Behind the Breakthrough

Turning Authenticity into Paychecks w/ Geoff Zimpfer

May 12, 2020 Episode 15
Behind the Breakthrough
Turning Authenticity into Paychecks w/ Geoff Zimpfer
Chapters
Behind the Breakthrough
Turning Authenticity into Paychecks w/ Geoff Zimpfer
May 12, 2020 Episode 15

At the age of 25 Geoff packed up his car and drove from Maine to San Diego to work with Tony Robbins. He knew no one in San Diego but wanted to immerse himself in the self-development realm. Working with Tony he learned how to do sales, speak from a place of purpose and take risks on following one’s dreams with no safety net to catch him.  After traveling to a new city every two months he grew tired of life on the road hosting events for many mortgage firms he took a job originating loans. It was at this point he began to feel a little out of character. He left all his self development training behind and started to follow what others in the space were doing where he quickly realized he didn’t enjoy many of the ways loan orginators at the time were trying to build new business and referral partnerships. When he took a step back he realized he couldn’t follow what other were doing but instead needed to step back into his own voice and passions. This is when he started hosting events for realtors and teaching others how to market themselves and their business. By stepping back into his own power he was able to be breakthrough to a new level of success and serve from a place of passion and purpose.

The biggest take about from this video is that in order to survive this digital shift in the mortgage and real estate realm, we need to show up from a place of passion and purpose. Join us as we breakthrough how to do just that.

Geoffs book: https://www.mortgagemarketing.pro/disrupt-or-die-book-prelaunch

Geoff Zimpfer, also an Industry Syndicate podcast host of the Mortgage Marketing Radio podcast.

*Behind the Breakthrough is an Industry Syndicate Original podcast

--
Want more of the best podcasts for Real Estate Agents and Mortgage Loan Officers?

Download the new Industry Syndicate mobile app:
iPhone: http://bit.ly/SyndicateApple
Android: http://bit.ly/SyndicateGoogle

--
Connect w/ Megan Anderson on social media:
Instagram
Facebook
LinkedIn 

--
 Follow the Industry Syndicate on social media:
 Instagram
Facebook
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ⓒ 2020 Industry Syndicate podcast network

Show Notes Transcript

At the age of 25 Geoff packed up his car and drove from Maine to San Diego to work with Tony Robbins. He knew no one in San Diego but wanted to immerse himself in the self-development realm. Working with Tony he learned how to do sales, speak from a place of purpose and take risks on following one’s dreams with no safety net to catch him.  After traveling to a new city every two months he grew tired of life on the road hosting events for many mortgage firms he took a job originating loans. It was at this point he began to feel a little out of character. He left all his self development training behind and started to follow what others in the space were doing where he quickly realized he didn’t enjoy many of the ways loan orginators at the time were trying to build new business and referral partnerships. When he took a step back he realized he couldn’t follow what other were doing but instead needed to step back into his own voice and passions. This is when he started hosting events for realtors and teaching others how to market themselves and their business. By stepping back into his own power he was able to be breakthrough to a new level of success and serve from a place of passion and purpose.

The biggest take about from this video is that in order to survive this digital shift in the mortgage and real estate realm, we need to show up from a place of passion and purpose. Join us as we breakthrough how to do just that.

Geoffs book: https://www.mortgagemarketing.pro/disrupt-or-die-book-prelaunch

Geoff Zimpfer, also an Industry Syndicate podcast host of the Mortgage Marketing Radio podcast.

*Behind the Breakthrough is an Industry Syndicate Original podcast

--
Want more of the best podcasts for Real Estate Agents and Mortgage Loan Officers?

Download the new Industry Syndicate mobile app:
iPhone: http://bit.ly/SyndicateApple
Android: http://bit.ly/SyndicateGoogle

--
Connect w/ Megan Anderson on social media:
Instagram
Facebook
LinkedIn 

--
 Follow the Industry Syndicate on social media:
 Instagram
Facebook
Twitter
LinkedIn

ⓒ 2020 Industry Syndicate podcast network

spk_0:   0:03
welcome Teoh behind the breakthrough with your host Megan Anderson podcast, where we tell the stories of today's leaders before they were leaders. The struggles doubts, fears and insecurities they had to overcome in order to reach their current level of success. Let's go ahead and let's break behind The breakthrough is an industry syndicate. Original podcast industry syndicate is the first podcast network for the real estate and mortgage industry. Go get the completely free industry syndicate podcast app right now from the APP store or Google play, this week's guest is just Zimpfer, and he was the former national sales trainer with Tony Robbins. He is now the sales trainer of Movement Mortgage. And what I really love about this episode is that we really talk and dive deep into how to survive the digital real estate shift and why it's so important to show up online and use marketing to make it to that next level within our business. And what's more important than coming out with content is the mindset that we have when we're creating this content. You see you can't come from a place of while I want to make this video so that I can land more sales, I could make more money. I could get more referral partnerships because that doesn't feel authentic and people really attached to content that feels authentic. So in order to do that, you need to know what your passion is and what your purpose is. It needs to be deeper than just wanting to make more money. So we died into how to find stats and how to showcase that. Throughout the videos that you're posting online to really survive this shift in the mortgage and real estate round, let's go ahead. And let's breakthrough. Welcome to another episode of Behind the Breakthrough. Today's guest is just Zimpfer. He is the former national sales trainer with the one and only Tony Robbins, and in 2000 and three he shifted into originating, and now he is the national sales trainer with Movement Mortgage. He's also the host of the mortgage marketing radio podcast and soon to be the launched author of a book called Destruct or Die. How to Survive and Thrive. The Digital Real Estate Shift. Welcome into the podcast job

spk_1:   2:55
they make. It is an honor to be here to be amongst the esteemed collection of luminaries and professionals you've been interviewing. I'm grateful for help. You

spk_0:   3:05
know, I'm grateful for you to let's just dive in. You know, from the beginning Here, talk a little bit about what it was like to work for Tony Robbins. And how in the world did you go from that to shifting into the mortgage? Rome?

spk_1:   3:21
Yeah. Questions. Um, so 1st 1st step there. How did I want working for Tony Robbins? Let's say right, I was actually living in Maine at the time. I had a love random odd jobs, which would That's a whole separate pop podcast episode. Kind of dirty jobs, right? With my own version. Oh, and I love the short of it is I was really into getting into personal. Well, if you will because, you know, didn't have much exposure. Personal development coming up. Not like it. But nobody was. Can we be like, you know how to win friends and influence people wasn't getting that book, but, you know, had it inside me that I wanted to do some things different. Bigger, right. Be something other than what everybody around them is being, If that makes sense, Eso I was seeking right are seeking information. And this is back 30 years ago. It's a writing a book out, which is, uh, unlimited power. And so I read that book. It was the first book that I read that literally kind of revealed to me that we can be whoever we want to be. All right, that we can change the course in direction of our lives. And it does start with getting control of this thing, right? Your head, your brain. Um, but that it was possible. So it really opened up, like all these possibilities to read that book voraciously. And I was actually, at the time selling had two jobs, one of them with that wholesale club. Come on, Costco. Wherever someone membership story door, which was fun kind of three ring binder that I would get out door to door on old Orchard Beach made during the summer time, all these businesses would open up and, you know, selling this membership This this whole south, right? Like like hospital and was great trading around for sales. Um and so anyway, I was was also doing that on the side, but selling these corporate training programs, management training, sales, training and all the stuff of this. This company, I forget the name of the company. But the leader of a politician, Meyer we bring those personal development is like the original, you know, before Jim Brown days. But, uh, I, you know, got exposed to Tony was reading the book, and and I told the owner of that franchise are some leadership training courses, if you will, going to the company's Remember the first time I saw this course for 1000 bucks? Yeah, $1000. Just 80,000. Others. Like the biggest day ever, right? Because they trusted me, right? They believe like this. This young kid would have a lot of experience. Anyways, I told this this business owner for this franchise company Hey, you know what I'm gonna like, really? Get down on this. This person developing leadership stuff represent these forces and positive, And I want to work for the best. And at that time, right, simply just come coming up in a big way. First book out fire lots of huge all that stuff. I made a decision that that was my journey for life, that I was going to be on a quest for personal development and growth and just, you know, all that. And so what I had to do was I contacted Tony Robbins. Company living name. There isn't any ago. This is before the Internet. Okay? Proof you young folks, this is before Facebook and all that stuff and tax day. I I contacted them, and they're like, Well, your main Boris Diego, Here's what you need to do. Put a videotape together that says, Why should we hire you? Right? So literally at night, I'm going to this office, this place that I'm working, I've got anybody remembers the big video cameras, BHS cameras that literally like Ragnar shoulder. And we like £12 right? I'm in their late night Got this time I put that be adjusting in there like Okay, so I should be letter made. Here's all the reasons. Like, move a little and then accept below and male a videotape. Suzanne Diego, right? Yeah. You don't spend 20 bucks forever. Waas long and short of it is You know, whenever they got the tape turned around, we want to talk to each other. And I had already made the decision to move from Maine to San Diego. That's right. Committed? No, not knowing a soul in San Diego whatsoever. Not having a car that would get me there. And by the way, that's the only way I could get there. Didn't have money for a flight. Um, actually left my car on the side of the road. So if the police are listening, that was me. Was a $400 car that I paid $400 for. Broken window wouldn't go up and in making in the wintertime. Right. Um And so anyway, they go a number of years and he said, I'm driving across country. I'm driving across country. I'm gonna show up and say they're going to be there. So long term video showed up, got the job and the rest, as they

spk_0:   8:03
say, Wow. How old were you during all of this? 25. Well, I mean, I love how you just kind of went for it, though.

spk_1:   8:14
Yeah, Yeah. It's like it was like pushing me here like they do. You should really go for this. Most people like you Crazy e mean you're gonna do what worked for who. You know all the stuff that goes with any decision like that, we're gonna break out of the hole and, uh, you know, revealed behind. But I tell you for me, it waas Yeah, sometimes look back on that situation because I think there's all times influence. We've done something in our lives that we really didn't need to do something dig deeper, to be displayed confidence or to rise up to the next level. For me, that was like the really first taste of I think I had in my life And, uh, yeah, so that's Ah, that's a fond memory. And I learned so So there I got my baptism by fire and speaking. And you expect right? My job was to I was like a fraternity on the road. I've lived with six other combination of guys and gals. We all like you stayed in these corporate housing or adequate housing stuff and lived in a different city for 88 weeks at a time. And every eight weeks we all packed up and moved to a new city for over two years.

spk_0:   9:24
Wow. Did you enjoy that? I'm sure it was fun to travel. Did it hit a point, though, where it just got to be too much traveling.

spk_1:   9:32
Yeah, At some point, I got tired of the grind because it's kind of now I know what a man feels like when they tour, you know, except I'm living in the city for me for two months. Two nights. That's gonna be harder. But yeah, you begin to kind of long for, um, home familiarity, building some type of a foundation because there was not you would be great people developing relationships and Chicago who felt when I'm gonna be back. Right? So, yeah, it became a little bit tiresome, and I really wanted to start shifting into more career mode, but it was great training ground for speaking, presenting, influenced. It was like this laboratory. Imagine for all, just like in it, you know, like grabbing the books. And we were doing the studies in half of the book studies in the round tables and hold each other accountable. And, you know, it was like a personal development fraternity. He said, like getting wasted on weekends, right? We're getting personal development.

spk_0:   10:29
Yeah, I love that. I went to a Tony Robbins event and it I could see that being very demanding, but at the same time rewarding. So once you started to get tired of it. Is this what led you into the mortgage space?

spk_1:   10:46
You know, it's funny, so probably around the country and going into these different sales offices, you know, just in the adjectives, right? I'm selling tickets to Tony one day sales sooner that he had back then. He doesn't do it anymore. But is that the 2000 people in a room for his one day sales training of that, which was like 12 hours? You have I good luck getting lunch or bathroom breaks, but so I'm like that travel around the country doing this. This gig in the offices that I went in most often were car dealerships, well, estate brokerages. Mortgage offices were like a top three places, so I got a lot of exposure to real estate and mortgage, and when I came off the road right there were, I had to make a decision on what direction would not go to, and I felt drawn towards the real estate industry. But I didn't make the decision that I didn't want to be a realtor. I'd prefer to be a mortgage loan originator. I just thought how someone like Vienna she Well, so that's what I did. I shifted in 2003 two full time in mortgage business and, uh, had some humble beginnings there, too.

spk_0:   11:49
Do you feel like shifting from a space that was so focused on personal development? Did you bring that into the more good Rome when she stepped in? Or was it just so different that you kind of had to forget about that aspect of your life?

spk_1:   12:05
That's a great question. You know what? To be totally honest and truthful. I've heard people help things in the stories like, Oh, somebody's got all this experience and knowledge in this one industry And then they come to a different in the streets like Forget all that. They leave it all behind. And that's kind of what happened to me is because I showed up as a newbie with, like, really knowing nothing. And that's the line set that I put myself in was I know nothing on the movie and there or my success is gonna be slow. Yeah, Iwas. And it's like I forgot, like all the training, all the learning, right? Did you get in? It's like, Well, you know, who do you just be? A brand new start won't slow down there, but you know, all that stuff. So I looked around and I started. What are other people? As a mortgage originator? Be successful. I said you want to do that? A lot of that. And I started doing that. And no, it didn't work as well as I thought it might. Um and so I started to, like, you know, pay attention like, Well, what worked? What didn't work? And then I got this whole story we could get into her. Not like, you know, my first year work socks, you know, life in new baby roll, and then singling gun and commission income and stuff and things got tight. And, you know, I haven't there. You walk out of my house and all this kind of stuff, and then one day I don't know what it wasn't Just woke up, woke up. I said, you know what? Waiting? Wait a minute. I got this knowledge about events and so on. So I know how to fill a room, you know? And I said, why don't I stepped? Chasing realtors one z two z cold, Kohli door knocking. You know, all that stuff which does work, but it doesn't work. Systematically get territory agency GoPro. And that will be my first meeting with, um because out of that, I could get three or four Easy. That's what I started doing. Start bringing guest speakers in originally. And then I started speaking right. I said, taking my own ship back. I'm like, damn it, I've got some information that's worthy. I tend to know that I just, you know, just started doing that all brew and yeah, I had a really awesome purchase. Money were for all business, 70%. It was real estate agents. Um so that's that's how I kind of found my way and watch this.

spk_0:   14:18
Yeah, I love that. And I think I can relate to that, too, because when you step into a new space, you kind of let other people's voices get in your head a little bit. But it was like the second that you stepped back into your own voice, your own lane, your own knowledge, thoughts when you were able to kind of breakthrough. And as you said, it didn't really work to look at what other people were doing and follow exactly what they were doing. You had to try on what worked for yourself on what knowledge that you have in your tool belt, two rooms, referral partners. And I think that that is, you know, really inspiring. And another thing to I feel like throughout your whole story. With this, you constantly been on a different kind of edge than anyone else taking a different spin on everything else. And it's funny to when you brought up your story of Tony Robbins, how you had to take the videotape than put it in an envelope and ship it off. And it's so different than how it would be now, you know, Now you pop out your phone, you think video, you shoot it through email, and that kind of brings me into wended marketing. Become an aspect that waas powerful for you that you started to use and started to realize that people need to be using more of this because I feel like even in the mortgage space, it's been lagging, and I actually is. I don't know if it's right to say it might sound terrible on this saying this right now, but I feel like Cove in 19 1 of the positives of it is that it's forcing people to get more up to date with social media, more of state with marketing tactics. And I'm just curious as to the shift that it is evolved since you started in the mortgage space in 2003. Why it became important to you and why you have this passion for it and how you see the shifting through this real estate. Atia.

spk_1:   16:20
Well, I think for why I became important to me is you know, it's funny. I'm thinking back to when I first started and I had the same playbook that I think most elbows have, which is, you know, here's your actually this exactly how it went down country. What, um, in this officer come true, why he's getting driving the big cars and all this kind of stuff. They think there are a lot auction everything. And then oh, I get business cards and this man managers just like people, plus it down. Here you go, buddy. Go get yourself some real terms, you know? And I'm like, What am I supposed to do that? Because the Realtors. Oh my Oh, all right, that's that's it. Like, why would they take my call? It will be like there was no answer that I just do what we do. We do. And I'm thinking, OK, I'll do that. And I did that. But here's I don't know if it's like how I'm wired, whatever. But I was I didn't want to see him like everybody else, you know, on. Besides that, I saw what other people do we're doing. Like it was really fun to be co called Realtors like that. So, you know, I've always, I think, had interest in marketing messaging, Um, in getting attention in a in a good way, in a relevant way, because there's, like, bad attention, right? Which is just a bunch of noise. And but then there's good attention. Attention. Um, so I think what I realized market was I Nobody knows, right? I don't exist. I was in Southern California. Orange County. There is last I checked about 12,000 realtors in Orange government. All right. Probably equally as many law officers is a very competitive specs. So how am I gonna get? Knows how to get attention? Rise above the noise. Um, that's why I started looking at things I could do that were a little outside of the norm to stand out, get noticed like back then, even though, but I'll say this all day long. Teaching classes is nothing new, right? Teaching CTE classes. I mean, people been doing that for a long, long time, but very few loan officers started teaching what I would call nontraditional CTE classes, like most are teaching like Moore is one of one definitely updates to a three k you know, like I just but very few of anyone teaching like marketing classes, digital marketing, Facebook, social media, video marketing, YouTube, All that stuff in when I discovered that agents are hungry is help for that information, and they are getting from the broker. In most cases, eso if I could be the guy that's bringing them this this thing of value that's educating them on how to do X well, that's going to create some reciprocation value between the two of us beyond. Just now, I'm not just an average yellow who's showing up asking for with their hand there's no value right? 12 of 12,000 other people doing the exact same thing. Why do I care? So I don't think your question, but at least that's kind of how mentally processing this. I just think marketings everything. I mean, you know, the name of the game is, um, I was gonna say attention, but I'm cautious of that word now because a lot of people due attention the wrong way.

spk_0:   19:25
Yeah, like as you said, there's positive attention. There's, like one attention, and then there's a get you more clients get you more referral partners. Let's talk about that a little bit more in depth to like, How did you start Teoh explore when it comes to your own marketing? What waas kind of that white noise first is more productive aspects of marketing. Is there anywhere you've come out with content that it was a complete fail and you're like this did not help? What?

spk_1:   19:58
So let me make my first classes have like three people in him, you know? So is that an example of failure? Um, I fell. We all know that still, we fell every day almost right along time, doing podcasts, recorded videos, whatever all these new skills we have to learn I fell multiple times, right? So I think that's the process of learning and growing those ballet. Um I mean, I sailed in like loans. I mean, I've screwed up relationship of loans, you know, I'm pissed off. Realtors never return. I mean, it's just sometimes it comes with the term, especially if you're young and you don't have a lot of experience, and you don't have anybody necessarily to show you the way. Thankfully idea once I got a countrywide, but

spk_0:   20:48
yeah, let's dive in a little bit about what your books about your book launches tomorrow. Where can people get it?

spk_1:   20:57
Um, well, people get Amazon or they can get it over, get disrupt or die dot com. There's a catchy title. Your let's get disruptor died dot com. That's the pre advanced list of the book, and with that comes a companion course that's with the book. But the soft title, just to give you some context on this, is, uh, how sublime thrive Did you rela station?

spk_0:   21:21
What do you think the digital real estate shift is?

spk_1:   21:25
Ah, good question. I think. What's driving the digital real estate shift and this is really kind of part one of the book. Yes, I flipped through it. Here is there's five trends driving the digital real estate shift. The first and foremost one of that is the rival digital culture it is. Do you referenced Cove in 19? A woman go to something we're all navigating through and you talk about were forced to now learn these things. And that's 100% on point. And the class that I teach gonna be a company in class with just this content is not the question I asked agents. So here's the funny, funny joke lifted from Kelly Robinson. Right? So I asked these agents virtually and zoom a picture on the screen. I'm showing a picture of, like, video, right. How many of you, like have stepped to yourself? I should do very on and social. How many views that I should do? Social media? How? You said I should contact passable. I should I should. I should, You know the job. But I understand you don't You sure look themselves right. Anyway, my point is, this is my point. To them is in the context of covert 19. That's what you now. Yeah, that's a little half our digital tools. So if you're not gonna pick it And just now, right, When are you? Cause when this traffic accident Kogan 19 was pulled off the freeway, life fills back in. You're gonna get busy again. Guess what? We're gonna hear the same opal excuses you said before. I don't want to say I mean to me. Those are just bs. Excuses. Uh um are allowing give the buy into their fear of change. Really? I

spk_0:   23:05
think now people are so afraid of change on, do they really dio They need to adapt or they're gonna they're gonna die off. There's gonna be, you know, because technology is coming in and it can do a better job at certain things with less error. And we need to use technology as a tool. I'm a firm believer in that, and for people that are, you know, listening half these fears of doing video of getting out there. What do you recommend to them To kind of overcome these fears?

spk_1:   23:44
Yeah, that's good question. I want to like, um, pretend like there is no fear, because there is right anything unknown. You're gonna have different emotions that that we are you know, kind of traditions over time to avoid things that cause us here. In certainly record, world don't survive that there are breathe his wires just to keep us alive. So we set something unknown that's gonna superior promotions and cause us to kind of, like, shy away from that. But let's face it, we're not going into, you know, the jungle on gonna get attacked by tigers or whatever, But what about having our face shown on video? So it's a little bit different, although, you know, somewhat uncomfortable as well to get started. So is there an easy answer to that? Yeah. Listen, I've been to God. I've set this bs cliche responses. Well, with wars, is that a just do it, you know, on that sounds really good. That how to be completely honest. I mean, um, it's still part. I still think about what? My Republican video. Right hand hairpin. Since Kobe 19. With my shit, You know, all this stuff, we all deal with that, but I think it's like if you can get to the point where you got accountable, who you are, right in your own scan your own identity. Number one and number two. If if. If you're coming from a place is how I give her as soon as I feel I'm in sales pitch mode with creating content, then all the sudden it feels differ. And all field feels like I have to go starting a rape in a Rodriguez about two weeks ago. It's like if you're showing up to kind of like when you feel like you have to perform, then it's inauthentic. Yeah, you know, how about that house? But

spk_0:   25:29
yeah, it does help it. It's It's interesting this whole like being authentic kind of conversation when it comes to content, because we're so afraid to share our stories and those stories and those personal things about us or really, what makes it feel authentic and not even just the stories, but from warier speaking at. So if you were wanting to go out there and reach more clients, I feel like it's one thing. If you're speaking from that mindset in your mind of Oh, I'm a loan originator or I'm a real estate agent because I want to make money in the hours were flexible, like if you're coming from a voice of that people are gonna be able to tell that whereas if you're really coming from the point of I really love to help people get their first home, it makes me feel so good. I love to help people restructure their debts because I have a personal story around that or whatever the case may be. That's when people are going to want to listen to you. Can you talk a little bit about how to step into that authentic voice?

spk_1:   26:38
Yeah, I mean, you touching out there, I think you've got can to kind of your wife purpose to your point. You know why you do real estate. It's It's like when? When? When I do the personal branding classes, right, we try and help people get clear on what it is that they enjoy about what it is they do. And talking of mortgage originators, right? For many years now, the number of top producers have told me they don't enjoy your bones. I mean, that's not the part that you know the whole kennel three and bringing DT eyes completed right after you've done your time with one. I think you're good. So you've got to really connect an associate to the difference you're making in somebody's life the and how you make that difference. Here's where it gets kind of interesting is maybe, I don't know, because there's a certain percentage level. Officers out there were what I call the rating feed quote, job right where that's that they've been in the mode, whether they're this is 30 years or they just, you know, they came out of car sales, hellos, money and more mortgages on beer, just like quote rated sees. You know, I mean, to me, there's not a lot of value there, and there's hard to find that you do associate. They're a swell, and that's why using tools like Yes, Highway, for example, that helps. Now you understand getting knowledge. I was a believer in leading with an educational yes, if no matter what, you what you do. And I think in most fields were just talking about where to go stay here. I think we can leave with education because that creates tremendous value for people, but also for you because of how you make them feel like there's two things people are seeking right context. What we understand make sense of it all and confidence so I can make a decision about what to do. You can't do that just with rates and fees per se you can, but you're gonna be put in a box of well, of your more expensive than him or her. So I'm going over here, I and when doctors that provide. Anyway, it's not much. Um, so along with an answer to get your question place of like value, it's like, you know, connecting man, how are you making a difference to people? I can't even be like, What is your on boarding process for new clients? You and I both know of long Officers swept this incredible like light glove service where it's like the Ritz Carlton, the rooms or something like that. Right, Which makes people feel really special. Maybe that's your thing. What is your gift? What do you enjoy doing and figure a way to put that into and structure that into you as a mortgage originator? Isn't the on boarding Rossa process? Isn't the education up front isn't the you know, maybe you love doing a chair in community events. Maybe. I know I talked to some ellos where their whole purpose for doing loans now is to raise money for their favorite chair here, costs or investing in real estate so they can have a secure future for their family. Like so it's not about like the transaction. It's about what is it around that really gives you the juice?

spk_0:   29:32
So when you first started showing up online and first started showing up on your podcast doing all these things, do you feel like you had your voice right away? Or how did you go about discovering it?

spk_1:   29:49
Great question, my way, because it is. That's why people I think are just are fearful. Yeah, I don't want to say well, and by the way, when this whole Kobe 19 thing happened and I was trying to evaluate a process, that's all and figure out well because I'm the guy who shows up that provides content to a loan, officers that they could teach the Realtors. I'm like, What the hell I could say. That's I mean, who the hell I on Then it took some time to process and realize, OK, here's the one thing. That way we can help agents understand how to show up in pivot so back your question about voice. I think, um, the only way to find your ones is the practice. You know, like a singer. Singers gotta go practice to get their pipes to find their tune tone. What that'll sweet spot is for them on being willing to be vulnerable. Like I said earlier, it's funny, like I'm doing pockets right out of the back. Might I was on YouTube. Not in 2012. I was because I was used to presenting a video. I made the on video, so I think I was a little bit early for that. But I found my voice by just trying to put things out. Teoh. She would residents.

spk_0:   31:04
And what would you say? Your passion or purposes?

spk_1:   31:09
Whoa, whoa! Passion purpose. Okay, um, that's a great question. Was not prepared for that. I think my passionate that if I tried to just on the come up with this distinctly as it relates to the context of us here our audience, my passion, what purpose would be to help originators number one embrace their uniqueness and be brave enough to bring that to the world through the media? That Menchu's

spk_0:   31:45
Yeah. Yeah, I love that I love you. Add through the mediums that they choose, because I think that it's important as much as you know, whether I'm saying it or you're saying it or anyone else out there in the marketing space that is telling you to do video at the end of the day, it's It's whatever platform or whatever channel audio video, whatever the case may be that you can really show up and feel the most comfortable in. And I also want to say one thing on here to is begin to learn what triggers you. What is this thing that triggers you that stops you from taking the action for me? When I first started, it was I would film the video and then I go back and I'd watch it repetitive. Lee and I would nit pick everything that was wrong. So then what I started doing is that just got clear on what it is that I wanted to say. I believed in the purpose of the video what I was trying to teach her, say I would just film it and I would post it. I would not go back and look at it because I knew that that would trigger me. It was the same kind of thing with my weight. I stopped weighing myself for the same exact reason. You know? So know what your triggers are? Because I think when you know that you can kind of say Okay, I know that keeps me from doing this and taken action. So I'm gonna just not do that.

spk_1:   32:59
Yeah, about that. That's good. Best practice to know, Uh, over critique, over edit. You know, what is the old saying? Good is done is better than perfect.

spk_0:   33:10
Yes, Yes, yes. Because if you try and get it perfect I mean, it's gonna take you so long to film a video. That's perfect. It might not even be possible. And then you're not going to take a much action as you should. So

spk_1:   33:24
you know the when you get better just by doing it and doing doing over or not by editing. Hello one e.

spk_0:   33:32
I II agrees. So much, much. So I want to thank you for taking time to be on the podcast. And I also I'm really excited for your book. Everybody, the links will be in the show notes, but I do have one more question for you, and that is for anyone that is listening right now that is maybe going through their own struggles, their own hardships, their own pain, their own fears of doing video, their own voice that's keeping them from taking action. What are some words of wisdom that you want to give them to ultimately help them break through

spk_1:   34:10
Number one? You're worthy Worth it deserving of it. You don't need special permission. You are entitled to all the great blessings that are available for you in this life. If you just be open to receiving them and then listening and learning along the way just be what I want.

spk_0:   34:39
I love that all important things all starts with believing it worthy of receiving it. So thank you so much for that being on the podcast and thank you everyone for tuning in