The Closing Guys Experience

The HERO Edge w/ Special Guest Kevin Harris

March 09, 2020 Brad Williams
The Closing Guys Experience
The HERO Edge w/ Special Guest Kevin Harris
Chapters
The Closing Guys Experience
The HERO Edge w/ Special Guest Kevin Harris
Mar 09, 2020
Brad Williams

2x State Championship Football Coach, Top Producing realtor, and success business coach are just a few of the accolades of this week's guest. Kevin Harris of Living Texan and The HERO Edge joins us for a talk you don't want to miss. We discuss what he has been up to with his HERO Edge project, and shares a ton of valuable advice concerning personal development, the value of a coach vs a mentor and some of the exciting things he has planned for the future! Don't miss this great episode of the TCG Proshow 3

Show Notes Transcript

2x State Championship Football Coach, Top Producing realtor, and success business coach are just a few of the accolades of this week's guest. Kevin Harris of Living Texan and The HERO Edge joins us for a talk you don't want to miss. We discuss what he has been up to with his HERO Edge project, and shares a ton of valuable advice concerning personal development, the value of a coach vs a mentor and some of the exciting things he has planned for the future! Don't miss this great episode of the TCG Proshow 3

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Welcome back to the TCG Pro Show. We're back here in three days of secrets, with more guests talking about some interesting stuff. This time we're joined by Kevin Harris of the What is the name of your real estate business? It is living Texas living Texan. I love that. I love that. That's pretty cool. You're good at Brandon's. Stepping were. Actually, there's yet another program, and that's the hero edge, huh? Tell us a little bit about like what you're doing and all that. Yes, So, um, I've been in real state for about seven years. Before that, I was a high school football coach for 13 1 a couple state championships. That was which is huge down here. All right, I'll take it. But that kind of all launched me into when I got the real estate. After a couple of years, they asked me to start doing some coaching in the real estate world, and I did that. I've done that for five years now, and from that it kind of developed into what we now call the Hero Edge, which is a coaching company on how to uncover, discover and realize the hero in your own story, which is, has business applications to it, but it also has life applications. So just quick setback. What made you want a transition from football to get into real estate money working for the school system? What? Yeah, you know, actually, I was very blessed that I worked for, ah, work for private schools. And so I have three Children, and they I got to see them every day for 12 years, their entire education. So that was a blessing. But then I coached for another year and decided that it was time that season was over technically and literally, and decided to get into real estate. And, yeah, it burn the ships. The shore approached it just like I did with coaching and kind of hit gangbusters and was in top 10% from the very get go. So so was it your success in real estate that they committed up coaching? Or was it just a natural fit? How did how did all that transpired? S Oh, that's probably a a long story, A couple of glasses of something, But so, uh, I had success in real estate early on. Yeah, Within 18 months, they asked me to be on the board of directors at the brokerage I am. It's called L C, which is led by agents. So I was on the board of directors at the number one killer, Williams and all in the entire solar winds chain at the time, so that kind of that gave me a little bit of credibility in the conversations of coaching. And then there is a natural bent. It kind of like I tell the story, I tell is, for 14 years I was called co chairs for two years. I was called Kevin Harris, and then from then on, I'm still co chairs. So it just is something I'm passionate about. It's something I feel I'll be doing the rest of my life. And it just allowed me to started coaching my own team. And then that kind of blossomed into helping the market center start their coaching program, and then it moved outside of the market center and Maurin tow an individual coaching. Wow, that's really cool. So are you primarily working with, like, new agents or just any agents that want to build their business? So I've got I've got I've got four programs inside way. Call it. I call it verticals. But in the real estate vertical space, we have four different programs new agents, producing agents and then high producing agents and their teams. Way have way. Have a level of coaching for all of those. Okay. Yeah. And so what does your coaching cover? How does it work? What's so it covers. It covers everything. But what we do, what we do that's a little bit different than some of the coaching programs out there, which is the same thing we do out in our other verticals like, way coach inspectors also. So what we do is we strip away the noise in any industry, there's noise of stuff that we think we need to be doing. But it actually prevents us from doing things we should be doing right. So our value proposition is that we're gonna come inside your business. We're gonna help you decide what are the key metrics that you need to be focusing on based off the goals that you set way. Never tell my tell Brandon Realtors we don't set their goal. They set their own. But once they set those go goals, we helped them under a kind of uncover what those goals are. Andi, Once they realized what those goals are and what it's gonna take to get there, then all we do is hold them accountable to those what they've already said that. And so we take that same process on every level of coaching. Because at the end of the day, what we have discovered is that it's very rarely a lack of knowledge. It has more to do with conversation that's happening between your ears. Yeah, yeah, that's the biggest battle will ever find it six inches between our years. So it kind of sounds like to me, and I'm just kind of reiterate what you shared is that you kind of helping people separate the 80 20 tasks, right? Correct. 20% of the task that they're on give 80% of the results and those where blind spots are. If you look at if you look at any professional athlete, if you look at any high end CEO or entrepreneur, every one of them, no matter what level, if you look at LeBron James, if you look at Dirk Novitski, if you look at Tiger Woods, they all have a coach. Yet The reality is when we look from the outside, we go wanted. They need a coach to the number one in the world. Well, it's because none of us can see our blind spots and the reason why they're so successful. The reason what one of the reasons they're so successful is that they understand that they need someone from the outside to see the things they can't. When we're in the business world. Law times, we think waken figure it out on ourselves, especially as entrepreneurs, and what we don't realize is that it's only gonna be a coach or a mentor that's gonna be able to see it because they don't They don't look through the same wins that you look at the most powerful thing. I just came back from growth gone on. There you go. I'm crazy jacked up something that really hit me right from the beginning of that is to be successful. You've got to get over this whole thing. I'm not asking for help and that's what I'll do is I'll just do it myself. I could do that. I can handle that. I would do my video. I'll do this thing, I'll do that thing. That thing is ask for freaking help people that can help you. I mean, I was listening to Grant yesterday, and he paid somebody to do audits on his life. In his time. That's awesome. Running a very big businesses were growing faster than his fear. But he's having people because he doesn't. He knows he has blonde spots. Yeah, so the rest of us should be thinking about that, too. I love the way you do, and I think you know when you first get started, no matter what you do, when you're learning how to ride a bike or you're learning how to start a business, there's basic concepts that you have to know. But once you know those concepts, everything else is a tweak, and there's no there's no system or tool that's gonna take you from long one level to another, unless you're able to break through that mental barrier that ever all of us have. And there's a saying out there that I use often, which is everything you ever wanted, is on the other side of your fear. Yeah, and we often don't understand. How are we supposed to break through that fear because we see that as the roadblock and that fear could be in real estate world. It could be fear of picking up a phone and call it someone. Fear of rejection, Fear of what are people gonna think of me. And the reality is, is all of that is just a perception that we have based off of our own life experience by stock lenses that we see the world through. And it takes someone from the outside to be able to go Look, it's not what you think. Go ahead, you know, do it anyway, right? And once you do it, 99.9% of time, the result is never what you what fear was telling you, Waas right? But we have to have people in our lives. Whether it's you know, some people have their blessed to have parents that are able to do that and raise. A lot of people aren't, and so you have to either have, you know partners and you have to have mentors. You have to have coaches, but you have to have somebody. It's if you want to get to the next level you have to have somebody. Yeah, there's a glass ceiling that every one of us hits every time we get to the top of our entrepreneurial journey, and it takes someone helping this crash through to get to another level, right? And no matter what level you're at, yeah, if you don't know what level, it's just another level. Yeah, it might be a different coach or different person. I have a question because you're like a legit coach. What's there from the coaching mentor? So a mentor? That's a great question. I just had a conversation about somebody with someone like this yesterday. So the basic difference is a good coach. Someone who really cares about their clients are gonna look at their business and help them actually promote get their business to that next level. A mentor is there to teach. It's to teach the systems. It's to teach the now that's not always a true everything's. Everything's got an exception to that. A mentor is going to show you what they did, and then you're going to take that and applied to your own life, where, as a coach is going to look into your world and see where the blind spots are. Sea with miss guys. So really, that's the two differences. Neither one of her bad. They're just different. I have mentors, and I have coaches. Usually mentors are people that you do things for. And you've learned from him whether its value pieces whether it's, you know, whatever it is. Whereas coaches are more people that you come in and they have a seance with a specific attack, a task. I have five coaches in different industries. Just because I need help in this one site. This one section I need your help in this other sections, so right. No, I think that's great. I heard it said one time. And I like this mentor can show you the way a coach to get there fast. There you go. There you go. That's great. Way putting. I'm gonna steal that from somebody else. Thought that was really good. So you're here to talk about something a little different. So you bring a perspective of you know what agents need, right? You you have this way of you know how where their pain points are. And you're here at this event talking to inspectors. What do you shared with him? What do you What are you doing here? Yes. Oh, this is literally the one year anniversary of me getting into the inspection community. I was it Three days last year for the first time. So this this year long journey has been how I can bring value to the conversation with inspectors. So there has been I've gone toe every platinum meeting. I've been in rooms with inspector groups that are a $1,000,000 plus and they all seem tohave similar problems. Just like I said, they're all similar. Um, but for me, what it was more about it was What value can I bring to the conversation? I don't want to sell something that you guys already have. I don't wanna I don't wanna promote something you guys already have in your industry. What I realized was is that I'm I'm your customer. I you know, I have a real estate team. Yeah, I Coach Walters. I'm your customer. Yeah. So what would the pain point that I keep hearing over and over again was to that resonated with me? One was how do I get realtors to use me? So presentations, things like that, which some of it is addressed in this in this conference. And then the other one is how do I build a relationship so that they use me again and again and again? Well, for me, that's that took me on a journey of how do you actually bring value into conversation into a relationship that allows you to build a bond where when that realtor is ready to, they have a buyer on the hook. Buyer gets on under contract, they're gonna use anybody but the person that brings brought value to him. So you don't become a commodity because the conversation I had was that I had three inspectors on my on my list and there really wasn't any reason why I would say yes or no to any of them. They were all good being in a being, you know, with realtors. If you if you are a zone inspector, if you're part of a hop high producing realty team or high producing wilted agent, the baseline is that you have to be good. Yeah, So you have to have all the bells and whistles. You'd be good at what you did. Everybody. So then What? So how do you separate yourself from the good? You know, it's like it's a real estate agent. How do you say when you're only? I knew when I got in this real estate world that 80% of them were gonna produce more in three houses a year. So I wasn't competing with the 80. I was competing with 20 right? So how do I separate myself from? The other 20 is really? For me, it was the other 10% right? So that was the journey that I went on of how how I could bring value to that conversation, build a program that allows inspectors to start building those. What would I mean, what would my team need? I actually did a deep dive with about It was right around 75 realtors of with teams and individuals of what they were looking for that would allow an inspector to come in, provide it, and then that would be to go to go to inspector for as long as that relationship was strong. So that's kind of the program's about is building those relationships in a real deep level, and so it's based around the idea How do you stand out and were bad value? Yeah, So you've got to do both because because the reality is an inspector world a lot Inspectors don't realize that most realtors are there. They're very outgoing and they're very driven. I mean, as as a people group, that's who they are. So which is not necessarily all inspectors. The personality types are not always the same. And I learned that quickly from stage when you joked if Joe fell flat but, uh, our and s o So how do you How do you hold yourself as an inspector or your marketing manager? Whoever it is in your organization, that's gonna be reaching out to this. Those those realtors, how do you build a program so that you are actually deepening those relationships and building that you guys go out to dinner? You guys, you know, you know each other's birthdays all those conversations that make it where they're not gonna use anybody but you. Because now you've got a bond that's just like a friend. It's just like a family member. Just because that's what we do in our world as real estate agents, Our whole goal is to make 80% of our business. I referral on repeat business, right? So we're all about building relationships. But yet what I saw was a gap between that's all. Realtors air about most Realtors. Not all but a lot of realtors. But then inspectors weren't really getting into that conversation, right? So the program that I kind of designed is gonna help bridge that gap. Okay, How does how could it mean Inspector provide that kind of value to an agent? Yes. So there's there's, there's several different ways there's and there's a lot of ways that you guys already know. But it's about being consistent first and foremost if you're gonna do if you're gonna prevent, if you're gonna provide a value peace, whether it's Adam, whether it's a marketing piece, it's about being consistent being there day in, day out, day in, day out. But, you know, on a consistent basis, that's number one. You can't do a drop off and just expect someone to give you a call for the rest of their life. That's it's not because that's not a relationship works. You know, You go on your first day, you're not You're not asking someone to marry. You know it takes a while. You should do not ask. No, don't do that. But so I mean, that's that's how any relationship is. A relationship is built and time can be crunched. It could be convicted being condensed if you know how to build through through language, through mannerisms, through conversation, building that relationship where you see a connection because that's really what everyone's looking for. I don't I don't know of many people who like to work people they don't like. Everybody wants to work with people they like. Yeah, if if given all things being equal. So if you could become someone that you just like you've already stepped ahead of the other two that maybe they don't even know. Yeah, And so how do you get that? Some of its conversation. Some of it's just going meeting them where they are having conversation. Maybe taking out It's your top 10 lunch, you know, just once and just asking him what you could do for him. But more importantly, you've also got items and value pieces of how to. Actually the program that we designed is because I coach real estate agents is bringing in some conversation that allows you to train the Realtors on how to get actual deals to the bottom line out of their own sphere of influence and past clients. Because that's the number one pain point of a Realtor is. They want to get Maur business out of the people that they have in their database. Yeah, well, if you can help, whether it's a team, we'd whether it's individual agent, whether it's buyer's agents, no matter what it is, if you can have it, you can actually say I did this and it equated to this 3 to 6 deals, Whatever the number is now, you've got a strong business relationship as well as now you're giving back to the business. They're giving you business, and it becomes it comes just like a friendship, right at very, very high level. And of all the things in the world, there are few things more powerful than reciprocity. Absolutely, absolutely. You're creating that. So basically what you're saying to recap that is you are teaching your program, which is is it calls? Call The Realtor was the Realtor Whisperer is teaching inspectors how to provide the kind of value to agents allow the agents to get more business. Correct? Because at the end of the day, if the agents get more business and the and the source of that business comes from inspectors, then that's where the relationship is built. On a business level, you can't do just that if you don't. And I'm not saying you do this to 100 agents or, you know, 200 agents because you can't. It's about picking the right ones. And we kind of go through some of how you how you do that. Yeah, there's some, um Well, we had a little bit of a technical difficulty, but, Kevin, before we let you go before we let you go, I want to make sure that other agents and inspectors get up with you and find out whether they're interested in coaching or they wanna make more connections with agents. I mean, if you're inspector, you don't realize that's key to the game, right? You're missing out. So how did how did they get in touch? So a couple different ways? You can find me on Facebook at the hero edge, or you can go on the hero ej dot com. Okay, you can. Also, if you want to know more about the real estate company I've run living Texan, living Texan teen? Yeah, Or if you're just interested in branding piece the Kevin Harris on Facebook also. Yeah. So Okay, so even even the inspectors, they found you on the hero. Yeah. If they connect with me on the hero edge, then I'll get back with him and will we'll talk about the program because it's a brand new program s. So this is something that you get on the front end of the day on the front end of marketing Stuff is so powerful, you know, the reality is is that this is only gonna you know, reality is there is a cap. I mean, we're not We don't know what that cap is, but we can only work so many at a time, and we're gonna do it. Masterminds were awesome. What? We're looking at it later in the years, our first mastermind, when we bring in realtors, we bring in inspectors. We bring in other service providers so that we can all have a mastermind of how we do a better job building a community because he wants to be on Angie's list and get a call from Angie's list when you get a call from your buddy who could just send you the referral. And it's an automatic slam dunk versus having to interview for a job. Awesome man. Thank you. Doing Thanks for checking us out with BCG pro Cher. We'll be back with more, Yeah.