandatory, they don't do it. So I would say the biggest mistake is not understanding, not understanding, there's no second place in real estate. There's no civil silver medal. You are when you are winging it, showing up at a level five or six out of ten, you're costing yourself a few thousand dollars every single time because it's not one conversation, it's not just the buyer's appointment, it's the seller's appointment. It's every single conversation leading up to that appointment and every single conversation after until it closes, and every single conversation after that, and to get a referral. So they they're just winging their commission checks. Sorry, yeah. Very excited about that. So they're they're winging it, they're winging it, and it's their money. And 33% of real estate agents drop out a year. And if I if I had a choice between working for the man and corporate America and someone telling me how much I'm worth and selling my soul to the devil, or working for myself and just practicing a little bit more, I'd probably practice a little bit.
Agent Mistakes And Choosing An Avatar
SPEAKER_03Now you know one thing that I've found, and it it took me forever because this was the biggest hard, and and probably John Cheplack probably really opened my eyes to this. But you have to find your avatar, right? And I know Alec talks a lot about that avatar, and you really do because as an operator, you know, trying to serve at a high level and help others succeed at a high level. There are, I would say the majority of agents that I've worked with over the years didn't have to sell real estate. You know, their bills were paid regardless. And I've even seen some go to the lengths of bragging about that, right? And that's fantastic. But what I have learned over the past few years is my avatar is someone who's been through some shit, been through some trials and tribulations and hardships in life, and is looking for someone to believe in them and pour enough into them with direction, sacrifice, and just the the accountability that they can change the direction and the trajectory of their family tree for generations to come. Now that might be a little bit extended, but it's it's this it's that person that's been through some stuff and they're still surviving and they're smiling, right? Hey, you know what? I ain't got the best of things in life, but I'm doing okay. I'm happy. Spending time on my kids and doing that sort of thing. You have to find the avatar because otherwise you learn you, I I'm a you will lose your light, you will lose your passion to help others win at a high level if you spend too much time and energy on the wrong avatar.
SPEAKER_01You can't win it more than them.
unknownYeah.
SPEAKER_01And you nailed it when you said if they don't have to produce income, their mindset and perspective towards lead generation, lead conversion, like there's another one. For example, I was just in Chicago with the automotive industry and I had sales estimators. There it's a company called Mako. And I had a guy come in, and I I always go on the day before, the day before I'm teaching, just kind of to get build a body of evidence, see what I'm up to, see what they do. Secret agent woman. And I met one of the estimators and he's giving me some information. And I'm I'm giving them like little beats, little pieces of information, nuggets before the next day. And then the the following day, we did two-hour workshop, and no one ever wants to get up from role play, but he volunteered and he came off. I was like, I'll be next to you, I'll help you. I mean, this man is sweating. He's probably, I don't know, in his 30s or 40s, he's sweating. So he he did great. He went home and I got a text message yesterday. He goes, Andrea, I use one of the things you gave me, and I set two appointments today. I was with him Saturday. This was Monday. Like, those are the people I want to work with. Like his name's Joe, and I'm so excited. And I said, God, it's an effing miracle. And then I deleted effing because I descended to corporate the text message. But it's like, I have the answers, but if you're not willing to listen and implement, I can't help you. So that personal, like we talked about with Chep Black, that you know, you that personal accountability, I can't want it more than you do. So I need someone who's gonna show up and who wants to do the work because I'll do the work. Same thing with Alex and Turial. I was like, I just need the skill, I'll do the work.
SPEAKER_04Yeah, and your your high eye gets in the way of that a little bit until you learn that lesson enough and it gets seated because the high eye is a pleaser. I mean, yeah, loud. You want to help everybody, right? And and right there and in the middle of everything. But at the same time, a lot of people miss is a high eye is a pleaser. And uh, and we're all three of us are guilty of that. And and I've no I've I've heard Shane say it, I've heard other guests say it. You literally just sounded like like listening to a recording of stuff that I've said to others in my circle is like I can't want it more than you do. And there just isn't enough hours in the day anymore for me to do my work and yours. If you wanna, if you want to toe that line and and wear an equal yoke, I've got you. We'll go all the way. But but I cannot want it more than you do. And that's it's and it's that avatar, it's that sifting and sorting and finding the ones that truly do, truly do want it. To go a little bit, I'm gonna take a sharp right turn here a little bit. Have you ever heard the term yeah, sharp right? Have you ever heard the term Bhag? Big, hairy, audacious goal.
SPEAKER_01Yeah, I heard that. I didn't know the other one.
SPEAKER_04Yeah, so big, hairy, audacious goal. What is yours for the future? Magic wand, 10 years from now, 15 years from now, you say the you say the the timeline, but what what would you label as your big hairy, there it is, goal?
SPEAKER_01I would like, now my husband would never retire, but I would like he works in manufacturing, and I would like to be able to retire him so he could build two cars a year and submit them in like a car show like SEMA because that's his happy place. Because he's not a people person, he's a DC, so he has to people all day and then he comes home and he has me. And he has so he would like his own time, his own space, he really loves cars, broke them with his grandfather. So it would be able to provide enough income because we when we built when I started working for myself, we decided to live off of his salary. So my money just goes in the bank. So technically, Shane, I don't have to work, but yes, I have to work, right? So we decided to live frugally so that way, you know, I could take the risks in my business. He wasn't there in the beginning though, because I wasn't married. I wasn't married when I started my business. I digress. So to answer your question, it's to be able to retire him so he can work on two cars a year and submit them in a car show. That's what I want to do. We have enough money that if my parents or his parents get sick, we can take work off. So we already have that set aside, but I would like to be able to retire him. And I think I'm capable. Actually, I know I'm capable, I don't think. I know I was just missing the marketing piece to scale. Yeah.
SPEAKER_05Yeah.
SPEAKER_01And now I feel like I have that piece, and it's only a matter of time. I think I can do Alec did it in 18 months. I think I could I think I because I feel like I have the pieces now. And I waved the white flag to my business partner who's also investing.
SPEAKER_04It's all building blocks, right? So what what Alec had filled in, you know, with spackling or block or senior block or whatever to to play off that analogy is just another building block that you need in order to in order to truly launch.
SPEAKER_01Yeah, I felt like it was literally the missing piece for me.
Ego Partnership Lessons And Real Influences
SPEAKER_03Yeah, I I think the marketing piece, you know, increases the trust, you know, and and builds that trust. Um and like you said earlier, you know, it it just takes the sale out of it, you know. It it just um the relationship, you you you feel like you have a relationship. And that's that's how that that's how I mean the all of the individuals that work around John and Alec and and doing their own thing, but they're still connected to the the same mindset and same like-minded people and and entrepreneurs. It's just like none of these individuals are you gonna question, you're not gonna question the value of anything that they offer. Like, oh, if anything, you're like, that's a great deal. Like, I'm in, let's just count me in. You know, no, it's uh these guys are you know what Alec has done is is amazing. And what's funny is like, you know, John Chet Black is like, this is what he's been living and breathing all of these years. And Alex come in and scooped all that up and and then turned around and and teaching it to the world. It's amazing. It's amazing. Um let me ask you this question. You know, we we all look we we all get to a certain place and in in our career paths uh or that journey, and we look back, you go, man, and that's probably a long list, but we could look back and go, I wish I would have known this 10 years ago or 20 years ago. So Andrea, so what's one thing that looking back you you wish you would have known or that you could say to someone else it's that's coming down that same journey, that same path that would have helped you um that you'd like to contribute to them?
SPEAKER_01You don't need permission. You don't need permission. You can do this yourself. I had a lot of leaders tell me you need to earn the right. Before you can do this, you can do this. I've done more in the last three years for myself because someone didn't put handcuffs on me. Or they didn't put handcuffs on me. I allowed it. I believe that I needed someone else or something else to get me there. I could have done it myself. You don't need permission. You don't you don't need someone else's permission to go do what you want. And people are afraid to do that. And probably my younger self was afraid to do that or to take the risk, or someone told me you're not good enough, or what makes you think you are what makes you think you could do that? I mean, if I told you half the things some of the leaders had said to me over the years, people who I trusted, who I thought had my best interest in mind, no, you don't need permission. You're capable.
SPEAKER_03You can borrow my company.
SPEAKER_01I mean, if I started working for my, I mean, I wouldn't have the experience, but if I would have started working for myself when I was 21, 22, 23, I'd be retired now. Anytime I meet someone in their 20s, I'm like, just I'm like, listen, I'm teaching you the language of sales. If you can master this and you just stay, just stay on this course, you can do anything you want in life because it's all about positioning and language and understanding other people and relationships. If you master this, you can do anything you want. So don't let me around your 20-year-olds. I'm like, you can take over the world, trust me.
SPEAKER_03No, that's you nailed it. You nailed it. And it's um you come into contact with so many people, especially around this this industry, because you know, you in this industry, unfortunately, you can be 90 days away from bankruptcy and get forced, your hand forced to move and get that fixed and have three months worth of savings and cash flow in the bank and then wash and repeat. But I think a lot of that uh end uh ends up being because of a limited belief. You know, it's why it's the universal question, agent, what do you want to make in real estate? I want to make a hundred thousand dollars a year. Tie stick. What's the most you've ever made in life? Three six. Okay. So now do you do you even believe that you can make a hundred grand? Then what's stopping you to believe you make three hundred grand? Right? So let's bring you back to the let's go for sixty. I want you to make one sixty, but let's get to sixty first, right? We'll have that mile mark. We have that milestone, we have that celebration, then we'll go to 75, and then we'll go on, you know, and if it we accelerate to 300, five. But let's raise that lid of belief so that you know that you're worth what you want to achieve. Yeah.
SPEAKER_04If you take I love that where you shared the you don't need permission. And I the other thing that popped in my head the second you said that and drew that line in the sand with that you don't need permission. I was also instantly reminded by the book by Mel Robbins, the Let Them. And if you can combine that you don't need permission with the let them mentality of I don't care what they say, I don't care what they do, right? Along with I don't need anybody's permission. Holy smokers. Yeah. Right. Because you were talking again on the whole, it goes to your business name of Rainmakers. Because if you truly look at it in almost any industry, it's the Rainmakers that are that are at the top of the companies, that are running the companies, that are launching the companies. It doesn't matter what business it is. It could be right if you're the best one at getting talent and growing your company by by bringing in the best of the best. That's that's a that's a rainmaker skill, right? I think a lot of times people think rainmakers like it's about getting leads, or it's about getting, you know, um the phone to ring, or it's it's it's so much more than that, and it branches across so many different areas. I mean it literally could be again rain making, being able to surround yourself with amazing talent. That is a rainmaker skill that that has to be has to be learned.
SPEAKER_01And let me let me ask you a question, Duane. Would you agree that rainmakers are always in rookie mode, always observe absorbing information, always learning?
SPEAKER_04Nonstop. And they're and not only that, but with that, not only are they always learning, but they're always putting themselves in the rooms to be able to do that. I mean, we talk oftentimes on this podcast about putting yourself in the rooms that make you uncomfortable. All the time. Because you've never there's there's typically nobody in those rooms who feel like that I've arrived. You are always learning. There's always more to learn. There's always another level uh in and sharpening your own sword and and others, and you're always always just that that next you can always get a little better. You can always get a little better.
SPEAKER_03Well, you know, in rooms where you're comfortable, you are distracted. You know, because you just get distracted, you know, because I I you know, I don't I mean, I probably already know it, you know, I'm probably doing it or not doing it, or I'm never gonna do it. And and what's the price? It's it's it's just typically a small price, masses of people, you know, and so many distractions. But when you get in those small rooms, first, you know, you haven't seen the guest list yet. So it's all fun and fine and dandy on the social media post, you know, a couple weeks out, we all excite and giddy, and all the photos and videos along the way, and then it's like the night before, it's like, who's gonna be in here? Like, like what's gonna be the most awkward thing? You know, I know we're gonna, you know, stand up, who you are, where you've been, like what you why are you here, like what do you want to accomplish out of here? What do you want to leave with? Like, oh my God, what who am I gonna be in a room with? Right? So I think it's you know, when you start leaving town to these events, like you lock in. Like you lock in, you get in the zone. And um, I mean, Dwayne and I joke about this all the time, but but but we literally, you know, we're so screw it, let's go get all uncomfortable mentality that we'll typically arrive at the at the venue an hour before they say, Don't come to this venue to this time. We're like, okay, maybe they won't notice us. So we're even setting up chairs and tables, and we look like part of the staff, and then we're right in the front row, and center, you know, and you know, I know that we're betting, we're just we got odds back there going one of these days, you're gonna go, you come up here. And I'm like, God, I hope it's not me. But now I need to reverse that. I'm like, I hope it is me. So it'll go be Dwayne first. So I'm like, no, it is it's those smaller. I'm looking for a volunteer.
SPEAKER_04We've learned not to point because that's just a that's just like raising your hand. And don't look away.
SPEAKER_03Yeah. You just got your ass a one-way ticket to get up there and and uh be ripped apart. But no, it's um, but it is the small rooms, it is the high price tags, no, it is, you know, and and some of this stuff is not inexpensive, right? It's it's not cheap, but what are you worth?
SPEAKER_01Exactly.
SPEAKER_03What are you worth?
SPEAKER_01It it's it's funny that you said that because the investment to become licensed with fail, um, it's gone up ten thousand dollars since I got licensed. And he said to me in the first, in our first one-on-one, he he did some business consulting and he goes, My goal is to help you make that investment back in your first 90 days. I made that money back in the first 90 days and way 10 so much more than that money uh with his guidance.
SPEAKER_05Yep.
SPEAKER_01So it's like it was like a drop in the bucket. And it's funny because back then some people tried to talk me out of it. Actually, I went to people, I was like, hey, this is what I'm thinking about doing. Talk me out of it, and no one could talk me out of it.
SPEAKER_03I tell my agents all the time, I said, Don't, don't put me, I I don't want, I want nothing to do with the free training. Nothing. I don't want jack shit to do with free training because it has no value to me and whatsoever. And don't put me in a cheap one, right? I want the room to be smaller and I know the price tag contributes to that. Dwayne, I know that we've we've you got shovels to, you know, shovels to break and then shoveling that snow. He literally sent a picture yesterday and snow was halfway up the window. I said, What is that? It's like that's snow. Like, no, it's not. It was snow halfway up the window. I know you have snow to shovel and all that good stuff uh in Antarctica. But there's one question that we cannot let Andrea leave before you ask that question. It's probably my favorite question of the podcast, and it always puts my stomach in a knot, and I'm sure that it does, Andrea's, now that I've created all this anticipation. Ask her that question.
SPEAKER_04Yeah, I always I asked myself this one in the mirror, and it's like sometimes it's a slaps you really have to do.
SPEAKER_01Yeah, I mean, what is it?
SPEAKER_04Yeah, so with all of us, as we know, life is finite, it's not infinite. And we all have clocks. We all wish, I think, that maybe we could see those clocks or at least know when that clock was gonna stop, but we can't. So whenever your time may come and your clock is done ticking, how do you want to be known?
SPEAKER_00That's a good question.
SPEAKER_01As and t uh Shane said this earlier. I want to be, I would like to be known as someone who is definitely kind, because that's important to me to be kind and nice to people, but someone who believed in other people. Because I think, and Shane, you said this earlier, you just need one person to believe in you, just one. And I'm that cheerleader or hype girl for so many people. I might have two or three of my own, but someone will call me up like, I knew you'd be excited for me, so I called you. That's my contribution. I'm excited about your goal just about it, just as much as you're excited about it. And there's not a lot of people who don't care, there's not a lot of people who care about other people's goals as much as they care about them. I will care about them. If it's important to you, it's important to me. So I would say someone who's very kind, very nice, and someone who is the one person who believed in someone when they didn't believe in themselves before they did, maybe.
SPEAKER_03Well said. Well said. There's the high level satisfaction is seeing someone else win, and especially someone that you know truly wants to accomplish something big. There is nothing that feels better than that. Nothing that feels better than that. Well, let me ask you this. So, Andrea, I know that uh viewers and listeners are going to want to reach out, connect, get closer, get into that space, the ecosystem with Andrea. If someone wanted to get close with you or or follow you or connect with you, how would uh they best do that?
SPEAKER_01Well, I'm gonna give out my Instagram handle, which is Andrea is a force on Instagram. I like it. And then I'm gonna give out my phone number because no one ever calls it when you give it out in a room full of 500 people. I'm like, hey, if you have a question on a lead, just call me. No one ever does, so I'll give it out here because let's see who's gonna call me. 484-362-8114. Let's see who's gonna call me. Or rookie to or rookie to Rainmaker.com. You can go through my website as well.
SPEAKER_04Rookie to Rainmaker.com and that's with the number two. TO.
SPEAKER_01It's TO, but the number two redirects to the correct site.
SPEAKER_04Even better. Very good.
SPEAKER_01Small face thinking ahead, Dwayne.
SPEAKER_05Yeah, I was just that's good.
SPEAKER_04That's this little curveball test. That's another one.
SPEAKER_01Uh and you're on Facebook too.
SPEAKER_03You're on Facebook.
SPEAKER_01Yeah, I'm on Facebook, Andrea Daniels, uh on Facebook. A lot uh my Instagram has a lot of good free content on the reels, a lot of short uh sales hacks or sales tips. I don't say tactics because I feel like that's slimy. So there's a lot of good information there on prospecting and lead conversion. So I've taken the time of the last three years and built that up too. Or YouTube.
SPEAKER_03Good, good, good. Yeah, it's uh, you know, guys, connect with her. She is awesome. Listen, the real ones, the real ones publicly, you know, share their uh contact numbers. Uh, you know, when someone shares a contact number with you like that, you know, by all means, you know, take her up on the invite because uh she is uh true to her word. I know that, and just by meeting her here and just knowing her vicariously through some other people that that we work with. Um Andrea, it's been a pleasure to have you most definitely. Uh thanks so much for taking the time out of your busy schedule to be here with us today. And uh Dwayne, what else you got?
SPEAKER_04Yeah. Well, I tell you what, this is the towards the end where if you've liked what you've listened to today, uh, you appreciated the guests that we brought to you, and you found some value in this, we need you to do just a couple of little things. One of those is somewhere on your screen, on your buttons, on your phone, there's a little thing called subscribe. Smash that subscribe button. All you gotta do is just hit that, and then you're gonna get posted when we post uh new guests and new updates and little podcasts every single time. And we'd love to uh let you know when those are. The other thing that I need you to do, and we need you to do, we all do, because we all would need a little bit more of this. Somewhere you're gonna see someplace where you can rate us. You can leave a review. It's also there's five of them typically, five stars. And I tell you what, if you could give us a five-star review, we would greatly, greatly appreciate it. Because what does it give us, Mr. Kilby? It gives us that Google juice. Google juice. I tell you what, if you have a business of any sort, any sort, I don't care if you're an auto mechanic, if you're a coconut picker, or whatever the heck you may be doing in life, you need Google juice. And so do we. If you could leave us a five-star review, we would greatly appreciate it. From the bottom of our hearts to the top of our hearts to the top of our heads. Uh, we'd appreciate some Google juice. And uh, if you know somebody that this could help, and somebody that needs to reach out to Andrea and you're like, hey, listen to this. Here's somebody that can really help you get to that next level. Here's somebody that that just spoke to you and reached out to you. Share this episode. Yeah, it's free. You can share for free. That's the cool part. You don't even have to pay to subscribe. You can just share it and share it to somebody that you know, and we'd we'd greatly, greatly appreciate that. So from everybody here at real estate agent life, so from all of us here at real estate agent life, another episode. Let's see you next time.
SPEAKER_02Thanks for joining us on this episode of the REAL Podcast. Don't forget to connect with us on YouTube, Facebook, Instagram, and TikTok for more exclusive content. Keep striving for success, and we'll see you in the next episode.