The Power of Service: Sean Daniels’ Journey to Real Estate Success

[00:00:00] Speaker A: Cut. Boom. [00:00:02] Speaker B: You're supposed to be quiet after you do that. [00:00:05] Speaker C: Oh, I am, yes. [00:00:06] Speaker B: Don't you watch movies? [00:00:07] Speaker C: No, I don't watch movies. [00:00:08] Speaker B: Welcome back to Real Estate Makes Us Drink. Brian Quinlan here from Daniels Real Estate. [00:00:13] Speaker C: Brad Nick from Nest Mortgage Group. [00:00:15] Speaker B: And if you're new here, hit that subscribe button. Drop us a like at some point during the episode, because this one's going to be fire. Today is a success happy hour episode. So a little less real estate, a little more finding out how people succeed. With today's guest. I'm gonna call him my boss, I suppose. [00:00:34] Speaker C: Real estate mogul. [00:00:36] Speaker B: Introduce yourself. [00:00:37] Speaker A: Sean Daniels. Daniels Real Estate. I'm not a boss. I'm a leader. That's good. [00:00:42] Speaker C: No, he's a boss, brother. He's killing it. Just one. [00:00:46] Speaker A: Just one driveway at a time. [00:00:47] Speaker C: You know, the only thing I couldn't find to put in the slideshow was you on the COVID of Real Producers magazine. As a real leader of real estate in the Indianapolis area. [00:01:00] Speaker A: It's amazing that Remy does that. And he. He did feel like I was kind of, you know, big enough to be on the COVID And the year before, I was rising star. You know, I found out only three people has been rising star and then on the COVID Yeah. Since he's been doing that, and that guy's done phenomenal things for our business. So, yeah, it is very humbling to write an article, and in the COVID they say I get to pick it. Right? You get to pick what you want on the COVID So I just closed on a house with Kim Cohen, and she had a horse named Pepper. [00:01:32] Speaker B: Hi, Kim. [00:01:33] Speaker A: And I said, kim, can I be on the horse Pepper for my cover shoot? She said, absolutely. And we met out there, and boom, she taught me how to ride this horse. You know, I got a cowboy hat. [00:01:43] Speaker C: Okay, wait a minute. Wait a minute. [00:01:45] Speaker A: Cowboy. [00:01:46] Speaker C: So you're telling me that's the day you learned to ride a horse? Because when I seen that, it looked like you have just rode up here from Texas or something. Man, I got the belt buckle and the boots and the hat. No, man, you city slicker. [00:01:58] Speaker A: I just look like wannabe. [00:02:01] Speaker C: That is freaking fantastic. I remember the call from Remington. We were talking, and Remy's like, you know Sean Daniels? I'm like, heck, yeah, I know Sean Daniels. He's freaking killing it. And he's like, okay, good. He's going to be on our cover. I'm like, that's awesome. [00:02:14] Speaker B: By the way, hello, Remington. We'd love to have you on the show sometime. Just Throwing that out. [00:02:19] Speaker C: We need to bring him here, too. Not remote. He needs to come drink. [00:02:22] Speaker A: Absolutely. [00:02:22] Speaker C: Yeah. He's really upped his bar, too. [00:02:24] Speaker B: Speaking of drinking. Cheers to you, gentlemen. [00:02:27] Speaker C: Cheers to you, my friend. [00:02:29] Speaker B: Thanks for being here. [00:02:29] Speaker C: So what do you got there, Brian? What's different this time? [00:02:32] Speaker B: No, it's really not different, but it's Fat Tire ale, which I have not had Fat tire before, but I know it's pretty popular. [00:02:38] Speaker C: I think that's what you called yourself after eating that chocolate lava cake in Vegas. [00:02:43] Speaker B: I did not. But that actually does kind of fit. That really does. [00:02:48] Speaker C: You're welcome. He called me a jerk. I got a serrete. [00:02:53] Speaker A: It is a little picky on his food. [00:02:54] Speaker C: Serete reposado. Yesterday I was actually in a virtual sippy with the owner, Phil. This is an amazing budget tequila. I mean, you can pick their blanco up for, like, 25 bucks. The story behind I Love the Hair. The 400 rabbits that got drunk on agave spirits. And that's why there's a rabbit on the moon. Like, there's a whole deep story. And then they hired a true tattoo artist to come up with a cool tattoo. Yeah, it would be so great. Tequila Sorette. Check it out. [00:03:26] Speaker B: Seeing that tattoo on your arm sometimes. [00:03:28] Speaker C: If anything, it's going to be the Corrado. [00:03:32] Speaker A: Will be. [00:03:33] Speaker C: We're gonna get the agave with the guitar deals. [00:03:35] Speaker A: I gotta give you to get to get that one. He said it. [00:03:39] Speaker C: Fantastic. Fantastic. Tequila. What are you drinking over there, Sean? What's in your glass? Double Oak Woodford. [00:03:46] Speaker A: Simple tonight. [00:03:47] Speaker C: Very delicious. [00:03:48] Speaker B: You're a bourbon guy. [00:03:49] Speaker A: Yeah, I like bourbon. Like bourbon a lot. And just like Brad, if it's good bourbon. And at your house, I'll open any bottle. [00:03:58] Speaker C: There you go. [00:03:59] Speaker A: They're made to be drank. [00:04:00] Speaker C: We'll give it up to Alex Smith. I think Alex brought that bottle when he was on our show. And that Alex is a guy you need to meet because he's going to show you how to show up on every single person's television that thought about listing or buying a house. [00:04:16] Speaker A: Oh, wow. [00:04:17] Speaker C: Yeah. Like it's targeted marketing. Yeah, they're listening. [00:04:20] Speaker A: That sounds like a good meeting. At that place downtown you're just talking about. [00:04:23] Speaker C: Oh, yeah. We probably got to meet at that secret place that we can't talk about. That's on his glass. [00:04:28] Speaker A: That's right. [00:04:29] Speaker B: All right, Sean. So success. Happy hour. Like I said to you pre show, we like to focus these episodes on someone who has either grown a business into something spectacular or potentially worked for a company. And work their way up through the business, not necessarily their own business, but become a good success. And you, honestly, when we started concepting this brand of our show, you were one of the first people that I thought of 100%. [00:04:57] Speaker A: Wow. [00:04:58] Speaker B: I've been wanting to have you on the show for a while, obviously for real estate purposes, but that truly isn't why you're here today. Because you in my world are very inspirational. And I know to the people on our team, you are inspirational, you're very motivational, but you did not start in real estate. You have an interesting backstory. [00:05:17] Speaker A: Yeah, you're made me cry, dude. [00:05:19] Speaker C: I'm going to put a piece of that, too, because I've been in this business for 27 years and I've worked with a lot of real estate companies and a lot of real estate agents. And, you know, I've watched a lot of agents grow within a system. Right. They've grown within, you know, whatever that franchise is. And they've built a great business. And you've come into this and built a great business. And I've been impressed every time that we've talked, every transaction that we've worked together, that you've built a company that's based on, you know, a truth, a loyalty, a true, like, honesty in the way that you do things. You're very. You're like my tequila. I like my tequila Very transparent, without any additives. And that's you. You're. You're so transparent in what you do. If you don't like it, you're not going to do it. And if you do, you're going to dive in 100% with your heart. And from what I. My experience with business people is the. The people that lead with their heart are the people that win. They're the people that get across the goal line. And you've oppressed me from absolute day one. [00:06:26] Speaker A: Thank you, Brad. And likewise to you and meeting you because I've learned a lot in this business when it comes to pairing with the right lender and the right title company and having the right agents and just generally the right people surrounding you that support you and clap for you, that it's all about people in the end. And if we treat each other fairly and put them before us, it's. We're going to prevail. Just like what Brian said. Like that. That was my goal from day one. When I decided to start a brokerage two years ago, was almost three now, was I didn't want to recruit. I wanted to track by culture. You Know, that's. Yeah. And in a short time, you know, two years, over 20 agents, we've got a pretty amazing system of just culture that thrives. And that's what I hear from other brokerages that. Managing brokers that talk to me, they admire that about our brokerage. And I don't ever want to be the big recruiting brokerage. I get that model. And to me, it's like you recruit, recruit, recruit. It's like eating, eating. And if you eat too much, that's not healthy. Right. [00:07:39] Speaker C: So true. [00:07:41] Speaker A: And where do you go from there? [00:07:43] Speaker C: So, yeah, it seems like you, from the times that you and I, the. The very first time I met you. Right. Brian invited me to come to talk at one of your sales meetings at Indy Roof. No, we were Indie Roof. [00:07:55] Speaker A: Yeah. [00:07:57] Speaker C: So I. I walked in, I didn't know anybody. What's up, Aaron? Hey, what's up, Aaron? Yeah, he was on the show, Chrissy. He's awesome. And I need to have him come out and look at my gutters. Remind me of that, would you, please? Um, so Brian invited me. I hadn't met you before. You had all these agents that I never met before. Really, In a group of people I didn't meet before. [00:08:15] Speaker A: And what did you think about the turnout? There's how many people showed up. [00:08:18] Speaker C: Yeah, you had a great. I hear from so many people had a great turnout. [00:08:22] Speaker A: I love the fact that everybody shows up. [00:08:24] Speaker C: Yeah. And then the very first thing that I gather, like. And I'm a person that, like, tries to feel the room out. Right. So I can talk about something everybody relates with. And the very first thing I felt was something that is in my core belief. My core belief is if I can help other people get what they want, I'm inevitably going to get what I want. But if I focus on what I want first, I'm screwed. [00:08:50] Speaker A: Yeah, right. [00:08:51] Speaker C: My first business was like that. I focused on what I wanted. It was very difficult to build. And then this time it's been a focus on how can I help other people reach their goals. And that's what I got from you. When I talked to you that first time. Me, you and Aaron, I think we're like in the back room. We started talking about watches and stuff. And then all of a sudden you talked about your business and you talked about how you dealt with your clients and how your focus was on servicing them to their level. And I took that as just really helping them get what they wanted. And knowing Brian from the last place we were at that he was at, and Working with Brian, knowing that his focus is on the CL as well. [00:09:35] Speaker A: Yeah. [00:09:36] Speaker C: I was just like, wow, you guys paired well, because that was the first time I met you. And he had told me about you, and then. Then I got your core and was like, man, you guys are going to kill it. Like, that's. I walked out of that meeting going, we're going to kill it, man, I hope they send me some deals. [00:09:53] Speaker A: Another thing that inspires me and my agents inspire. They inspire me is how involved their spouses are. I like your wife, Steph, how involved the spouses get with our brokerage. I love that because it's not just my agents. It's their families, too. And that's where I feel like, you know, people get lost in the shuffle when you recruit so quickly and then you're on an island. And I've. And I've gotten that a lot from agents have come over. Like, they just felt like they were on an island. [00:10:27] Speaker C: Sure. [00:10:27] Speaker A: Like, we have a big group text. Yeah, right. And not that I don't get plenty of text already. [00:10:32] Speaker C: Right. [00:10:33] Speaker B: Yeah, we do. [00:10:34] Speaker A: But, like, I love it every time I see that interaction of everybody talking like, hey, can somebody show a house here? Hey, can somebody do an open house? Somebody close for me? That's what. No, I wouldn't say no. Other brokerage has, but many very seldom brokerages have that kind of culture to where by liens, they could trust the other agents because they know each other. Now we're getting ready to start the. [00:10:56] Speaker C: Can you add me to that text message? Come on. You know. [00:11:00] Speaker A: You know, the sad thing is I did have some people on there, like title and whatnot, and I love them all, but I realize it's just like one actually said something she wasn't supposed to say on there already I hadn't talked about yet. And I realized this is better. Just keep it with the bro. [00:11:16] Speaker C: No, I'm. [00:11:17] Speaker A: I know. If you didn't ask, I wouldn't. [00:11:19] Speaker C: Yeah, I'm just giving you disappointed if. [00:11:20] Speaker A: You didn't ask, Brad. [00:11:21] Speaker C: So. So tell us. I know Brian's going to ask this question even before I do, because br. I, sometimes we think the same way. [00:11:29] Speaker A: Bam. [00:11:31] Speaker C: So tell us your. Your origin story. Where'd you come from? [00:11:34] Speaker A: Oh, wow. [00:11:35] Speaker C: Where'd you go to high school? What's the first business you got into? How the hell do you end up in real estate? [00:11:40] Speaker A: Ah, I came from my mom, Mary Daniels, but. No, really, I grew up on the east side of Annapolis. [00:11:46] Speaker C: Mount Vernon, baby. [00:11:48] Speaker A: I graduated from Mount Vernon, class of 98. [00:11:50] Speaker B: That's where he was going with that. [00:11:51] Speaker C: My kids all went to Mount Vernon. Come on. [00:11:54] Speaker A: I was coachable, played football, whatnot. [00:11:56] Speaker C: But Peacock. [00:11:58] Speaker A: Yeah, Peacock. Doug, Doug, if you're out there and you know. [00:12:03] Speaker B: Wait, wait, wait. What position were you in football? [00:12:05] Speaker A: Right guard, 190. I was passing me. [00:12:08] Speaker C: Hey, here's the thing to keep in mind, Brian. He wasn't the left guard. [00:12:14] Speaker A: True story. But at an early age, I always hustled. You know, I washed dishes there, which is Cero's now. It was something different before in Cumberland there. [00:12:25] Speaker C: The Cero's restaurant. [00:12:26] Speaker A: Yeah. [00:12:26] Speaker C: That's awesome. [00:12:27] Speaker A: A great place to eat. By the way, say hi to Chrissy and phenomenal breakfast. Yeah. [00:12:31] Speaker C: Holy cow. [00:12:32] Speaker A: Yeah, we should go there with one. [00:12:33] Speaker B: Time, tag so many people. [00:12:35] Speaker A: Seriously, you know, but from that to pushing grocery carts at Myers. You know how Myers opened up there? They weren't even open yet. They're doing hiring. We're pulling weeds before they open. Then I worked at Discount Tire. One of my all time mentors ever, Kenny Boyce. And he just retired. Kenny, Kenny, Kenny. I always appreciate you. Like, we don't talk every day. I hit him up every now and then just to thank him for what he instilled in me at a young age. And then I went to the dealership world where I was a service consultant. I was going to night school for Kelly school of business at that point. And I went from making about 20 some grand living at home, my parents being 18, to making about 55 grand. Right. @ a very young age. Built my house at 23. Wow. And I didn't finish college. I wish I did finish college. [00:13:19] Speaker C: Why? [00:13:20] Speaker A: But it's one of those things I mentally, I think society's made me always feel like I'm lesser. [00:13:25] Speaker C: Yeah. [00:13:25] Speaker A: Because I didn't. And I was in a job for over 20 years and it was a job, not a career. I did enjoy the people I worked with. I enjoyed the people I got to help out with with their vehicles, but I just didn't love it. And I feel like after reading many books and growing my emotional intelligence, at some point in that job, towards the end, I became that kind of disgruntled employee to where, like, I still got along with everybody, was just so miserable and every little thing would upset me. And it wasn't the company, it wasn't the people I worked with, it was me. I outgrew it. So by outgrowing that. [00:14:00] Speaker C: Wow. [00:14:00] Speaker A: You know, I had to decide, like, I gotta get out of this job. Like, this is not. I Need to do something different. [00:14:05] Speaker C: My life, that's a massive nugget that I don't. No one's gonna catch if we don't point it out. But emotional intelligence, like it's not about anything other than figuring out where you are in life. And that's one. That's a theme from Chris, who we've had on from. From Doc, Julie, from anybody that's been here and talked about withered. From Dave Gooden. You probably know Dave Gooden. Yeah, but the emotional intelligence, figuring out, it's not about how old you are. [00:14:36] Speaker A: No. [00:14:36] Speaker C: It's about figuring out where you are in life and going, you can pivot. I gotta make a change. [00:14:42] Speaker A: Yes. [00:14:43] Speaker C: It's time for me to do something. [00:14:44] Speaker A: Thank. Thank God that my wife became a nurse and had that stable income. Sure. Hardest thing I ever seen by go through. Amazing woman. [00:14:52] Speaker B: Hi, Starry. [00:14:53] Speaker A: Hey, Starry. [00:14:54] Speaker C: Sorry. And that great singer, by the way. [00:14:57] Speaker A: Amazing singer. So, so, so fast forward. I got my license right after 10 attempts. You know, I took a whole year. [00:15:04] Speaker C: Yeah, that's fantastic. [00:15:06] Speaker A: I took. I'm not, not embarrassed. [00:15:09] Speaker C: No reason to be. That's amazing. [00:15:11] Speaker A: But the, but the 90 hour course, I procrastinated for a year, so I remembered nothing at the point test time. [00:15:17] Speaker C: That's not helpful. [00:15:18] Speaker A: So here I am cramming and on the 6th, I passed the state on the second time. And then obviously the one, you know, the one that's the national that everybody takes forever to pass. Took me what, the sixth time I cried in my car. And then I did. Seriously, I was so mad. [00:15:33] Speaker C: What kind of car was that? [00:15:35] Speaker A: Toyota Camry. [00:15:37] Speaker C: A Camry. [00:15:38] Speaker B: Everybody cries in a Camry for one reason or another. [00:15:43] Speaker A: No, but, but I had a great sphere of people that just said, hey, you got the right test yet? You haven't got the right test yet. [00:15:50] Speaker C: So true. [00:15:51] Speaker B: And the test is different each time. [00:15:53] Speaker A: It's different each time. But it got to a point. I've taken them all. [00:15:56] Speaker C: Yeah. At 10 you're like, yeah, okay. Oh, I took this one two days ago. Well, it was hard to get on. [00:16:04] Speaker A: Like it take like another week or two to get on. The fifth time I go out my car and I register and I got on the next day. And then the sixth time, that's why I was like, I failed again. Two days. [00:16:13] Speaker C: Those tests are expensive too, aren't they? [00:16:15] Speaker A: Oh yeah. I spent a lot of money. [00:16:17] Speaker B: I will say the bullshittery of that is you pay for the national and the state test as one combined cost. [00:16:25] Speaker C: Right. [00:16:25] Speaker B: When you're only Taking one test, there ain't no discount. [00:16:28] Speaker A: Well, it was for me when I. When I passed the state. Like, it was just the cost of the national. [00:16:33] Speaker B: No. [00:16:34] Speaker A: Which was great. So the four hours. And there are two hours. But. But also, growing up, I'm not a. I've never been a big test guy. [00:16:40] Speaker C: You know, Me either. [00:16:41] Speaker A: I've never been diagnosed add, but I. [00:16:44] Speaker C: I guarantee I got it. [00:16:45] Speaker A: I guarantee I got it. I do feel like that has helped me in this industry of being able to juggle. [00:16:53] Speaker C: So. So if I showed you a D or a B when it was in not capital, could you tell me which was which? [00:16:59] Speaker A: It always. It's. It's tough. No, it's tough. Yeah. [00:17:01] Speaker C: My name is Brad. [00:17:02] Speaker A: Yeah. [00:17:03] Speaker C: You know how many times I spelled that wrong? I've been drab like a whole bunch of times. [00:17:09] Speaker A: But you know what? That's okay. That's who we are. [00:17:13] Speaker C: Absolutely. [00:17:13] Speaker A: That's who we are. That's who's helped made me and passed that test. I got a job working for IEC and air compressor company where I didn't have set hours. I made my own hours. Did very well at that company. I told my wife. Still, I hustle in real estate. Worked full time while I was still doing real estate for the first three and a half, four years. [00:17:34] Speaker C: Who'd you start your real estate company with? Where'd you go? Who'd you plant your. [00:17:37] Speaker A: Leslie Lebecki Pursuit Realty. Amazing person, super intelligent woman. Been in the business 30 years and started. [00:17:47] Speaker C: You planted your flag there and that's where you got started. [00:17:49] Speaker A: And then I went to Fathom. About how long were you with Leslie? About two years. Okay. About two years. I went to Fathom after that just because, you know, Leslie, she was amazing and very smart, but she didn't have a whole lot of the technology that I was after. Right. Like, that's what really ramped my business up, was getting ahead of the game. So then I went to Fathom and they had a very low cut. You know, I saved about nine grand. I did the math that last the year before, I would say about nine grand. So I went there, but it was a cloud based company kind of similar to us. But like, you felt like you're an island there. Like here we're not on an island. Even though I don't have an office. [00:18:23] Speaker C: Sure. [00:18:24] Speaker A: But then I would get people together like, hey, let's learn this KV core thing. Thing. Let's learn these, like, how to use this CRM that we're paying for. That's worth like, 20 grand a year, that we're only paying, like 500 bucks a year because we're at this company. And then from there, I realized how many people gravitated towards me because I was like their lead person for, I think, three years or two years. Then finally, like, me and that managing broker just said, hey, it's probably best that I just start my own thing. I left. I didn't take anybody with me. I had seven people that wanted to come with me. [00:18:56] Speaker C: That's. That's key right there. [00:18:57] Speaker A: They reached out to me and I said, no. I sound like Trump right now. I said, no, I'm not gonna. I'm not gonna do it. I said, one. I gotta figure out how. [00:19:06] Speaker B: By the way, that was a little more Bill Clinton. [00:19:08] Speaker A: Is that Bill Clinton? [00:19:10] Speaker B: Okay, no, wait, back up a little bit. So how old were you when you decided the car business was not it and real estate was where you were headed? [00:19:19] Speaker A: 39. 39 is when I got my license. [00:19:22] Speaker C: How old are you now? [00:19:23] Speaker A: 45. [00:19:24] Speaker C: 45. [00:19:25] Speaker B: And so in six years, you are currently ranked where, in the state of India? Number 40th out of how many? [00:19:34] Speaker A: 9,000. [00:19:35] Speaker C: 14,000. [00:19:36] Speaker A: 14,000 that are licensed. 14,000 license, but yeah, it's 40. 40 was what Remy's magazine showed here. My wife ice hunting and she's adventure. She said, Look, 40's like. Like, I've been like 50s for a while. [00:19:49] Speaker C: I just. The newest one sitting somewhere. [00:19:53] Speaker A: Yeah, that one says 40. [00:19:54] Speaker C: It's over there. [00:19:54] Speaker A: Yeah. [00:19:55] Speaker B: So 40 out of 14, 000. [00:19:57] Speaker A: Yeah. [00:19:58] Speaker B: And that's you individually? [00:19:59] Speaker A: That's me. Like. Like, I don't take credit for my agent's numbers. Those are my personal deals. I don't make them put my numbers on theirs. [00:20:08] Speaker C: Thank you. [00:20:08] Speaker A: So that's really against, like, some builder reps. That's against people out there who have a team. And that team is a collective for one. [00:20:17] Speaker B: Yep. [00:20:18] Speaker A: So I'd say I'm in the top 20. If you take all those people out, you know what, discredit other people out there. [00:20:24] Speaker C: There's some great teams, right? [00:20:26] Speaker A: Yeah. I won't knock it at all. I mean, there's great teams that are building people. [00:20:30] Speaker C: I know an agent right now whose average is more than a million and a half per sale. [00:20:34] Speaker A: Oh, wow, wow, wow. [00:20:36] Speaker C: In house. No, no, no. He said he's number. He's number one. He's over 80 million so far this year with, like 70 transactions on his own. Yes, well, he's got a very small team. [00:20:49] Speaker A: That's okay. That's that's impressive. [00:20:51] Speaker C: He's killing it. [00:20:52] Speaker A: That's impressive. That's impressive. [00:20:53] Speaker C: He's been number one last couple years. [00:20:55] Speaker A: So. So our coaching session. [00:20:58] Speaker C: You know them. You were in the. You came. I sat near you when they talked at one of Remy's shows with Alan Williams and Mike Deck, and they talked about where their business was, and you were at that same. [00:21:13] Speaker A: Was I on the panel? [00:21:15] Speaker C: I. I believe you were one of the talkers on that. Oh, if you were on the panel. [00:21:19] Speaker A: I was on one of his panels here recently. [00:21:21] Speaker C: One of those. [00:21:21] Speaker A: I sat in for my other agents that couldn't make it. I told Remy. I told Remy. He called me, goes, can you. Can you take her place? I go. I say, like, he didn't care. I cussed Remy. [00:21:33] Speaker C: No. [00:21:34] Speaker A: He goes, that's okay. We need. [00:21:35] Speaker B: He wins the bar. [00:21:36] Speaker A: You know what he said, though? He said, that's okay. He goes, we need real people. [00:21:39] Speaker C: You actually. The. The session before that one, I was at one before Brian, So you weren't at that one. Brian was at the one with this group two. And you know what? [00:21:50] Speaker A: There's some impressive. [00:21:51] Speaker C: There's some impressive people, and. And you and I have talked about one of them. My friend Biff Ward. [00:21:55] Speaker A: Oh, Biff. Biff. Doesn't know me for nothing, but Biff. I remember when I was on the Selling. Selling Indianapolis, like, yeah, they brought 40 people in and then picked 10 of us. I remember sitting down, and it was like, they took 10 and 10 and 10. They interviewed all of us, and, like, they gave their spiel. And I'm sitting there, I'm looking over, and I'm like. And I'm a Southside guy, right? Most south side people don't really know Biff. I look over there, like, that's Biff Ward, right? And I've seen other big names in the industry. Like, I'm like, four years in now. [00:22:25] Speaker C: I think you've seen Dick Rich Wine. [00:22:27] Speaker A: Yeah. Dick's amazing. And I see these big names, like, wow. This is because we always get, like, people wanting to just get our money, right, to be on the COVID or something, to make it look like we're big. Like, this is real. Like, they're really picking good people, right, that are putting in the work, and they're not just paying to be top agent, right? Like. Like, Remy's magazine is real stuff. Like, he doesn't just put anybody on the COVID He's putting hustlers out there, rising stars out there, and we don't pay for it. So if you can't tell I get passionate about this. Oh, yeah. Well, if you bring up Biff, a legend in my mind I bring that up because still she's still grinding. [00:23:02] Speaker C: Oh, she's 80 years old and killing it. [00:23:04] Speaker A: Yeah. [00:23:04] Speaker C: Dick is 70 years old and killing it. [00:23:05] Speaker A: Oh, yeah. [00:23:06] Speaker C: Those are awesome. Those are personal friends of mine, people I've done business with over 20 years. And here's why I bring them up. Because I think 20 years from now, even though you're not going to have the same gravelly marred shot Biff voice that, hey, honey, I don't think you're going to have that voice. [00:23:24] Speaker A: I think she talks like I do too. [00:23:25] Speaker C: I hear she does. Yeah. [00:23:27] Speaker A: I'd love to meet her one day. [00:23:29] Speaker C: Different voice. I love going into closings because Biff and I have known each other for years. I'll walk into closing, she'll be like, hey, Bradley, how are you? You got her done on time. You know, that's it. And she's so sweet and I've known her for a long time. But you had just stories. [00:23:44] Speaker A: She has. [00:23:45] Speaker C: Oh, I've heard many of them. Keep in mind, I've been in the business 27 years, right. So I've been around some really high end. So I bring them those two people up. Dick Richwine, who's been a dear friend, who's probably the most humble number that name, honest Christian person. [00:24:04] Speaker A: Humble comes to my mind. [00:24:05] Speaker C: Oh, he, he's one of the sweetest people that I know. And a Biff is similar. But. But I, I look at people, I'm going to be gone, right? You're 40, I'm older than you and there's going to be loan officers that go, dude, you remember that Sean Daniels guy who'd like come in and like just be real, straight up and honest. And there's going to be young loan officers like, oh, dude, that dude is awesome. Like I did loans with him for a long time. I truly see you in that same level, that same high class of those people. If you keep doing what you're doing and keep that same mentality how you. [00:24:39] Speaker A: Build, you come to you, Brad. That means a lot because you've been grinding it for your whole life doing this. And for me, being a six year, you know, young dude in this business, like, wow. Don't volumes. [00:24:52] Speaker C: Don't lose that. [00:24:53] Speaker A: No. [00:24:53] Speaker C: Don't lose the fact that you're doing it for other people. [00:24:56] Speaker A: Yes. [00:24:56] Speaker C: And then you'll be people that people talk about that. That's the key is that I had a young realtor asked Me, not too long ago. He's like, well, what do you feel about what's the most successful agents that you know? And the thing that didn't like rips to the core is that they do it for other people. [00:25:15] Speaker A: You have to. And it's not us. Like, Brad, I'll walk into a house and if I think it's a piece of, I'll say, hey, tell them how to fix it. This house is a piece of. You're not going to buy it, man. That's saying that kind of words. Pin on the client. [00:25:28] Speaker B: Yeah, exactly. [00:25:29] Speaker A: But I go, but we're still going to walk through it. I'm going to show you why. I'm going to educate you on this. Right. Because why would I want them to go under contract on something that they don't want? They barely got any money to buy. [00:25:40] Speaker C: Right. [00:25:41] Speaker A: And now they're going to waste their money on inspection. And it's got like there was a 2000. I just painted a house here recently. And we looked at three houses that day. And the second house I couldn't even get into because the lockbox didn't work. The agent wasn't answering the phone. Right. We're not all created equal. Telling you guys I couldn't get in the house. But not probably good thing too, because I start pointing. I just met these people and I'm pointing everything out. I'm like, look, it's got rotted wood. I go, this is 2005 House. I go, look at those shingles over there. Those are 3D shingles. Probably not saying it right, Aaron, but you're a nerd. [00:26:11] Speaker C: Heck with Christy. [00:26:12] Speaker A: And I go. And I go, these are like original shingles. [00:26:15] Speaker C: Right. [00:26:16] Speaker A: Look. I go, see? I go, this needs a roof. There's no way that 2005 builder grade shingles are still good. Sure. Furthermore, there's a bird in there, you know, in like the vent. [00:26:25] Speaker C: Right. [00:26:26] Speaker A: And the AC was originally. And I couldn't get in the house. I go, let's go look at the next one. And we ended up putting a bid on the first one and we won it. But it's educating the client. The first one was like, hands down, like spot on perfect. And you also have to be confident in telling a client, like, look, all the signs of this one is showing. It's going to be pretty decent inspection. You know, it's got a new roof. The driveway, they poured a whole new driveway at some point. The house is like picture perfect when you walk into. If you're looking at a magazine and Then you go to one and you. But you use the one to educate them. If it is bad, don't just, don't just leave. Or if they want to leave, they're out. Like, let's walk through it. You've never seen a house. [00:27:06] Speaker C: It's not about the sale. [00:27:07] Speaker A: No. [00:27:07] Speaker C: It's about finding the right. [00:27:08] Speaker A: It's not about the sale. It's. It's not about. Yeah, it's all about the people. And if you put the people first, just like the young Hispanic guy helped out and his mom was with me and we ran into the first house. That was crap. Long story short, he found in the right house. And I did do that spill with him. I showed him why she was there. Then she didn't come on any other showings. And she was from his Mexico. And we, and I go, and I go, just invite me to your housewarming party. You know, got him a gift. He invited me there. That's why I got the Centron. [00:27:34] Speaker C: No nice horrible tequila. [00:27:36] Speaker A: And I'm sitting there, his mom, his mom comes up to me and says, says, I appreciate you being honest. Because when we came here and looked for a house new to the country, wasn't. The realtor said every house was perfect. And we knew like, we knew like they weren't like when we were looking at them. And not all realtors are created equal. Right. And, and that could be just from somebody just not being. We're not inspect home inspectors either. No. [00:27:59] Speaker C: They may have been new too. [00:28:00] Speaker A: They might have been new. So I'll give it the benefit of the doubt, but we got to put the. The moral story, I'm long winded, is we got to put the person first. We got to put. And if you do, guess what? When they go to sell that house, they're going to use you when they need to refer somebody, they're going to use you when they have a kid. And if you're still around, they're going to use you. [00:28:21] Speaker C: That's what's amazing to me after 27 years, like I have three deals in my pipeline right now that I closed the loan for their parents. [00:28:30] Speaker B: That's cool. [00:28:30] Speaker A: That's legendary. [00:28:31] Speaker C: They're like, oh, that's a legacy. You did a loan for my dad, you did a loan for my mom. You're my family's mortgage people. And that's where your business comes from. That's where that growth comes from. And that's where treating people first, giving yourself to other people, that's where that comes back. [00:28:48] Speaker A: I have agents that Call me from other brokerages. Like not because they want to come work at my brokerage, but even before I start my brokerage, they would call me, just ask me questions. How you doing, what you're doing, what software are you using? Hey, I ran into this issue. It might be agents from Fathom I used to work with. Hey, can you help me? Can you give me this advice? And eventually as I grew with my own agents, I had to unfortunately start like saying no. And the funny thing is with some of those agents that I helped out for a lot. I helped them out a bunch. You met in person after I said no, like that was it. They, they just. [00:29:23] Speaker C: Yeah, I would think that I don't experience on the agent side. Like, yeah, Brian was. Brian's been hanging out with me. It's probably 8:00 at night. Brian's been here since 3:00 in the afternoon. [00:29:34] Speaker A: It's definitely passed. [00:29:35] Speaker C: Seen a text message that said, I need to just ask you some advice. Can I call you? Right. Call the person. And they just had questions about what to do. They needed an equity loan. They've been laid off. They kind of got in some financial trouble and I can't help them. But I gave them direction to be able to do that. And knowing that all those things circle back. All those things come around. Be useful. [00:29:59] Speaker A: Be used. [00:29:59] Speaker C: Be useful. That is a great freaking book. If you haven't listened to that book. Be used. [00:30:05] Speaker B: Yeah, Brian, I have not. [00:30:07] Speaker C: Oh my gosh. [00:30:08] Speaker B: That added to my. [00:30:09] Speaker A: Listened to it. [00:30:10] Speaker C: I did too. I. I ran a bunch. I ran to listen to it. [00:30:14] Speaker A: Like it's a great book. It gets a little redundant on some of the stuff he quotes over time. [00:30:18] Speaker C: But still. [00:30:19] Speaker A: But his core. Yeah, he started be freaking useful. Like not my job. If you say not my job, say. [00:30:29] Speaker C: Not my job in the head. [00:30:30] Speaker A: Like you're not in my circle. [00:30:31] Speaker C: No, you're done. [00:30:32] Speaker A: You're not my circle. [00:30:34] Speaker C: Yeah, just be useful. That that is. I'm so glad you said that because that Remington actually referred that book to me. [00:30:40] Speaker A: Oh really? [00:30:41] Speaker C: And then I, I listened to that and I, I didn't like two days because I ran big runs. So. And I speed it up a little bit, you know. So. You sure? [00:30:50] Speaker A: Yeah. [00:30:51] Speaker C: Doesn't take as long to listen to. But that, that book, I came home going that. That's been the core of like my business belief. Like just be helpful. Be useful. Be a person. [00:31:02] Speaker A: And the business comes. [00:31:03] Speaker C: Oh, it so does. [00:31:04] Speaker A: When you do that. The business comes. And it's, it's, it's putting your. It's putting others first and helping them out. But you also can't be used. You know what I mean? Like not to put a negative on it. Like you'd be useful to a point. But you also can't want things more than other people want them. [00:31:20] Speaker C: That's a fine line though, of just deciding where you're being used. Like, seriously, as a loan officer, I get a lot of realtor calls. I bet we're asking questions and I'm. [00:31:32] Speaker A: Like, I learned a lot my first lo. More than I did from any of my two. But there's times where I'm like two managers. [00:31:38] Speaker C: You've asked me like a million questions and never sent me a borrower. [00:31:42] Speaker A: Yeah. [00:31:43] Speaker C: But you know, that creeps in my head. I swatted out of there. [00:31:48] Speaker A: Yeah, it's tough. It's tough. [00:31:50] Speaker C: Like playing badminton. Is that a game? [00:31:52] Speaker A: The toughest part is the tough part of me is like I got 25, 20 some agents. Right? [00:31:56] Speaker C: Yeah. [00:31:57] Speaker A: It's like I feel like if I'm spending time with other agents at this point in my career and I feel like I'm, I could be spending time with them that really need my time. [00:32:08] Speaker C: That's a hard, that's a hard line to draw because that you don't have. [00:32:11] Speaker A: You used to have. [00:32:12] Speaker C: I did. I had 100 loan offices. You had a bunch of build alone. [00:32:15] Speaker A: At that point, you probably didn't have a lot of time. [00:32:17] Speaker C: I didn't close loans to help other. Yeah. Or like I wasn't alone. [00:32:22] Speaker A: Focus on your business. [00:32:23] Speaker C: I was a babysitter of grown ass people. Hey, she said I'm, I'm fat. I'm like, well, Bill, you broke a freaking chair. Like I became this adult babysitter and this time, this business, this go around, I want to be there for my agents. I want to help my, my people buy homes. And I'm not, I'm not about building a business. [00:32:45] Speaker A: That's my loan office. I, I had a, I won't say out of respect, I won't say which brokerage, but I had a big box company brokerage call me recently and super highly respect this lady and trying to, trying to get me to come. [00:33:01] Speaker C: Sure. [00:33:02] Speaker A: Right. But asking me like all these questions of like, hey, how you doing with your business? Where are you going with your business? What's some things you don't like about your business? Like, and in a lot of things that we were talking about, she related to just like that. [00:33:15] Speaker C: Sure. [00:33:15] Speaker A: You know what I mean? Like you got this great CRM it's very expensive, but people don't use it right. And the people who do use it see the success from it. It's a fine line to figure out and not let that get in your head. But my favorite part of the business is still the people. It's still my agents. It's still my clients, my los that I'm partnered with, my title company. [00:33:37] Speaker C: I wish there wasn't a plural over that. [00:33:43] Speaker A: Respectfully. Damn. [00:33:48] Speaker C: Just giving you our time. Wait, wait. Wait till the days of. I want to buy your brokerage. Oh, I've already got this. [00:33:58] Speaker A: I already got that. [00:33:59] Speaker C: And th. Those over the next five years are going to come times ten. [00:34:02] Speaker A: The first year. Yeah, the first year. And I'm like, I'm not selling out. And then, like, this year, I've had. I don't like how I name them off. I've had five call me and I'm like, I can't do that to my people. [00:34:15] Speaker C: The bigger you get, the more enticing it's going to become. [00:34:19] Speaker A: I'm not doing it. That's why I implement people. Brian and I are talking about coaching. I think Brian's an amazing person. I think he's a natural teacher because he's. [00:34:30] Speaker C: Oh, wait, that's a. [00:34:31] Speaker B: That's a shot. [00:34:32] Speaker C: You gotta dig a drink. [00:34:35] Speaker A: Oh, I need a refill. [00:34:37] Speaker B: Do we need to pause? [00:34:38] Speaker C: Yeah. [00:34:38] Speaker B: All right. Well, first of all, if you haven't noticed, I could have been sitting in my house for this particular interview, because these two motherfuckers. [00:34:46] Speaker C: I'm sorry, bro. [00:34:46] Speaker B: I love to talk somebody, and I love it. [00:34:49] Speaker A: So I took a bottle away. [00:34:50] Speaker B: But number two, if you're still sitting there, hit that, like, button because there's a lot to like about this particular episode. And thanks for being here. We're going to pause. [00:34:59] Speaker C: We set up shots and don't just like it. If you're thinking about buying a house or selling a house, right. You need to call Brian, because now's the time. Talk to him. No, no, no, no. [00:35:09] Speaker A: Call Brian. [00:35:10] Speaker C: You're not sitting. So if you're thinking about buying or selling, putting your house on the market, what it's going to take to buy house, Brian's the guy to talk to. If you got a refinance, you're thinking about where rates are, you need some cash out, don't hesitate to call me. It's low pressure. We'll answer all of your questions. But remember, we got to be in this program where Brian and I are aba. Always be asking for the business. We suck at that on this show we do. So the last two, we've been really focused on it. So remember, if you're thinking about doing anything real estate wise, pick up the phone, call us before you do it so we can make sure that you don't go do something stupid. [00:35:49] Speaker B: Oh, well, on that note, we're pausing for shots. [00:35:53] Speaker A: And we're back. [00:35:54] Speaker B: And you have a new bourbon that was just today introduced to you. We got. [00:35:58] Speaker C: I think it's actually a whiskey. [00:35:59] Speaker B: Whiskey. Thank you. [00:36:00] Speaker C: Yeah. [00:36:00] Speaker B: Okay. It is Wolfhead Distillery Whiskey. We've had this on the show before. [00:36:04] Speaker C: But brought to you, brought to us by my buddy, it actually tastes. Chris Weatherford. [00:36:09] Speaker B: Right, Chris. [00:36:10] Speaker C: Chris brings amazing, amazing single batch premium whiskeys. Yeah. Key, by the way, Canadian product, By. [00:36:18] Speaker B: The way, this is for Chris specifically. Have you tried Fortune's Full Overture yet? Leave us a comment and let us know if you've gotten yourself a bottle of that yet. [00:36:26] Speaker C: If he hasn't, he can come here and try it. [00:36:27] Speaker B: Yeah, absolutely. For, you know, Casino Night. So. So, Sean, I'm going to get back to business here. So one of the things that I feel is unique about you and how you've built your business. And we know that I worked for Keller Williams for three years before coming over to your brokerage. And they're pretty old school there. You know, making phone calls, contacting people, door knocking, all that kind of, you. [00:36:53] Speaker A: Know, they build a great model. [00:36:55] Speaker B: They absolutely have that to me. [00:36:57] Speaker C: I like that he calls that old school. I call that a real estate. But. [00:37:01] Speaker B: And a lot of people are very successful with that. [00:37:03] Speaker C: Yeah. [00:37:03] Speaker B: God bless them. [00:37:04] Speaker A: It's all consistency no matter what we do. [00:37:06] Speaker B: Absolutely. But your business has not been built on that. [00:37:11] Speaker A: Zero. [00:37:12] Speaker B: Yeah. Like I know for a fact you're not a calling kind of guy. You're. You might text people, I would imagine. But you know, your business really has grown very organically. What would you attribute that to? [00:37:24] Speaker A: Social media is huge. I also came from 20 years where I serviced your car. Right. So 20 years of, you know, every, what, three times a year you're taking your car in for an oil change or whatnot or whatever repairs. [00:37:36] Speaker B: I'm supposed to take that in three times. [00:37:38] Speaker C: Holy crap. Holy. I haven't had mine in this. I've only drove 8,000 miles this year. [00:37:42] Speaker A: And you're not busy enough. [00:37:44] Speaker C: I sit at my desk if you're not busy enough. [00:37:47] Speaker A: But. But I gave those people my cell number. Right. And when it comes to social media, Right. I was anti Facebook in 09 whenever it came out. Like you were yeah, yeah, yeah. [00:37:58] Speaker C: I feel like a social media guy. [00:38:00] Speaker A: I didn't want to do social media. And finally I got on there and I did. [00:38:04] Speaker B: Were you worried about your looks and how you look? [00:38:06] Speaker A: No, no, I was worried about exes. [00:38:09] Speaker C: We'D like in Texas. [00:38:10] Speaker A: Yeah, yeah, yeah. So, so I fast forward. I get on there. I'm still working at the dealership. I started a lawn mowing business on the side. I bought a lawn aerator, like 1680 bucks. And I was like, all right, I need to do like this many yards for this much money. And I start put like doing things on social media. And I put flyers in a lounge. And I never forget my boss. He walks by, he goes, oh, that, that's such a waste of time. I paid for the aerator the first April. [00:38:35] Speaker C: Heck yeah. [00:38:36] Speaker A: The first April from social media. Fast forward now, you know, 5,000 people, over 7,500 followers. Like Gary Vee says, social media is where it's at. Like, if you're going to advertise, you're going to pay money, put it 10 bucks, boost your post. Yeah, it's going to. And it will get the people that you like and people that are similar to those people. And I can't count how many times now where it's organic, but not organic to where I show up. And I don't know who referred me. And I always ask, how did. How'd you find me? And. And now I'm starting to hear more of. You're all over my social media. [00:39:12] Speaker C: So. So, so I've never done any boosting. Right. I'm. I'm a. I didn't do it till this year. I'm a social media nerd. Brian helped me with that. Brian pushed me off the ledge to go do the whole Tequila. The Tequila site. [00:39:26] Speaker A: You love it, though. [00:39:27] Speaker C: Oh, I have so much fun. [00:39:28] Speaker A: Comes natural. [00:39:29] Speaker C: Yeah. And I, I already did, you know the mortgage site. I did. I do like talking, which. [00:39:34] Speaker A: You know what, it's an artist. [00:39:36] Speaker B: Yeah. [00:39:37] Speaker A: So it is. [00:39:38] Speaker C: But. So I've never done any. So how do you choose what you're going to boost? And then how do you. What's your philosophy behind what you put behind that? And then how much money do you put? How do you do it? What do you do? Give me some help there, because I have no idea. [00:39:54] Speaker A: No algorithm. [00:39:56] Speaker C: I love it. [00:39:57] Speaker A: That's my favorite algorithm. I. I boost what I like. [00:40:00] Speaker C: Okay. So if you like it and it trips your trigger, you're like, dude, other people are going to dig this. So I'm going to Boost. [00:40:06] Speaker A: Guess what? Other people that like the I like are going to like it. [00:40:10] Speaker C: They like it. Okay. [00:40:11] Speaker A: Because I'm attracting the people that I'm like, yeah, sure. [00:40:14] Speaker B: Rewind their algorithm. [00:40:16] Speaker A: Rewind the social media. Rewind the social media. When I got going with this early on with videos, like, making videos, I was like, man, Shannon Gillette I got introduced to when I was doing the reality show and she's in Arizona. [00:40:30] Speaker B: Like, you physically met her? [00:40:32] Speaker A: No. No. [00:40:32] Speaker C: Okay. [00:40:32] Speaker A: I wish. She's amazing. [00:40:33] Speaker B: Just someone to follow. [00:40:34] Speaker A: Dude. [00:40:34] Speaker C: She's shangelets the most and fan girls out. [00:40:37] Speaker B: No, actually, I don't. No, I don't. But I tell you, there's one video she's particularly known for that's interesting. [00:40:45] Speaker A: Oh, I didn't know that. Oh, yeah, but she used to be like a news anchor or something, so, like, she presents very well. [00:40:50] Speaker C: Okay. [00:40:51] Speaker A: Smiles, like, has a great, like, presentation when she's doing her. Her showcasing her houses. [00:40:56] Speaker B: Yeah, she does. [00:40:57] Speaker A: And then you got Shane Bergman. Oh, Shane Bergman. I introduced you to. [00:41:02] Speaker B: No, no, you did not. [00:41:03] Speaker A: I did not. [00:41:03] Speaker B: No. [00:41:04] Speaker A: Liar. [00:41:05] Speaker B: No, he's part of BAM that I'm part of. [00:41:07] Speaker A: Oh, well, how long have you been part of bam? [00:41:09] Speaker B: Over a year. [00:41:10] Speaker A: Yeah, I've known you more than a year. [00:41:12] Speaker B: Let's go on with your story. [00:41:13] Speaker C: Keep going. [00:41:14] Speaker A: I promise you, I introduced him anyway. Shane Bergman, super funny guy, right? Mills veteran. But his. His shit's off the hook. And I'm sitting there trying to figure out who am I going to be. Like, I'm trying to be her, trying to be him. And I did like, I was like, you see, you'll see your videos early on where, like, switching back. I don't know what the hell I want to be. And eventually I was like, I'm just gonna be me, right? I'm gonna be me. And if people don't like me, I don't want to work with them. [00:41:40] Speaker C: Sure, that's true. [00:41:41] Speaker A: And guess what? Like, I remember a high school friend of mine sold two of our houses, and I do a lot of my videos driving in the car. [00:41:48] Speaker C: Yes, you do. Lots of them. I'm always worried about your driving. Is he watching where he's going? [00:41:54] Speaker B: Do you watch, like, out the window on the side of his car? [00:41:57] Speaker C: Every time. I'm like, there's going to be a cop. What the hell? [00:42:01] Speaker A: Free. It's hands. [00:42:01] Speaker C: Yeah, I could drive better than that. Drunk. [00:42:04] Speaker A: Just, like, she starts doing it, I could tell she's holding the camera. [00:42:07] Speaker C: Put your phone down. [00:42:08] Speaker A: I call her. It's like, don't do that again, I will buy you a mount for your windshield. [00:42:13] Speaker C: I would always park when I did it in car one. I would always be parked. And that's when I was fat. And I would sit and talk when I was fat. [00:42:20] Speaker A: You do look good. Back when you drove. [00:42:22] Speaker C: Back when I drove. [00:42:23] Speaker A: You're way more doable. [00:42:24] Speaker C: I don't drive anymore, but my wife. [00:42:27] Speaker A: Told me, like, you're way more natural in your vehicle when you're driving. [00:42:31] Speaker C: And that's good to know, though. [00:42:33] Speaker A: But, but, but that's. I just figured out who I'm just gonna be me. And that's what I did. [00:42:38] Speaker B: Okay. So I belong to social media coaching, and I follow a lot of very successful social media people. You are different than anything these people say. And I. It fucking drives me nuts. It's all about, okay, what do they tell you where you are? What they say is you are authentic. Like, it's you. And you know. And I know you on the side like that. [00:43:04] Speaker C: Yes. That's going to be the biggest driver. [00:43:06] Speaker B: And I feel. I feel like I am when I do my videos. I am me. [00:43:10] Speaker A: You are very much. [00:43:11] Speaker B: I'm not. Yeah, I'm not. [00:43:13] Speaker A: I told you from the time I met you, your videos are amazing. Just like Megan's. [00:43:17] Speaker B: Yeah. [00:43:17] Speaker A: Yeah, Megan. Have you seen Megan Belcher's video? Her screen video? [00:43:22] Speaker B: That was really funny. [00:43:23] Speaker A: I don't know what dude for the day you're gonna watch. She is amazing. So he's very good. [00:43:30] Speaker B: So authenticity you have got for sure. But one of the things that many of these people will say is talk about, you know, getting into a rhythm and, you know, having maybe kind of a game plan of making sure you post so many times a day or so many times a week or whatever. You just post whenever. But it's. But it's consistent. And that's the thing where you do fall back into line. You are absolutely consistent. [00:43:53] Speaker A: I get inspired. [00:43:55] Speaker B: Yeah. [00:43:55] Speaker C: I hate, I hate the Gosh. I got. I don't want a video out on Thursday and Saturday and Tuesday, but I do. [00:44:01] Speaker A: But I hate it if you, but if you do it when you're inspired, like, just like reading the book, Arnold's book, you know, I would talk about that after. If I. If I read something I liked in it or listen to something because I don't read. I'm not a reader. Sure, that's okay. [00:44:17] Speaker C: I'm the same boat. [00:44:17] Speaker A: I listen when I listen, like I, I retain it more. But in sharing, like, it's. Oh, man. You talk about being relatable. I. I did one on Tick Tock about knowing your worth. And these are not planned out. No, they're just from like, either I read something or I experienced something, and I feel like it's a good share. And my friend Kyler, he got fired from his job. I had no idea he got fired from his job. And I'm actually at his job getting my oil change. He was like one of the managers up front to sell at the dealership. And the dude calls me while I'm sitting there in the lounge. He goes, I watched your video. And I put this video up probably a month or so ago. I watched it like three times. He goes, I don't know if you know this, but I gotta let go. I was really down on my luck. I've been like two over two weeks. I watched her. And this guy doesn't like anything. He doesn't comment on nothing. Just one of those guys. [00:45:07] Speaker C: Just random watchers, just watches. [00:45:09] Speaker A: You'd be surprised who watches your stuff. [00:45:10] Speaker C: A whole bunch of people watchers. [00:45:12] Speaker A: And he said, sean, you know, it really spoke to me. I picked up the phone, I called somebody new in the business. I got a job. I got a job that was better than the job I had was moving in the direction I wanted to move in. And I want to thank you for it. I literally weeps like, oh, dude, I walked out of that lounge. [00:45:29] Speaker C: I mean, that's the stuff. That's what you're doing, what you do. [00:45:32] Speaker A: You don't know, but. But I didn't know who has no impact. I did it because I felt inspired to do it. I didn't do it because I feel like somebody's will call me three months later. But how many people are we inspiring on top of that? Whether it be a realtor that watches something I say or do and it just clicks finally, right? It's like they're managing broker. Just like our parents can, like, say, you need to do this. You just this. And it just takes that one person that says the same thing in a. [00:45:57] Speaker B: Different way, and it's a different voice. [00:45:59] Speaker A: And it relates to them, and then it changes their life. And then they might say, you know what? This dude's been saying this forever. You just said it where it resonated to me. And now I'm doing it, and now I'm seeing results and boom, boom. Like, it's not easy doing this. It gets easier. Sorry, I'm talking a lot. [00:46:16] Speaker C: No, it's good. [00:46:16] Speaker A: You like talk too. [00:46:17] Speaker B: It's a podcast. [00:46:18] Speaker A: It gets easier the more you do it. And it flows a little easier. Like I'm usually a one take wonder, right? Like I'll do one take and I post it and I. Maybe I. I don't say F because I don't want you to lose anybody, but maybe I screwed up a word. Maybe I said something wrong because I don't pronounce everything correctly as my talking. [00:46:41] Speaker C: Especially me. [00:46:42] Speaker A: As my talking text tells me it does not decipher hillbilly very well. [00:46:46] Speaker C: Me either. But, you know, so here's the thing. You're saying that. Here's the thing that I. I learned a long time ago. So I listen to a lot of speakers. I listen to a lot of books. I've always been a taker of information. Right. I didn't go to college. Right. My college has been. [00:47:02] Speaker A: Isn't it funny how we have to say that? Yeah. I ain't got a kind of thing. [00:47:06] Speaker C: It's not though. It's a super great thing. Right. My. My wife got pregnant in high school. We got married. I went to work. [00:47:12] Speaker A: She got a bricklayer kind of got pregnant, though. [00:47:14] Speaker C: Well, no, it's my fault. I was very persuasive. No, the heart of a great sales guy. So she got pregnant her senior year. I just graduated. She. I moved to Bloomington, went to work as a bricklayer. She moved in with me, and that was our start, right. We had three kids before she was 21, before I was 22. Wow. And we didn't go to college. We. We just went to work. And my college literally was the Amway business. Kent Benson, the. The old are you basketball player, showed this business plan and I went, man, I can be a sales guy. I've been selling my whole life. Like, my dad would like, stack the wood and I'd have all the kids in the neighborhood stack the wood. [00:47:55] Speaker A: Right? [00:47:55] Speaker C: I didn't touch the wood. That. That was my life. And I learned this at Kent. Kent Benson showed me this plan. He said, look, listen to these. These tapes. Read these books and learn this program. And I did. And my whole process in life. [00:48:11] Speaker A: But you did it. [00:48:12] Speaker C: I did. [00:48:12] Speaker A: He told you to do that. Oh, hang on, let's rewind there. [00:48:16] Speaker C: I rewind there. I had a catfish mustache. [00:48:19] Speaker A: Not just him. That. It wasn't just the fact that he's a good person and good at talking to people. You read the books? [00:48:27] Speaker C: I did. I read everything else. [00:48:28] Speaker A: You did what he told you to do. [00:48:29] Speaker C: I shaved my mustache. [00:48:30] Speaker A: I quit probably. It probably gave. Gave you a lot of success. [00:48:35] Speaker C: I literally stopped. He said, quit drinking. Quit cussing. Shave your mustache. Because I had a catfish. Four hairs, right? I look like you. You know, remember when you're in high school and you wanted to grow a master? [00:48:46] Speaker A: Good for him for telling you that. [00:48:47] Speaker C: Yeah, he was very honest. [00:48:49] Speaker A: Because. Because so many leaders, they don't do that. [00:48:51] Speaker C: All right? He was so honest. So I was like, okay, I quit drinking, I quit cussing, I shaved my mustache, and I listened to every single tape and every single book I could read. And what I learned in that was, you can be what you want to be if you believe it. If you can see it, you can believe it. I. I've said that to Brian a couple times. So I. I said, our podcast is going to become what the Kelsey brothers podcast became. And he said to me, and I said, dude, if you can't see it, we can't be it. Yeah, I see it. I am the Travis Kelsey. I'm the good looking, really athletic one. And you're like the chunky, funny one. That's what I seen out of that. [00:49:31] Speaker B: Huh. [00:49:32] Speaker C: Okay, maybe I'm the chunky, funny one. But at any rate, I see it. I was able to see success in the level of, okay, I gotta read, I gotta learn, and I gotta do right. Those are the things. [00:49:44] Speaker A: Taking action. You have to take action. [00:49:46] Speaker C: If you don't do, you can't be right. And everything that you've done, everything that you talk about is the fact that you seen. I don't want to do this, I want to do that. [00:49:56] Speaker A: Yeah. [00:49:57] Speaker C: I don't want to help. You know, I like helping these people here, but I want to help these people there. And you've seen that. You did it. That. That's what creates the success. I'm so proud of what you've, like, seen grasp and then took that step to do. It's. It's pretty amazing. [00:50:13] Speaker A: Thank you. Thank you. [00:50:15] Speaker C: Pretty awesome. Now quit saying Lo's and just say hello. Just one. [00:50:20] Speaker A: Love, my Ella. [00:50:21] Speaker C: Singular. [00:50:22] Speaker A: Brad. [00:50:22] Speaker C: Hell with those other loan officers. No, there's. There's room for all of us. [00:50:26] Speaker A: There is. [00:50:28] Speaker C: I gotta tell you, this has been a great. This has been a great podcast. This has been a great sleep. [00:50:33] Speaker A: Are we ending this? [00:50:33] Speaker C: Because it's amazing success. Happy hour. It's probably been an hour. We've drank great tequila. Phenomenal bourbon. Brian probably had a halfway decent beer because he hasn't talked about it. I had some really great tequila talk about my beers. You usually do. You say how much you like about it. [00:50:51] Speaker A: It's Fat Tire. [00:50:53] Speaker B: It's fine. [00:50:53] Speaker A: You should do local Beer. [00:50:55] Speaker B: I. [00:50:55] Speaker C: He does. [00:50:55] Speaker B: It's a mix. [00:50:56] Speaker A: Is that a local beer? [00:50:57] Speaker B: It's not. [00:50:57] Speaker C: No, he does. [00:50:58] Speaker A: Why would you not put local beer up here? Support local beer. [00:51:01] Speaker C: He had an Evil Knievel beer last show. It's amazing. [00:51:04] Speaker A: Is that local? [00:51:05] Speaker C: Sure. It's located in Evil Knievel, Indiana. [00:51:08] Speaker A: Yeah. [00:51:09] Speaker C: Right outside of South Whitley. [00:51:12] Speaker A: You know what's funny? When you like, Hashtag, or at the local places, they kind of like that. [00:51:18] Speaker C: They do like it and then they. [00:51:19] Speaker A: Like it and then. [00:51:19] Speaker C: So let's. Let's hashtag a couple people that you and I both know. How about hashtag Johnny Griffin. [00:51:26] Speaker A: Johnny. He doesn't know what school you went to, but I know. [00:51:29] Speaker C: So how about kick your ass about the Morales? Do you know any Morales like Pablo? Pablo's a little younger than you, probably. There's a whole group of Morales that I've done all their mortgages that went to New Pal. [00:51:43] Speaker A: Yeah. They should buy houses with us. [00:51:44] Speaker C: Yeah, they should. [00:51:45] Speaker A: Yeah, sure. [00:51:46] Speaker C: So what are the New Pal people? Do you though? [00:51:49] Speaker A: Because I. Andy Kalowski, Jared. Jeremy Keller. Melissa Keller. What about New Pal? [00:51:59] Speaker C: Give me some Mount Vernon people. [00:52:00] Speaker A: Those are all New Pal. [00:52:01] Speaker C: Give me some Mount Vernon people. [00:52:03] Speaker A: Well, I. I got Sherry Early. I'm selling her house right now. I mean, I can't go on and on. Like, you wouldn't know people my age must say. [00:52:11] Speaker B: Jack Parker, the superintendent of Mount Vernon schools. [00:52:14] Speaker C: How about. How about Coach Peacock? Hey, Coach Peacock. [00:52:17] Speaker A: Doug Peacock. [00:52:19] Speaker C: So, you know, my. My kids all went to New Pal. I'm sorry? My kids all went to Mount Vernon, so. Brittany, Blake and Logan and I. I could tell you what years they graduated, but I have no freaking idea. 36, 32 and 30. [00:52:33] Speaker B: Could not tell us. [00:52:34] Speaker C: I can't. I have no idea. I get that wrong all the time. But there's all these Mount Vernon people that I know. And then you told me, oh, I went to Mount Vernon. And I'm like, what the hell? Like, that's where we live. [00:52:46] Speaker A: Parker, Aaron, Britt West, Muffler. There's Jacoby. There's so many people. [00:52:52] Speaker C: Jacobis. I know all the Jacobis. [00:52:54] Speaker A: Oh, my gosh. Any of the Stevenson you all are. [00:52:57] Speaker C: Going to be tagging. You know the Stevensons? Big farmers. [00:53:03] Speaker A: Yeah. I graduated 154 people, so. One very many people. [00:53:06] Speaker C: Such a big class. [00:53:07] Speaker A: McMurray. Coach McMurray was our JV coach. [00:53:10] Speaker C: Okay. [00:53:10] Speaker A: He was in a band. I'll never forget graduating high school and then seeing him play in a band. [00:53:15] Speaker C: Was that awesome? [00:53:16] Speaker A: It was called the O Face. Oh, he Was a drummer. [00:53:20] Speaker C: That's fantastic. [00:53:23] Speaker A: They always called you. I was like, oh my God, it's Coach McMurray. [00:53:26] Speaker C: So. So how many students did you went to? You taught Center Grove? [00:53:31] Speaker A: Yeah. [00:53:31] Speaker C: So the students there. How many people are in a class there? [00:53:35] Speaker B: I drove tractors to school there back in the day. Yeah, they did. [00:53:38] Speaker A: People don't think I actually. [00:53:39] Speaker C: 10. [00:53:40] Speaker A: No, there's a lot of country there. There's still a lot of country there. [00:53:42] Speaker B: I actually don't know how many are in a graduating class, but it' probably 600 plus. [00:53:47] Speaker C: Okay. [00:53:47] Speaker B: Where I graduated back in Illinois, I was 507. And that was back in 507. [00:53:52] Speaker C: In your class, you went to a big school? [00:53:54] Speaker A: Big school. [00:53:54] Speaker C: Well, I graduated. I graduated 88 with 119 students in my class. And I was 117. [00:54:03] Speaker A: Hey, remember that? [00:54:05] Speaker C: Well, because. Because I was almost the biggest loser in our class. That's how I remember. [00:54:09] Speaker B: I was 43. [00:54:11] Speaker A: 43. No idea what I was. [00:54:13] Speaker C: The only reason I graduated is because my mom was a teacher, my aunt was a teacher, and I did building trades. Outside of that, I did 8th grade math four times to graduate from my. [00:54:22] Speaker A: Yeah, yeah. [00:54:22] Speaker B: That should be another drinking game because we've talked about. [00:54:26] Speaker C: Mr. Leach said to me what Mr. Leach say. [00:54:28] Speaker B: You remember Mr. Nickum, do you think you're going to have a calculator in your pocket all the time? [00:54:35] Speaker C: And if my phone wasn't the thing that was recording, I would show him my mortgage calculator because. Yes, yes. You sound like Mr. Leech. [00:54:48] Speaker A: We all have it. [00:54:49] Speaker C: Like, dude, I love social media. [00:54:52] Speaker A: In social media is what you make it. I follow people that inspire me. When I see nasty on there, I just, I just. And if I see people that are super negative all time, I don't follow them. Like, I don't roll on. I can choose what you want to watch and see and be exposed to. [00:55:09] Speaker C: But so let me ask you this. So how penetrating. I did too. [00:55:14] Speaker A: I knew it. [00:55:14] Speaker C: I knew it. How penetrating are the negative comments? Because for me, the negative comments, like I could have like the best day go. I could make like a million dollars today and have like a hundred five star reviews and my wife come out and tell me I'm the most amazing person and this person I've never met before in my entire life, I've never heard from them at all. Say one thing negative on my Facebook page and I'm like scooching down my steps like a giant loser. Does it get you? [00:55:47] Speaker A: You know, now when I see that I'm like, thanks for helping my algorithm. [00:55:51] Speaker C: Oh, I do say that. Thanks for helping my algorithm. [00:55:53] Speaker A: I knew I would text. I say it too, but I won't lie. Like, you know, yeah, you could be on top of the world. And then just like, not long ago, my, we were spreading my brother's wife's ashes in Florida, you know, years back, and this dude, after I closed on his house, like, I don't know, a year later, gives me a one star review, right? I got two. I got 285 star reviews right now. I have 208, five star reviews. But this dude gives me a one star review and just says, not happy with Sean. And I call him immediately. Call his wife immediately. They don't answer. I text them no to figure out what's going on. He texts me back eventually, and I'm in Florida, right? So he saw a picture of me on Facebook and say, oh, this guy's having a good time. Well, with this world. And it did. It bothered me for a long time. And he text me back some BS of, oh, we had to replace our water heater. The floors were outdated, the deck was rotten. I'm like, man, he had a full inspection, right? And he picked the house because his friends live there. Like, I didn't like. And you know what? I would have bought the dude a water heater. [00:56:58] Speaker C: It's a dagger, though, isn't it? [00:57:00] Speaker B: Oh, it is not a dagger. [00:57:02] Speaker A: Here's a water heater. So, so you know what I chalked it up to, though? After, after some other people saw it after over, you know, more months. [00:57:11] Speaker C: Yeah. [00:57:11] Speaker A: Who, who's this dude, right? Like, who's this guy? Like, when they got, like, people that got to know me and all that, and I was like, he don't mean anything. [00:57:19] Speaker C: It's. It's amazing. [00:57:20] Speaker A: Affect me for two days. [00:57:22] Speaker C: It does. It's like a dagger. And you're like, I have trouble. [00:57:24] Speaker A: It affected me. It affect me for, for two days. And I'm human. Sure, I'm human. And like, and my poor wife, you know, she's a nurse, so she's pretty numb to certain things. She's still very lovable. But, like, she, she's different than me when it comes to that. [00:57:39] Speaker C: Well, she, she has a different. [00:57:40] Speaker A: On my shoulder. [00:57:40] Speaker C: She, she's gone through a different thing in life. But I, I, I'm with you. It's a dagger. It's. Holy crap. I feel like Brian Quinlan right now. [00:57:48] Speaker A: But you gotta, but you got to figure out how to respond with the emotional. [00:57:51] Speaker C: I just don't I don't respond at all. Or I say what you just said. Thanks for helping my algorithm. [00:57:58] Speaker A: Like, oh, dude, I've had so many of those. Something if you saw it or not. It was a while back and it went viral. [00:58:04] Speaker C: Can you please comment again? Thanks for helping my algorithm. [00:58:07] Speaker A: I spelled something wrong. [00:58:08] Speaker C: Oh, that's the worst. [00:58:09] Speaker A: Yeah. [00:58:10] Speaker C: And 30 people go on. [00:58:12] Speaker A: A bunch of people started like. I was like, hey, I appreciate my algorithm. [00:58:16] Speaker C: Thank you. [00:58:16] Speaker A: Thank you. Like, think I'm gona. [00:58:17] Speaker C: Please comment again. Think. Please comment again. [00:58:20] Speaker A: Over 300 freaking. [00:58:21] Speaker C: You're like, oh, that. That video got 19,000 views and I made 14 because people were shitty. That's like the best. Yeah, no, I'm getting. [00:58:31] Speaker A: People always point out. Not always, but most people point out the. You're doing wrong. [00:58:35] Speaker C: Right? Never. No one ever says, oh, you did a great job. Yeah, absolutely. [00:58:38] Speaker A: All right. He's gonna go to bed. [00:58:40] Speaker C: He does. He's got a long drive. I gotta walk up a spiral staircase and pour some more tequila. But I want to say thank you for coming. [00:58:47] Speaker A: I appreciate it. [00:58:47] Speaker C: Brian, thanks for the introduction. [00:58:49] Speaker B: You're welcome. [00:58:50] Speaker C: And thanks for being here. You know. [00:58:52] Speaker A: You're welcome. [00:58:53] Speaker C: I love Brian. You're the bestest. [00:58:54] Speaker A: Shucks. [00:58:55] Speaker B: Thanks, buddy. And I want to thank you for watching today and subscribing and thumbs up and sharing. Sharing. Sharing is big. We don't talk about that enough. But need real estate help. I'm your guy. Sean is too, but he's got enough business, so call me. Need some lending help, some refinancing help. Brad is your guys. [00:59:16] Speaker C: Mortgage questions. [00:59:17] Speaker B: Mortgage questions. We'll go that route. All right, well, cheers to you, my friend. Good enough. [00:59:22] Speaker C: I'm empty. [00:59:22] Speaker A: Right? [00:59:23] Speaker B: And cheers. Thanks for watching. [00:59:25] Speaker C: Cheers. [00:59:26] Speaker B: See you next time. [00:59:27] Speaker C: Thanks for watching.