113: How to Build a Business That Serves Your Life with Real Estate Reboot's Ben Oosterveld

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Welcome back to the Colonial Real
Estate Podcast.

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I'm your mortgage broker host,
Taylor Atkinson.

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And I'm your real estate agent
host, Matt Glenn.

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Happy New Year.

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Happy New Year, man.

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2025 was a good year for the pod.

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It was a great year.

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It was a really good year.

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It made me really excited for

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2026.

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Yeah, me too.

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Yeah, I just want to say like, you
know, one of our first shows, I

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think it was the first show in
2025.

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We had Mike Shaw on, who was a
functioning quadriplegic.

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Incredible story.

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If you haven't listened to that

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episode, go listen to it.

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But one of my big takeaways from

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that show was gratitude and yeah,
full circle from the last year.

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Super grateful for the year.

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Also really grateful for you as a

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co -host, as a friend, as a
referral partner.

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You've just been awesome, man.

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It's been really fun to work with

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you and spend time with you.

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time with you.

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So thank you.

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I say I could not agree more

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myself.

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And it's like talking about the

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pod this year, the pod, we had
like a few good milestones.

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We're now on TV every single day.

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Keep getting some funny calls from

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that, which is awesome.

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keep them coming.

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Our Instagram has popped right
off.

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We've had like a number of viral
videos now.

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Yeah.

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I honestly, I, I didn't even know

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what viral was or what a number
you needed to see, but like, yeah,

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some of the reels are over 50 ,000
views and thousands of shares and

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saves.

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And it's great because it

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comments.

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Yeah.

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Like it's a lonely, it's a lonely,
I'm not going to say industry, I

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guess, but like it's a lonely
thing to do sometimes to record

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podcasts when it's you and I, and
maybe one other person, you don't

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know.

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Really how it's hard to engage the

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feedback or it can be.

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the feedback or it can be.

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Yeah.

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I feel like we've really touched

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on some really educational pieces
and some important talking points.

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So yeah.

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Yeah.

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Also, it needs to be said, we
couldn't have done any of this

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without our producer, the woman
behind that makes all the magic

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happen.

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Nikki McMurphy at Concrete Pad

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Productions.

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If you're looking to start a

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podcast, like a few people have
asked me, honestly, buy this mic

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for.

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300 bucks and call Nikki and get

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it going.

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Because like we've tried others

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and I'm telling you, hands down,
the best thing that we ever did

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was hire Nikki.

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Hey, would you agree with that

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too?
Absolutely.

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Yeah.

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Anytime people ask me like, how do

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you start a podcast?
Call Nikki.

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Yeah.

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Call Nikki.

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She's incredible.

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For real.

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It makes a big difference.

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And it's just our viral videos are

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because of her.

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And the TV and all that.

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So can't say enough.

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Thank you, Nikki.

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And wish you all the best in the
new year.

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Yeah.

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And our guests, a lot of

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appreciation to our guests over
this year.

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It's a big chunk of time to ask
for, to sit down and speak with

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Matt and I, but yeah, we've had
some incredible guests on and

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we're having like our lineup for
2026 is unreal so far.

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So yeah, it's good.

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Looking forward to it.

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And we also have some nice events.

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We have a Kelowna election coming

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up, so I'm sure this will get the
pod fired up for some of that.

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Seeing what's coming down.

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Yeah.

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Matt and Taylor get political.

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Again, not really get political,

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but more like let's hear what the
people need to hear.

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Yeah.

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You know, so yeah, 2026 will be a

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good year for the pod.

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So thanks for listening and

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keeping up.

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Yeah.

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This week's guest.

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So, you know, for the past few

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years, we try and start out with
kind of some inspiration, some

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motivational speaking and Matt and
I were at an event.

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Seven, eight months ago, we heard
Ben speak, you know, very

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authentic and transparent and
resonated with us.

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So we were trying to align some
dates to get him on.

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Yeah, I'm just really excited
about the show.

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I think it specifically talks to
more real estate agents trying to

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grow their business, restructure
things, implement systems, have

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some accountability.

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But really with any of these kind

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of speakers, you know, anyone can
have some takeaways and implement

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it.

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So he authored a book, The Richest

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Real Estate Agent.

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You can find it on Amazon or if

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you DM him on his Instagram book,
he can send you a free online

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copy.

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But yeah, Ben Osterfeld, awesome

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guest, super high energy and
really just talks about like the

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raw.

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Hey man, sometimes you get so busy

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with life, so invested in your
business, you get blinded and you

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don't focus on the priorities of
family and spouse and life.

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So he kind of recenters you.

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So yeah, awesome episode.

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I loved it.

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Yeah, it was awesome.

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He wrote a book, speaks.

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He was an agent.

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Like now his practice is helping
other agents.

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So he was the right guy to get
2026 fired up if you're a real

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estate agent.

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So yeah, reach out to him.

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to him.

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They do an awesome coaching

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program.

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And since we've had him on at a

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couple of people now that are
actually in his coaching program.

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So it was cool to see that we have
that inner circle already.

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But yeah, give the show a listen
to and hang on for an awesome year

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in 2026.

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We appreciate everyone that's

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involved in the show.

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And especially our longtime

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sponsor for every episode,
including this one and all the

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ones in 2026 as well.

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Century 21 Assurance Realty, best

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brokerage in Kelowna and the
Okanagan.

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Not just the Okanagan, the
interior, everywhere.

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Century 21 is growing.

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We just emerged with executive

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property management.

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So now we have a massive property

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managing department.

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Yeah.

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So we are in sales, leasing.

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managing.

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We're the brokerage for you.

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So if you're an agent or property

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manager looking for a brokerage,
or if you're a buyer or a seller

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or a property investor looking for
a property manager, Century 21

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Insurance Realty is the best
brokerage in town.

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Take my word for it.

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And enjoy the show and happy new

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year, guys.

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Thanks for listening.

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Okay, Ben, welcome to the show.

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The second time we... tried to do

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this virtually, but fortunately we
had a bit of a hiccup and now

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we're doing it in person, which
is, yeah, that's cool.

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It's glad to be here guys.

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Yeah.

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Like, yeah, it was a good excuse
to meet you in person.

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Totally.

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Like it has hockey in Kelowna.

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So I'm like, well, see if these
guys got a studio.

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Yeah.

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And yeah.

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What do you know?
Kind of.

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I mean, we almost met you in
person, but six, seven months ago,

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you were at an event in Kelowna
and that's how we kind of found

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out about you.

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And yeah, unfortunately, like I

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had to dip out the last minute
juggling kids and stuff, had to

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dip out the last minute juggling
kids and stuff, but it was super

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impactful.

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And I think.

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When you were on stage, to me, it
was like so raw and authentic.

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So maybe if we can just bring it
back to that, like as the origin

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story of your life changing event,
like where did it start and kind

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of what happened?
Yeah.

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So at that event, we're talking to
business owners about scaling and

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the importance of it.

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And what does that even mean?

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It means that you have more time
and you can make as much money as

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you want with this little amount
of time.

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That's the goal, right?
Why that's so important is

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because, you know, I've been in a
grinder my whole life.

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Like I. I've done a lot of really
cool things.

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You can see all my stats of all
kinds of really cool things.

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Owned 61 properties.

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I sold two and a half million

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dollars of office furniture.

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And I rookie of the year as an

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agent.

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Sold the business.

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Have a national coaching company.

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Like all this cool stuff, okay?

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Man, I had a YouTube channel in
2008, 2009.

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Like I'm like, I'm growing this
thing.

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Just imagine if it would have kept
going, right?

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I was like, OG.

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I didn't know it was OG.

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I'm thinking, I wonder if
everyone's doing this.

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I'm like, every week I was
consistently posting.

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I was getting like 300 people just
coming.

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I put a little $5 ad on Facebook,
running to my YouTube channel like

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back then.

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And it was just like growing like

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crazy.

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I was doing speaking engagements.

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I had a really successful team, a
coaching business.

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And at that time I came home and I
kind of got totally sideswiped.

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My wife sits down and says, Hey
Ben, I think I'm done.

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And so like.

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i'm thinking like i'm being a good

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dad my goal is to be a good
husband and the thing is i was

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always a sales guy you know like
learned how to sell as young age i

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lived on the streets for like a
good portion of my teenage years

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so you're kind of this personality
of like survivor and so you learn

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how to manipulate the situation to
survive okay like i'd steal so i

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could eat or i'd steal so i could
sell some booze at a friend's

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house to sleep the night And so my
sales training was this, like you

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have no shame.

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You're like, look, I need to

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survive.

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But then what happens is you go

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through healing and
transformation, but then you get

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married and you still have this
survival mentality, which equals

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controlling husband and
manipulation.

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But I was always a good person.

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OK, so it's not like I was an evil

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man.

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I was sitting there like as a

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broken human going, I don't think
anyone's worth being trusted.

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i don't think anyone's going to
take care of me so no matter what

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i'm just going to make sure i can
predict my outcome all the time

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and so i would be there but i
wouldn't be there i would listen

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but i was always like not
listening trying to figure out how

260
00:07:26,360 --> 00:07:32,200
to take my life and be a really
good husband and a really good dad

261
00:07:32,200 --> 00:07:34,560
like at the end of the day that's
what i wanted and i remember

262
00:07:34,560 --> 00:07:36,700
sitting there and this is years
being married maybe i don't know

263
00:07:36,840 --> 00:07:40,730
10 years in and i sit down and my
wife's like i want to leave and

264
00:07:40,730 --> 00:07:42,890
then i said with ability to like
kind of manipulate I was like well

265
00:07:42,890 --> 00:07:46,050
let's talk this through it's
almost like I'm like look what we

266
00:07:46,050 --> 00:07:48,190
have we've got cars we've got
houses investment properties man I

267
00:07:48,190 --> 00:07:53,590
take you out on dates and and I
had a really good pitch right I

268
00:07:53,590 --> 00:07:55,810
thought but this wasn't working
and she got to this place where

269
00:07:55,810 --> 00:07:57,950
she's like I'm done chasing you
like even saying that things are

270
00:07:57,950 --> 00:08:00,750
going to change and and it's not
I'm like well things are changing

271
00:08:00,750 --> 00:08:03,890
you're not I said well I don't
understand if you don't want all

272
00:08:03,890 --> 00:08:07,570
this stuff that we've done what do
you want she goes I just want you

273
00:08:07,570 --> 00:08:11,640
And that was a really hard thing
to hear because I realized I

274
00:08:11,640 --> 00:08:12,680
wasn't enough.

275
00:08:12,680 --> 00:08:14,920
And so why would you just want me?

276
00:08:14,920 --> 00:08:17,560
Like I'm me and just screwed with
my head.

277
00:08:17,560 --> 00:08:18,660
And I realized, wow, I really
fucked up.

278
00:08:18,660 --> 00:08:20,240
He said that over and over again.

279
00:08:20,240 --> 00:08:23,580
And I realized, holy shit, this is

280
00:08:23,580 --> 00:08:23,860
real.

281
00:08:23,860 --> 00:08:24,700
This is it.

282
00:08:24,700 --> 00:08:27,740
I fucked it up and I laid on the
floor and I just cried.

283
00:08:27,740 --> 00:08:29,940
And I kind of had a remembrance or
a vision, me leaving.

284
00:08:29,940 --> 00:08:33,039
the rehab center after I spent a
year and I had two simple goals.

285
00:08:33,039 --> 00:08:35,620
One, I'd love to get a wife that's
really just loves me.

286
00:08:35,620 --> 00:08:38,600
And I'd love to have kids that
would just come to the door and

287
00:08:38,600 --> 00:08:39,020
say, daddy.

288
00:08:39,020 --> 00:08:41,840
And I remember seeing that and

289
00:08:41,840 --> 00:08:44,560
went, man, I fucked up.

290
00:08:44,560 --> 00:08:45,600
I have it.

291
00:08:45,600 --> 00:08:50,020
Instead of all this other stuff
I'm building and I'm thinking they

292
00:08:50,020 --> 00:08:51,480
need all these things to add
value.

293
00:08:51,480 --> 00:08:52,840
You're not always adding value.

294
00:08:52,840 --> 00:08:53,680
Like when you're doing any

295
00:08:53,680 --> 00:08:54,960
business, right?
You gotta always add value.

296
00:08:54,960 --> 00:08:58,520
And it's like, I was doing it for
my family, but they're not a

297
00:08:58,520 --> 00:08:58,600
business.

298
00:08:58,600 --> 00:09:01,440
And so anyways, long story short,

299
00:09:01,440 --> 00:09:05,760
I realized that I had been playing
the game of life as if I was in

300
00:09:05,760 --> 00:09:05,900
overtime.

301
00:09:05,900 --> 00:09:06,820
I mean, I'm an Edmonton Oilers

302
00:09:06,820 --> 00:09:06,980
fan.

303
00:09:06,980 --> 00:09:09,780
And so I remember dry saddle in

304
00:09:09,780 --> 00:09:10,920
the playoffs one year.

305
00:09:10,920 --> 00:09:13,060
He had a high ankle sprain, but it

306
00:09:13,060 --> 00:09:14,100
was the playoffs.

307
00:09:14,100 --> 00:09:14,540
You can't stop.

308
00:09:14,540 --> 00:09:16,760
Like, I don't care if your leg's
broken.

309
00:09:16,760 --> 00:09:18,400
Like, guys got busted spleens.

310
00:09:18,540 --> 00:09:19,180
Like, they're bleeding.

311
00:09:19,180 --> 00:09:19,980
Doesn't matter.

312
00:09:19,980 --> 00:09:22,180
We're hitting the ice.

313
00:09:22,180 --> 00:09:23,460
That's how I took my life.

314
00:09:23,460 --> 00:09:24,960
I played as if it was overtime

315
00:09:24,960 --> 00:09:25,980
every day.

316
00:09:25,980 --> 00:09:26,580
So hard.

317
00:09:26,720 --> 00:09:28,260
And I grew and I dominated.

318
00:09:28,260 --> 00:09:30,020
And the problem was I realized, oh

319
00:09:30,020 --> 00:09:31,780
my goodness, I have already won
the game.

320
00:09:31,860 --> 00:09:32,420
I won the game.

321
00:09:32,420 --> 00:09:33,360
And I'm playing in overtime and

322
00:09:33,360 --> 00:09:34,820
it's wrecking everything.

323
00:09:34,820 --> 00:09:36,820
And so I had this huge

324
00:09:36,820 --> 00:09:37,140
realization.

325
00:09:37,140 --> 00:09:38,660
I think Rene would say that's the

326
00:09:38,660 --> 00:09:40,500
first time Ben really, truly hurt
me.

327
00:09:40,500 --> 00:09:41,960
And I committed my life at that
point.

328
00:09:41,960 --> 00:09:44,760
to working on my relationship,
working on myself.

329
00:09:44,760 --> 00:09:46,400
I saw a huge different view of
myself.

330
00:09:46,400 --> 00:09:49,300
I started approaching life that
I've already won because I had

331
00:09:49,540 --> 00:09:52,000
everything I needed and it's like
I'd already won.

332
00:09:52,000 --> 00:09:57,480
So I had to really look at what I
wanted and I started digging into

333
00:09:57,480 --> 00:10:01,460
what I really wanted and I had
already got what I wanted.

334
00:10:01,460 --> 00:10:01,940
So everything's bonus.

335
00:10:01,940 --> 00:10:04,300
When you meet a guy that's not

336
00:10:04,300 --> 00:10:07,600
chasing anything, it sure is
different when you meet a guy

337
00:10:07,600 --> 00:10:08,240
chasing something.

338
00:10:08,240 --> 00:10:10,040
And so I now know what that means.

339
00:10:10,400 --> 00:10:12,660
So we've had a lot of personal
work.

340
00:10:12,660 --> 00:10:15,700
Renee and I have worked really
hard in a relationship.

341
00:10:15,700 --> 00:10:18,820
And just the other day we were
speaking and we're still together.

342
00:10:18,820 --> 00:10:24,140
We just did a workshop together on
how to stay married as real estate

343
00:10:24,140 --> 00:10:26,520
agents and not get a divorce.

344
00:10:26,520 --> 00:10:28,840
How do you become a top agent

345
00:10:28,840 --> 00:10:31,520
without getting a divorce?
And we were talking together and

346
00:10:31,520 --> 00:10:33,020
asked her in front of everyone.

347
00:10:33,020 --> 00:10:34,860
I said, hey, out of one to 10, how

348
00:10:34,860 --> 00:10:36,220
are we doing?
It's a scary question, by the way.

349
00:10:36,220 --> 00:10:37,180
You should try it.

350
00:10:37,180 --> 00:10:38,880
But she says we were nine out of

351
00:10:38,880 --> 00:10:39,020
10.

352
00:10:39,020 --> 00:10:40,060
And I'm like, that's a freaking

353
00:10:40,740 --> 00:10:41,700
good score, man.

354
00:10:41,960 --> 00:10:42,860
And so, yeah, Renee and I.

355
00:10:42,860 --> 00:10:44,900
definitely come a long ways but
that's the biggest thing that

356
00:10:44,900 --> 00:10:46,880
shifted me like shifted everything
the way we coach real estate

357
00:10:46,880 --> 00:10:49,740
agents the way we do everything is
now about how do we build a

358
00:10:49,740 --> 00:10:51,960
business that serves my life like
we get taught in business is that

359
00:10:51,960 --> 00:10:56,080
we fit our life into our business
and i'm like that's so wrong i did

360
00:10:56,080 --> 00:10:59,120
that and it didn't work like my
family got the leftovers i got the

361
00:10:59,260 --> 00:11:01,140
leftovers and so now it's about
building a life by design for sure

362
00:11:01,140 --> 00:11:03,220
and a business by design and so
how do you stay like accountable.

363
00:11:03,220 --> 00:11:05,120
Cause I'm sure there's lots of
people that have come to a point

364
00:11:05,120 --> 00:11:07,480
where they're at these crossroads
and they're like, man, I, yeah, I

365
00:11:07,480 --> 00:11:08,300
need to make a decision.

366
00:11:08,300 --> 00:11:09,660
I got to make things better.

367
00:11:09,780 --> 00:11:14,000
I need to choose this right road
and they can do it for a couple

368
00:11:14,000 --> 00:11:14,840
months, maybe a couple of years.

369
00:11:14,840 --> 00:11:16,960
But like at some point you're on

370
00:11:16,960 --> 00:11:19,040
that roller coaster, you're
complacent and you start making

371
00:11:19,040 --> 00:11:19,480
bad decisions again.

372
00:11:19,480 --> 00:11:20,760
Like how do you keep accountable?

373
00:11:20,760 --> 00:11:23,360
And like, how do you coach your,
your students that way?

374
00:11:23,360 --> 00:11:26,280
We do something called set your
compass and it's a real deep dive.

375
00:11:26,280 --> 00:11:27,540
Like you've been.

376
00:11:27,540 --> 00:11:29,340
some of these top agents come and

377
00:11:29,340 --> 00:11:29,860
coach with us.

378
00:11:29,860 --> 00:11:31,120
Like within the first month, we

379
00:11:31,120 --> 00:11:34,180
have to do this session called Set
Your Compass because everyone

380
00:11:34,180 --> 00:11:35,100
comes in with financial goals.

381
00:11:35,100 --> 00:11:36,060
Like you have ambitions.

382
00:11:36,060 --> 00:11:40,400
And so what we need to do is go,
what do you really want?

383
00:11:40,400 --> 00:11:41,480
It's just a really important
question.

384
00:11:41,480 --> 00:11:43,200
If we don't have a compass, I
think you will steer.

385
00:11:43,200 --> 00:11:45,220
I don't need accountability to not
stay in the straight and narrow

386
00:11:45,220 --> 00:11:45,360
anymore.

387
00:11:45,360 --> 00:11:46,220
Like it's not like I don't

388
00:11:46,220 --> 00:11:46,780
understand the question.

389
00:11:46,780 --> 00:11:47,400
I'm like, accountability.

390
00:11:47,400 --> 00:11:49,020
What do you mean?
I know what I want.

391
00:11:49,020 --> 00:11:50,580
Like you say you want to be
married.

392
00:11:50,580 --> 00:11:51,340
You say you want this.

393
00:11:51,340 --> 00:11:52,480
You say you want this.

394
00:11:52,480 --> 00:11:53,720
Your actions will speak.

395
00:11:53,720 --> 00:11:55,400
I really do want to be married and

396
00:11:55,400 --> 00:11:58,620
I really do want to have kids that
are into me.

397
00:11:58,620 --> 00:12:03,360
And so what we do is we kind of go
through a process of like, one of

398
00:12:03,360 --> 00:12:05,710
the best things my mentor actually
showed me, Phil McKernan was my

399
00:12:05,710 --> 00:12:08,290
mentor and he came up with this
very simple thing and I asked him

400
00:12:08,290 --> 00:12:11,610
if I could use it and he says,
take it.

401
00:12:11,610 --> 00:12:13,950
Because what are the five happiest
days of your life?

402
00:12:14,210 --> 00:12:15,250
And it's a really interesting
question.

403
00:12:15,250 --> 00:12:15,990
The five happiest days of your
life.

404
00:12:15,990 --> 00:12:18,690
So we do this to every single
coaching client that comes in and

405
00:12:18,690 --> 00:12:19,430
it's always the same.

406
00:12:19,430 --> 00:12:20,810
So we'll cut down to the results

407
00:12:20,810 --> 00:12:21,310
here.

408
00:12:21,310 --> 00:12:23,570
First of all, people.

409
00:12:23,570 --> 00:12:24,990
People you love, okay?
Always on the list.

410
00:12:24,990 --> 00:12:25,850
Travel, always on the list.

411
00:12:25,850 --> 00:12:26,550
Overcoming something hard, always

412
00:12:26,610 --> 00:12:27,410
on the list.

413
00:12:27,410 --> 00:12:28,110
Watching someone overcome

414
00:12:28,110 --> 00:12:29,230
something hard, on the list.

415
00:12:29,230 --> 00:12:30,630
And so what's very interesting is

416
00:12:30,630 --> 00:12:31,530
never money, zero.

417
00:12:31,530 --> 00:12:32,650
The only time it's money is I

418
00:12:32,650 --> 00:12:35,100
bought my first house, so that's a
big accomplishment.

419
00:12:35,100 --> 00:12:37,260
So if you set a goal that's bigger
than yourself, you can get a happy

420
00:12:37,260 --> 00:12:39,640
stay at the end, okay?
Like that's pretty cool.

421
00:12:39,640 --> 00:12:40,140
But it's people, travel.

422
00:12:40,140 --> 00:12:41,180
And there's just something about

423
00:12:41,280 --> 00:12:41,480
overcoming challenge.

424
00:12:41,480 --> 00:12:42,660
So you mix adventure, challenge in

425
00:12:42,660 --> 00:12:43,060
the right people.

426
00:12:43,060 --> 00:12:44,460
So now we look at life design.

427
00:12:44,460 --> 00:12:46,200
So I think we don't ask ourselves
what we want.

428
00:12:46,200 --> 00:12:47,500
We can go deeper into another
time, but that's the five happiest

429
00:12:47,760 --> 00:12:48,520
days is a big deal.

430
00:12:48,520 --> 00:12:50,300
And then we really connect the

431
00:12:50,300 --> 00:12:54,440
dots on when I say, imagine that
you've had all your goals meet,

432
00:12:54,540 --> 00:12:55,220
okay?
All your goals are met.

433
00:12:55,220 --> 00:12:57,360
How do you feel?
What's your day like?

434
00:12:57,360 --> 00:13:00,260
Because first we play and we set
them up.

435
00:13:00,260 --> 00:13:01,180
We're like, what's your financial
goals?

436
00:13:01,300 --> 00:13:04,810
They're like, oh, make a half a
million or make a million.

437
00:13:04,810 --> 00:13:06,410
Okay, amazing.

438
00:13:06,670 --> 00:13:09,730
What happens when you hit it?

439
00:13:09,730 --> 00:13:10,690
Just imagine.

440
00:13:10,690 --> 00:13:10,950
Just imagine.

441
00:13:10,950 --> 00:13:14,650
The same answers are pretty much
the same answers.

442
00:13:14,650 --> 00:13:16,890
I would feel less worry.

443
00:13:16,890 --> 00:13:20,230
I would feel, feel, feel, feel,

444
00:13:20,230 --> 00:13:20,370
feel.

445
00:13:20,370 --> 00:13:21,210
They're trying to solve an

446
00:13:21,210 --> 00:13:22,290
emotional issue with more money.

447
00:13:22,290 --> 00:13:22,450
Yeah.

448
00:13:22,450 --> 00:13:23,830
And it doesn't work.

449
00:13:23,830 --> 00:13:24,290
We break that apart.

450
00:13:24,290 --> 00:13:26,530
So when we're thinking about how
we stay on the straight and narrow

451
00:13:26,530 --> 00:13:28,750
and like, how do we really stay
focused?

452
00:13:28,870 --> 00:13:29,190
Well.

453
00:13:29,190 --> 00:13:32,390
I think we're swerving left and

454
00:13:32,390 --> 00:13:36,270
right from these things because
maybe, maybe there's something

455
00:13:36,490 --> 00:13:37,310
inside you that's unsatisfied.

456
00:13:37,310 --> 00:13:39,410
You're not clear of what you

457
00:13:39,410 --> 00:13:39,970
actually want.

458
00:13:40,270 --> 00:13:41,950
I just know I want to be married.

459
00:13:41,950 --> 00:13:42,810
I want my kids.

460
00:13:42,810 --> 00:13:43,810
Like I want to travel.

461
00:13:43,910 --> 00:13:44,890
Like these are rules, man.

462
00:13:44,890 --> 00:13:45,330
I travel everywhere.

463
00:13:45,330 --> 00:13:45,810
I was Serbia.

464
00:13:45,810 --> 00:13:47,450
I just got back from Serbia.

465
00:13:47,450 --> 00:13:48,250
Why?
I don't know.

466
00:13:48,250 --> 00:13:49,910
I want to go do some filming.

467
00:13:49,910 --> 00:13:50,970
Like, I don't know.

468
00:13:50,970 --> 00:13:53,530
Like you got to build a life that
jazzes you up.

469
00:13:53,530 --> 00:13:56,060
And I think if we're hearing left
or right, I'm wondering about the

470
00:13:56,060 --> 00:13:57,380
way that you're positioning
yourself in life.

471
00:13:57,380 --> 00:13:58,520
Are you trying too hard?
Are you chasing something?

472
00:13:58,520 --> 00:14:00,960
Are you out of alignment?
These are more of the questions I

473
00:14:01,020 --> 00:14:04,260
would wonder about, because if
you're not at peace, I'm not

474
00:14:04,260 --> 00:14:05,600
saying I'm always at peace either.

475
00:14:05,600 --> 00:14:10,000
But when I'm not at peace, I can

476
00:14:10,080 --> 00:14:13,760
ask these questions like what's
out of alignment here?

477
00:14:13,760 --> 00:14:14,980
Personally, I find.

478
00:14:15,420 --> 00:14:17,340
Difficulty in the balance of being

479
00:14:17,340 --> 00:14:18,300
like ambitious or complacent.

480
00:14:18,300 --> 00:14:18,820
I get it.

481
00:14:18,820 --> 00:14:21,680
You know, I'm trying to like, when
it hits on or off.

482
00:14:21,780 --> 00:14:21,820
Yeah.

483
00:14:21,820 --> 00:14:22,440
Well, yeah, it is.

484
00:14:22,440 --> 00:14:25,720
I am like, you know, when I'm
ambitious, I'm like, you know, I

485
00:14:25,720 --> 00:14:27,820
should be more grateful.

486
00:14:27,820 --> 00:14:28,700
Like life's great.

487
00:14:28,700 --> 00:14:31,900
You know, maybe I shouldn't like
to risk the reward.

488
00:14:31,900 --> 00:14:33,720
10 years ago, sure.

489
00:14:33,720 --> 00:14:35,360
Like I felt like I had way more

490
00:14:35,360 --> 00:14:37,840
ambition because I had more to
gain and less to lose.

491
00:14:37,940 --> 00:14:39,940
Now it's kind of switching where
it's like, like you said, like I

492
00:14:39,940 --> 00:14:41,280
have two healthy kids, an amazing
wife, you know, really, this is

493
00:14:41,280 --> 00:14:43,600
everything that I was trying to
build for so many years and

494
00:14:43,600 --> 00:14:43,960
risking it.

495
00:14:43,960 --> 00:14:44,920
And now that you're there, I'm

496
00:14:44,920 --> 00:14:46,660
like, well, I also don't want to
be complacent.

497
00:14:46,660 --> 00:14:48,120
So it's just up and down.

498
00:14:48,120 --> 00:14:49,200
It's so cyclical for me.

499
00:14:49,200 --> 00:14:49,860
Yeah, totally.

500
00:14:49,860 --> 00:14:52,000
You say a couple of things.

501
00:14:52,000 --> 00:14:53,220
Can I shoot straight with you?
Yeah.

502
00:14:53,220 --> 00:14:56,160
So you said I should be, right?
I should be this or I should be

503
00:14:56,340 --> 00:14:57,240
that.

504
00:14:57,240 --> 00:14:57,940
I think that's bullshit.

505
00:14:57,940 --> 00:14:59,480
Like that's just judging yourself
according to someone else's

506
00:14:59,480 --> 00:14:59,700
standard.

507
00:14:59,700 --> 00:14:59,840
Yeah.

508
00:14:59,840 --> 00:15:01,580
Like, or according to an
unrealistic standard or something.

509
00:15:01,580 --> 00:15:05,680
But like, what if it's okay to not
be ambitious and be ambitious?

510
00:15:05,680 --> 00:15:08,060
What if your behavior is actually
okay?

511
00:15:08,320 --> 00:15:10,140
Like, what if it's just like,
today I'm not ambitious and

512
00:15:10,140 --> 00:15:10,700
tomorrow I am.

513
00:15:10,900 --> 00:15:12,200
Or like, it's like, that's where

514
00:15:12,200 --> 00:15:14,220
we find the place where you'll
actually start growing forward.

515
00:15:14,220 --> 00:15:15,440
But you're busy going, I should be
here.

516
00:15:15,440 --> 00:15:17,960
Should I be here?
No, no, no. Just be.

517
00:15:17,960 --> 00:15:18,840
Be where you're at.

518
00:15:19,420 --> 00:15:20,540
This is who you are today.

519
00:15:20,540 --> 00:15:23,560
So one of the greatest things that
changed my total life, like

520
00:15:23,560 --> 00:15:23,920
fucking anger.

521
00:15:23,920 --> 00:15:25,880
All this stuff is that, like, I

522
00:15:25,880 --> 00:15:26,940
work so hard on personal growth.

523
00:15:26,940 --> 00:15:28,120
Like, I'm an A -type, right?

524
00:15:28,120 --> 00:15:31,480
Like, you give me something, I'm
going to crush it and win it and

525
00:15:31,480 --> 00:15:32,140
go to the top.

526
00:15:32,140 --> 00:15:32,640
Like, that's just...

527
00:15:32,640 --> 00:15:34,180
So I looked at personal growth
that way.

528
00:15:34,180 --> 00:15:36,120
I'm like, I'm going to crush this.

529
00:15:36,120 --> 00:15:37,480
I'm going to crush personal

530
00:15:37,580 --> 00:15:37,640
growth.

531
00:15:37,640 --> 00:15:38,620
I'm going to learn everything.

532
00:15:38,760 --> 00:15:41,860
So I know a lot, right?
Like, I can help a lot of people.

533
00:15:42,360 --> 00:15:45,700
But the thing is, though, I got to
a point where I just kept getting

534
00:15:45,840 --> 00:15:46,000
worse.

535
00:15:46,000 --> 00:15:47,000
Like, every time I got new

536
00:15:47,000 --> 00:15:49,890
awareness, like, oh, okay, you
know, positivity, you got to work

537
00:15:49,890 --> 00:15:50,870
on that.

538
00:15:50,870 --> 00:15:53,430
And it's like, be a present in the

539
00:15:53,430 --> 00:15:53,570
moment.

540
00:15:53,570 --> 00:15:56,270
It was like 75 bags of judgment

541
00:15:56,330 --> 00:15:58,590
because it was like, I got to do
all these fucking things.

542
00:15:58,730 --> 00:16:00,290
Like, oh shit, what's in my food
now?

543
00:16:01,030 --> 00:16:04,390
And it's like, you start getting
like, now like I got a hack and

544
00:16:04,390 --> 00:16:06,950
some guy's got a new hack on skin
or whatever.

545
00:16:06,950 --> 00:16:08,230
I got to do that now.

546
00:16:08,230 --> 00:16:09,910
Like you just walk around and

547
00:16:09,970 --> 00:16:10,650
you're just like, it's never.

548
00:16:10,650 --> 00:16:11,250
And that personal growth, is it

549
00:16:11,290 --> 00:16:13,350
like, oh, is it unrescental?
Is it forgiveness?

550
00:16:13,350 --> 00:16:14,970
And I did it for years.

551
00:16:14,970 --> 00:16:15,650
So I've learned a lot.

552
00:16:15,650 --> 00:16:16,130
I've healed myself.

553
00:16:16,130 --> 00:16:17,650
But the biggest enlightened moment

554
00:16:18,130 --> 00:16:19,650
was I went, I'm never going to fix
me.

555
00:16:19,650 --> 00:16:20,230
I'm unfixable.

556
00:16:20,230 --> 00:16:21,410
And I realized that that moment is

557
00:16:21,410 --> 00:16:21,810
that self.

558
00:16:21,950 --> 00:16:22,830
Acceptance is enlightenment.

559
00:16:22,830 --> 00:16:23,590
It's like, dude, you're up and
down.

560
00:16:23,590 --> 00:16:23,890
Yeah, me too.

561
00:16:23,890 --> 00:16:23,970
Sweet.

562
00:16:23,970 --> 00:16:24,050
Yeah.

563
00:16:24,050 --> 00:16:24,310
What about Ben?

564
00:16:24,310 --> 00:16:26,230
Do you do meditation?
Do you meditate?

565
00:16:26,230 --> 00:16:28,050
Oh, dude, I probably on the list I
should do.

566
00:16:28,050 --> 00:16:28,530
Remember, so I should.

567
00:16:28,670 --> 00:16:29,810
So no. But what is meditation?

568
00:16:29,850 --> 00:16:30,770
When I'm driving in my car.

569
00:16:30,770 --> 00:16:31,910
So ADD, dyslexic, and a lot of

570
00:16:31,910 --> 00:16:32,430
energy, like sitting there.

571
00:16:32,430 --> 00:16:33,750
So I get the rule book, man.

572
00:16:33,930 --> 00:16:35,210
It probably is good for me.

573
00:16:35,210 --> 00:16:35,350
Right?

574
00:16:35,350 --> 00:16:38,430
It's one of those things I could
add to the list, like meditation.

575
00:16:38,510 --> 00:16:40,510
Dude, I find that I think I got to
live my path.

576
00:16:40,630 --> 00:16:41,790
And I think, of course, meditation
sounds perfect, right?

577
00:16:41,790 --> 00:16:43,860
Let's do it and connect and calm
down.

578
00:16:43,860 --> 00:16:45,600
I just don't put the pressure on
myself to do it anymore.

579
00:16:45,600 --> 00:16:48,420
And it's like, I find myself
finding other ways to connect that

580
00:16:48,420 --> 00:16:48,560
way.

581
00:16:48,560 --> 00:16:49,360
I think there's other ways.

582
00:16:49,420 --> 00:16:50,560
I just think mainstream is like
ice baths.

583
00:16:50,560 --> 00:16:51,420
Well, that's kind of getting
uncool now.

584
00:16:51,420 --> 00:16:53,000
It was cool for a while and it's
saunas.

585
00:16:53,000 --> 00:16:54,480
I just feel like I think
meditation is really important,

586
00:16:54,480 --> 00:16:56,800
but I think the way that they're
teaching meditation, I think

587
00:16:56,800 --> 00:16:57,880
there's many ways to connect.

588
00:16:57,920 --> 00:16:59,660
And I think it doesn't have to be

589
00:16:59,660 --> 00:17:00,060
so bloody hard.

590
00:17:00,060 --> 00:17:01,640
So that's where my thing is.

591
00:17:01,940 --> 00:17:03,600
It's so fucking hard.

592
00:17:03,600 --> 00:17:06,140
I got to work this fucking hard

593
00:17:06,140 --> 00:17:06,500
for peace.

594
00:17:06,500 --> 00:17:09,300
Honestly, that really resonates

595
00:17:09,300 --> 00:17:16,490
with me because like, same, like
10, 15 years ago, it was like, oh

596
00:17:16,730 --> 00:17:17,810
man, I should write.

597
00:17:17,810 --> 00:17:18,349
Yeah, man.

598
00:17:18,450 --> 00:17:21,690
Yeah, but then like I get energy
from so many different things and

599
00:17:21,690 --> 00:17:23,050
meditation really isn't one of
them.

600
00:17:23,050 --> 00:17:23,310
man.

601
00:17:23,310 --> 00:17:24,050
energy from so many different

602
00:17:24,050 --> 00:17:25,750
things and meditation really isn't
one of them.

603
00:17:26,030 --> 00:17:30,190
So it's like, yeah, why am I
trying so hard to do something

604
00:17:30,290 --> 00:17:32,090
that's not feeding my cup?
You know, like meditation I'm

605
00:17:32,250 --> 00:17:33,310
talking about is just.

606
00:17:33,310 --> 00:17:34,290
realizing that you're just an

607
00:17:34,290 --> 00:17:35,930
experiencer experiencing what
happens in every moment.

608
00:17:35,930 --> 00:17:36,770
This moment is all you have.

609
00:17:36,770 --> 00:17:37,270
There is no yesterday.

610
00:17:37,370 --> 00:17:40,570
There's no. So I think that's an
awareness.

611
00:17:40,570 --> 00:17:41,050
an awareness.

612
00:17:41,050 --> 00:17:41,370
Yeah.

613
00:17:41,370 --> 00:17:43,150
I think living in an awareness.

614
00:17:43,150 --> 00:17:43,650
Yeah, exactly.

615
00:17:43,650 --> 00:17:43,830
Yeah.

616
00:17:43,970 --> 00:17:46,010
And so if that's true, then I

617
00:17:46,010 --> 00:17:48,150
meditate, right?
If that's the definition of

618
00:17:48,150 --> 00:17:49,050
meditation, I'm doing it all the
time.

619
00:17:49,050 --> 00:17:49,230
Yeah.

620
00:17:49,230 --> 00:17:49,850
Except when I'm not.

621
00:17:49,850 --> 00:17:50,430
Everything works.

622
00:17:50,430 --> 00:17:51,390
Everything's good.

623
00:17:51,390 --> 00:17:56,290
You know what I mean?
It's, I think we all have our own

624
00:17:56,290 --> 00:17:56,870
individual fingerprint.

625
00:17:56,990 --> 00:17:58,750
And I think that we get lost in

626
00:17:59,020 --> 00:17:59,780
someone else's all the time.

627
00:17:59,780 --> 00:18:00,920
Like I might start meditating next

628
00:18:00,920 --> 00:18:01,000
week.

629
00:18:01,000 --> 00:18:01,920
I don't know.

630
00:18:01,920 --> 00:18:04,720
I mean, especially right now when
social media or, you know,

631
00:18:04,720 --> 00:18:07,360
internet, chat, GPT, anything, you
can really like research as much

632
00:18:07,360 --> 00:18:09,760
as you want on whatever path you
want.

633
00:18:09,840 --> 00:18:11,400
But like, it might just not be the
fit for you.

634
00:18:11,400 --> 00:18:13,920
You know what?
I came up with a belief system

635
00:18:13,920 --> 00:18:15,840
because I used to be such a people
pleaser.

636
00:18:15,840 --> 00:18:21,410
I just so scared, right?
I don't want to be judged for a

637
00:18:21,570 --> 00:18:22,710
long time, just trying to fit in.

638
00:18:22,710 --> 00:18:24,210
I don't want to do it anymore, but

639
00:18:25,290 --> 00:18:27,610
I realized I need to stand alone.

640
00:18:27,610 --> 00:18:31,070
And so if I was to give my advice

641
00:18:31,070 --> 00:18:31,350
to anybody.

642
00:18:31,350 --> 00:18:28,150
Be willing to stand alone.

643
00:18:28,150 --> 00:18:31,250
And I don't think we're willing to
stand alone.

644
00:18:31,250 --> 00:18:32,830
Like I tell my kids, stand alone.

645
00:18:32,830 --> 00:18:33,590
Wouldn't that be good?

646
00:18:33,590 --> 00:18:34,550
Don't do peer pressure.

647
00:18:34,550 --> 00:18:35,270
Like stand alone.

648
00:18:35,270 --> 00:18:37,410
And it's like, I'm willing 100 %
to stand alone.

649
00:18:37,410 --> 00:18:37,790
Like literally.

650
00:18:39,130 --> 00:18:42,590
And so what that then leaves me to

651
00:18:42,590 --> 00:18:45,630
is once you stand alone in what
you believe, like genuinely going,

652
00:18:45,630 --> 00:18:46,450
this is my thing.

653
00:18:46,450 --> 00:18:47,270
And it's like, it could be

654
00:18:47,270 --> 00:18:48,650
freaking collecting Barbies and
it's weird.

655
00:18:48,650 --> 00:18:52,950
Like I'm a grown man collecting
Barbies, but this is what I do.

656
00:18:52,950 --> 00:18:54,810
This is what I do.

657
00:18:55,070 --> 00:18:56,850
You know how you're going to find?

658
00:18:56,850 --> 00:18:57,050
Barbie collectors.

659
00:18:57,050 --> 00:18:57,130
Yeah.

660
00:18:57,130 --> 00:18:58,850
And you'll find your tribe.

661
00:18:58,850 --> 00:18:58,950
Yeah.

662
00:18:58,950 --> 00:19:02,150
You seem stupid.

663
00:19:02,550 --> 00:19:04,590
I don't know where I could have an

664
00:19:04,690 --> 00:19:07,980
example, but this is what I
decided because I couldn't fucking

665
00:19:07,980 --> 00:19:08,260
fit in.

666
00:19:08,260 --> 00:19:09,340
I couldn't fit into the real

667
00:19:09,340 --> 00:19:09,800
estate industry.

668
00:19:09,800 --> 00:19:11,000
I couldn't fit in anywhere.

669
00:19:11,000 --> 00:19:14,660
My own personal home life, my mom
and dad, I haven't talked to them

670
00:19:14,660 --> 00:19:15,820
in years.

671
00:19:15,820 --> 00:19:16,760
They don't fit in.

672
00:19:16,900 --> 00:19:17,640
We're not fitting.

673
00:19:17,800 --> 00:19:19,040
It wasn't a good relationship.

674
00:19:19,040 --> 00:19:22,620
And I try to fit in with people
that have leverage for me.

675
00:19:22,660 --> 00:19:23,140
It doesn't work.

676
00:19:23,140 --> 00:19:24,600
When I'm me, I will 100 % cause

677
00:19:24,600 --> 00:19:25,700
some trouble, but I will find my
people.

678
00:19:25,700 --> 00:19:26,980
And I think we're too scared to do
that.

679
00:19:26,980 --> 00:19:29,400
And we just kind of like, kind of
do the thing and fit in.

680
00:19:29,400 --> 00:19:30,340
Like, so I'll tell you a secret.

681
00:19:30,340 --> 00:19:31,520
So I do these personal growth

682
00:19:31,520 --> 00:19:32,120
games all the time.

683
00:19:32,120 --> 00:19:32,860
No one knows this.

684
00:19:32,860 --> 00:19:34,400
I'll tell you guys.

685
00:19:34,400 --> 00:19:35,160
At that event, I dressed to the

686
00:19:35,160 --> 00:19:36,440
nines, okay?
You know why?

687
00:19:36,440 --> 00:19:38,080
Because it put me in an insecure
place.

688
00:19:38,080 --> 00:19:38,340
Oh, really?
Yeah.

689
00:19:38,340 --> 00:19:39,880
So I would be misunderstood.

690
00:19:39,880 --> 00:19:39,960
Okay.

691
00:19:39,960 --> 00:19:40,740
Because it was Cologne.

692
00:19:40,740 --> 00:19:41,680
Cologne was like, it's chill.

693
00:19:41,840 --> 00:19:43,800
And I wore the freaking nines,
right?

694
00:19:43,800 --> 00:19:45,620
Like white tie, white shirt.

695
00:19:45,620 --> 00:19:47,260
I was fucking dialed in.

696
00:19:47,260 --> 00:19:49,620
I did that for my own personal
growth.

697
00:19:49,620 --> 00:19:49,800
Interesting.

698
00:19:49,800 --> 00:19:51,560
So then I could be laughed at.

699
00:19:51,560 --> 00:19:52,740
and looked at as this.

700
00:19:53,020 --> 00:19:55,080
And then I'll draw my talk and my

701
00:19:55,080 --> 00:19:55,860
people will find me.

702
00:19:55,860 --> 00:19:57,700
I play these games in my head.

703
00:19:58,060 --> 00:19:58,700
I'll do these things.

704
00:19:58,700 --> 00:20:00,400
Like one time I did a talk on a

705
00:20:00,840 --> 00:20:01,200
yacht.

706
00:20:01,200 --> 00:20:01,340
Okay.

707
00:20:01,340 --> 00:20:01,900
There's like 50 people.

708
00:20:01,900 --> 00:20:02,500
The owner of EXP was there.

709
00:20:02,980 --> 00:20:06,000
So the founder, it was an EXP
event, right?

710
00:20:06,200 --> 00:20:07,640
I'm not associated with any
brokerage.

711
00:20:07,640 --> 00:20:08,260
I was invited to be the keynote.

712
00:20:08,260 --> 00:20:09,980
And I thought, so there's some

713
00:20:09,980 --> 00:20:11,060
players on this one.

714
00:20:11,060 --> 00:20:12,680
Like he's a billionaire.

715
00:20:12,680 --> 00:20:15,020
He built the whole thing, right?
And it's the whole team.

716
00:20:15,020 --> 00:20:17,380
And that's not the biggest
motivator, but it could have been.

717
00:20:17,380 --> 00:20:20,180
But I thought, you know what I'm
going to do is I want to do a

718
00:20:20,360 --> 00:20:22,300
lesson on standing out and
standing alone and stuff.

719
00:20:22,300 --> 00:20:23,340
So I bought the craziest shoes
online.

720
00:20:23,340 --> 00:20:25,140
Never worn them ever again.

721
00:20:25,140 --> 00:20:26,680
Like we're talking like velvet

722
00:20:26,880 --> 00:20:28,820
black with spikes on the toes.

723
00:20:28,820 --> 00:20:30,800
Like I must have looked like the

724
00:20:31,260 --> 00:20:32,000
biggest frigging pimp douchebag.

725
00:20:32,000 --> 00:20:33,590
So I'm wearing a normal suit,

726
00:20:33,590 --> 00:20:33,850
right?
Whatever shirt.

727
00:20:33,850 --> 00:20:35,090
And I'm wearing these shoes and I
don't say nothing.

728
00:20:35,090 --> 00:20:37,390
I'm letting people judge me
because I want to feel the feeling

729
00:20:37,390 --> 00:20:38,690
of being judged and still win.

730
00:20:38,690 --> 00:20:39,790
I want to feel that feeling and

731
00:20:39,790 --> 00:20:40,910
get so used to it.

732
00:20:40,910 --> 00:20:42,750
Just like drinking, like these

733
00:20:42,750 --> 00:20:46,170
guys can get bit by a snake, but
they've had enough of that venom

734
00:20:46,650 --> 00:20:47,730
that they can, there's another
bumming sound.

735
00:20:47,730 --> 00:20:49,870
But it feels like that.

736
00:20:49,870 --> 00:20:52,050
I'm like, bite the snake.

737
00:20:52,150 --> 00:20:53,010
Go ahead, dude.

738
00:20:53,010 --> 00:20:53,770
You can't touch me.

739
00:20:53,770 --> 00:20:54,830
This is dominating.

740
00:20:54,830 --> 00:20:56,650
Like, it feels like I'm just going

741
00:20:56,650 --> 00:20:58,090
to be me.

742
00:20:58,090 --> 00:20:59,310
And I just know that's the secret

743
00:20:59,830 --> 00:21:02,880
to life is I'm going to be who I'm
designed to be.

744
00:21:02,880 --> 00:21:04,360
So I put these shoes on.

745
00:21:04,360 --> 00:21:05,640
And during my talk, I waited till

746
00:21:05,640 --> 00:21:08,000
the right moment and I pull off
the shoe.

747
00:21:08,100 --> 00:21:11,520
And I said, let me ask you guys,
how many of you guys judge me for

748
00:21:11,640 --> 00:21:14,320
the shoe?
Like 40 % of the people and

749
00:21:14,320 --> 00:21:15,340
everyone else is lying.

750
00:21:15,340 --> 00:21:16,420
They're like, muck, right?

751
00:21:16,420 --> 00:21:19,980
I said, do you know why I do this?
I said, because I've been insecure

752
00:21:19,980 --> 00:21:21,320
my whole life.

753
00:21:21,320 --> 00:21:23,040
And I said, by me wearing this, I

754
00:21:23,040 --> 00:21:26,400
want to be okay with you judging
me because I need to stand alone.

755
00:21:26,400 --> 00:21:28,240
I need to believe in what I
believe.

756
00:21:28,240 --> 00:21:30,410
And I just kind of like used it as
an example.

757
00:21:30,510 --> 00:21:31,590
But I literally did it as like
walking around.

758
00:21:31,590 --> 00:21:32,230
It was five films.

759
00:21:32,230 --> 00:21:34,210
I've never worn those shoes again.

760
00:21:34,210 --> 00:21:35,470
It was the dumbest things ever.

761
00:21:35,470 --> 00:21:37,610
But it was just, I do these things

762
00:21:37,610 --> 00:21:38,770
to strengthen my own.

763
00:21:38,770 --> 00:21:40,730
confidence in my character, I

764
00:21:40,730 --> 00:21:43,110
would do and not tell anybody.

765
00:21:43,110 --> 00:21:45,010
Like I have a dream of showing up

766
00:21:45,010 --> 00:21:48,790
and be a keynote speaker, but
dress as a homeless man for the

767
00:21:48,790 --> 00:21:52,210
whole like first hour or two
before my time to talk and just

768
00:21:52,210 --> 00:21:53,150
like let everyone judge me.

769
00:21:53,150 --> 00:21:56,010
And then I go on the stage and

770
00:21:56,010 --> 00:21:57,350
drop the frigging thing.

771
00:21:57,350 --> 00:21:59,130
I think I want to do stuff like

772
00:21:59,130 --> 00:21:59,290
that.

773
00:21:59,780 --> 00:22:01,260
But anyways, can you define the

774
00:22:01,260 --> 00:22:02,640
richest man in real estate?
It's your book.

775
00:22:02,640 --> 00:22:02,820
Yeah.

776
00:22:02,820 --> 00:22:02,980
Yeah.

777
00:22:02,980 --> 00:22:05,520
What is the richest man?
Like, is it comfortable standing

778
00:22:05,520 --> 00:22:08,520
alone?
Is it like, what is the value?

779
00:22:08,640 --> 00:22:10,900
So this subtitle is really
important and it's how to build a

780
00:22:10,900 --> 00:22:12,400
seven figure business without
sacrificing relationships.

781
00:22:12,480 --> 00:22:13,160
So that's the test.

782
00:22:13,160 --> 00:22:13,600
Did I get it?

783
00:22:13,600 --> 00:22:13,920
Nailed it.

784
00:22:13,920 --> 00:22:15,240
So the richest real estate agent

785
00:22:15,240 --> 00:22:15,980
is someone with freedom.

786
00:22:15,980 --> 00:22:16,600
Like the richest real estate

787
00:22:16,600 --> 00:22:19,720
agent, someone that can go home at
night and their business is still

788
00:22:19,720 --> 00:22:20,060
operating.

789
00:22:20,200 --> 00:22:20,700
Not many.

790
00:22:20,700 --> 00:22:20,880
Yeah.

791
00:22:20,880 --> 00:22:21,160
That's real.

792
00:22:21,160 --> 00:22:21,540
Yeah.

793
00:22:21,540 --> 00:22:22,680
You can go on holidays and your

794
00:22:22,680 --> 00:22:22,820
business grows.

795
00:22:22,860 --> 00:22:24,340
Like you can take a month off.

796
00:22:24,340 --> 00:22:25,240
Like this is what the goal all
agents wanted.

797
00:22:25,900 --> 00:22:27,840
When they got their license, they
weren't sitting there going, I'm

798
00:22:27,840 --> 00:22:29,440
going to be rich.

799
00:22:29,540 --> 00:22:30,600
They said, I'm going to do what I

800
00:22:30,600 --> 00:22:31,200
want when I want.

801
00:22:31,500 --> 00:22:32,580
And it's not to sit and drink

802
00:22:33,060 --> 00:22:33,880
freaking mojitos on the beach.

803
00:22:33,880 --> 00:22:34,760
That's a dumb dream.

804
00:22:34,760 --> 00:22:35,520
Like how boring that would be.

805
00:22:35,520 --> 00:22:36,560
Like agents are going to be like,

806
00:22:36,820 --> 00:22:38,800
oh yeah, I can finally sit on the
beach for a hundred years.

807
00:22:38,800 --> 00:22:39,700
That sounds terrible.

808
00:22:39,700 --> 00:22:40,900
Like, I don't know what this

809
00:22:40,900 --> 00:22:42,580
wealth management, like you can
sit on the beach.

810
00:22:42,580 --> 00:22:42,980
That's our goal.

811
00:22:43,080 --> 00:22:44,160
Like, no, I want to work 40 hours

812
00:22:44,160 --> 00:22:46,720
a freaking day if I can, but doing
shit I want to do.

813
00:22:46,720 --> 00:22:50,160
And I want to stop when I want to
stop.

814
00:22:50,160 --> 00:22:50,520
That's the goal.

815
00:22:50,520 --> 00:22:51,680
So the richest guy has freedom.

816
00:22:51,680 --> 00:22:54,260
And I believe the richest guy has
a deep connection with their wife,

817
00:22:54,260 --> 00:22:54,540
kids, clients.

818
00:22:54,540 --> 00:22:55,700
Connection with their clients for

819
00:22:55,700 --> 00:22:55,900
real.

820
00:22:55,900 --> 00:22:57,100
Because when I say relationships,

821
00:22:57,100 --> 00:22:59,080
build a seven -figure business
without sacrificing relationships.

822
00:22:59,080 --> 00:23:00,900
I'm not just talking family.

823
00:23:00,900 --> 00:23:01,780
How many past clients are getting

824
00:23:01,780 --> 00:23:02,980
ignored?
So it goes all the way through.

825
00:23:02,980 --> 00:23:05,720
Like if you don't have the ability
to have an assistant, someone on

826
00:23:05,720 --> 00:23:07,460
your team implementing ideas
because you're busy, someone to

827
00:23:07,460 --> 00:23:10,550
take care of like all the stuff
you don't want to do.

828
00:23:10,550 --> 00:23:13,470
And all you do is build
relationships with your clients,

829
00:23:13,470 --> 00:23:16,230
do the fun part of the job and
manage and lead a team.

830
00:23:16,230 --> 00:23:19,770
Then you go home at night and you
connect with your family.

831
00:23:20,130 --> 00:23:20,690
That's rich.

832
00:23:20,690 --> 00:23:21,370
Yeah.

833
00:23:21,370 --> 00:23:25,890
I find, especially in the last
couple of years when things have

834
00:23:25,890 --> 00:23:29,150
been a bit slow, anyone in the
real estate industry is so driven

835
00:23:29,150 --> 00:23:31,350
to like find new business, right?
It's all sales.

836
00:23:31,350 --> 00:23:33,070
Where's the sales fund?
Yeah.

837
00:23:33,270 --> 00:23:36,970
How do I get more leads?
But like, there's so much in your

838
00:23:37,670 --> 00:23:39,870
existing database and it's not
about, you know, providing that

839
00:23:39,870 --> 00:23:43,010
sale, like that income, just like
the touch base, the value add and

840
00:23:43,150 --> 00:23:44,150
like, but it's almost like you had
a best friend.

841
00:23:44,150 --> 00:23:45,610
But he was kind of helping you
out.

842
00:23:45,610 --> 00:23:48,150
Say he's like a web developer and
you're always hanging out with him

843
00:23:48,150 --> 00:23:48,730
or whatever.

844
00:23:48,730 --> 00:23:50,670
And then it's like, I don't need

845
00:23:50,670 --> 00:23:53,610
the web development anymore, but
we're not hanging out as much.

846
00:23:53,610 --> 00:23:54,390
And then later, you need him
again.

847
00:23:54,530 --> 00:23:55,710
Like, dude, want to hang out?
Like, you're a schmuck.

848
00:23:55,710 --> 00:23:55,870
Totally.

849
00:23:55,870 --> 00:23:56,610
You're a schmuck.

850
00:23:56,610 --> 00:23:58,310
Oh, I need referrals.

851
00:23:58,310 --> 00:23:59,890
I think we forget it's a lot like

852
00:23:59,890 --> 00:24:00,250
investing in money.

853
00:24:00,250 --> 00:24:02,030
If we were back at 20 years old

854
00:24:02,030 --> 00:24:05,110
and we put a little bit of money
every month away into the S &P

855
00:24:05,110 --> 00:24:06,820
500, holy shit, right?
We'd have millions of dollars.

856
00:24:06,820 --> 00:24:08,760
But it never feels that way
through.

857
00:24:08,760 --> 00:24:09,940
It's $100, right?
Yeah, $1 ,000.

858
00:24:09,940 --> 00:24:11,360
So now it's... $2 ,000.

859
00:24:11,360 --> 00:24:12,580
So what it is, is very short

860
00:24:12,580 --> 00:24:12,900
-sighted.

861
00:24:12,900 --> 00:24:15,520
And I think it's the industry has

862
00:24:15,520 --> 00:24:15,880
the problem.

863
00:24:15,880 --> 00:24:17,340
These new guys come into the

864
00:24:17,340 --> 00:24:19,920
industry and they're like, hey,
let's go make money.

865
00:24:19,920 --> 00:24:22,640
And every single coach out there
is a sales coach.

866
00:24:22,640 --> 00:24:23,480
Not one business coach.

867
00:24:24,060 --> 00:24:24,420
Zero.

868
00:24:24,420 --> 00:24:25,240
Like Tom Ferry, sales coach.

869
00:24:25,240 --> 00:24:26,040
Hey, let's get you listings.

870
00:24:26,040 --> 00:24:27,980
Richard Robbins, we're going to
add value to get more listings.

871
00:24:27,980 --> 00:24:30,940
You got Brian Buffini, do your pot
buys, right?

872
00:24:30,940 --> 00:24:32,920
And all of it's good, except when
it works, it breaks.

873
00:24:32,920 --> 00:24:34,060
And so this is the issue.

874
00:24:34,060 --> 00:24:35,800
So what happens is they don't

875
00:24:35,820 --> 00:24:38,480
actually think going, I should
probably put some systems and I

876
00:24:38,480 --> 00:24:39,340
should get an assistant.

877
00:24:39,340 --> 00:24:40,260
Like if you started a restaurant,

878
00:24:40,260 --> 00:24:44,300
wouldn't you want to get a cook?
Wouldn't you want to hire the

879
00:24:44,300 --> 00:24:45,640
people out?
If you're going to do a

880
00:24:45,640 --> 00:24:47,440
bodybuilding, like a gym or
whatever, you're probably going to

881
00:24:47,440 --> 00:24:49,020
want someone to work at the front
desk.

882
00:24:49,020 --> 00:24:51,120
See, agents are like, I'm going to
do it all myself.

883
00:24:51,120 --> 00:24:51,540
It's so broken.

884
00:24:51,540 --> 00:24:53,040
When I started as an agent, I was

885
00:24:53,040 --> 00:24:53,580
a business coach.

886
00:24:53,580 --> 00:24:55,500
And I thought, what would it be

887
00:24:55,500 --> 00:24:58,480
like if I actually... practice
what I preach because I was

888
00:24:58,480 --> 00:25:00,720
already coaching a bunch of
people, had even national

889
00:25:01,000 --> 00:25:01,660
contracts with different
companies.

890
00:25:01,660 --> 00:25:03,600
And so I finished my contracts and
really niched into real estate.

891
00:25:03,600 --> 00:25:05,440
I started coaching agents and they
started really taking off.

892
00:25:05,440 --> 00:25:07,200
And the thing is, though, I
thought, what would it be like if

893
00:25:07,200 --> 00:25:08,600
your coach became an agent?
This will be cool.

894
00:25:08,660 --> 00:25:09,360
So I'll be a case study.

895
00:25:09,360 --> 00:25:10,780
So I became an agent.

896
00:25:10,780 --> 00:25:11,920
I hired an assistant before I had
sales.

897
00:25:11,920 --> 00:25:12,060
Yeah.

898
00:25:12,060 --> 00:25:12,460
Well, why?

899
00:25:12,540 --> 00:25:14,760
If I had a restaurant, I'm
probably going to need a

900
00:25:14,760 --> 00:25:15,180
dishwasher.

901
00:25:15,700 --> 00:25:17,060
Like if you're thinking I'm going

902
00:25:17,060 --> 00:25:20,320
to grow, why would we not put the
infrastructure in place if you

903
00:25:20,320 --> 00:25:22,220
think you're going to grow?
But if you think you're not going

904
00:25:22,220 --> 00:25:23,720
to grow, I could understand not
doing it.

905
00:25:23,720 --> 00:25:24,860
So it's even a mindset issue.

906
00:25:24,860 --> 00:25:26,700
So I just put an assistant in, 440

907
00:25:26,980 --> 00:25:29,840
grand commissions my first year,
second year was 660.

908
00:25:29,840 --> 00:25:33,100
And nine years later, we sold the
team and moved on.

909
00:25:33,100 --> 00:25:36,640
But the thing is that I treated it
like a business day one.

910
00:25:36,640 --> 00:25:37,680
And that is unheard of.

911
00:25:37,680 --> 00:25:39,080
They look at you like you're an

912
00:25:39,080 --> 00:25:39,300
idiot.

913
00:25:39,420 --> 00:25:40,960
You're getting an assistant, you

914
00:25:40,960 --> 00:25:43,100
got to have at least 20 to 30
deals.

915
00:25:43,100 --> 00:25:46,540
Well, so you're so busy, you can't
train her.

916
00:25:46,600 --> 00:25:49,260
you're so busy that like now she's
behind like you got to buy an

917
00:25:49,260 --> 00:25:51,240
assistant that's really expensive
like this it's all backwards so

918
00:25:51,240 --> 00:25:55,660
yeah i was gonna ask so what's the
common dispute to hire because

919
00:25:55,660 --> 00:25:59,730
like yeah i have a team member
started earlier than i needed to

920
00:25:59,730 --> 00:26:02,450
but like we built such a great
thing but like from your

921
00:26:02,450 --> 00:26:04,430
standpoint when you're in coaching
yeah what has the resistance yeah

922
00:26:04,430 --> 00:26:07,350
there's tons like it's probably
the number one personal growth

923
00:26:07,350 --> 00:26:09,190
thing we do is help them hire yeah
hands down because you're dealing

924
00:26:09,190 --> 00:26:12,650
with a lot of things the
relationship with money that's a

925
00:26:12,650 --> 00:26:13,070
big psychology Right.

926
00:26:13,070 --> 00:26:13,670
Spend money or not money.

927
00:26:13,670 --> 00:26:13,990
Huge.

928
00:26:14,410 --> 00:26:15,730
The other one is you're going to

929
00:26:15,730 --> 00:26:17,130
realize how frigging chaotic I am.

930
00:26:17,130 --> 00:26:18,750
They're going to be seen up close

931
00:26:18,750 --> 00:26:20,450
that their chaos and their
beautiful brand is bullshit

932
00:26:20,510 --> 00:26:21,090
because the reality is it's chaos.

933
00:26:21,090 --> 00:26:21,210
Right.

934
00:26:21,210 --> 00:26:22,980
But these people fix chaos.

935
00:26:22,980 --> 00:26:23,320
They don't understand.

936
00:26:23,320 --> 00:26:25,620
Another one is how do I tell them
what to do?

937
00:26:25,620 --> 00:26:27,460
Or I don't have enough to do.

938
00:26:27,460 --> 00:26:27,640
Yeah.

939
00:26:27,640 --> 00:26:29,880
And I don't know what the heck I'm
doing.

940
00:26:29,880 --> 00:26:30,760
It's just all that.

941
00:26:30,760 --> 00:26:32,440
So a lot of it is that like money

942
00:26:32,520 --> 00:26:33,020
is a big deal.

943
00:26:33,020 --> 00:26:34,480
And what do I get them to do?

944
00:26:34,480 --> 00:26:36,060
So assistant first and then what?
assistant first and then what?

945
00:26:36,060 --> 00:26:37,300
Buyer agents?
Buyers agents way later.

946
00:26:37,300 --> 00:26:37,900
agents way later.

947
00:26:37,900 --> 00:26:38,820
Like people do that backwards.

948
00:26:38,820 --> 00:26:41,000
What happens is normally, here's
the traditional way.

949
00:26:41,000 --> 00:26:42,160
You're a hustler, good old
hustler.

950
00:26:42,160 --> 00:26:42,600
You're banging deals.

951
00:26:42,600 --> 00:26:43,780
People love you.

952
00:26:43,780 --> 00:26:44,760
They refer you.

953
00:26:44,760 --> 00:26:45,660
You get busy enough.

954
00:26:45,960 --> 00:26:49,540
And that's the point where you're
like, shit, I should have had an

955
00:26:49,540 --> 00:26:49,680
assistant.

956
00:26:49,680 --> 00:26:50,560
But here's the problem.

957
00:26:50,560 --> 00:26:52,640
They're like, oh, you know what?
I can't handle all the growth.

958
00:26:52,640 --> 00:26:54,180
I know what I'll do.

959
00:26:54,180 --> 00:26:55,900
I'll bring on a sales team.

960
00:26:55,900 --> 00:26:58,200
Like don't look at it as real
estate business.

961
00:26:58,200 --> 00:26:59,180
Look at it as a business.

962
00:26:59,180 --> 00:27:01,080
Because a buyer's agent is a sales

963
00:27:01,080 --> 00:27:01,200
team.

964
00:27:01,200 --> 00:27:02,560
So what's the sales team going to

965
00:27:02,560 --> 00:27:03,340
do?
Bring in more deals.

966
00:27:03,340 --> 00:27:03,880
Now you're a mentor.

967
00:27:03,880 --> 00:27:04,600
You're a manager.

968
00:27:04,600 --> 00:27:07,200
Now you're doing triple the
paperwork and you have no support.

969
00:27:07,200 --> 00:27:09,340
So it's like bringing in more
people to your restaurant and you

970
00:27:09,340 --> 00:27:12,500
still don't have a cook or like
you're cooking and maybe the

971
00:27:12,500 --> 00:27:13,810
dishes are piling up.

972
00:27:13,810 --> 00:27:14,370
Like it's impossible.

973
00:27:14,370 --> 00:27:16,130
So you've got to put in your
operational systems.

974
00:27:16,130 --> 00:27:19,250
Paperwork's got to be off your
plate before you jump into buyer's

975
00:27:19,250 --> 00:27:21,850
agent because you need that
buyer's agent to have enough value

976
00:27:21,850 --> 00:27:24,950
to stay with you means we're
taking care of all your paperwork.

977
00:27:24,950 --> 00:27:27,650
Oh, by the way, we got an
assistant booking all your

978
00:27:27,650 --> 00:27:30,150
showings and all the listing stuff
we're taking care of.

979
00:27:30,150 --> 00:27:32,650
We got emails every time you do a
buy.

980
00:27:32,650 --> 00:27:36,390
Every step along the way, they're
going to say, hey, just so you

981
00:27:36,390 --> 00:27:37,590
know, now that you're pending,
here's what happens.

982
00:27:37,590 --> 00:27:39,710
Now that we're sold, here's what
happens.

983
00:27:39,710 --> 00:27:42,510
All of that stuff's going to
happen to support you as a buyer's

984
00:27:42,510 --> 00:27:43,050
agent.

985
00:27:43,480 --> 00:27:44,700
Plus, plus, plus, plus.

986
00:27:44,700 --> 00:27:47,580
So when you're actually promoting
yourself to get an agent on your

987
00:27:47,580 --> 00:27:48,640
team, you've got unbelievable
offer.

988
00:27:48,640 --> 00:27:50,300
And it's not this, I'll get you
leads.

989
00:27:50,300 --> 00:27:53,380
Go pay $1 ,000 a month and get
them some shit leads.

990
00:27:53,380 --> 00:27:54,540
That's usually what we do.

991
00:27:54,760 --> 00:27:56,720
It's like, yeah, I'll just get you

992
00:27:56,720 --> 00:27:57,280
some leads.

993
00:27:57,940 --> 00:27:58,720
You work those leads.

994
00:27:58,720 --> 00:27:59,500
If you made your calls, you make
money.

995
00:28:00,060 --> 00:28:02,760
Like that's your coaching, right?
So for sure, assistant, but then

996
00:28:02,760 --> 00:28:03,080
operational systems.

997
00:28:03,080 --> 00:28:04,280
in place to support the buyer's

998
00:28:04,280 --> 00:28:04,460
agent.

999
00:28:04,460 --> 00:28:05,580
Now the buyer's agent goes to the

1000
00:28:05,580 --> 00:28:06,720
admin and the admin supporting
that person.

1001
00:28:06,720 --> 00:28:07,740
That's the structure I would use.

1002
00:28:07,740 --> 00:28:09,520
And is it so you can then like

1003
00:28:09,520 --> 00:28:10,760
really dive into those
relationships, like bring up the

1004
00:28:10,760 --> 00:28:13,120
Barbie doll analogy, then you can
go collect your Barbie debts.

1005
00:28:13,120 --> 00:28:13,260
Right.

1006
00:28:13,260 --> 00:28:14,740
And you're hanging out with a

1007
00:28:14,860 --> 00:28:15,680
bunch of people you.

1008
00:28:16,140 --> 00:28:16,500
Yeah.

1009
00:28:16,500 --> 00:28:17,060
That's right.

1010
00:28:17,260 --> 00:28:17,600
Yeah.

1011
00:28:17,600 --> 00:28:18,600
Let's work together.

1012
00:28:18,600 --> 00:28:20,800
Like what if a guy calls you and

1013
00:28:20,920 --> 00:28:23,480
you're out of the blue and you're
like, man, I got to connect with

1014
00:28:23,480 --> 00:28:23,720
this guy.

1015
00:28:23,720 --> 00:28:24,880
You got an opportunity.

1016
00:28:24,880 --> 00:28:25,940
You're in the zone mentally
though.

1017
00:28:26,020 --> 00:28:27,780
Think about you being a little
bit, you're already busy.

1018
00:28:27,780 --> 00:28:29,420
opportunity comes or an old friend
or whatever, even anything, you're

1019
00:28:29,420 --> 00:28:31,780
showing up to that relationship
probably a six and a half, maybe

1020
00:28:31,860 --> 00:28:32,180
seven out of 10.

1021
00:28:32,180 --> 00:28:34,620
But ask yourself, how good am I in

1022
00:28:34,620 --> 00:28:36,780
my business at a 10 out of 10
energy?

1023
00:28:36,780 --> 00:28:41,750
How good am I at a five out of 10?
Five out of 10, you avoid

1024
00:28:41,750 --> 00:28:41,890
relationships.

1025
00:28:41,890 --> 00:28:43,310
Like you're walking down the

1026
00:28:43,310 --> 00:28:46,950
street and you're like, oh fuck, I
know he's a good buddy, but how do

1027
00:28:46,950 --> 00:28:49,690
I, like I see on the street, I'm
tired, I'm going to avoid you.

1028
00:28:49,690 --> 00:28:52,770
Like, but if I'm like on the
street and I'm feeling amazing, oh

1029
00:28:52,770 --> 00:28:55,250
guys, how's the podcast?
Completely night and day, we

1030
00:28:55,250 --> 00:28:55,710
misunderstand that energy.

1031
00:28:55,710 --> 00:28:57,190
We really undervaluate the cost of

1032
00:28:57,190 --> 00:28:57,990
doing it yourself.

1033
00:28:57,990 --> 00:28:59,550
That's why if you spend, let's say

1034
00:28:59,550 --> 00:29:01,370
20 grand on an assistant, you can
almost build a million dollar

1035
00:29:01,370 --> 00:29:02,770
business with a $20 ,000
assistant.

1036
00:29:02,870 --> 00:29:03,890
The thing is though, your energy
is up.

1037
00:29:03,890 --> 00:29:06,670
And so I think we miss the power
of when you feel good.

1038
00:29:06,670 --> 00:29:08,290
When you feel good, things grow.

1039
00:29:08,290 --> 00:29:09,980
When you feel bad, they shrink.

1040
00:29:10,080 --> 00:29:11,540
And I think we miss that man
behind the business in the whole

1041
00:29:11,540 --> 00:29:11,780
thing.

1042
00:29:11,940 --> 00:29:12,080
Yeah.

1043
00:29:12,080 --> 00:29:13,280
Like what's the opportunity cost?
Like the lost.

1044
00:29:13,280 --> 00:29:13,360
Yeah.

1045
00:29:13,360 --> 00:29:14,040
Known things like that.

1046
00:29:14,040 --> 00:29:14,280
Right.

1047
00:29:14,280 --> 00:29:15,300
The deals that you lose that they

1048
00:29:15,300 --> 00:29:16,480
fire you on hurt.

1049
00:29:16,540 --> 00:29:17,860
The deals that you lose that you

1050
00:29:17,860 --> 00:29:19,100
could have had don't hurt.

1051
00:29:19,100 --> 00:29:21,540
Like you don't know that you could

1052
00:29:21,540 --> 00:29:25,440
have had a quarter million dollars
more money every year for another

1053
00:29:25,440 --> 00:29:25,980
10 years.

1054
00:29:25,980 --> 00:29:26,560
That's a lot of money.

1055
00:29:26,560 --> 00:29:27,840
It's two and a half million
dollars.

1056
00:29:27,840 --> 00:29:27,960
Yeah.

1057
00:29:27,960 --> 00:29:29,040
Like we don't feel it.

1058
00:29:29,040 --> 00:29:29,460
So we never know.

1059
00:29:29,460 --> 00:29:30,780
Well, it goes back to that like

1060
00:29:30,780 --> 00:29:32,880
complacency of like, I want to, I
want to do this.

1061
00:29:33,140 --> 00:29:36,460
I want to scale the business.

1062
00:29:36,460 --> 00:29:39,980
I want to put in these systems,

1063
00:29:39,980 --> 00:29:42,420
but like things are okay, you
know?

1064
00:29:42,420 --> 00:29:42,820
So yeah.

1065
00:29:42,820 --> 00:29:43,760
When did you write the book?

1066
00:29:43,760 --> 00:29:46,320
I don't know, a couple of years
ago now?

1067
00:29:46,320 --> 00:29:46,580
Yeah.

1068
00:29:46,940 --> 00:29:48,100
And what was the reason?

1069
00:29:48,100 --> 00:29:50,280
What's your purpose to coach
people, grow businesses?

1070
00:29:50,280 --> 00:29:51,300
So two questions.

1071
00:29:51,300 --> 00:29:52,780
Why I wrote the book and then

1072
00:29:52,780 --> 00:29:54,680
what's the purpose?
Why I wrote the book was, to be

1073
00:29:54,680 --> 00:29:56,880
honest with you, I was going to
leave real estate coaching

1074
00:29:57,000 --> 00:29:57,160
altogether.

1075
00:29:57,220 --> 00:29:58,620
I got sick of it.

1076
00:29:58,620 --> 00:29:58,740
Seriously.

1077
00:29:58,740 --> 00:29:58,820
Interesting.

1078
00:29:58,820 --> 00:29:59,740
Because I talk personal growth.

1079
00:29:59,740 --> 00:29:59,840
Yeah.

1080
00:29:59,840 --> 00:30:00,820
I talk with the man behind the
systems.

1081
00:30:00,900 --> 00:30:03,660
I talk about, and you go to the
brokerages and they want to hear

1082
00:30:03,660 --> 00:30:04,020
about AI.

1083
00:30:04,020 --> 00:30:05,920
They want to hear about like lead,

1084
00:30:05,920 --> 00:30:06,360
lead, lead, lead.

1085
00:30:06,360 --> 00:30:08,410
They don't give a shit.

1086
00:30:08,410 --> 00:30:09,930
They just want to fill the room.

1087
00:30:10,170 --> 00:30:11,330
Like when the brokerages are out

1088
00:30:11,330 --> 00:30:14,250
there, this is a big bone to pick
because brokerages are looking at

1089
00:30:14,250 --> 00:30:17,550
recruiting and retention, okay?
But they're not looking at how do

1090
00:30:17,550 --> 00:30:18,070
we make them successful.

1091
00:30:18,070 --> 00:30:19,790
That's a whole nother question.

1092
00:30:19,790 --> 00:30:20,450
They don't have the budget.

1093
00:30:20,450 --> 00:30:22,550
So they just try to keep feeding

1094
00:30:22,550 --> 00:30:24,150
shit to these agents.

1095
00:30:24,150 --> 00:30:25,330
And they're not bad people.

1096
00:30:25,330 --> 00:30:27,270
Not saying they're bad, but it's
broken.

1097
00:30:27,270 --> 00:30:28,570
So I'm coming in going, hey guys,
we need to hire.

1098
00:30:28,570 --> 00:30:29,170
We need to do this.

1099
00:30:29,170 --> 00:30:29,590
Not a popular topic.

1100
00:30:29,590 --> 00:30:30,670
It's not a popular topic.

1101
00:30:30,670 --> 00:30:31,850
And then in the business world,

1102
00:30:31,850 --> 00:30:32,490
that's my peeps.

1103
00:30:32,650 --> 00:30:35,020
Like I could literally switch over

1104
00:30:35,020 --> 00:30:36,580
to anything and do business, no
problem.

1105
00:30:36,580 --> 00:30:38,660
So here's what happened.

1106
00:30:38,660 --> 00:30:41,440
I kind of got to the place where

1107
00:30:41,440 --> 00:30:43,600
I'm like, you know what?
I don't need to work in this

1108
00:30:43,600 --> 00:30:43,680
industry.

1109
00:30:43,680 --> 00:30:44,740
Like I was investor, you know, I

1110
00:30:44,740 --> 00:30:49,860
did this stuff and I was like, so
what I did was, and this is after

1111
00:30:49,860 --> 00:30:51,660
I even sold my business of real
estate.

1112
00:30:51,660 --> 00:30:54,420
I was like, I'm going to start
shifting my gears to business

1113
00:30:54,420 --> 00:30:54,680
owners.

1114
00:30:54,680 --> 00:30:55,000
Okay.

1115
00:30:55,160 --> 00:30:56,720
So I started across Canada tour.

1116
00:30:56,720 --> 00:30:59,100
My first stop was in BC.

1117
00:30:59,100 --> 00:31:02,880
I filled the entire room with
business owners and it's rocking.

1118
00:31:03,020 --> 00:31:04,540
Like, here we go.

1119
00:31:04,620 --> 00:31:04,840
Right.

1120
00:31:04,840 --> 00:31:06,340
They're eating this message up,
right?

1121
00:31:06,340 --> 00:31:08,080
How to scale and how to do these
things.

1122
00:31:08,080 --> 00:31:11,960
Then on the way home, I hear on
the news that the MBA just shut

1123
00:31:12,480 --> 00:31:12,800
down.

1124
00:31:12,800 --> 00:31:13,440
I went, oh man, COVID.

1125
00:31:13,440 --> 00:31:16,680
So I sat back in my office and I'm
like looking at this going, okay,

1126
00:31:16,680 --> 00:31:18,140
well now what?
I thought, you know what?

1127
00:31:18,140 --> 00:31:20,860
What if I just give everything in
real estate away just to kind of

1128
00:31:20,860 --> 00:31:22,360
help?
So I just kind of just started

1129
00:31:22,360 --> 00:31:23,720
giving away everything in real
estate.

1130
00:31:23,720 --> 00:31:26,500
Like I think I gave away some 800
people, took my thing and started

1131
00:31:26,500 --> 00:31:26,880
doing this.

1132
00:31:27,020 --> 00:31:28,220
Then I get asked to speak at all

1133
00:31:28,220 --> 00:31:29,520
these different places online.

1134
00:31:29,660 --> 00:31:31,020
And I started growing and I'm just

1135
00:31:31,020 --> 00:31:33,060
like, and then it was like, do you
know a mindset guy?

1136
00:31:33,060 --> 00:31:34,460
Our agents are pretty fucked up
right now.

1137
00:31:34,620 --> 00:31:35,860
And I was like, interesting.

1138
00:31:35,860 --> 00:31:39,600
Now you want to talk.

1139
00:31:39,600 --> 00:31:40,440
This is good.

1140
00:31:40,440 --> 00:31:41,520
And so that's where I really went

1141
00:31:41,520 --> 00:31:44,080
all in with real estate because I
was like, oh, they get it now.

1142
00:31:44,080 --> 00:31:46,480
So COVID made everyone realize
that there's a lot more to life

1143
00:31:46,480 --> 00:31:47,900
than just these deals.

1144
00:31:48,160 --> 00:31:50,020
And when the deals fell apart,

1145
00:31:50,300 --> 00:31:50,920
they realized their marriages were
hard.

1146
00:31:50,920 --> 00:31:51,940
They realized they weren't happy.

1147
00:31:51,940 --> 00:31:52,880
They were drinking too much.

1148
00:31:52,880 --> 00:31:55,920
So I feel like the personal growth
was thrown in their face.

1149
00:31:55,920 --> 00:31:57,980
And that was actually the real
catalyst to your success is the

1150
00:31:57,980 --> 00:31:58,280
personal growth.

1151
00:31:58,380 --> 00:31:59,020
Like in that connection was hard

1152
00:31:59,020 --> 00:31:59,930
to make.

1153
00:31:59,930 --> 00:32:00,770
Now it's not so hard.

1154
00:32:00,770 --> 00:32:02,930
And plus, I've been banging this
drum for a long time now.

1155
00:32:02,930 --> 00:32:05,530
So I think it's gotten pretty loud
and people get it.

1156
00:32:05,530 --> 00:32:07,970
Because what I realized is I
cannot sell to the industry.

1157
00:32:07,970 --> 00:32:09,930
I can't be associated with any
brokerage.

1158
00:32:09,930 --> 00:32:11,490
I speak with all of them.

1159
00:32:11,490 --> 00:32:12,630
We've got great relationships with

1160
00:32:12,630 --> 00:32:14,830
all these brokerages and the
boards and everything.

1161
00:32:14,830 --> 00:32:16,030
But I have to stand alone.

1162
00:32:16,030 --> 00:32:17,410
I got to talk this message.

1163
00:32:17,410 --> 00:32:19,110
And what happens is my people show
up.

1164
00:32:19,110 --> 00:32:21,910
And what's happening is it's
backwards because usually you go

1165
00:32:21,910 --> 00:32:22,530
to the top.

1166
00:32:22,670 --> 00:32:23,570
And the broker just kind of

1167
00:32:23,750 --> 00:32:24,010
introduce you.

1168
00:32:24,010 --> 00:32:25,670
I'm going to the bottom.

1169
00:32:25,670 --> 00:32:26,950
I'm just going to the people.

1170
00:32:26,950 --> 00:32:29,350
And that's been what I did for

1171
00:32:29,530 --> 00:32:29,850
years and years.

1172
00:32:29,850 --> 00:32:30,470
So that's the long story.

1173
00:32:30,470 --> 00:32:31,010
So I wrote the book.

1174
00:32:31,790 --> 00:32:32,970
And when I went to my publisher

1175
00:32:32,970 --> 00:32:34,790
before, I said, I want to write a
book.

1176
00:32:34,790 --> 00:32:37,410
So this was in the middle of me
transitioning out of real estate

1177
00:32:37,490 --> 00:32:37,770
in my mind.

1178
00:32:37,770 --> 00:32:39,130
So I tell my publisher and we're

1179
00:32:39,130 --> 00:32:39,670
talking to them.

1180
00:32:39,670 --> 00:32:41,090
I said, I want to do this book,

1181
00:32:41,090 --> 00:32:46,250
but I want to leave everything on
the table and just do one last

1182
00:32:46,250 --> 00:32:48,410
thing because I know so much about
real estate.

1183
00:32:48,410 --> 00:32:50,990
I want to just leave it in a book.

1184
00:32:50,990 --> 00:32:52,970
So I gave him my entire manuscript

1185
00:32:52,970 --> 00:32:53,770
and he says, okay.

1186
00:32:53,770 --> 00:32:55,050
He says, it just feels like it's

1187
00:32:55,990 --> 00:32:56,690
missing something, like life
stuff.

1188
00:32:56,690 --> 00:32:57,550
I'm like, well, yeah.

1189
00:32:57,550 --> 00:32:58,930
And so he says, okay, Ben, you've

1190
00:32:58,930 --> 00:33:00,870
got two options here.

1191
00:33:00,870 --> 00:33:03,830
You can make a personal growth

1192
00:33:03,830 --> 00:33:05,830
business book, or you can make a
real estate book, or I can try

1193
00:33:05,830 --> 00:33:08,270
with our writing team to mold that
together.

1194
00:33:08,270 --> 00:33:09,550
And then you can merge it
together.

1195
00:33:09,550 --> 00:33:10,470
Business, personal growth, and
real estate.

1196
00:33:10,470 --> 00:33:11,710
I said, let's do that.

1197
00:33:11,710 --> 00:33:12,430
And so that's the book.

1198
00:33:12,430 --> 00:33:14,090
Now it's like, I'm crazy proud of
it.

1199
00:33:14,090 --> 00:33:15,350
It's like people that read it,
they just...

1200
00:33:15,350 --> 00:33:17,370
Where can you get it?
Where is it?

1201
00:33:17,370 --> 00:33:17,510
Amazon.

1202
00:33:17,610 --> 00:33:17,930
Yeah, just Amazon.

1203
00:33:17,930 --> 00:33:18,130
Okay.

1204
00:33:18,130 --> 00:33:18,670
How about this?

1205
00:33:18,670 --> 00:33:21,110
Anyone that goes to my Instagram,
such as Ben Osterveld, send me a

1206
00:33:21,110 --> 00:33:21,830
private message.

1207
00:33:21,830 --> 00:33:22,670
So follow me, private message,

1208
00:33:22,670 --> 00:33:22,910
free book.

1209
00:33:22,910 --> 00:33:25,200
I'll give a digital copy away.

1210
00:33:25,200 --> 00:33:25,500
Nice.

1211
00:33:25,500 --> 00:33:26,260
Anyone that does that.

1212
00:33:26,460 --> 00:33:26,680
There you go.

1213
00:33:26,680 --> 00:33:26,860
Yeah.

1214
00:33:27,040 --> 00:33:28,920
Thank you for that.

1215
00:33:28,920 --> 00:33:29,320
For sure.

1216
00:33:29,460 --> 00:33:31,240
I just want people to read it
genuinely.

1217
00:33:31,240 --> 00:33:31,400
Yeah.

1218
00:33:31,400 --> 00:33:32,600
It's definitely not what I'm

1219
00:33:32,600 --> 00:33:33,600
looking to make my millions on.

1220
00:33:34,320 --> 00:33:35,640
The message is really important

1221
00:33:35,980 --> 00:33:37,900
for the right person.

1222
00:33:37,900 --> 00:33:38,400
Yeah.

1223
00:33:38,400 --> 00:33:41,120
You can tell that when you hear
you speak, especially when we're

1224
00:33:41,240 --> 00:33:43,120
at that event, your authenticity
just comes across as like, I can

1225
00:33:43,120 --> 00:33:44,440
help make people's lives better.

1226
00:33:44,440 --> 00:33:46,740
If people do want to work with

1227
00:33:46,740 --> 00:33:49,860
you, First step, get the book,
read it, reach out to you.

1228
00:33:50,190 --> 00:33:51,710
Kind of like real high level.

1229
00:33:51,710 --> 00:33:53,350
What does it look like to work

1230
00:33:53,350 --> 00:33:53,830
with you?
Yeah.

1231
00:33:53,830 --> 00:33:55,050
So we're really focused on the
agent.

1232
00:33:55,050 --> 00:33:57,710
Like we'll probably consider 150K,
but most likely a 200K agent that

1233
00:33:57,710 --> 00:33:58,290
comes into our world.

1234
00:33:58,290 --> 00:33:59,670
These guys are people that are

1235
00:33:59,670 --> 00:34:00,890
definitely focused on building a
life.

1236
00:34:00,890 --> 00:34:01,950
They definitely want to have
freedom.

1237
00:34:01,950 --> 00:34:04,610
Some guys come into our world and
say, I want to make millions.

1238
00:34:04,610 --> 00:34:07,330
And if that's their senior goal,
we don't work with them because

1239
00:34:07,330 --> 00:34:07,870
it's empty.

1240
00:34:07,870 --> 00:34:09,750
We just know that that leads to

1241
00:34:09,750 --> 00:34:10,030
nothing.

1242
00:34:10,030 --> 00:34:11,550
That's not actually a goal.

1243
00:34:11,550 --> 00:34:13,110
Like it's just not a goal.

1244
00:34:13,110 --> 00:34:14,650
It's not the culture we want in

1245
00:34:14,650 --> 00:34:15,030
our group.

1246
00:34:15,030 --> 00:34:16,489
And so people that need systems,

1247
00:34:16,489 --> 00:34:17,409
they're a bit chaotic.

1248
00:34:17,409 --> 00:34:18,400
They've tried a bunch of shit.

1249
00:34:18,400 --> 00:34:20,360
They have all the pieces, but they
might just need the Lego set

1250
00:34:20,520 --> 00:34:20,679
instructions.

1251
00:34:20,679 --> 00:34:21,900
They've got all the pieces, but we

1252
00:34:21,900 --> 00:34:22,900
come in and it's the Lego set
instructions.

1253
00:34:22,900 --> 00:34:24,860
It's like almost like the picture
of the box.

1254
00:34:24,860 --> 00:34:27,040
Like, what do I do next?
So you do this, this, this, this.

1255
00:34:27,040 --> 00:34:27,760
Now do that.

1256
00:34:27,760 --> 00:34:28,560
So what we do with our business is

1257
00:34:28,560 --> 00:34:29,980
that we focus on its minimum one
year.

1258
00:34:29,980 --> 00:34:31,020
Most guys stay for years.

1259
00:34:31,139 --> 00:34:32,639
And we start with 60 day sprints

1260
00:34:32,639 --> 00:34:33,760
because psychologically, if I
showed you everything you need to

1261
00:34:33,760 --> 00:34:35,239
build, you're just going to be
overwhelmed.

1262
00:34:35,239 --> 00:34:36,360
If I show you a skyscraper.

1263
00:34:36,360 --> 00:34:37,360
Of course, you want a skyscraper,

1264
00:34:37,360 --> 00:34:38,980
but do you know how long it takes
to build the hole?

1265
00:34:38,980 --> 00:34:40,679
Like two years in a hole before
you even see anything.

1266
00:34:40,679 --> 00:34:43,800
So if I just say, look at this,
everyone's just overwhelmed.

1267
00:34:43,800 --> 00:34:48,600
So what we want to do is we bring
them on and it's a 60 -day sprint.

1268
00:34:48,699 --> 00:34:51,239
So the 60 -day sprint is every 60
days, they meet with a coach

1269
00:34:51,239 --> 00:34:52,360
that's fully scaled the way we've
done.

1270
00:34:52,360 --> 00:34:56,000
Then every two weeks, they meet
with a second coach and it's an

1271
00:34:56,000 --> 00:34:56,699
implementation coach.

1272
00:34:56,699 --> 00:34:58,980
This was a real hack in the

1273
00:34:58,980 --> 00:35:01,960
business because you can coach and
you get great instructions, good

1274
00:35:02,020 --> 00:35:04,600
insight and good strategy, but you
still have to implement and

1275
00:35:04,600 --> 00:35:04,920
they're busy.

1276
00:35:04,920 --> 00:35:06,460
So we're like, oh yeah, I didn't

1277
00:35:06,460 --> 00:35:07,060
get that thing done.

1278
00:35:07,060 --> 00:35:07,820
Okay.

1279
00:35:07,820 --> 00:35:08,600
Try again next time.

1280
00:35:08,600 --> 00:35:09,140
That's bullshit coaching.

1281
00:35:09,140 --> 00:35:10,440
That's what's out there.

1282
00:35:10,440 --> 00:35:12,360
So we have implementation coaches.

1283
00:35:12,580 --> 00:35:14,080
They're administratively minded
and they know our systems.

1284
00:35:14,080 --> 00:35:18,160
So they sit with you and you're
like, hey, how are you stuck?

1285
00:35:18,160 --> 00:35:20,360
What system am I on?
Okay.

1286
00:35:20,360 --> 00:35:21,960
You're on the re -engagement
campaign.

1287
00:35:22,100 --> 00:35:22,300
Good.

1288
00:35:22,300 --> 00:35:23,120
Did you get your envelopes?

1289
00:35:23,120 --> 00:35:24,400
Oh, I've been needing to do that.

1290
00:35:24,400 --> 00:35:24,580
Cool.

1291
00:35:24,700 --> 00:35:25,320
Let's do it right now.

1292
00:35:25,320 --> 00:35:27,300
And it's like, I look up shopping

1293
00:35:27,300 --> 00:35:27,420
cart.

1294
00:35:27,420 --> 00:35:28,700
You're running, you got a full

1295
00:35:28,700 --> 00:35:30,720
shopping cart and the damn pebble
hits that wheel.

1296
00:35:30,720 --> 00:35:32,660
And it's just, that's the, I
didn't order the thing.

1297
00:35:32,660 --> 00:35:35,380
And it's like, we don't need these
top agents to be coached.

1298
00:35:35,380 --> 00:35:38,520
They do from a business side, but
once they've got their plan and

1299
00:35:38,720 --> 00:35:41,460
they've got their awareness, we
need to move them into execution.

1300
00:35:41,600 --> 00:35:43,920
And so we do everything from like
helping you, like you haven't

1301
00:35:43,920 --> 00:35:44,960
written the ad for the assistant.

1302
00:35:44,960 --> 00:35:45,200
No problem.

1303
00:35:45,200 --> 00:35:45,960
Let's write it right now.

1304
00:35:46,180 --> 00:35:47,540
Oh yeah, we've got three versions

1305
00:35:47,540 --> 00:35:47,940
of that.

1306
00:35:48,080 --> 00:35:51,000
Every single one of our systems

1307
00:35:51,000 --> 00:35:51,700
are built out.

1308
00:35:51,700 --> 00:35:53,720
It's literally pull it out and

1309
00:35:53,720 --> 00:35:54,860
plug it in.

1310
00:35:54,860 --> 00:35:56,340
They still don't do it.

1311
00:35:56,340 --> 00:35:58,700
So that's why the implementation
coach sits there and does it.

1312
00:35:58,700 --> 00:36:00,360
And then they still don't do it.

1313
00:36:00,360 --> 00:36:00,960
So we added, we coach their

1314
00:36:00,960 --> 00:36:01,800
assistant to do it.

1315
00:36:01,800 --> 00:36:02,940
And this has been a huge hack.

1316
00:36:02,940 --> 00:36:04,620
So we help them hire.

1317
00:36:04,620 --> 00:36:06,100
We even got a done for you hiring

1318
00:36:06,100 --> 00:36:07,340
service because you won't do it.

1319
00:36:07,340 --> 00:36:07,440
Yeah.

1320
00:36:07,440 --> 00:36:08,580
So we don't offer that for
everybody.

1321
00:36:08,580 --> 00:36:09,240
That's an extra cost.

1322
00:36:09,240 --> 00:36:11,340
But if you're like a super, super

1323
00:36:11,340 --> 00:36:14,780
successful guy and you literally
have no time, just cut us a check.

1324
00:36:14,780 --> 00:36:15,940
We'll have an assistant for you
guaranteed.

1325
00:36:15,940 --> 00:36:20,080
But then what we do is we actually
mentor the assistant and the

1326
00:36:20,100 --> 00:36:22,140
assistant actually gets coached
all the time and not on paperwork

1327
00:36:22,420 --> 00:36:23,000
and shit like that.

1328
00:36:23,000 --> 00:36:23,540
You know why?

1329
00:36:23,540 --> 00:36:25,360
Because a good assistant, they'll
learn that in five minutes.

1330
00:36:25,360 --> 00:36:26,700
Like a good assistant is admin.

1331
00:36:26,880 --> 00:36:27,960
What we're teaching them to do is

1332
00:36:27,960 --> 00:36:30,600
how do you deal with a chaotic
person and be a really good

1333
00:36:30,820 --> 00:36:33,260
compliment to them?
Actually train them on how to be

1334
00:36:33,260 --> 00:36:36,020
an assistant while they're
learning our systems.

1335
00:36:36,020 --> 00:36:37,420
So then it's like, OK, you want to
do the reengagement campaign?

1336
00:36:37,420 --> 00:36:37,480
Great.

1337
00:36:37,480 --> 00:36:38,220
Here's the instructions.

1338
00:36:38,220 --> 00:36:38,560
And these people follow
instructions.

1339
00:36:38,560 --> 00:36:39,680
Here's the SOP.

1340
00:36:39,780 --> 00:36:40,020
Here's the instructions.

1341
00:36:40,020 --> 00:36:40,920
Here's the instruction video.

1342
00:36:40,920 --> 00:36:41,640
And you're going to get coaching

1343
00:36:41,640 --> 00:36:42,020
on this.

1344
00:36:42,020 --> 00:36:43,740
OK, so guess what happens every

1345
00:36:43,740 --> 00:36:45,460
two weeks?
They can jump on that call, too,

1346
00:36:45,460 --> 00:36:46,260
and we help them implement it.

1347
00:36:46,360 --> 00:36:47,900
So the assistants become the

1348
00:36:47,900 --> 00:36:47,980
implementers.

1349
00:36:47,980 --> 00:36:48,600
So that's the biggest thing.

1350
00:36:48,600 --> 00:36:49,820
That's how we get them forward.

1351
00:36:49,820 --> 00:36:50,940
Wednesdays, we have breakout

1352
00:36:50,940 --> 00:36:52,840
sessions where it's like different
coaches have different rooms.

1353
00:36:52,960 --> 00:36:55,400
So it's like a mindset room,
operations room, a hiring room and

1354
00:36:55,400 --> 00:36:57,200
a marketing room.

1355
00:36:57,200 --> 00:36:58,880
And so they can go into the group

1356
00:36:58,880 --> 00:37:01,440
coaching and then split up to
where they need to go.

1357
00:37:01,440 --> 00:37:04,140
And then I still do drop in once a
month on Friday.

1358
00:37:04,140 --> 00:37:05,480
I actually did it today.

1359
00:37:05,480 --> 00:37:06,960
I spent three hours and guys just

1360
00:37:06,960 --> 00:37:09,030
come and go and they can get
access to me.

1361
00:37:09,030 --> 00:37:12,110
So really put a lot of thought
into how to actually execute and

1362
00:37:12,110 --> 00:37:15,310
to create the actual agent that
scale versus teach you good luck.

1363
00:37:15,310 --> 00:37:16,770
Hopefully you follow our system.

1364
00:37:16,770 --> 00:37:17,250
That's garbage.

1365
00:37:17,510 --> 00:37:18,670
So man, the training, the
assistant, like implementing that

1366
00:37:18,690 --> 00:37:18,970
is huge.

1367
00:37:18,970 --> 00:37:19,190
So good.

1368
00:37:19,190 --> 00:37:19,410
Right.

1369
00:37:19,530 --> 00:37:20,010
Because that's where the biggest

1370
00:37:20,030 --> 00:37:20,290
breakdown is.

1371
00:37:20,290 --> 00:37:21,230
People are probably like, yeah,

1372
00:37:21,510 --> 00:37:21,810
yeah, yeah.

1373
00:37:21,810 --> 00:37:22,870
I'll do it this weekend, but

1374
00:37:22,870 --> 00:37:22,950
never.

1375
00:37:22,950 --> 00:37:24,530
But the cost of not doing it.

1376
00:37:24,530 --> 00:37:24,710
Oh yeah.

1377
00:37:24,710 --> 00:37:24,890
Right.

1378
00:37:25,610 --> 00:37:25,930
Yeah.

1379
00:37:25,930 --> 00:37:26,690
It's the cost of inaction.

1380
00:37:26,690 --> 00:37:30,010
It's like, oh man, if I would have
just put it in six months ago,

1381
00:37:30,010 --> 00:37:32,710
we're talking hundreds and
hundreds and hundreds of thousands

1382
00:37:32,870 --> 00:37:35,410
of dollars lost every month that
you just don't do one thing.

1383
00:37:35,410 --> 00:37:35,650
Yeah.

1384
00:37:35,650 --> 00:37:38,190
It's like, oh, I should have done

1385
00:37:38,190 --> 00:37:38,450
that.

1386
00:37:38,450 --> 00:37:40,110
I wish I would have done that.

1387
00:37:40,110 --> 00:37:41,030
Should have called that client.

1388
00:37:41,030 --> 00:37:42,210
It went somewhere else.

1389
00:37:42,210 --> 00:37:42,590
That's $20 ,000.

1390
00:37:42,590 --> 00:37:44,250
Like, it's just so easy to lose

1391
00:37:44,250 --> 00:37:46,410
money if you think of the cost of
inaction, the cost of not doing

1392
00:37:46,570 --> 00:37:46,630
it.

1393
00:37:46,630 --> 00:37:46,870
Yeah.

1394
00:37:47,010 --> 00:37:48,550
And like outside the compensation,
just like having the service to

1395
00:37:48,550 --> 00:37:50,290
the client only should be, you
know, standard.

1396
00:37:50,290 --> 00:37:50,390
Yeah.

1397
00:37:50,390 --> 00:37:51,790
And you keep your service high.

1398
00:37:51,790 --> 00:37:52,050
Yeah.

1399
00:37:52,050 --> 00:37:52,950
Like your assistant calls them.

1400
00:37:52,950 --> 00:37:54,510
Hey, how you doing?
Hey, we got birthday cookies on

1401
00:37:54,510 --> 00:37:56,750
their doorstep every single
birthday on their doorstep.

1402
00:37:56,750 --> 00:37:57,370
Oh, man.

1403
00:37:57,370 --> 00:37:57,850
I never get.

1404
00:37:57,850 --> 00:37:58,590
Where are my cookies?
The reaction?

1405
00:37:58,590 --> 00:37:59,990
Come on, man.

1406
00:37:59,990 --> 00:38:00,130
See?

1407
00:38:00,130 --> 00:38:00,850
Friggin' love cookies.

1408
00:38:00,850 --> 00:38:01,650
Oh, yeah.

1409
00:38:01,650 --> 00:38:02,690
I forgot there's your real estate
agent.

1410
00:38:02,790 --> 00:38:02,830
Sorry.

1411
00:38:02,830 --> 00:38:04,410
By the way, what he just did there

1412
00:38:04,410 --> 00:38:07,210
is the most famous thing we get
because they say my agent never

1413
00:38:07,210 --> 00:38:07,510
did that.

1414
00:38:07,510 --> 00:38:08,590
So we do full red carpets at

1415
00:38:08,590 --> 00:38:08,910
closing.

1416
00:38:08,990 --> 00:38:10,230
A full red carpet, but we don't

1417
00:38:10,230 --> 00:38:11,690
publicly put it anywhere.

1418
00:38:11,690 --> 00:38:12,630
It's just for you.

1419
00:38:12,950 --> 00:38:15,670
Do we put our logo, make you hold
a stupid sign that says Ben just

1420
00:38:15,670 --> 00:38:16,850
sold your house and turn it into
billboards?

1421
00:38:16,850 --> 00:38:19,490
Hopefully you didn't do that
because that's really good.

1422
00:38:19,490 --> 00:38:20,630
No, I'll say that.

1423
00:38:20,630 --> 00:38:22,330
Did get us a nice gift basket.

1424
00:38:22,410 --> 00:38:23,090
us a nice gift basket.

1425
00:38:23,090 --> 00:38:24,430
Yeah, but I'm saying though, like

1426
00:38:24,430 --> 00:38:28,030
the gift basket's good, but what
would cause him to go, holy shit,

1427
00:38:28,030 --> 00:38:28,890
fire your agent and hire you.

1428
00:38:28,890 --> 00:38:29,850
That's what we think about.

1429
00:38:29,850 --> 00:38:30,990
What emotional reaction can we
create?

1430
00:38:30,990 --> 00:38:32,990
It's basically just cookies for
me.

1431
00:38:32,990 --> 00:38:33,450
I'll be honest.

1432
00:38:33,450 --> 00:38:34,850
I'm a pretty big cookie guy.

1433
00:38:34,850 --> 00:38:36,610
And it's so hard.

1434
00:38:36,610 --> 00:38:37,250
This guy's a cookie.

1435
00:38:37,370 --> 00:38:38,390
I gave a lady cat litter once.

1436
00:38:38,570 --> 00:38:39,810
It was the best.

1437
00:38:39,810 --> 00:38:44,010
I rolled out the red carpet and
walked down the red carpet because

1438
00:38:44,010 --> 00:38:45,390
we were joking about cat litter.

1439
00:38:45,390 --> 00:38:47,450
And it was just, it's got to be, I

1440
00:38:47,450 --> 00:38:49,450
see you, I hear you, I love you.

1441
00:38:49,450 --> 00:38:50,850
It's cast to be at that level, the

1442
00:38:50,850 --> 00:38:51,610
human to human connection.

1443
00:38:51,610 --> 00:38:53,810
If I would send my wife an email

1444
00:38:53,910 --> 00:38:54,390
to say happy birthday.

1445
00:38:54,390 --> 00:38:56,190
it would be an absolute joke.

1446
00:38:56,190 --> 00:38:59,520
But in business, in real estate,
oh yeah, I do a birthday email

1447
00:38:59,520 --> 00:39:00,120
every time.

1448
00:39:00,120 --> 00:39:01,760
Like, oh, congratulations.

1449
00:39:01,900 --> 00:39:02,820
You're great at these
relationships.

1450
00:39:02,820 --> 00:39:03,480
Like, really?
Sorry.

1451
00:39:03,480 --> 00:39:04,700
Sorry, it's a little bit
different.

1452
00:39:04,700 --> 00:39:05,220
You're picking me up.

1453
00:39:05,220 --> 00:39:05,720
I got it.

1454
00:39:05,720 --> 00:39:07,140
I know, I got an agent sitting
right here.

1455
00:39:07,260 --> 00:39:09,380
I'll just try to figure out how I
get Taylor to fire his wife.

1456
00:39:09,380 --> 00:39:12,380
just try to figure out how I get
Taylor to fire his I'll be honest,

1457
00:39:12,380 --> 00:39:13,940
she has not made me cookies in a
while.

1458
00:39:13,940 --> 00:39:15,180
The door is open here.

1459
00:39:15,180 --> 00:39:16,300
Okay, now I'm causing trouble.

1460
00:39:16,300 --> 00:39:17,760
That's hilarious.

1461
00:39:17,760 --> 00:39:19,020
Wives, you get bumped.

1462
00:39:19,020 --> 00:39:19,540
I can't.

1463
00:39:19,540 --> 00:39:21,460
Yeah, no help there, man.

1464
00:39:21,460 --> 00:39:22,040
Tough cunt.

1465
00:39:22,040 --> 00:39:23,000
You don't want that.

1466
00:39:23,140 --> 00:39:28,200
I was going to get this book, just
read the last chapter on how to

1467
00:39:28,200 --> 00:39:28,560
steal that.

1468
00:39:28,620 --> 00:39:29,220
Stealing his wife?

1469
00:39:29,220 --> 00:39:29,580
wife?
That's weird.

1470
00:39:29,580 --> 00:39:30,500
You're just hitting weirdo.

1471
00:39:30,500 --> 00:39:30,680
Yeah.

1472
00:39:30,680 --> 00:39:33,060
What we're trying to do here is,
you know, hey, 2026 is starting.

1473
00:39:33,060 --> 00:39:35,460
We're obviously recording this
just before Christmas and we want

1474
00:39:35,680 --> 00:39:37,840
people to like get that
motivation, get that going to kind

1475
00:39:37,900 --> 00:39:40,140
of like end the show because we've
got to be conscious of time here.

1476
00:39:40,140 --> 00:39:43,980
What do you have any advice?
Like goal planning, like what is a

1477
00:39:43,980 --> 00:39:46,100
tangible takeaway that like, hey,
you cannot walk away and not do

1478
00:39:46,100 --> 00:39:46,380
this in 2020.

1479
00:39:46,380 --> 00:39:47,780
So if I give a tactic, it's going

1480
00:39:47,780 --> 00:39:51,760
to be cool and fun and be like, oh
yeah, that's such a good idea.

1481
00:39:51,820 --> 00:39:53,460
But the real truth is it's a
mindset.

1482
00:39:53,460 --> 00:39:55,380
It's 1 % every day and it's 1 %
wins.

1483
00:39:55,380 --> 00:39:56,440
Never celebrate your home runs.

1484
00:39:56,760 --> 00:39:57,800
Never chase home runs.

1485
00:39:57,800 --> 00:39:57,980
Never.

1486
00:39:57,980 --> 00:40:00,100
I've gotten home runs before and I

1487
00:40:00,100 --> 00:40:03,240
think I made it and they're not
home runs and you're back to the

1488
00:40:03,240 --> 00:40:03,520
grind.

1489
00:40:03,520 --> 00:40:05,080
So in our world, we don't

1490
00:40:05,080 --> 00:40:05,440
celebrate home runs.

1491
00:40:05,440 --> 00:40:07,580
Like it's great that you're making

1492
00:40:07,580 --> 00:40:08,680
tons of money.

1493
00:40:08,680 --> 00:40:09,480
That's great.

1494
00:40:09,480 --> 00:40:10,720
I did the thing.

1495
00:40:10,720 --> 00:40:11,700
I did the thing.

1496
00:40:11,700 --> 00:40:12,860
I did the thing.

1497
00:40:12,860 --> 00:40:13,720
I did the thing.

1498
00:40:13,820 --> 00:40:15,900
1 % every day is 365%.

1499
00:40:15,900 --> 00:40:16,700
It'll beat everybody.

1500
00:40:16,720 --> 00:40:17,180
Oh, I like that.

1501
00:40:17,180 --> 00:40:19,340
I think it's actually quite a bit

1502
00:40:19,520 --> 00:40:20,320
more than 365 % compound.

1503
00:40:20,320 --> 00:40:21,640
Wow, look at you.

1504
00:40:21,640 --> 00:40:23,220
You should be a mortgage broker.

1505
00:40:23,220 --> 00:40:25,040
Did we add an interest element to

1506
00:40:25,040 --> 00:40:27,340
this?
Like did we add some kind of...

1507
00:40:27,340 --> 00:40:28,140
Compounded, semi -annual.

1508
00:40:28,340 --> 00:40:29,520
Add the cookies on.

1509
00:40:29,520 --> 00:40:29,760
Done.

1510
00:40:29,760 --> 00:40:29,880
Yeah.

1511
00:40:29,880 --> 00:40:31,440
OK, well, I love it, man.

1512
00:40:31,440 --> 00:40:32,040
I love your energy.

1513
00:40:32,100 --> 00:40:34,220
And like, yeah, I've said a couple
of times, I just appreciate like

1514
00:40:34,220 --> 00:40:35,200
the raw authenticity.

1515
00:40:35,200 --> 00:40:36,200
And yeah, there's a lot more of

1516
00:40:36,200 --> 00:40:36,540
you online.

1517
00:40:36,540 --> 00:40:37,560
Like people should follow you on

1518
00:40:37,560 --> 00:40:38,440
Instagram and go to one of your
speaking events because, yeah,

1519
00:40:38,440 --> 00:40:40,140
you've done some good things.

1520
00:40:40,140 --> 00:40:41,380
So, yeah, I appreciate you guys.

1521
00:40:41,380 --> 00:40:41,840
Awesome.

1522
00:40:41,840 --> 00:40:43,800
Well, thanks for coming on and

1523
00:40:43,800 --> 00:40:45,980
enjoy the rest of the hockey
tournament.

1524
00:40:45,980 --> 00:40:47,100
Yeah, it'll be great.

1525
00:40:47,460 --> 00:40:48,900
Like you said, get this book.

1526
00:40:48,900 --> 00:40:51,240
DM Ben, that's what you want.

1527
00:40:51,240 --> 00:40:52,580
Yeah, go follow me on Instagram

1528
00:40:52,580 --> 00:40:54,440
first and then send me a message.

1529
00:40:54,440 --> 00:40:55,700
Just write free book or.

1530
00:40:55,920 --> 00:40:58,440
Don't be like, hey, dude, I want
the free book.

1531
00:40:58,440 --> 00:41:00,880
Just write free book because I've
got a bot that's going to give it

1532
00:41:00,880 --> 00:41:01,240
to you.

1533
00:41:01,240 --> 00:41:01,340
Okay.

1534
00:41:01,340 --> 00:41:04,200
And if you want the hard copy, and
we might shut it off, so you got

1535
00:41:04,200 --> 00:41:05,020
to do it now.

1536
00:41:05,020 --> 00:41:05,240
Seriously.

1537
00:41:05,400 --> 00:41:07,040
All of a sudden, everyone knows my
thing.

1538
00:41:07,040 --> 00:41:07,620
It's a word.

1539
00:41:07,620 --> 00:41:08,760
750 books down the line.

1540
00:41:08,760 --> 00:41:10,400
What the hell is going on?
Anyways, yeah.

1541
00:41:10,400 --> 00:41:10,920
All right.

1542
00:41:10,920 --> 00:41:12,520
Yeah, no, say hi.

1543
00:41:12,520 --> 00:41:13,060
For sure.

1544
00:41:13,500 --> 00:41:13,980
I love feedback.

1545
00:41:13,980 --> 00:41:15,660
It's always good, right?
Being confident is good.

1546
00:41:15,660 --> 00:41:17,320
But what happens sometimes you
don't get the feedback.

1547
00:41:17,320 --> 00:41:17,720
Yeah.

1548
00:41:17,720 --> 00:41:19,160
You know what I mean?

1549
00:41:19,240 --> 00:41:25,160
Like it's almost like you still
need to feel that dealing of like,

1550
00:41:25,160 --> 00:41:26,960
hey, I love the show or hey,
thanks for helping me.

1551
00:41:26,960 --> 00:41:27,660
Like it really drives you.

1552
00:41:27,660 --> 00:41:29,020
So send a message that way.

1553
00:41:29,020 --> 00:41:29,380
It's nice too.

1554
00:41:29,380 --> 00:41:29,480
Awesome.

1555
00:41:29,480 --> 00:41:29,720
Appreciate it.

1556
00:41:29,720 --> 00:41:30,020
Awesome.

1557
00:41:30,020 --> 00:41:30,480
Thanks, guys.

1558
00:41:30,480 --> 00:41:31,120
Appreciate it.