63: Maximizing Success with Strategic Planning & Coaching with Century 21 & TeamWorks' Max Carbone

1
00:00:00,000 --> 00:00:01,803
Welcome back to the Kelowna Real
Estate Podcast.

2
00:00:01,903 --> 00:00:03,760
I'm your mortgage broker host,
Taylor Atkinson.

3
00:00:03,660 --> 00:00:05,843
And your real estate agent host,
Matt Glenn.

4
00:00:05,943 --> 00:00:08,760
What's new, Taylor?
What's You know, Cinco de Mayo is

5
00:00:08,660 --> 00:00:09,800
around the corner this weekend.

6
00:00:09,800 --> 00:00:11,600
What do you got planned for it,

7
00:00:11,600 --> 00:00:12,380
Matt?
Cinco de Mayo.

8
00:00:12,480 --> 00:00:15,896
Dude, my head's been all around
May the 4th be with you.

9
00:00:15,896 --> 00:00:17,669
I haven't even got to the 5th yet.

10
00:00:17,669 --> 00:00:18,260
yeah, that's fair.

11
00:00:18,260 --> 00:00:18,700
That's fair.

12
00:00:18,800 --> 00:00:21,892
Yeah, one holiday at a time, big

13
00:00:21,792 --> 00:00:23,965
plans for the weekend?
probably have a taco and maybe

14
00:00:23,965 --> 00:00:26,952
suck back at corona i don't know
nothing what do you got going

15
00:00:26,953 --> 00:00:29,714
emily signed us up for the cherry
blossom triathlon does that have

16
00:00:29,714 --> 00:00:35,364
do with cinco de mayo isn't it a
day the dead no idea we're having

17
00:00:35,364 --> 00:00:39,624
margaritas afterwards as a reward
i love it i went for a swim in the

18
00:00:39,624 --> 00:00:40,568
pool this morning good for.

19
00:00:40,568 --> 00:00:41,485
People were just running laps

20
00:00:41,485 --> 00:00:43,239
around me or swimming laps around
me.

21
00:00:43,139 --> 00:00:46,509
you were at the Yeah, that was my
first swim training session.

22
00:00:46,509 --> 00:00:47,244
Good for you.

23
00:00:47,234 --> 00:00:49,001
I don't know the length of the hot

24
00:00:49,001 --> 00:00:49,461
tub.

25
00:00:49,461 --> 00:00:50,400
I'm thinking 10 meters.

26
00:00:50,440 --> 00:00:51,772
So I probably did three lengths in
there.

27
00:00:51,772 --> 00:00:54,639
No, it made me realize as I was
like dying in the pool, how

28
00:00:54,639 --> 00:00:57,969
impressive it is that Emily's
doing this after four months from

29
00:00:57,969 --> 00:00:58,736
having a baby.

30
00:00:58,736 --> 00:01:00,411
you know, an Olympian.

31
00:01:00,411 --> 00:01:03,136
So you guys the power couple when
it comes to this stuff.

32
00:01:03,136 --> 00:01:06,172
That's just a professional athlete
for no reason.

33
00:01:06,172 --> 00:01:06,372
Yeah.

34
00:01:06,469 --> 00:01:07,531
90% of the power couples, side,

35
00:01:07,531 --> 00:01:08,620
summer seems to be here.

36
00:01:08,580 --> 00:01:09,860
So we're looking forward to it.

37
00:01:09,920 --> 00:01:15,320
And actually, so we talked about
May 4th, May 5th, May 6th is

38
00:01:15,420 --> 00:01:18,888
Kelowna now best of Kelowna, which
we're voted into the voting round.

39
00:01:18,888 --> 00:01:21,573
So how it works now is... in the
final.

40
00:01:21,573 --> 00:01:22,568
Yeah, essentially.

41
00:01:22,568 --> 00:01:24,442
We're in the final.

42
00:01:24,442 --> 00:01:26,201
You can vote for us.

43
00:01:26,201 --> 00:01:26,926
Please do.

44
00:01:26,926 --> 00:01:27,875
Go to Kelowna Now.

45
00:01:27,875 --> 00:01:29,384
And basically, we're in the

46
00:01:29,284 --> 00:01:30,231
podcast section, obviously.

47
00:01:30,231 --> 00:01:31,384
Best local podcast.

48
00:01:31,384 --> 00:01:34,300
We are literally putting all of
our eggs in this basket.

49
00:01:34,300 --> 00:01:39,340
So we need to win it or our lives
might end.

50
00:01:39,340 --> 00:01:40,456
It's that down.

51
00:01:40,456 --> 00:01:40,953
Yeah.

52
00:01:40,953 --> 00:01:42,720
is 100% a friendly popularity
contest to support local

53
00:01:42,720 --> 00:01:42,881
businesses.

54
00:01:42,881 --> 00:01:44,090
And yeah, we would really, really

55
00:01:44,090 --> 00:01:44,735
appreciate it.

56
00:01:44,735 --> 00:01:45,138
Yeah.

57
00:01:45,138 --> 00:01:49,612
Voting is May 6th to May 18th.

58
00:01:49,612 --> 00:01:53,260
So you have a couple of weeks to

59
00:01:53,560 --> 00:01:56,720
get your vote in for us and all
your other favorite businesses,

60
00:01:56,720 --> 00:01:57,300
but mostly us.

61
00:01:57,300 --> 00:01:57,517
Yeah.

62
00:01:57,517 --> 00:01:59,929
And we'd very much appreciate
Well, voting will be live now when

63
00:01:59,929 --> 00:02:00,506
this episode's released.

64
00:02:00,506 --> 00:02:02,107
So log on to it now.

65
00:02:02,207 --> 00:02:04,879
Stop listening to this podcast and
just go there.

66
00:02:04,879 --> 00:02:06,406
That's the part.

67
00:02:06,306 --> 00:02:06,673
Bestof.colonanow.com.

68
00:02:06,673 --> 00:02:06,918
Yeah.

69
00:02:06,918 --> 00:02:08,508
That's where you find the magic.

70
00:02:08,508 --> 00:02:09,060
Yeah.

71
00:02:09,060 --> 00:02:11,007
And now May 4th, May 5th, May 6th,

72
00:02:11,007 --> 00:02:12,729
May 1st, short-term rentals, the
provincial effects are now

73
00:02:12,729 --> 00:02:14,800
enforced starting today.

74
00:02:14,960 --> 00:02:15,962
So this is where we'll start

75
00:02:15,962 --> 00:02:19,165
seeing the fines and probably more
listings in the market, condo

76
00:02:19,065 --> 00:02:19,283
listings.

77
00:02:19,383 --> 00:02:21,831
What do you think, Taylor?

78
00:02:21,831 --> 00:02:25,405
I'm actually funding a file in
West Kelowna at Barona Beach, that

79
00:02:25,405 --> 00:02:25,983
short-term rental.

80
00:02:25,983 --> 00:02:27,873
So that seems to have a degree of

81
00:02:27,873 --> 00:02:29,080
activity over there.

82
00:02:29,420 --> 00:02:30,613
place has sold quite a few.

83
00:02:30,613 --> 00:02:34,369
I've of a few sales there in the
last few There's definitely some

84
00:02:34,369 --> 00:02:35,236
changes going on.

85
00:02:35,229 --> 00:02:36,778
We are bringing on a rep from V

86
00:02:36,771 --> 00:02:37,696
Rights Association.

87
00:02:37,696 --> 00:02:39,947
We're recording next week with him

88
00:02:40,205 --> 00:02:41,650
and that will be out kind of
middle of May.

89
00:02:41,960 --> 00:02:43,518
So definitely tune into that.

90
00:02:43,518 --> 00:02:44,758
He's going to update us on

91
00:02:44,758 --> 00:02:48,448
basically the legal action where
they're at against the province

92
00:02:48,448 --> 00:02:51,820
and just kind of the next steps
and how the future looks in that.

93
00:02:51,820 --> 00:02:53,984
That'll be a good episode as well.

94
00:02:53,984 --> 00:02:55,339
be a fun episode.

95
00:02:55,339 --> 00:02:56,694
This episode was awesome.

96
00:02:56,694 --> 00:02:58,049
Two-time returning guest, Max

97
00:02:58,049 --> 00:02:59,185
Carbone, Century 21.

98
00:02:59,185 --> 00:03:00,882
Yeah, he was just a super

99
00:03:00,882 --> 00:03:02,820
interesting guy to talk to, as
always.

100
00:03:03,340 --> 00:03:05,269
Max, I feel like you could just
talk to him forever.

101
00:03:05,269 --> 00:03:12,808
So we started off what's new at
the brokerage, what's new in Max's

102
00:03:12,708 --> 00:03:14,274
life, advice for realtors, for
entrepreneurs, businesses.

103
00:03:14,274 --> 00:03:17,274
He's going to start making a
business out of giving advice to

104
00:03:17,274 --> 00:03:17,933
businesses like that.

105
00:03:17,933 --> 00:03:18,967
He's done it all.

106
00:03:18,867 --> 00:03:20,130
He's like an honest wealth of
knowledge.

107
00:03:20,130 --> 00:03:26,440
So when it comes on the podcast,
we have to kind of figure out what

108
00:03:26,920 --> 00:03:30,167
direction we want to take this
because there's a lot we could go.

109
00:03:30,167 --> 00:03:32,033
So it's always a fun time.

110
00:03:32,133 --> 00:03:33,612
He's a great guest on the podcast,

111
00:03:33,712 --> 00:03:34,289
fan favorite.

112
00:03:34,289 --> 00:03:35,192
he's a super genuine guy.

113
00:03:35,292 --> 00:03:37,821
And so he has this business
coaching, I value guess, add that

114
00:03:37,821 --> 00:03:40,347
he's used in other provinces, out
east mostly, but he's kind of

115
00:03:40,247 --> 00:03:41,720
starting it in Kelowna now and
really ramping up.

116
00:03:41,720 --> 00:03:45,120
So even if you're just like not
involved in real estate and you're

117
00:03:47,500 --> 00:03:51,471
a small business entrepreneur, you
know, he's looking value add to

118
00:03:51,291 --> 00:03:51,640
And businesses, right?
Like he's doing it all.

119
00:03:52,380 --> 00:03:52,600
So give Yeah.

120
00:03:54,940 --> 00:03:55,357
it a listen He's today.

121
00:03:55,290 --> 00:03:55,773
looking to value add to And
people.

122
00:03:55,673 --> 00:03:57,032
even bigger businesses, right?
He's doing it Yeah.

123
00:03:57,032 --> 00:03:58,640
So give it a listen today.

124
00:03:58,640 --> 00:03:59,348
He's an awesome guest.

125
00:03:59,348 --> 00:04:04,542
If you like what he's talking
about, reach out to him at any

126
00:04:04,423 --> 00:04:04,623
level.

127
00:04:04,476 --> 00:04:04,795
Yeah, he's a super approachable

128
00:04:04,772 --> 00:04:04,972
guy.

129
00:04:04,778 --> 00:04:05,246
So thanks for coming on again,

130
00:04:05,081 --> 00:04:05,281
Max.

131
00:04:05,175 --> 00:04:05,359
this episode featuring Max

132
00:04:05,430 --> 00:04:05,980
Carbone, like every other episode,
is sponsored by Century 21.

133
00:04:06,379 --> 00:04:09,196
And there's a lot of good things
going on over there.

134
00:04:09,296 --> 00:04:10,916
We now have a property management
division.

135
00:04:10,916 --> 00:04:12,356
So we do that too.

136
00:04:12,356 --> 00:04:13,673
And because of Max's help, we're

137
00:04:13,673 --> 00:04:15,390
leaning more into the commercial
zone too.

138
00:04:15,390 --> 00:04:17,159
So the brokerage does it all.

139
00:04:17,159 --> 00:04:19,570
So whether you're a person looking

140
00:04:19,570 --> 00:04:23,311
to buy or sell some property or
rent out some property or an agent

141
00:04:23,311 --> 00:04:27,437
looking to make a move, Century 21
is becoming the hub in Kelowna and

142
00:04:27,437 --> 00:04:28,336
it's worth a call.

143
00:04:28,236 --> 00:04:29,367
Century to the Okay.

144
00:04:29,367 --> 00:04:30,965
Thanks for joining show, Max.

145
00:04:30,965 --> 00:04:31,152
us.

146
00:04:31,152 --> 00:04:31,774
Yeah.

147
00:04:31,774 --> 00:04:32,023
Taylor.

148
00:04:32,123 --> 00:04:33,891
Thanks, Thank you so Love having
you Last Yes.

149
00:04:33,891 --> 00:04:34,757
time was much.

150
00:04:34,757 --> 00:04:35,503
And Yeah.

151
00:04:35,503 --> 00:04:35,790
also, on.

152
00:04:35,790 --> 00:04:35,905
awesome.

153
00:04:35,905 --> 00:04:38,544
I to say thank you so much for
sponsoring bat, our show.

154
00:04:38,544 --> 00:04:39,390
our Oh, pleasure.

155
00:04:39,390 --> 00:04:41,703
You know, you guys are both great

156
00:04:41,703 --> 00:04:50,701
guys and we have a lot of fun
working with you and it's a great

157
00:04:50,667 --> 00:04:56,780
cause and you do a lot of good
work in the community.

158
00:04:56,687 --> 00:04:56,780
So it's our pleasure to support
you guys.

159
00:04:56,761 --> 00:04:56,780
you so much.

160
00:04:56,808 --> 00:05:00,109
Well, yeah, we like to ask our

161
00:05:00,073 --> 00:05:00,200
guests to connect with our
listeners.

162
00:05:00,162 --> 00:05:04,848
What's your perfect Friday look
like?

163
00:05:04,748 --> 00:05:05,672
What gets you out of bed?
What makes you productive?

164
00:05:05,672 --> 00:05:06,542
So I guess, well, first thing I've
been doing this intermittent

165
00:05:06,542 --> 00:05:06,701
fasting thing.

166
00:05:06,678 --> 00:05:07,276
So, you know, I kind of been

167
00:05:07,276 --> 00:05:07,530
skipping breakfast.

168
00:05:07,439 --> 00:05:08,200
How you been doing that for?

169
00:05:08,118 --> 00:05:11,554
I've been intermittent fasting
thing so you know i kind of been

170
00:05:11,454 --> 00:05:13,918
skipping breakfast how long have
you been doing that for i've been

171
00:05:13,818 --> 00:05:17,530
doing it for two three months you
know i did it a bit before the

172
00:05:17,530 --> 00:05:21,517
holidays too and the like and it
works you know you can't have a

173
00:05:21,517 --> 00:05:23,046
bit more energy i've been
listening to some podcasts about

174
00:05:23,017 --> 00:05:24,436
whether it actually there's real
scientific legitimacy to it and

175
00:05:24,321 --> 00:05:25,695
really they say you actually end
up doing a little bit better it

176
00:05:25,666 --> 00:05:26,699
affects your metabolism a little
bit better but it's mostly you

177
00:05:26,584 --> 00:05:27,460
just don't ingest as much food so
because you're only eating once a

178
00:05:27,460 --> 00:05:29,975
day right three times a day yeah
but anyway you know as you get

179
00:05:29,975 --> 00:05:32,944
older right you got to watch the
calories you know not as active as

180
00:05:32,944 --> 00:05:37,566
i used to be and it's good to be
able to do that but it actually

181
00:05:37,566 --> 00:05:40,031
doesn't bother me at all but it
gives me a little more energy

182
00:05:40,028 --> 00:05:43,995
during the morning yeah so that's
what i like so i typically i don't

183
00:05:43,995 --> 00:05:47,550
get i'm not a super early riser
kind of yeah i get up around.30.

184
00:05:47,550 --> 00:05:50,075
And then I like to actually work
first and then kind of exercise

185
00:05:50,075 --> 00:05:50,546
and play later.

186
00:05:50,546 --> 00:05:51,903
It's kind of my routine.

187
00:05:51,903 --> 00:05:53,966
So, you know, typically I'll get
in, you know, do some work at

188
00:05:53,966 --> 00:05:54,084
home.

189
00:05:54,084 --> 00:05:55,440
What I love to do with, you know,

190
00:05:55,440 --> 00:05:57,120
our realtors is, you know, help
them kind of solve some of their

191
00:05:57,120 --> 00:05:59,441
problems, come up with their own
life game plan, get them on track

192
00:05:59,441 --> 00:06:01,079
so that they're productive and
successful and, you know, having

193
00:06:01,079 --> 00:06:04,717
some fun and making some money and
doing what they want to do in

194
00:06:04,717 --> 00:06:05,020
life.

195
00:06:05,020 --> 00:06:06,777
Obviously the next thing is, you

196
00:06:06,777 --> 00:06:09,311
know, there's administrative
emails and stuff that need to be

197
00:06:09,211 --> 00:06:10,360
taken care of.

198
00:06:10,360 --> 00:06:11,851
But then again, the ideal from a

199
00:06:11,851 --> 00:06:14,834
Friday was then to go out in the
afternoon and either, you know, go

200
00:06:14,834 --> 00:06:17,594
to the golf course and, you know,
have some fun or go boating or in

201
00:06:17,594 --> 00:06:20,339
the, you know, in the winter, go
skiing, you know, some sort of

202
00:06:20,339 --> 00:06:23,700
outdoor activity with some of our
either clients or realtors and get

203
00:06:23,700 --> 00:06:25,419
out there and have some fun and
socialize a bit.

204
00:06:25,419 --> 00:06:29,173
And then, you know, maybe a glass
of wine or two at the end of the

205
00:06:29,173 --> 00:06:29,422
night.

206
00:06:29,422 --> 00:06:30,482
Yeah, the is for you.

207
00:06:30,582 --> 00:06:31,105
Yeah, it Yeah.

208
00:06:31,205 --> 00:06:32,664
Well, that's why we came here,

209
00:06:32,664 --> 00:06:34,174
right?
I don't know if I told you this,

210
00:06:34,174 --> 00:06:35,964
but one of our daughters used to
work for WestJet.

211
00:06:36,064 --> 00:06:38,188
And so, Anne and I traveled across
the country and said, where's the

212
00:06:38,088 --> 00:06:40,432
best place in the country to live?
And we literally went every place

213
00:06:40,432 --> 00:06:43,615
from Victoria to Halifax and in
between and, you know, give it our

214
00:06:43,615 --> 00:06:44,891
interests, right?
There's no question the Okanagan

215
00:06:44,891 --> 00:06:45,645
was way ahead.

216
00:06:45,745 --> 00:06:46,904
Victoria was a distant second.

217
00:06:46,804 --> 00:06:47,094
Yeah.

218
00:06:47,094 --> 00:06:47,152
Yeah.

219
00:06:47,152 --> 00:06:49,506
Emily and I, well, she signed us
up for like mini triathlon just

220
00:06:49,406 --> 00:06:50,571
here in the mission.

221
00:06:50,571 --> 00:06:52,701
So we went to do a bike ride the

222
00:06:52,601 --> 00:06:53,830
other day, just do some training.

223
00:06:53,828 --> 00:06:54,940
Ended up coming back with a wine

224
00:06:54,940 --> 00:06:55,375
membership.

225
00:06:55,375 --> 00:06:56,680
So you can't do anything in the

226
00:06:56,960 --> 00:06:58,773
Okanagan, like fully, you good for
your know, body.

227
00:06:58,873 --> 00:07:00,016
But that's good mental health
right?

228
00:07:00,016 --> 00:07:00,637
hey, too, Yeah.

229
00:07:00,637 --> 00:07:01,931
I'm also doing some intermittent

230
00:07:01,931 --> 00:07:04,134
fasting, but I think it's just
being a new parent.

231
00:07:04,134 --> 00:07:06,116
You forget to eat breakfast,
lunch, drink cold coffee.

232
00:07:06,016 --> 00:07:09,212
I have literally never had the
problem to forgetting to eat

233
00:07:09,212 --> 00:07:09,367
breakfast.

234
00:07:09,367 --> 00:07:09,418
Really?

235
00:07:09,418 --> 00:07:09,779
Yeah.

236
00:07:09,779 --> 00:07:10,880
You'll come.

237
00:07:11,060 --> 00:07:11,220
Yeah.

238
00:07:11,880 --> 00:07:12,331
We'll see.

239
00:07:12,431 --> 00:07:12,896
the second one.

240
00:07:12,896 --> 00:07:13,234
Yeah.

241
00:07:13,234 --> 00:07:15,274
The first one, it's okay, right?
You have the second one.

242
00:07:15,274 --> 00:07:15,950
The Yeah.

243
00:07:15,950 --> 00:07:16,921
first it's one, You the second

244
00:07:16,921 --> 00:07:17,180
one.

245
00:07:17,180 --> 00:07:17,308
Yeah.

246
00:07:17,308 --> 00:07:19,382
The first one, you're just eating
the leftovers.

247
00:07:19,382 --> 00:07:21,675
The second one, there are no
leftovers and you're like,

248
00:07:21,675 --> 00:07:23,273
raspberries are way too expensive.

249
00:07:23,373 --> 00:07:26,710
I can't eat those.

250
00:07:26,720 --> 00:07:28,620
I'll save them for the Well, so we
have a bit a theme today.

251
00:07:28,760 --> 00:07:32,500
You do a lot of strategic coaching
internally with Century 21, but

252
00:07:32,427 --> 00:07:35,019
you do it externally as well.

253
00:07:35,019 --> 00:07:35,219
Yeah.

254
00:07:35,138 --> 00:07:36,088
Do you just kind of want to run us
through?

255
00:07:35,967 --> 00:07:36,167
Sure.

256
00:07:36,145 --> 00:07:36,345
Yeah.

257
00:07:36,243 --> 00:07:37,081
So it started years ago, actually.

258
00:07:37,081 --> 00:07:39,880
I did my master's degree in

259
00:07:40,200 --> 00:07:41,560
business in entrepreneurial
studies.

260
00:07:41,995 --> 00:07:44,324
It was the first entrepreneurial
studies program in North America.

261
00:07:44,224 --> 00:07:45,720
And one of the things that I did
there, I worked at and then taught

262
00:07:45,666 --> 00:07:46,447
management consulting at the
university.

263
00:07:46,547 --> 00:07:48,461
And the founder of the
entrepreneurial studies program

264
00:07:48,461 --> 00:07:49,580
was a really visionary guy.

265
00:07:49,580 --> 00:07:51,600
One of those guys is like, you

266
00:07:51,600 --> 00:07:53,216
know, 20 years ahead of his time.

267
00:07:53,216 --> 00:07:55,142
And it really, you know, sparked

268
00:07:55,142 --> 00:07:56,242
entrepreneurial studies actually
across North America.

269
00:07:56,242 --> 00:08:00,494
And basically what his approach
was to help leaders really kind of

270
00:08:00,494 --> 00:08:03,454
look within themselves and figure
out, you know, what their reason

271
00:08:03,354 --> 00:08:06,254
for being is, and then turn that
into a business strategic plan

272
00:08:06,254 --> 00:08:09,170
that helps them achieve their both
business and personal goals in

273
00:08:09,170 --> 00:08:09,774
life.

274
00:08:09,774 --> 00:08:12,429
It was a pretty out there concept,

275
00:08:12,429 --> 00:08:14,951
you know, and this was in the
early 80s.

276
00:08:14,951 --> 00:08:17,062
He was playing around with that.

277
00:08:17,062 --> 00:08:18,607
So we started to run that, in

278
00:08:18,607 --> 00:08:20,824
essence, test it on small
enterprises.

279
00:08:20,824 --> 00:08:22,474
That's what the university
consulting service catered to.

280
00:08:22,474 --> 00:08:25,407
So we helped lots of early stage
startups, small business, you

281
00:08:25,407 --> 00:08:26,822
know, entrepreneurs really kind of
do their business planning.

282
00:08:26,822 --> 00:08:29,099
And we saw some really good
results with very small micro

283
00:08:28,999 --> 00:08:29,488
enterprises.

284
00:08:29,488 --> 00:08:32,352
after I'd worked in commercial

285
00:08:32,453 --> 00:08:36,750
real estate for a decade or so,
that I wanted to incorporate that

286
00:08:36,750 --> 00:08:39,556
activity to help more mid-growth
and high-growth entrepreneurs to

287
00:08:39,655 --> 00:08:41,914
achieve their potential in their
business careers.

288
00:08:42,014 --> 00:08:46,194
So I set up a company called
Teamworks and ran that business

289
00:08:46,194 --> 00:08:47,431
from 1993, 1994.

290
00:08:47,431 --> 00:08:48,869
It still makes existence.

291
00:08:48,869 --> 00:08:52,684
I still send a fair amount of
business to my colleagues back in

292
00:08:52,784 --> 00:08:54,769
Toronto, but it's something we're
going to be re-energizing here in

293
00:08:54,769 --> 00:08:55,567
the Okanagan.

294
00:08:55,567 --> 00:08:56,793
And it's basically a team

295
00:08:56,793 --> 00:08:58,444
strategic planning, coaching,
support practice that helps

296
00:08:58,444 --> 00:09:01,557
entrepreneurs who want to build
and grow their practice.

297
00:09:01,557 --> 00:09:05,956
This is the same methodology I use
with our realtors, as you both

298
00:09:05,856 --> 00:09:06,200
know.

299
00:09:06,300 --> 00:09:08,951
And it's a process that really

300
00:09:08,951 --> 00:09:11,691
helps people zero in on their core
philosophy, really.

301
00:09:11,691 --> 00:09:25,997
And there's a study done by a
professor at Carleton, another one

302
00:09:25,997 --> 00:09:27,789
at MIT too, that actually looked
at like a life study about people.

303
00:09:27,776 --> 00:09:30,186
And he found that people that had
a clearly defined life purpose,

304
00:09:30,186 --> 00:09:33,399
lived longer, had better health,
had better family and personal

305
00:09:33,299 --> 00:09:36,812
relationships, made more money and
had a better overall life score.

306
00:09:36,812 --> 00:09:42,097
But only about 5% or 10% of people
have actually come up with what

307
00:09:42,097 --> 00:09:44,581
their life purpose is and what
their values are.

308
00:09:44,581 --> 00:09:48,333
And it usually comes about as a
result of being affiliated with a

309
00:09:48,333 --> 00:09:49,620
church or a religion.

310
00:09:49,620 --> 00:09:53,325
I'm not religious, but I felt that

311
00:09:53,325 --> 00:09:56,128
that same philosophy could apply
to people.

312
00:09:56,128 --> 00:09:59,926
There was a book written in the
early 90s that was a very

313
00:09:59,926 --> 00:10:02,401
successful book by Stephen Covey,
The Seven Habits of Highly

314
00:10:02,401 --> 00:10:02,803
Effective People.

315
00:10:02,803 --> 00:10:03,688
Yeah, yeah.

316
00:10:03,688 --> 00:10:06,369
You know, it was real kind of a
groundbreaker.

317
00:10:06,469 --> 00:10:11,136
And he kind of touched on that a
bit, you know, is that, you know,

318
00:10:11,136 --> 00:10:12,272
come up with that.

319
00:10:12,272 --> 00:10:14,126
And so basically what I did was I

320
00:10:14,226 --> 00:10:15,768
took the company strategic
planning process, I've helped

321
00:10:15,768 --> 00:10:16,943
apply it to individuals.

322
00:10:16,942 --> 00:10:18,693
And whether you're an

323
00:10:18,592 --> 00:10:22,671
entrepreneur, a solopreneur, or,
you know, a homemaker, it doesn't

324
00:10:22,571 --> 00:10:25,141
matter, you know, whatever you do,
it applies, right?

325
00:10:25,141 --> 00:10:29,130
You just say, hey, what am I here
on planet Earth to do?

326
00:10:29,130 --> 00:10:30,196
Tough question to answer.

327
00:10:30,196 --> 00:10:32,100
There's a lot of, you know,

328
00:10:32,100 --> 00:10:34,825
techniques that I use to help
people figure it out.

329
00:10:34,825 --> 00:10:38,510
But once you kind of nail it, it
kind of feels like, oh, that's

330
00:10:38,610 --> 00:10:39,296
right.

331
00:10:39,196 --> 00:10:41,599
It kind of gives you your kind of

332
00:10:41,599 --> 00:10:43,195
your core reason for being.

333
00:10:43,195 --> 00:10:44,942
It just kind of solidifies what

334
00:10:44,942 --> 00:10:47,404
you're here to do and how to do
it.

335
00:10:47,404 --> 00:10:51,356
And so I figured out long ago that
mine was to help inspire people to

336
00:10:51,356 --> 00:10:51,847
realize their potential.

337
00:10:51,813 --> 00:10:53,399
I decided that's what I'm here on

338
00:10:53,399 --> 00:10:54,290
planet Earth to do.

339
00:10:54,390 --> 00:10:55,688
If I can do it, great.

340
00:10:55,788 --> 00:10:58,170
You know, I'll do it in some way,
shape or form.

341
00:10:58,167 --> 00:11:00,780
And there's a whole bunch of ways
I could have manifested that.

342
00:11:00,780 --> 00:11:05,075
But for me, it was taking
advantage of my interest in

343
00:11:05,075 --> 00:11:08,575
scales, which was helping coach
entrepreneurs in business and real

344
00:11:08,475 --> 00:11:10,757
estate and really help people
create and grow better companies

345
00:11:10,757 --> 00:11:11,888
and better lives in their business
practices.

346
00:11:11,888 --> 00:11:13,522
So it's been kind of a fun
journey.

347
00:11:13,522 --> 00:11:16,545
You know, I've had the pleasure of
working with, you know, literally

348
00:11:16,545 --> 00:11:18,066
some of the country's most
successful entrepreneurs, some of

349
00:11:17,966 --> 00:11:19,235
the strongest corporate leaders,
union people, charities, not for

350
00:11:19,235 --> 00:11:19,438
profit.

351
00:11:19,438 --> 00:11:20,957
So it's, you know, the way they

352
00:11:20,957 --> 00:11:22,428
would teach in business school is
do case studies.

353
00:11:22,428 --> 00:11:24,155
So Harvard Business School and
Western's Business School, which

354
00:11:24,155 --> 00:11:26,782
were real leaders in this, you
know, they developed the case

355
00:11:26,882 --> 00:11:29,461
study method and that's to learn
by having some sort of a pretend

356
00:11:29,461 --> 00:11:31,033
case that you go through.

357
00:11:31,033 --> 00:11:33,029
Well, I've been fortunate in that

358
00:11:33,029 --> 00:11:35,236
I've kind of literally been in the
meeting room with the people in

359
00:11:35,236 --> 00:11:37,296
real time, you know,, there's 20
people sometimes who are at war

360
00:11:37,396 --> 00:11:40,580
with one another, you know, to
help them come up with a game plan

361
00:11:40,480 --> 00:11:41,602
that they all can buy into.

362
00:11:41,602 --> 00:11:44,408
And you have to do it in real time

363
00:11:44,408 --> 00:11:46,781
and with real emotions and stuff.

364
00:11:46,781 --> 00:11:48,476
So a ton of fun.

365
00:11:48,476 --> 00:11:51,325
Doing that's pretty powerful
because it really gets alignment

366
00:11:51,325 --> 00:11:53,753
around a common vision, a common
dream.

367
00:11:53,753 --> 00:11:56,318
And that's what's powerful, right?
You know, when someone really buys

368
00:11:56,318 --> 00:11:58,764
into their own, and it's got to
come from within.

369
00:11:58,764 --> 00:12:01,210
What's the Latin?
Lumen in vobis est, right?

370
00:12:01,210 --> 00:12:04,348
If it comes from within, right?
The light is within yourself.

371
00:12:04,348 --> 00:12:05,262
That's what that means.

372
00:12:05,362 --> 00:12:06,346
Then that's the power, right?

373
00:12:06,346 --> 00:12:08,840
of thumb, generic question, but
like how long does it normally

374
00:12:08,840 --> 00:12:10,576
take somebody to find their
purpose?

375
00:12:10,676 --> 00:12:13,638
Because I mean, I haven't thought
about this in years and you're

376
00:12:13,638 --> 00:12:13,845
right.

377
00:12:13,845 --> 00:12:15,987
I think like, you know, you just

378
00:12:15,987 --> 00:12:19,265
kind of get busy with life with
life but yeah it was very much

379
00:12:19,165 --> 00:12:22,080
before coming back to canada like
what is the purpose of life why am

380
00:12:22,080 --> 00:12:25,057
i here trying to find that but
yeah like you sit down with

381
00:12:25,057 --> 00:12:28,340
someone and it takes a couple
weeks of this planning or a couple

382
00:12:28,340 --> 00:12:30,622
years or is like obviously
everyone's so how often should we

383
00:12:30,622 --> 00:12:32,987
look back at this how often do you
it so answer taylor's question

384
00:12:32,987 --> 00:12:35,909
first And the process that I run
people through, it takes about an

385
00:12:35,909 --> 00:12:38,600
hour or two, you know what I mean?
Right now?

386
00:12:38,600 --> 00:12:41,014
Yeah, we're not leaving this until
we all it.

387
00:12:41,002 --> 00:12:42,510
It's pretty quick, right?
And stuff.

388
00:12:42,410 --> 00:12:44,240
And it's a very much a one-on-one.

389
00:12:44,320 --> 00:12:45,520
It's not like something you can

390
00:12:45,620 --> 00:12:48,700
kind of just put on a piece of
paper and send to someone.

391
00:12:48,700 --> 00:12:51,512
It really involves getting into
their head and helping them get

392
00:12:51,512 --> 00:12:55,250
into their own head and like, I
use a technique called backcasting

393
00:12:55,151 --> 00:12:57,600
where you imagine you're in the
future and you look back, you

394
00:12:57,600 --> 00:13:00,130
know, you determine, you know,
what are the outcomes you want

395
00:13:00,130 --> 00:13:01,343
from the stakeholders in your
life?

396
00:13:01,243 --> 00:13:04,173
And then you kind of roll it up
into what it is you'd like to be

397
00:13:04,173 --> 00:13:06,487
able to say is your mantra or your
defining reason for being.

398
00:13:06,487 --> 00:13:07,854
Just like a company has a mission,
right?

399
00:13:07,854 --> 00:13:09,054
Or like, you know, individuals
have a purpose.

400
00:13:09,054 --> 00:13:11,977
And I'll give you a couple of
examples, which are kind of cool.

401
00:13:11,977 --> 00:13:13,756
I think I've shared these with
you, Matt.

402
00:13:13,756 --> 00:13:17,194
So one fellow that I worked with,
he was a very successful

403
00:13:17,194 --> 00:13:17,668
turnaround leader.

404
00:13:17,668 --> 00:13:18,743
He would go into failing

405
00:13:18,743 --> 00:13:19,987
businesses and fix them.

406
00:13:19,987 --> 00:13:22,404
His is to enable harmony, which is

407
00:13:22,404 --> 00:13:23,440
a really cool way.

408
00:13:23,440 --> 00:13:25,788
So you think of it like a failing

409
00:13:25,888 --> 00:13:26,164
organization.

410
00:13:26,064 --> 00:13:26,547
It's disharmonious.

411
00:13:26,547 --> 00:13:30,277
Think of it like a musical, you
know, band is that they're not

412
00:13:30,277 --> 00:13:31,213
playing in tune.

413
00:13:31,213 --> 00:13:33,152
And this person's ability was to

414
00:13:33,152 --> 00:13:34,869
be able to go in there.

415
00:13:34,769 --> 00:13:36,555
And it was like his natural aura

416
00:13:36,555 --> 00:13:36,668
too.

417
00:13:36,668 --> 00:13:37,913
Like when you met him, he just

418
00:13:37,913 --> 00:13:40,157
made you feel at peace and calm
and stuff.

419
00:13:40,157 --> 00:13:42,633
And he was a seasoned business
leader and he would go into

420
00:13:42,633 --> 00:13:45,131
failing companies and fix them and
put them back into harmony.

421
00:13:45,131 --> 00:13:47,321
So it was really interesting how
his life purpose was congruent

422
00:13:47,421 --> 00:13:48,922
with what his career was.

423
00:13:48,822 --> 00:13:50,191
And like, and I helped him do it

424
00:13:50,191 --> 00:13:51,860
actually after he'd done several
turnarounds and he continued to

425
00:13:51,860 --> 00:13:53,111
operate, you know, in that
environment.

426
00:13:53,111 --> 00:13:54,909
Another lady that I work with,
really interesting woman.

427
00:13:54,909 --> 00:13:57,880
She was a journalist, very
successful, you know, one of

428
00:13:57,980 --> 00:13:58,763
Canada's leading journalists.

429
00:13:58,763 --> 00:14:00,402
Hers is to uncover the truth.

430
00:14:00,402 --> 00:14:03,104
So if you're a journalist, right,
what do you do?

431
00:14:03,104 --> 00:14:05,340
You go and you dig, you look for
answers and you bring it and you

432
00:14:05,340 --> 00:14:07,180
share it to the world, right?
So it was really cool, right?

433
00:14:07,180 --> 00:14:10,453
And it was interesting because she
obviously works with words as a

434
00:14:10,453 --> 00:14:11,821
journalist, right?
She's a wordsmith.

435
00:14:11,821 --> 00:14:15,085
And it was really powerful to have
that discussion with her because

436
00:14:15,085 --> 00:14:17,836
when I helped her figure it out,
she goes, that's really

437
00:14:17,836 --> 00:14:18,420
enlightening.

438
00:14:18,520 --> 00:14:20,879
She goes, I should have figured

439
00:14:20,879 --> 00:14:21,863
that out years ago.

440
00:14:21,963 --> 00:14:23,216
I said, well, you did.

441
00:14:23,216 --> 00:14:25,270
You just never put it into words,
right?

442
00:14:25,270 --> 00:14:27,399
And so now is her chance to put it
into words.

443
00:14:27,399 --> 00:14:30,390
So what it does, it's kind of like
the organizing principle or the

444
00:14:30,290 --> 00:14:30,885
compass for life.

445
00:14:30,885 --> 00:14:31,063
Right.

446
00:14:31,063 --> 00:14:33,680
So if you follow that, then you're
more likely to have a more

447
00:14:33,680 --> 00:14:34,792
fulfilled and prosperous
existence.

448
00:14:34,792 --> 00:14:37,997
I guess like, I mean, obviously
you find that out, but then how

449
00:14:37,997 --> 00:14:41,347
long does it take then to
transform and like start working

450
00:14:41,347 --> 00:14:44,322
towards that?
Cause obviously to come up with a

451
00:14:44,322 --> 00:14:47,409
mantra or figure out your purpose,
if you knew that within an hour,

452
00:14:47,357 --> 00:14:47,558
amazing.

453
00:14:47,506 --> 00:14:49,163
But if like, does it take years

454
00:14:49,063 --> 00:14:52,215
then to transform or where do you
generally see people I don't know

455
00:14:52,215 --> 00:14:53,372
if they change.

456
00:14:53,372 --> 00:14:55,760
It's more like an evolution,

457
00:14:55,660 --> 00:14:57,451
right?
Once someone sits down or

458
00:14:57,451 --> 00:15:00,352
determines that this is what it
is.

459
00:15:00,352 --> 00:15:04,115
And I don't know if it, you know,
it's God given or if it comes from

460
00:15:04,115 --> 00:15:05,406
the universe or you make it up
yourself.

461
00:15:05,406 --> 00:15:06,171
It's one of those three.

462
00:15:06,171 --> 00:15:06,745
I don't know which.

463
00:15:06,845 --> 00:15:07,510
I'm covering my bases.

464
00:15:07,510 --> 00:15:08,597
I don't know which one's right.

465
00:15:08,597 --> 00:15:10,658
But if you pick whichever one you
believe in, it is.

466
00:15:10,649 --> 00:15:14,719
So it doesn't matter if you make
it up and this is what you want

467
00:15:14,719 --> 00:15:16,748
your existence to look like, then
that's what you'll manifest or

468
00:15:16,634 --> 00:15:16,774
produce.

469
00:15:16,874 --> 00:15:18,540
And for some people, there's all

470
00:15:18,620 --> 00:15:19,522
sorts of different ways.

471
00:15:19,522 --> 00:15:20,725
So that first person, right, if

472
00:15:20,725 --> 00:15:22,279
someone's life purpose is to
enable harmony, well, that person

473
00:15:22,279 --> 00:15:23,799
could have been a hard-nosed
business turnaround guy.

474
00:15:23,799 --> 00:15:26,251
He or she could have been a
conductor in a band, in an

475
00:15:26,251 --> 00:15:27,923
orchestra, could be a priest or
missionary.

476
00:15:27,923 --> 00:15:31,740
You know, that's what they want to
bring to the world, right?

477
00:15:31,740 --> 00:15:35,171
So there's all sorts of different
ways to affect it.

478
00:15:35,171 --> 00:15:37,375
So it's a life journey.

479
00:15:37,275 --> 00:15:38,754
And just like companies have a

480
00:15:38,854 --> 00:15:41,486
mission or a purpose, you know, if
an individual does, then that's

481
00:15:41,486 --> 00:15:42,737
just shapes their general
direction.

482
00:15:42,737 --> 00:15:46,169
But then there's a whole another
layer where you kind of, you know,

483
00:15:46,169 --> 00:15:49,475
step back in time and you say, you
know, what's the big picture

484
00:15:49,475 --> 00:15:51,982
vision for your life?
And then what are your short and

485
00:15:51,982 --> 00:15:53,751
medium term goals that get you
there?

486
00:15:54,580 --> 00:15:56,178
So, you know, it's kind of a
journey.

487
00:15:56,178 --> 00:15:58,605
Life's a journey, right?
You don't know where it's

488
00:15:58,605 --> 00:15:59,996
necessarily going to take you.

489
00:15:59,996 --> 00:16:00,801
But typically kind of the

490
00:16:00,801 --> 00:16:02,815
strategic planning process, if
done well, it takes four to eight

491
00:16:02,815 --> 00:16:05,250
hours of dedicated time for an
individual, three to four days for

492
00:16:05,250 --> 00:16:07,745
a company to do it with the senior
team members.

493
00:16:07,745 --> 00:16:09,783
And it's extended out over periods
of time.

494
00:16:09,783 --> 00:16:13,598
It requires interviews and ideally
some market data in advance too.

495
00:16:13,598 --> 00:16:17,476
So you know what the market wants
and needs if you're going to do it

496
00:16:17,476 --> 00:16:18,373
in a corporate environment, but
it's powerful.

497
00:16:18,373 --> 00:16:23,765
So I was fortunate because I had
the chance to work with a lot of

498
00:16:23,765 --> 00:16:27,232
entrepreneurs given my education,
I'm one too in my background.

499
00:16:27,132 --> 00:16:30,996
And so some of the entrepreneurs I
worked with, I was able to kind of

500
00:16:30,896 --> 00:16:34,312
test the hypothesis that if we
help the entrepreneur create his

501
00:16:34,212 --> 00:16:37,222
or her life purpose, and then that
forms the basis of the philosophy

502
00:16:37,222 --> 00:16:39,628
of the company that he or she
leads.

503
00:16:39,728 --> 00:16:42,881
And it's really interesting
because what you'll see in any

504
00:16:42,881 --> 00:16:45,157
company, if someone buys a
company, then the company starts

505
00:16:45,157 --> 00:16:47,371
to adopt the values and the
philosophy of the leader.

506
00:16:47,471 --> 00:16:49,999
And they really take on the
personality of the leader.

507
00:16:49,999 --> 00:16:52,276
It's almost like their DNA is
being injected or their spirit's

508
00:16:52,276 --> 00:16:53,365
being injected into the
enterprise.

509
00:16:53,365 --> 00:16:57,363
And I think for those of you
who've been in, you know, if

510
00:16:57,263 --> 00:16:58,993
you've seen different companies,
right, you'll see that, right?

511
00:16:58,993 --> 00:17:01,631
And sometimes when the leader, if
the leader's not good at getting

512
00:17:01,631 --> 00:17:04,566
the next person to take it over,
then all of a sudden the DNA sucks

513
00:17:04,665 --> 00:17:06,448
and it's no fun, right?
It goes into disparate changes

514
00:17:06,448 --> 00:17:08,319
because it's not the right, you
know, philosophical approach.

515
00:17:08,300 --> 00:17:10,421
Sometimes the running of a
business is almost like running a

516
00:17:10,421 --> 00:17:13,269
flock for a parish or I like the
kingdom, queendom analogy.

517
00:17:13,269 --> 00:17:16,973
You know, the story you all heard
as kids, right?

518
00:17:16,973 --> 00:17:18,824
There's the good king and the bad
king, right?

519
00:17:18,824 --> 00:17:20,733
You know, it's the same thing,
right?

520
00:17:20,634 --> 00:17:22,108
Businesses are more like kingdoms,
right?

521
00:17:22,108 --> 00:17:25,703
Someone's in command and in charge
and, you know, you never ever, you

522
00:17:25,703 --> 00:17:27,882
know, there's always lots of wars
and skirmishes and stuff.

523
00:17:27,882 --> 00:17:30,656
But, you know, the objective in my
opinion is, you know, is as a

524
00:17:30,656 --> 00:17:32,752
business leaders, you try to
create a good kingdom or queendom,

525
00:17:32,752 --> 00:17:36,275
you know, make it a good place
for, you know, the subjects, you

526
00:17:36,275 --> 00:17:38,591
know, to live and put them above
you, right.

527
00:17:38,591 --> 00:17:41,000
Rather than you being, you know,
the king of the castle, invert the

528
00:17:41,000 --> 00:17:44,349
pyramid and the people are the
ones you have to serve.

529
00:17:44,349 --> 00:17:44,582
Yeah.

530
00:17:44,582 --> 00:17:47,169
So is this always a work in

531
00:17:47,169 --> 00:17:50,763
progress?
You kind of set it and work on it

532
00:17:50,763 --> 00:17:53,266
or like you revisit it?
Typically, the purpose doesn't

533
00:17:53,266 --> 00:17:55,052
usually change much over time.

534
00:17:55,052 --> 00:17:55,902
And it's interesting.

535
00:17:55,802 --> 00:17:58,973
One of the things I also do is to
do behavior assessments.

536
00:17:58,973 --> 00:18:02,609
But the life purpose, it tends to
be pretty fixed over time.

537
00:18:02,609 --> 00:18:04,126
It can shift a little bit.

538
00:18:04,226 --> 00:18:05,644
But usually once people say,

539
00:18:05,644 --> 00:18:09,380
that's what I'm here to do, they
kind of lock in on it.

540
00:18:10,020 --> 00:18:10,354
They don't change.

541
00:18:10,322 --> 00:18:10,757
We're talking about kids.

542
00:18:10,757 --> 00:18:11,594
Well, we had three daughters,
right?

543
00:18:11,461 --> 00:18:14,388
And it's interesting, you know,
the way they were born is kind of

544
00:18:14,388 --> 00:18:16,464
their personality today, right?
One kind of came out kicking and

545
00:18:16,464 --> 00:18:17,245
screaming, and that's her
personality.

546
00:18:17,245 --> 00:18:19,588
The second one kind of came out,
she was a little quiet and happy,

547
00:18:19,588 --> 00:18:20,751
and that's her personality.

548
00:18:20,751 --> 00:18:23,272
And the youngest one came out, you

549
00:18:23,272 --> 00:18:27,720
know, a little, you know,
uncertain and the like, she's

550
00:18:27,720 --> 00:18:30,152
overcoming, but that's kind of
still her personality.

551
00:18:30,152 --> 00:18:33,386
So it's almost like, you know,
your DNA is a lot of it's already

552
00:18:33,486 --> 00:18:33,695
pretold.

553
00:18:33,595 --> 00:18:34,779
But yeah, in terms of the planning

554
00:18:34,679 --> 00:18:35,221
process, yeah.

555
00:18:35,221 --> 00:18:36,440
Ideally what you do is you revisit

556
00:18:36,340 --> 00:18:38,085
it at a high level on an annual
basis.

557
00:18:38,085 --> 00:18:41,244
You kind of execute on the tactics
and the execution, you know,

558
00:18:41,244 --> 00:18:41,576
quarterly.

559
00:18:41,676 --> 00:18:42,405
Organizations, that's about all

560
00:18:42,405 --> 00:18:44,120
you can get people to do.

561
00:18:44,120 --> 00:18:46,070
If you've got, you know, four or

562
00:18:46,070 --> 00:18:48,729
five people to get them together
and review the kind of activities

563
00:18:48,629 --> 00:18:48,744
quarterly.

564
00:18:48,744 --> 00:18:50,271
And sometimes you have to do a

565
00:18:50,271 --> 00:18:51,400
major rethink if the world
changes.

566
00:18:51,500 --> 00:18:52,008
Right.

567
00:18:51,908 --> 00:18:52,980
You know, and so, you know,

568
00:18:52,980 --> 00:18:55,236
depending on an organization,
sometimes their market situation

569
00:18:55,336 --> 00:18:56,012
dynamics change tremendously.

570
00:18:56,012 --> 00:18:57,875
They have to change their game

571
00:18:57,775 --> 00:18:58,480
plan significantly.

572
00:18:58,480 --> 00:18:59,797
But usually the purpose or the

573
00:18:59,797 --> 00:19:00,784
mission is pretty firm.

574
00:19:00,784 --> 00:19:02,156
It's kind of like the higher

575
00:19:02,156 --> 00:19:02,970
philosophical reason for being.

576
00:19:02,970 --> 00:19:04,322
And that doesn't change much.

577
00:19:04,322 --> 00:19:06,189
There's different ways you can
play it out.

578
00:19:06,189 --> 00:19:07,767
Do have multiple purposes or the
same purpose that goes in

579
00:19:07,767 --> 00:19:11,538
different aspects of life?
Is someone going to bring the same

580
00:19:11,538 --> 00:19:13,135
purpose to business, to family,
marriage, kids?

581
00:19:13,135 --> 00:19:15,422
Does it kind of spread out
holistically or do you do a few

582
00:19:15,422 --> 00:19:17,673
different ones, like a business
plan and a personal plan?

583
00:19:17,673 --> 00:19:21,430
what I've seen, and I think what's
best for people is that you have

584
00:19:21,330 --> 00:19:23,640
kind of one life purpose and that
you then have a different one for

585
00:19:23,880 --> 00:19:24,240
the business.

586
00:19:24,240 --> 00:19:25,672
So for example, our business one

587
00:19:25,572 --> 00:19:26,678
is to enable prosperity.

588
00:19:26,578 --> 00:19:28,402
So pretty similar, like my life

589
00:19:28,302 --> 00:19:29,890
purpose and Anna's, my wife's
purpose is pretty similar, right?

590
00:19:29,890 --> 00:19:32,369
We want to, you know, help people
be prosperous, achieve their

591
00:19:32,469 --> 00:19:32,996
potential.

592
00:19:32,896 --> 00:19:34,889
So our company one is we're there

593
00:19:34,889 --> 00:19:36,863
to be facilitators to help, you
know, the people in our business

594
00:19:36,763 --> 00:19:37,860
sphere to be prosperous.

595
00:19:38,060 --> 00:19:39,235
Our clients, our realtors, you

596
00:19:39,335 --> 00:19:41,920
know, our staff, you know, and
prosperous in the bigger sense of

597
00:19:41,960 --> 00:19:42,731
the word.

598
00:19:42,631 --> 00:19:43,471
Yes, financially, you know, do

599
00:19:43,471 --> 00:19:46,022
well, but also kind of do well in
life, right?

600
00:19:46,022 --> 00:19:49,032
And so usually like, what's and
that best, also kind of do well in

601
00:19:49,032 --> 00:19:50,945
right?
life, And the so usually like,

602
00:19:50,945 --> 00:19:52,930
what's best, and that's kind of a
bit of the magic, especially when

603
00:19:52,930 --> 00:19:57,212
you get to be an entrepreneur, if
it's your own life purpose and you

604
00:19:57,312 --> 00:20:00,379
make it, your business purpose is
very similar.

605
00:20:00,379 --> 00:20:02,149
It's way easier to do because it
just is in harmony.

606
00:20:02,049 --> 00:20:03,779
It kind of doesn't lack integrity
because you're manifesting and

607
00:20:03,779 --> 00:20:05,500
doing what you want to do
personally.

608
00:20:05,880 --> 00:20:07,178
And it just transcends into your
business life.

609
00:20:07,178 --> 00:20:07,448
Yeah.

610
00:20:07,448 --> 00:20:08,367
Is that making sense?

611
00:20:08,367 --> 00:20:10,995
Digging out the foundational one
to satisfy the Yeah.

612
00:20:10,895 --> 00:20:11,513
Yeah, exactly.

613
00:20:11,513 --> 00:20:13,478
You're talking the same thing.

614
00:20:13,478 --> 00:20:17,119
And I'm pretty, you know, I'm not
that smart and it's easier

615
00:20:17,119 --> 00:20:20,951
sometimes to think of one thing
than two or three.

616
00:20:20,951 --> 00:20:21,458
Yeah.

617
00:20:21,458 --> 00:20:22,773
So just basically starting the

618
00:20:22,773 --> 00:20:24,920
same business, but in Kelowna now.

619
00:20:25,060 --> 00:20:26,586
So if someone's interested in

620
00:20:26,486 --> 00:20:30,430
whether it's their business or
their company or just a real

621
00:20:30,430 --> 00:20:33,423
estate agent, what's kind of the
step?

622
00:20:33,423 --> 00:20:35,874
They contact you, you do an
assessment.

623
00:20:35,874 --> 00:20:38,345
Can you walk us through kind of
the steps?

624
00:20:38,345 --> 00:20:39,842
kind of two paths.

625
00:20:39,942 --> 00:20:41,822
One's for the realtors.

626
00:20:41,822 --> 00:20:45,670
Now, we do this for all of the
realtors in our office who are

627
00:20:45,770 --> 00:20:46,809
interested in doing it.

628
00:20:46,809 --> 00:20:49,631
The first thing that we do is we

629
00:20:49,531 --> 00:20:51,987
do a coaching assessment, which is
based on a well-known behavior

630
00:20:51,987 --> 00:20:54,316
assessment tool called DISC, where
it looks at people's dominance,

631
00:20:54,316 --> 00:20:54,933
influence, steadiness, and
compliance.

632
00:20:54,933 --> 00:20:57,609
There's lots of these four-factor
personality assessments out there,

633
00:20:57,509 --> 00:20:58,996
but this one's been really good.

634
00:20:59,096 --> 00:21:01,592
I've used it for 25, 30 years, not

635
00:21:01,592 --> 00:21:03,247
only for individuals, for
realtors, and entrepreneurs, but

636
00:21:03,347 --> 00:21:05,003
for corporate teams to help them
architect their teams.

637
00:21:05,003 --> 00:21:08,919
And what that does is it maps out
what someone's behavior is, what

638
00:21:08,919 --> 00:21:09,459
they're wired.

639
00:21:09,459 --> 00:21:11,799
And that doesn't change much over

640
00:21:11,699 --> 00:21:11,931
time.

641
00:21:11,931 --> 00:21:13,773
I've assessed people over 25, 30

642
00:21:13,773 --> 00:21:14,761
years, myself included.

643
00:21:14,861 --> 00:21:17,090
I'm not much different than I was

644
00:21:16,990 --> 00:21:18,256
30, 40 years ago.

645
00:21:18,256 --> 00:21:18,919
Behaviorally, physically, yeah.

646
00:21:18,919 --> 00:21:19,600
So no for me.

647
00:21:19,860 --> 00:21:21,774
You are what you are.

648
00:21:21,874 --> 00:21:24,730
There was this client, my really
cool guy, Dr. Larry Cash, he

649
00:21:24,753 --> 00:21:25,121
developed at the time, it was the
world's only statistically valid

650
00:21:25,089 --> 00:21:25,194
predictor of performance.

651
00:21:25,207 --> 00:21:25,935
This looked I think it was at, 68

652
00:21:26,035 --> 00:21:26,533
different personality variables.

653
00:21:26,533 --> 00:21:27,045
And it could statistically tell

654
00:21:27,045 --> 00:21:28,540
you whether someone would fail or
succeed in a role.

655
00:21:28,640 --> 00:21:30,180
It's called the Pathfinders.

656
00:21:30,180 --> 00:21:31,607
I named it for actually.

657
00:21:31,607 --> 00:21:35,718
him, And that's the type of
assessment that you use when you

658
00:21:35,718 --> 00:21:38,622
hire a high-end CEO and you're
doing a recruitment for a CEO to

659
00:21:38,622 --> 00:21:42,410
make sure he or she's the likely
right fit for the entity, right?

660
00:21:42,510 --> 00:21:45,791
And Larry was brilliant because I
asked Larry, I said, do we change

661
00:21:45,779 --> 00:21:47,886
much over time?
You know, there's that nature

662
00:21:47,886 --> 00:21:48,304
nurture controversy.

663
00:21:48,304 --> 00:21:50,295
And his opinion, and he's got way

664
00:21:50,295 --> 00:21:52,667
more knowledge about it than I
ever will, was that, no, we're

665
00:21:52,667 --> 00:21:53,017
pretty hardwired.

666
00:21:53,016 --> 00:21:54,363
He said, we don't change much.

667
00:21:54,363 --> 00:21:57,800
Who you are from birth, you can
help people achieve their

668
00:21:57,800 --> 00:21:59,307
potential, but their potential is
limited.

669
00:21:59,307 --> 00:22:03,322
Someone's only got the physical
capacity to run so fast and the

670
00:22:03,322 --> 00:22:03,453
like.

671
00:22:03,453 --> 00:22:06,142
And so you can help them to get to

672
00:22:06,142 --> 00:22:06,535
that speed.

673
00:22:06,535 --> 00:22:08,195
But if they don't have the genetic

674
00:22:08,195 --> 00:22:10,400
profile to be a world-class
runner, they're never going to be

675
00:22:10,400 --> 00:22:11,626
a world-class runner.

676
00:22:11,626 --> 00:22:13,534
But they might be able to make 11

677
00:22:13,534 --> 00:22:14,127
seconds on the 100-meter dash,
right?

678
00:22:14,127 --> 00:22:16,961
But, you know, they're not built
to be the 9.2 guy or gal and

679
00:22:16,961 --> 00:22:17,237
stuff.

680
00:22:17,237 --> 00:22:18,064
So, and his feeling was, and I

681
00:22:18,064 --> 00:22:22,036
agree with it, you know, from what
I've seen is that you're somewhat

682
00:22:22,136 --> 00:22:22,698
pre-wired from birth.

683
00:22:22,698 --> 00:22:26,107
So we use that tool to kind of

684
00:22:26,007 --> 00:22:29,725
say, how are you wired?
So are you an outgoing social, you

685
00:22:29,725 --> 00:22:32,610
know, being, are you more of a
person who likes to have things in

686
00:22:32,610 --> 00:22:34,038
order?
You're highly compliance oriented,

687
00:22:33,938 --> 00:22:35,482
right?
So depending on your personality

688
00:22:35,482 --> 00:22:37,561
profile, you'll fit better into a
position differently.

689
00:22:37,461 --> 00:22:41,490
And then the next step that we do
is we also look at their

690
00:22:41,490 --> 00:22:42,012
motivators.

691
00:22:42,012 --> 00:22:43,288
So what drives them?

692
00:22:43,288 --> 00:22:45,212
Those do change a lot over time.

693
00:22:45,212 --> 00:22:47,405
So someone could be motivated by,

694
00:22:47,305 --> 00:22:49,625
you know, economic results, money,
by theoretical, which is like

695
00:22:49,625 --> 00:22:52,349
learning, wanting to share
knowledge.

696
00:22:52,349 --> 00:22:54,664
Some people are really altruistic.

697
00:22:54,564 --> 00:22:56,383
They want to do something that's

698
00:22:56,383 --> 00:22:57,540
good for humanity.

699
00:22:57,620 --> 00:22:58,809
That's what really drives them.

700
00:22:58,709 --> 00:23:00,199
Some people it's around creative
activities, right?

701
00:23:00,299 --> 00:23:00,586
Aesthetics.

702
00:23:00,486 --> 00:23:02,320
They love, you know, art and

703
00:23:02,320 --> 00:23:09,433
culture and, you know, history and
design.

704
00:23:09,307 --> 00:23:09,660
So depending what motivates
someone, you can help them create

705
00:23:13,840 --> 00:23:14,040
a plan that really ties into their
motivators.

706
00:23:13,946 --> 00:23:14,040
But those do change over time.

707
00:23:14,023 --> 00:23:15,440
So the process is help someone

708
00:23:16,320 --> 00:23:16,700
understand what they're
behaviorally like, what motivates

709
00:23:20,720 --> 00:23:22,176
them, understand their interests,
and then help them map out for an

710
00:23:22,176 --> 00:23:23,535
individual like a realtor, you
know, what's your life purpose?

711
00:23:23,535 --> 00:23:24,214
What are you here on planet Earth
to do?

712
00:23:24,214 --> 00:23:25,590
What are your values?
What do you believe in?

713
00:23:25,490 --> 00:23:27,920
What's your code of behavior?
And then help them craft their

714
00:23:28,020 --> 00:23:28,285
vision.

715
00:23:28,185 --> 00:23:29,136
What's like a farther reaching

716
00:23:29,136 --> 00:23:31,026
picture of the future for their
lives?

717
00:23:31,026 --> 00:23:33,616
And that's kind of the high level
starting point.

718
00:23:33,616 --> 00:23:35,454
And then you drop down into more
granular activities.

719
00:23:35,554 --> 00:23:37,957
What are your goals for the future
for their lives.

720
00:23:37,857 --> 00:23:39,739
And that's kind of the high level
starting point.

721
00:23:39,839 --> 00:23:42,991
And then you drop down into more
big, granular activities.

722
00:23:42,991 --> 00:23:45,683
What are your goals for the
future?

723
00:23:45,683 --> 00:23:49,372
You know, we do a SWOT analysis
too, which is, you know, what are

724
00:23:49,372 --> 00:23:50,597
your strengths, your weaknesses,
your opportunities, your talents

725
00:23:50,597 --> 00:23:53,020
that we can leverage to help you
achieve your life vision.

726
00:23:53,020 --> 00:23:55,207
Then come into the kind of more
concrete, shorter term goals that

727
00:23:55,206 --> 00:23:56,730
someone can set.

728
00:23:56,730 --> 00:23:58,337
And this is a pretty disciplined

729
00:23:58,337 --> 00:24:02,113
process where you try and make
them as specific as possible.

730
00:24:02,013 --> 00:24:03,649
A lot of people start there.

731
00:24:03,649 --> 00:24:04,244
That's a problem.

732
00:24:04,244 --> 00:24:06,596
If you start at the goal setting
section, but you're not consistent

733
00:24:06,586 --> 00:24:08,037
or congruent with your purpose,
you're going to fail or you're

734
00:24:07,989 --> 00:24:09,198
highly likely to fail.

735
00:24:09,298 --> 00:24:10,293
I shouldn't say you're going to

736
00:24:10,293 --> 00:24:10,397
fail.

737
00:24:10,397 --> 00:24:11,232
You're highly likely to fail

738
00:24:11,232 --> 00:24:14,890
because you really want to be in
alignment with your kind of reason

739
00:24:14,890 --> 00:24:17,703
for being and then have goals that
follow from that.

740
00:24:17,703 --> 00:24:23,157
And it just makes life a lot more
in alignment and more linked and

741
00:24:23,257 --> 00:24:25,207
more Yeah, that makes a lot more
sense.

742
00:24:25,307 --> 00:24:27,826
That makes quite a bit of sense
because there is a thing out

743
00:24:27,826 --> 00:24:30,345
there, you just set the goals and
go hit them.

744
00:24:30,345 --> 00:24:33,278
That's what I think too, but it
would make sense to look farther

745
00:24:33,178 --> 00:24:37,889
Yeah, and then so the further out,
and that's kind of the game plan.

746
00:24:37,889 --> 00:24:40,514
And then of course you need the
actions.

747
00:24:40,414 --> 00:24:41,903
What are you gonna do in the short
term?

748
00:24:42,003 --> 00:24:44,505
So my role, especially with
realtors, are solopreneurs, I'll

749
00:24:44,505 --> 00:24:47,561
call them, right?
Whether it's an individual who

750
00:24:47,661 --> 00:24:51,173
runs their own businesses to help
them, you know, kind of create

751
00:24:51,173 --> 00:24:52,690
that game plan.

752
00:24:52,690 --> 00:24:55,331
And then it usually needs to be

753
00:24:55,331 --> 00:24:56,916
revisited six months or annually.

754
00:24:56,916 --> 00:24:59,044
Execution's up to the person or up

755
00:24:59,044 --> 00:25:01,215
to the team and the like, and it
works.

756
00:25:01,215 --> 00:25:04,420
You know, we've seen it in our
brokerage, right?

757
00:25:04,520 --> 00:25:07,283
People that we've done this with,
they've started off and done

758
00:25:07,283 --> 00:25:08,956
really well and become successful
very quickly.

759
00:25:08,856 --> 00:25:10,948
And more importantly, had a good
life experience, right?

760
00:25:10,948 --> 00:25:11,370
They're having fun.

761
00:25:11,370 --> 00:25:11,979
They're helping people.

762
00:25:11,979 --> 00:25:12,719
They're making money.

763
00:25:12,719 --> 00:25:13,913
You know, that's winning in life,

764
00:25:13,913 --> 00:25:14,598
right?
That's the game.

765
00:25:14,596 --> 00:25:16,722
With entrepreneurs in a different
vein, right?

766
00:25:16,722 --> 00:25:20,596
If they're running and growing a
business, it's a bit different.

767
00:25:20,596 --> 00:25:23,888
You run that path with the
entrepreneur, but then you also do

768
00:25:23,888 --> 00:25:25,444
the same thing with their team.

769
00:25:25,329 --> 00:25:26,237
And it gets a lot more complex

770
00:25:26,137 --> 00:25:26,996
than a team environment because
you've got multiple people, you

771
00:25:27,002 --> 00:25:27,698
know, I've got people are
architected different ways, just

772
00:25:27,604 --> 00:25:28,165
like a sports team.

773
00:25:28,050 --> 00:25:28,654
You have to have different

774
00:25:28,469 --> 00:25:29,092
profiles and people play different
positions.

775
00:25:29,092 --> 00:25:30,447
So you have to know what the
market wants and needs, right?

776
00:25:30,403 --> 00:25:31,769
So the typical process for an
entrepreneurial team coaching

777
00:25:31,769 --> 00:25:35,035
process is you have to first
obtain the trust of the leader.

778
00:25:35,035 --> 00:25:38,563
But then once you do that is you
conduct a market research study,

779
00:25:38,563 --> 00:25:42,320
you figure out what the market
wants and needs, get familiar with

780
00:25:43,000 --> 00:25:44,885
what the market reality is outside
of the firm.

781
00:25:44,885 --> 00:25:45,857
Then you bring the team members
together.

782
00:25:45,857 --> 00:25:49,022
And in many cases, you do the work
one-on-one with the CEO or the

783
00:25:49,022 --> 00:25:49,975
leader and the team members.

784
00:25:49,975 --> 00:25:53,033
So they have a sense of who they

785
00:25:53,033 --> 00:25:54,753
are, what their purpose is.

786
00:25:54,753 --> 00:25:55,740
Then you create the company one.

787
00:25:55,740 --> 00:25:56,924
And that's the only authentic way
to do it.

788
00:25:57,024 --> 00:25:59,608
Because a lot of people try to
bring all their team together and

789
00:25:59,608 --> 00:26:02,289
say, oh, let's come up with a
company mission or vision.

790
00:26:02,289 --> 00:26:05,018
But if the people haven't done the
work themselves, then you can't

791
00:26:05,018 --> 00:26:07,612
create kind of a group spiritual
bond, if that's the right term,

792
00:26:08,400 --> 00:26:10,000
because that's ultimately what an
organizational purpose is without

793
00:26:09,931 --> 00:26:10,943
that individual knowing what
theirs is individually, right?

794
00:26:10,943 --> 00:26:12,470
So it lacks authenticity, lacks
integrity if you do that, right?

795
00:26:12,470 --> 00:26:14,479
So if you get the people together
to kind of figure out what theirs

796
00:26:14,479 --> 00:26:17,400
is, and then you come up with the
organizational one, A, it's way

797
00:26:17,500 --> 00:26:19,355
more powerful because it comes
from the heart, right?

798
00:26:19,355 --> 00:26:20,127
It's sincere or your spirit.

799
00:26:20,080 --> 00:26:21,134
Once you do that, then it makes a

800
00:26:21,134 --> 00:26:21,428
huge difference.

801
00:26:21,384 --> 00:26:23,860
And it's really cool to see, like,

802
00:26:23,920 --> 00:26:26,393
fortunately, I've seen lots of
these kind of organizations and

803
00:26:26,393 --> 00:26:29,087
companies come together and really
develop like a really powerful

804
00:26:28,987 --> 00:26:31,124
bond, you know, kind of
collaborative working together

805
00:26:31,224 --> 00:26:34,352
because they do have this shared,
you know, purpose, shared reason

806
00:26:34,352 --> 00:26:38,305
for being, you know, and they're
working at a much higher level

807
00:26:38,305 --> 00:26:40,959
than somebody there that are just
doing it for money, right?

808
00:26:40,859 --> 00:26:42,936
Because money is a motivator, but
it's not the motivator for

809
00:26:42,936 --> 00:26:43,136
everyone.

810
00:26:43,113 --> 00:26:45,021
So when you do that, you create a

811
00:26:45,021 --> 00:26:47,289
really strong high level
attachment to what the company's

812
00:26:47,389 --> 00:26:48,316
raison d'etre is.

813
00:26:48,316 --> 00:26:50,451
And then cascading down from that,

814
00:26:50,448 --> 00:26:52,006
you get into the same steps.

815
00:26:51,983 --> 00:26:53,564
You know, the personal planning

816
00:26:53,564 --> 00:26:55,320
and the strategic planning process
is the same.

817
00:26:55,320 --> 00:26:58,430
I did a bunch of work for the
International Coaches Federation

818
00:26:58,430 --> 00:27:01,488
and they love the methodology that
I use because they said, oh, this

819
00:27:01,488 --> 00:27:04,323
is the personal coaching
methodology, right, that I did for

820
00:27:04,323 --> 00:27:04,977
their organizations.

821
00:27:04,977 --> 00:27:05,888
But basically it helps

822
00:27:05,887 --> 00:27:08,735
organizations get in alignment and
then you cascade it down into, you

823
00:27:08,735 --> 00:27:11,926
know, what the goals are, what the
specific activities are, and you

824
00:27:12,026 --> 00:27:13,100
chunk it out to the people.

825
00:27:13,100 --> 00:27:15,379
And the beauty for a leader of an

826
00:27:15,379 --> 00:27:17,868
entrepreneurial team or a
corporate team is that this kind

827
00:27:17,868 --> 00:27:21,089
of, you know, session, it's
usually takes, you know, two to

828
00:27:21,089 --> 00:27:24,698
three days off site, you know,
some interviews before some stuff

829
00:27:24,698 --> 00:27:28,035
afterwards, but the team develops
a high level vision, a shared

830
00:27:28,035 --> 00:27:30,470
picture of the future, a list of
targets that they're all working

831
00:27:30,470 --> 00:27:30,794
towards.

832
00:27:30,794 --> 00:27:32,025
And lastly, most importantly, the

833
00:27:32,025 --> 00:27:35,895
specific actions that are going to
help them move towards those kind

834
00:27:35,895 --> 00:27:36,725
of different levels.

835
00:27:36,625 --> 00:27:38,501
And it gets their commitment to

836
00:27:38,601 --> 00:27:39,241
it.

837
00:27:39,141 --> 00:27:40,306
And they just volunteer.

838
00:27:40,206 --> 00:27:42,266
So it's really cool to watch that,
right?

839
00:27:42,266 --> 00:27:45,426
And you're in a session, you say,
I'm going to do that, right?

840
00:27:45,426 --> 00:27:48,152
For someone, the CEO goes, oh, I'm
so glad that, you know, Barbara

841
00:27:48,152 --> 00:27:49,720
stepped up to do that and stuff.

842
00:27:49,720 --> 00:27:51,030
And it's really cool to see.

843
00:27:51,030 --> 00:27:51,887
And they give a date and
everything.

844
00:27:51,887 --> 00:27:53,500
And so's really cool to And they
see.

845
00:27:53,660 --> 00:27:54,557
give a date and everything.

846
00:27:54,557 --> 00:27:56,330
And so it really goes it down into

847
00:27:56,330 --> 00:27:57,438
a short-term to-do list.

848
00:27:57,438 --> 00:27:59,530
So that's kind of the starting

849
00:27:59,530 --> 00:27:59,788
point.

850
00:27:59,788 --> 00:28:01,915
And then what you do is on a

851
00:28:01,915 --> 00:28:04,141
regular basis, quarterly,
semi-annually, or annually,

852
00:28:04,141 --> 00:28:08,630
depending on the organization and
the dynamics and the change in the

853
00:28:08,630 --> 00:28:11,928
situation is you meet again, you
revisit it because sometimes

854
00:28:11,928 --> 00:28:12,977
people change, right?
Sometimes the world changes, the

855
00:28:12,977 --> 00:28:13,263
market changes.

856
00:28:13,263 --> 00:28:14,481
So you create what's called a

857
00:28:14,481 --> 00:28:15,026
living plan.

858
00:28:15,026 --> 00:28:16,659
So you have to flow with the

859
00:28:16,659 --> 00:28:16,781
situation.

860
00:28:16,781 --> 00:28:18,393
Similarly, individually, you know,

861
00:28:18,393 --> 00:28:20,264
we've done this a couple of times,
right?

862
00:28:20,264 --> 00:28:23,884
You know, as you kind of have to
change the game plan.

863
00:28:23,884 --> 00:28:24,580
I like this.

864
00:28:24,660 --> 00:28:26,335
I don't like this, right?

865
00:28:26,435 --> 00:28:29,728
So you've got to tweak it a bit
because everyone's a bit different

866
00:28:29,728 --> 00:28:30,429
and your experiences vary.

867
00:28:30,429 --> 00:28:33,314
But then by doing that, you have a

868
00:28:33,314 --> 00:28:35,725
continually renewed, consistent
plan where everyone data checks it

869
00:28:35,725 --> 00:28:39,951
or, you know, fact checks it in a
way and validates it and is

870
00:28:39,851 --> 00:28:41,030
recommitted to the plan.

871
00:28:40,930 --> 00:28:42,318
And as the world changes, the

872
00:28:42,318 --> 00:28:43,795
organizations got to change and it
does.

873
00:28:43,795 --> 00:28:47,334
And so what I found is, as I said,
I've worked with some of these

874
00:28:47,234 --> 00:28:49,919
clients for, you know, 25, 30
years, you know, several of them

875
00:28:50,019 --> 00:28:52,991
were Several of them were very,
very successful entrepreneurs that

876
00:28:52,991 --> 00:28:55,080
built, grew, and sold their
businesses.

877
00:28:55,080 --> 00:28:59,592
It went from 10 million in sales
to 300, 400 million and the like.

878
00:28:59,668 --> 00:29:01,020
It was very successful companies
and stuff.

879
00:29:01,020 --> 00:29:03,024
Some of the CEOs of some really
big companies and stuff.

880
00:29:03,024 --> 00:29:05,951
But they started as independent
entrepreneurial people that had a

881
00:29:05,951 --> 00:29:06,134
dream.

882
00:29:06,134 --> 00:29:08,181
And that's the way to help turn a

883
00:29:08,181 --> 00:29:10,824
dream into a larger reality and i
think one of the things that i

884
00:29:10,824 --> 00:29:14,834
really am happiest or proudest
about is that they all built

885
00:29:14,834 --> 00:29:18,342
really good companies like good
cultures you know i think that's

886
00:29:18,242 --> 00:29:21,754
what we've done at our brokerage
right you know none of them are

887
00:29:21,754 --> 00:29:24,466
perfect but hey it's good people
work together they collaborate

888
00:29:24,466 --> 00:29:27,952
there's stuff here and there but
you know for the most part good

889
00:29:27,952 --> 00:29:31,532
place to hang out you know have
you know, make some money, treat

890
00:29:31,532 --> 00:29:34,932
people well, do a good job for
clients and create a good kingdom

891
00:29:34,932 --> 00:29:35,946
or queendom.

892
00:29:35,946 --> 00:29:38,833
So I've been really proud that

893
00:29:38,933 --> 00:29:43,452
I've been able to help, you know,
some entrepreneurs and business

894
00:29:43,452 --> 00:29:44,654
leaders, entrepreneurial leaders.

895
00:29:44,654 --> 00:29:46,300
Sometimes, you know, I've worked

896
00:29:46,200 --> 00:29:48,655
for not-for-profits, you know,
charities and stuff.

897
00:29:48,655 --> 00:29:49,600
And, you know, same thing.

898
00:29:49,600 --> 00:29:51,094
You know, they don't necessarily

899
00:29:51,094 --> 00:29:53,154
have to be about making money.

900
00:29:53,154 --> 00:29:54,500
It's about making a social change.

901
00:29:54,471 --> 00:29:56,540
You know, I did work for the SPCA
in Ontario.

902
00:29:56,560 --> 00:29:56,895
It was really cool.

903
00:29:56,971 --> 00:29:58,012
One of my clients was, you know,

904
00:29:58,112 --> 00:29:59,580
like you, this guy didn't have any
kids.

905
00:29:59,760 --> 00:30:01,991
He had multiple, you know, rescue
dogs and rescue animals and stuff.

906
00:30:01,991 --> 00:30:04,730
He loved animals more than he
liked people by his own admission,

907
00:30:04,715 --> 00:30:04,858
right?
Don't blame him.

908
00:30:04,819 --> 00:30:05,480
And, you know, but he also was on
the board of the Ontario SPCA and

909
00:30:05,480 --> 00:30:07,036
we did some work with them.

910
00:30:07,036 --> 00:30:09,153
And it was really cool to see the

911
00:30:09,053 --> 00:30:12,305
leader there who, you know, it was
a lady who did an incredible job

912
00:30:12,305 --> 00:30:15,200
in kind of making that
organization thrive.

913
00:30:15,100 --> 00:30:18,760
So, you know, it can manifest
itself in all sorts of different

914
00:30:18,760 --> 00:30:21,569
So do you find there's a balance
between like an achievable, I

915
00:30:21,569 --> 00:30:25,360
don't want to say goal, but like
an achievable plan that you're

916
00:30:25,360 --> 00:30:26,775
implementing to an overly
ambitious one?

917
00:30:26,775 --> 00:30:29,525
I'm only bringing this up because
when you were like, yeah, everyone

918
00:30:29,525 --> 00:30:32,437
has their capacity, right?
Like someone is not going to be

919
00:30:32,437 --> 00:30:33,890
able to run a nine second, a
hundred meter sprint.

920
00:30:33,890 --> 00:30:36,721
But I guess, how do you know that?
I mean, it's an easy analogy to be

921
00:30:36,721 --> 00:30:39,492
like, okay, Matt and I are not
going to run that in nine seconds,

922
00:30:39,492 --> 00:30:45,869
but how do you know at the infancy
of it, like when to tell somebody

923
00:30:45,869 --> 00:30:49,110
in this plan, like, hey, this
probably isn't going to work.

924
00:30:49,110 --> 00:30:50,281
You need to reel in your
expectations.

925
00:30:50,281 --> 00:30:55,076
Or is it better to be like, yeah,
let's shoot for the stars because

926
00:30:54,976 --> 00:30:58,732
at least you're always going to be
trying to reach it.

927
00:30:58,732 --> 00:31:00,630
I guess you have a preference on,
should you make it more more

928
00:31:00,630 --> 00:31:02,545
ambitious?
I like the idea of like 20% over

929
00:31:02,445 --> 00:31:02,612
achievable.

930
00:31:02,712 --> 00:31:02,990
Okay.

931
00:31:02,890 --> 00:31:03,279
Yeah.

932
00:31:03,279 --> 00:31:04,557
One of the challenges, and I've

933
00:31:04,557 --> 00:31:07,493
personally done this, set too
ambitious a goal, unachievable,

934
00:31:07,393 --> 00:31:09,920
underestimating the amount of time
and the likelihood of it

935
00:31:09,920 --> 00:31:10,069
happening.

936
00:31:10,069 --> 00:31:11,638
And that can be deflating.

937
00:31:11,638 --> 00:31:15,587
If you set a really high goal and
you don't get there, it's not It's

938
00:31:15,587 --> 00:31:21,799
not good on your It's not good on
your at the time I did this, good.

939
00:31:21,799 --> 00:31:22,034
psyche.

940
00:31:22,034 --> 00:31:22,112
ego.

941
00:31:22,112 --> 00:31:27,153
Now, I just dreamed it up in my
own I this can be my I wrote I

942
00:31:27,153 --> 00:31:27,700
said, brain.

943
00:31:27,700 --> 00:31:28,041
said, goal.

944
00:31:28,041 --> 00:31:30,569
down, this is what I work The
advantage towards.

945
00:31:30,569 --> 00:31:33,303
of having someone who's the
neutral third party, ideally who's

946
00:31:33,303 --> 00:31:35,692
been through lots of different
scenarios and can provide some

947
00:31:35,692 --> 00:31:37,929
sort of assessment of what the
potential of both the individual

948
00:31:37,929 --> 00:31:39,696
and or the team is, is you can
temper it.

949
00:31:39,680 --> 00:31:42,558
My job when I would be
facilitating sessions was to do

950
00:31:42,558 --> 00:31:44,315
that, right?
You know, you can tell a really

951
00:31:44,315 --> 00:31:46,839
high performing team with really
strong performers that are on it,

952
00:31:46,739 --> 00:31:49,103
you know, that have all the right
prerequisites and they're loaded

953
00:31:49,103 --> 00:31:50,860
for bear and ready to go.

954
00:31:51,220 --> 00:31:52,684
So for those ones, it's partly

955
00:31:52,684 --> 00:31:53,387
experience and instinct.

956
00:31:53,387 --> 00:31:55,905
You know, yeah, you let them run a

957
00:31:56,005 --> 00:31:59,267
bit more, give them a little bit
more leash, right?

958
00:31:59,367 --> 00:32:03,294
Just like a dog that you think,
oh, this is a real athletic

959
00:32:03,394 --> 00:32:04,890
animal, right?
He can really go, right?

960
00:32:04,890 --> 00:32:05,251
And stuff.

961
00:32:05,251 --> 00:32:07,001
And you might have a plotter, you

962
00:32:07,101 --> 00:32:09,348
know, and the plotter, well, you
know, you don't want to set them

963
00:32:09,348 --> 00:32:10,204
up for failure.

964
00:32:10,104 --> 00:32:11,238
So there's a fine balance there.

965
00:32:11,338 --> 00:32:14,445
You know, I think one of the
disservices you could do is give

966
00:32:14,345 --> 00:32:17,484
someone who has limited potential
a dream that they're nowhere near

967
00:32:17,484 --> 00:32:20,137
going to achieve, then you're
actually doing a total disservice

968
00:32:20,137 --> 00:32:22,932
as kind of their coach or guide or
advisor.

969
00:32:23,032 --> 00:32:24,120
So there's a balance there.

970
00:32:24,120 --> 00:32:25,091
There's no real right answer.

971
00:32:25,091 --> 00:32:27,530
I think it depends on the talent
and the capability of the

972
00:32:27,530 --> 00:32:29,108
individual or the team and where
it can go.

973
00:32:29,208 --> 00:32:31,630
Pretty position for you to be in,
I guess, to try and judge and

974
00:32:31,630 --> 00:32:34,920
analyze where they are and where
they potentially could end up and

975
00:32:34,920 --> 00:32:37,011
kind of how much leash to give
them.

976
00:32:37,847 --> 00:32:40,848
Is that where, I forget the
reference you made to the guy had

977
00:32:40,848 --> 00:32:43,860
the book that basically said, you
know, we can analyze this title if

978
00:32:43,860 --> 00:32:46,502
someone's going to be a CEO or
not.

979
00:32:46,502 --> 00:32:50,389
Is that where you bring in that
strategy and then you kind of

980
00:32:50,389 --> 00:32:53,769
build out the Most people have a
sense of what they can do ability

981
00:32:53,769 --> 00:32:57,063
like usually this is the question
it's like you think that's really

982
00:32:57,063 --> 00:32:59,900
where you want to go you know is
that really achievable and you

983
00:33:00,000 --> 00:33:04,182
know people will say yeah you know
it might be a little more than is

984
00:33:04,082 --> 00:33:07,299
doable right you know so it's just
you know in a supportive but

985
00:33:07,299 --> 00:33:10,355
caring way is kind of get them to
question that.

986
00:33:10,355 --> 00:33:12,200
Usually people know the answer.

987
00:33:12,360 --> 00:33:14,880
People have a sense of their I

988
00:33:15,040 --> 00:33:15,158
believe.

989
00:33:15,158 --> 00:33:16,679
limits, You I think know, you can

990
00:33:16,579 --> 00:33:18,650
see right?
that, Can you rob someone of their

991
00:33:18,650 --> 00:33:19,005
superstardom?
Maybe.

992
00:33:19,005 --> 00:33:21,788
You might cut someone off from
something they could have been

993
00:33:21,788 --> 00:33:26,854
great at, you know, if you put too
much of boundary on it.

994
00:33:26,854 --> 00:33:28,802
But I'm sure that's why it's
somewhat fluid, right?

995
00:33:28,902 --> 00:33:33,365
Like you'll do your check-ins and
go, oh, wow, they're tracking, you

996
00:33:33,465 --> 00:33:34,741
know, pretty well here.

997
00:33:34,741 --> 00:33:37,853
Maybe we should up the ante a

998
00:33:37,853 --> 00:33:38,619
little Yeah, exactly.

999
00:33:38,619 --> 00:33:41,225
And so sometimes you can do that,

1000
00:33:41,225 --> 00:33:43,294
right?
You can see, hey, they've got more

1001
00:33:43,294 --> 00:33:49,080
potential than they knew or you
thought they had.

1002
00:33:49,042 --> 00:33:49,080
You can do that, right?
I mean, that can happen sometimes,

1003
00:33:49,065 --> 00:33:49,080
right?
So that's a cool scenario when you

1004
00:33:49,144 --> 00:33:51,960
see that as somebody, you know,
there's one of our realtors market

1005
00:33:51,946 --> 00:33:51,960
now that I'm surprised.

1006
00:33:51,952 --> 00:33:51,960
Wow, that's great.

1007
00:33:51,955 --> 00:33:51,960
You know, that person's doing
really well.

1008
00:33:52,057 --> 00:33:56,855
And, you know, it just wasn't
expected.

1009
00:33:56,737 --> 00:33:57,100
So it's really rewarding, right?
And so the next session is, okay,

1010
00:34:03,360 --> 00:34:04,533
you're going to hire now, if you
want, right?

1011
00:34:04,533 --> 00:34:05,607
That's their dream, right?
But as I said, it's really

1012
00:34:05,507 --> 00:34:05,581
rewarding.

1013
00:34:05,581 --> 00:34:06,355
I mean, to see people transform,

1014
00:34:06,355 --> 00:34:08,652
you know, see companies, you know,
kind of grow and evolve and really

1015
00:34:08,652 --> 00:34:09,179
achieve their potential.

1016
00:34:09,179 --> 00:34:09,969
Right.

1017
00:34:09,969 --> 00:34:12,779
You know, there's lots of
companies out there right now.

1018
00:34:12,779 --> 00:34:15,197
I know I've done work with lots of
them.

1019
00:34:15,197 --> 00:34:15,600
Right.

1020
00:34:15,600 --> 00:34:17,480
You know, and there's an owner

1021
00:34:17,780 --> 00:34:20,398
there out there that's questioning
whether he or she's helped that

1022
00:34:20,398 --> 00:34:21,235
business achieve its potential.

1023
00:34:21,235 --> 00:34:23,157
You know, they might have five or

1024
00:34:23,056 --> 00:34:27,474
10 years left in them to run the
business and they want to take it

1025
00:34:27,474 --> 00:34:29,360
from this level to the next level
before they decide that, you know,

1026
00:34:29,358 --> 00:34:30,395
it's time to move on.

1027
00:34:30,295 --> 00:34:31,739
Those are fun ones to work with

1028
00:34:31,760 --> 00:34:34,159
because usually entrepreneurs,
they start and they run and they

1029
00:34:34,159 --> 00:34:34,980
control their own business.

1030
00:34:34,880 --> 00:34:36,018
And one of the challenges with

1031
00:34:35,896 --> 00:34:36,708
entrepreneurs is they're too
controlling.

1032
00:34:36,708 --> 00:34:37,851
They like to be in control.

1033
00:34:37,851 --> 00:34:39,958
They like to be in command.

1034
00:34:39,958 --> 00:34:40,820
But there's a leadership
transformation.

1035
00:34:40,813 --> 00:34:42,670
I did my master's thesis in the
evolution of the enterprise.

1036
00:34:42,670 --> 00:34:43,101
transformation.

1037
00:34:43,101 --> 00:34:45,185
I did my master's thesis in the

1038
00:34:45,185 --> 00:34:46,851
evolution of the enterprise.

1039
00:34:46,851 --> 00:34:49,245
And so you start with the

1040
00:34:49,245 --> 00:34:51,250
innovator, then it transitions
into the entrepreneurial phase,

1041
00:34:51,250 --> 00:34:53,913
then the managerial phase, then
the administrative phase and the

1042
00:34:54,013 --> 00:34:54,800
bureaucratic phase.

1043
00:34:54,800 --> 00:34:56,123
So this is like the whole life

1044
00:34:56,123 --> 00:34:58,720
cycle of a company, depending,
some it could be five years, some

1045
00:34:58,720 --> 00:35:00,080
can be 50 or 500.

1046
00:35:00,080 --> 00:35:03,040
So the innovator is the one who

1047
00:35:03,040 --> 00:35:04,160
comes up with the idea.

1048
00:35:04,160 --> 00:35:04,986
It's the breakthrough.

1049
00:35:04,986 --> 00:35:06,301
It's the aha one.

1050
00:35:06,301 --> 00:35:08,793
I have this kind of fun slide deck

1051
00:35:08,793 --> 00:35:09,416
that uses superheroes.

1052
00:35:09,416 --> 00:35:10,577
So think of Iron Man.

1053
00:35:10,677 --> 00:35:12,794
You know, he's kind of
mechanically inventing the Iron

1054
00:35:12,794 --> 00:35:14,087
Man character, right?
So technically oriented is the

1055
00:35:14,087 --> 00:35:14,334
invention.

1056
00:35:14,334 --> 00:35:15,934
But then the next step in the

1057
00:35:15,934 --> 00:35:16,836
evolution is the entrepreneur.

1058
00:35:16,836 --> 00:35:17,939
And that's usually tends to be

1059
00:35:17,939 --> 00:35:18,240
sales driven.

1060
00:35:18,240 --> 00:35:18,672
Not always.

1061
00:35:18,672 --> 00:35:20,616
It's just like business
development oriented, right?

1062
00:35:20,616 --> 00:35:24,747
So yeah, there's a great idea
here, but it needs to get out into

1063
00:35:24,747 --> 00:35:25,247
the world.

1064
00:35:25,247 --> 00:35:26,396
So someone, that person usually

1065
00:35:26,396 --> 00:35:28,028
tends to be very strong,
strong-minded, strong-willed, get

1066
00:35:28,028 --> 00:35:29,836
out there, push this thing into
the world, right?

1067
00:35:29,836 --> 00:35:35,207
And he or she does a lot to get it
out there, but that person by

1068
00:35:35,207 --> 00:35:37,728
nature is very strong and
domineering and not generally a

1069
00:35:37,728 --> 00:35:39,177
good delegator, administrator,
operationally oriented.

1070
00:35:39,177 --> 00:35:42,317
They tend to be sales oriented,
not even marketing oriented, which

1071
00:35:42,317 --> 00:35:42,720
is different.

1072
00:35:42,720 --> 00:35:44,708
So that's where a lot of

1073
00:35:44,708 --> 00:35:46,380
businesses get to.

1074
00:35:46,328 --> 00:35:49,607
And then they stop there because

1075
00:35:49,567 --> 00:35:51,835
that founder or that business
owner is a sales oriented, strong

1076
00:35:51,665 --> 00:35:51,715
personality.

1077
00:35:51,700 --> 00:35:55,180
And to transition and to go into

1078
00:35:55,135 --> 00:35:58,828
the next level, it's a big
transition because at that level,

1079
00:35:58,794 --> 00:35:59,000
the entrepreneur has to become a
manager.

1080
00:35:58,957 --> 00:36:02,347
And a manager's approach is very
different.

1081
00:36:02,347 --> 00:36:03,895
A manager approach says, I got to
have five people under me who

1082
00:36:03,895 --> 00:36:07,811
report to me, not under me, but
who report to me that are all

1083
00:36:07,711 --> 00:36:10,820
eagles, you know, kind of flying
in formation.

1084
00:36:10,720 --> 00:36:11,547
It's hard to do.

1085
00:36:11,547 --> 00:36:12,493
The entrepreneur usually can't do

1086
00:36:12,473 --> 00:36:12,760
that.

1087
00:36:12,660 --> 00:36:13,450
I've worked with some people that

1088
00:36:13,550 --> 00:36:17,611
have been able to go, you know,
that whole first four or five

1089
00:36:17,611 --> 00:36:21,333
stages, but not very many have the
personality profile to be able to

1090
00:36:21,427 --> 00:36:21,746
do that.

1091
00:36:21,722 --> 00:36:23,218
Usually what has to happen is it

1092
00:36:23,212 --> 00:36:24,177
has to be a handoff.

1093
00:36:24,177 --> 00:36:25,618
The entrepreneur has to hand off

1094
00:36:25,618 --> 00:36:27,045
the leadership of the business to
the manager.

1095
00:36:27,042 --> 00:36:29,433
So the manager is then much more
systems, process, procedure.

1096
00:36:29,433 --> 00:36:31,960
Think of, back to the superhero
analogy, it's like, what's his

1097
00:36:32,240 --> 00:36:35,052
name?
In the it was the man in the

1098
00:36:35,052 --> 00:36:37,449
X-Men, wheelchair back to the
superhero know, it's what's

1099
00:36:37,549 --> 00:36:40,332
analogy, his name?
like, In the X-Men, it was the man

1100
00:36:40,332 --> 00:36:40,745
in the wheelchair.

1101
00:36:40,632 --> 00:36:41,917
He wasn't the superhero at all.

1102
00:36:41,917 --> 00:36:43,831
He had the inventive capabilities,
right?

1103
00:36:43,731 --> 00:36:45,242
Xavier?
Xavier, yeah, yeah, yeah.

1104
00:36:45,142 --> 00:36:47,492
Professor Xavier, right?
But he was delegating to the

1105
00:36:47,492 --> 00:36:51,080
superheroes who had the power to
do it and created a team of other

1106
00:36:51,120 --> 00:36:51,170
superheroes.

1107
00:36:51,167 --> 00:36:52,399
So kind of funny, but that's the

1108
00:36:52,499 --> 00:36:52,736
transition.

1109
00:36:52,636 --> 00:36:54,324
And the transition is the

1110
00:36:54,324 --> 00:36:57,001
entrepreneur and the manager don't
hang out in the same bar.

1111
00:36:57,001 --> 00:36:58,284
They don't usually connect.

1112
00:36:58,284 --> 00:37:00,276
And the entrepreneur has to learn

1113
00:37:00,276 --> 00:37:02,078
to give the authority and the
power to the manager.

1114
00:37:02,078 --> 00:37:04,781
And that's when the company can go
from this one level to the next

1115
00:37:04,781 --> 00:37:04,894
level.

1116
00:37:04,894 --> 00:37:06,133
There's a quantum jump there.

1117
00:37:06,133 --> 00:37:08,824
And it usually means a transition
in the people because the

1118
00:37:08,824 --> 00:37:11,263
entrepreneur usually had, yes,
people working for him or her,

1119
00:37:11,163 --> 00:37:12,235
right?
They would execute his or her

1120
00:37:12,235 --> 00:37:12,435
plan.

1121
00:37:12,430 --> 00:37:14,249
And the manager has to then put in

1122
00:37:14,249 --> 00:37:15,772
another layer of leadership that
take accountability,

1123
00:37:15,772 --> 00:37:18,276
responsibility, and then can
create a team of other people that

1124
00:37:18,276 --> 00:37:20,540
can do more, right?
So it's a real transition.

1125
00:37:20,540 --> 00:37:25,948
So the king or queen has to let go
of authority and control and hand

1126
00:37:25,948 --> 00:37:27,069
it over to someone else who can
have that.

1127
00:37:27,169 --> 00:37:28,062
Now, sometimes that person can
make that shift.

1128
00:37:28,162 --> 00:37:28,574
Sometimes they can't.

1129
00:37:28,574 --> 00:37:30,048
Sometimes it's just not in their I

1130
00:37:30,048 --> 00:37:33,959
guess when you say it can't, do
they stay in that cycle then?

1131
00:37:33,959 --> 00:37:37,451
Like the one stage of the cycle or
does the business fail trying to

1132
00:37:37,451 --> 00:37:39,133
make the Sometimes both, right?
Sometimes it's both, right?

1133
00:37:39,233 --> 00:37:40,344
They don't make it.

1134
00:37:40,344 --> 00:37:40,999
They just stay there.

1135
00:37:40,999 --> 00:37:43,289
They just, they're living
groundhog day again and again and

1136
00:37:43,289 --> 00:37:43,448
again.

1137
00:37:43,448 --> 00:37:44,502
I guess like, is there anything

1138
00:37:44,502 --> 00:37:46,220
wrong with that?
I'm just, I'm thinking personally,

1139
00:37:46,400 --> 00:37:47,978
I struggle with that concept as
well.

1140
00:37:48,078 --> 00:37:50,294
I'm like, do I want to scale
anymore?

1141
00:37:50,294 --> 00:37:55,042
Or, you know, do you want to take
on the extra stress and work and

1142
00:37:55,042 --> 00:37:58,782
make that leap and have more
employees for maybe a slightly

1143
00:37:58,782 --> 00:38:00,780
better margin or maybe life
balance?

1144
00:38:01,040 --> 00:38:04,678
Or do you want to just stay in
your lane and you're doing what

1145
00:38:04,678 --> 00:38:06,689
you're doing is comfortable?
Like, I guess you really need a

1146
00:38:06,689 --> 00:38:08,980
motivating factor to want to make
that jump, right?

1147
00:38:08,980 --> 00:38:09,142
right.

1148
00:38:09,142 --> 00:38:11,436
There's absolutely nothing wrong

1149
00:38:11,436 --> 00:38:12,960
with staying there.

1150
00:38:13,060 --> 00:38:16,489
So if you look at like the life of

1151
00:38:16,489 --> 00:38:18,242
a realtor, right?
Because there's a lot of realtors,

1152
00:38:18,242 --> 00:38:19,470
honestly, that we're interacting
with.

1153
00:38:19,470 --> 00:38:21,223
Sometimes that's a great life.

1154
00:38:21,223 --> 00:38:22,339
You enjoy it.

1155
00:38:22,339 --> 00:38:23,691
You do well.

1156
00:38:23,691 --> 00:38:24,805
You're having fun.

1157
00:38:24,805 --> 00:38:27,914
You're doing your thing.

1158
00:38:27,814 --> 00:38:28,395
And it's great.

1159
00:38:28,395 --> 00:38:29,426
And it's perfect.

1160
00:38:29,326 --> 00:38:31,395
You have a good life.

1161
00:38:31,395 --> 00:38:32,332
You're enjoying life.

1162
00:38:32,332 --> 00:38:33,470
You enjoy working with your

1163
00:38:33,470 --> 00:38:34,139
clients.

1164
00:38:34,139 --> 00:38:35,545
Like lots of realtors didn't say,

1165
00:38:35,545 --> 00:38:38,315
oh, I want to start building a
team.

1166
00:38:38,315 --> 00:38:38,696
Yeah.

1167
00:38:38,696 --> 00:38:38,848
Right.

1168
00:38:38,848 --> 00:38:41,459
And it's a very different
activity.

1169
00:38:41,359 --> 00:38:42,915
You're feeding the team all of a
sudden.

1170
00:38:42,915 --> 00:38:44,648
You've got a huge responsibility
to do that.

1171
00:38:44,648 --> 00:38:48,366
So it's not necessarily what
they're good at or what they want

1172
00:38:48,266 --> 00:38:48,541
to do.

1173
00:38:48,541 --> 00:38:50,710
The scenarios that I'm thinking of

1174
00:38:50,710 --> 00:38:53,122
too, it's like someone who's
running a business and it's worth

1175
00:38:53,122 --> 00:38:53,980
enterprise value, say $3 million.

1176
00:38:54,020 --> 00:38:55,953
And he or she said, well, I want,

1177
00:38:55,953 --> 00:38:58,601
you know, 7 million before I leave
the business, right?

1178
00:38:58,601 --> 00:39:01,744
A lot of times he or she doesn't
have the capability to transition

1179
00:39:01,644 --> 00:39:02,249
it to that.

1180
00:39:02,211 --> 00:39:03,214
Sometimes they have to kick

1181
00:39:03,214 --> 00:39:05,751
themselves upstairs to be on the
board of directors, be the

1182
00:39:05,751 --> 00:39:07,466
chairman or chairwoman,
chairperson, then install somebody

1183
00:39:07,466 --> 00:39:10,461
else to be the day-to-day manager
and then likely change the team

1184
00:39:10,461 --> 00:39:12,550
because the team usually needs to
be loyal to the then leader.

1185
00:39:12,450 --> 00:39:14,393
So that's a tough thing to do.

1186
00:39:14,393 --> 00:39:15,904
Have you seen it?

1187
00:39:15,904 --> 00:39:19,979
Like when you do your, let's say,
audits of companies, do you see

1188
00:39:19,979 --> 00:39:24,160
like similar indicators or like,
okay, you need to make this

1189
00:39:24,460 --> 00:39:24,592
transition?
Like I see this repetitively.

1190
00:39:24,589 --> 00:39:24,705
What's kind of the It's obvious.

1191
00:39:24,658 --> 00:39:24,994
What happens is good people come

1192
00:39:24,822 --> 00:39:25,191
in and then leave, right?
To the business, right?

1193
00:39:25,191 --> 00:39:28,259
You know, they come in, they work
for the person and they can't.

1194
00:39:28,259 --> 00:39:30,191
The business sales or
profitability level is pretty

1195
00:39:30,291 --> 00:39:30,913
steady.

1196
00:39:30,813 --> 00:39:32,918
It's been like that for five, 10

1197
00:39:33,018 --> 00:39:33,353
years.

1198
00:39:33,253 --> 00:39:34,574
It hasn't evolved.

1199
00:39:34,574 --> 00:39:37,189
It's kind of stuck at a level.

1200
00:39:37,189 --> 00:39:38,460
The leader tends to be frustrated

1201
00:39:38,460 --> 00:39:38,983
then.

1202
00:39:38,983 --> 00:39:40,723
He or she's trying to lead

1203
00:39:40,723 --> 00:39:44,820
something that needs to be managed
that he or she's not wired to do.

1204
00:39:44,820 --> 00:39:47,287
Now, some people can learn it and
figure it out and do it.

1205
00:39:47,287 --> 00:39:48,232
And some can't.

1206
00:39:48,233 --> 00:39:49,888
Some people need to bring someone

1207
00:39:49,888 --> 00:39:50,394
else in.

1208
00:39:50,394 --> 00:39:52,880
Some people need to step away and

1209
00:39:52,780 --> 00:39:53,720
sell the business.

1210
00:39:53,720 --> 00:39:54,800
They'll never do it.

1211
00:39:54,800 --> 00:39:55,920
They just do much.

1212
00:39:55,920 --> 00:39:57,530
So, and there's a business where

1213
00:39:57,530 --> 00:40:00,564
you want to grow it, right?
And the solopreneur world, you

1214
00:40:00,564 --> 00:40:02,073
know, it's a different thing,
right?

1215
00:40:02,073 --> 00:40:04,020
Do I go into becoming a team or a
business?

1216
00:40:04,100 --> 00:40:06,955
And it's a big decision because
usually the role of the leader

1217
00:40:06,955 --> 00:40:09,649
needs to be very different, right?
And your business is both.

1218
00:40:09,649 --> 00:40:13,323
It's more, you got to be the
rainmaker.

1219
00:40:13,323 --> 00:40:16,097
You got to create an engine that
drives business that feeds the

1220
00:40:16,097 --> 00:40:16,354
others.

1221
00:40:16,354 --> 00:40:16,418
Yeah.

1222
00:40:16,418 --> 00:40:18,732
I when should a real estate agent
build a team?

1223
00:40:18,732 --> 00:40:21,202
Because that's probably got a ton
of listeners that are agents.

1224
00:40:21,202 --> 00:40:24,589
When do you think about that?
Well, maybe it's not a when, but

1225
00:40:24,589 --> 00:40:25,040
it's who.

1226
00:40:25,138 --> 00:40:27,118
It's an if, you know, is it

1227
00:40:27,116 --> 00:40:28,306
something I something I should
really do?

1228
00:40:28,304 --> 00:40:31,220
If you have a good career, you're
doing well, you like selling real

1229
00:40:31,220 --> 00:40:33,110
estate, there's no reason to kind
of change it.

1230
00:40:33,110 --> 00:40:34,774
Are you motivated by making more
money?

1231
00:40:34,774 --> 00:40:37,944
Are you motivated by kind of
coaching and supporting other

1232
00:40:37,944 --> 00:40:39,689
people and creating careers and
lives for other people?

1233
00:40:39,789 --> 00:40:42,052
That should be the primary
motivation to create a team

1234
00:40:42,052 --> 00:40:43,422
because realistically,
financially, it's pretty hard to

1235
00:40:43,422 --> 00:40:46,437
build and grow a team, you know,
that's going to do that.

1236
00:40:46,437 --> 00:40:48,370
That's going to make you more
money.

1237
00:40:48,470 --> 00:40:49,320
And it's a lot more work.

1238
00:40:49,320 --> 00:40:50,917
We've got, you know, some realtors

1239
00:40:50,917 --> 00:40:52,700
in our office that did have
successful teams.

1240
00:40:52,700 --> 00:40:53,978
And so I don't like that.

1241
00:40:53,978 --> 00:40:55,875
You know, I'd rather just do my

1242
00:40:55,875 --> 00:40:57,018
own thing.

1243
00:40:57,018 --> 00:40:59,181
I like to sell real estate.

1244
00:40:59,181 --> 00:41:01,420
I like to work with clients and
solve the problems and, you know,

1245
00:41:01,376 --> 00:41:01,888
do my thing.

1246
00:41:01,844 --> 00:41:03,258
And then when it's done, it's

1247
00:41:03,258 --> 00:41:03,583
done.

1248
00:41:03,583 --> 00:41:05,077
I don't want to be responsible for

1249
00:41:05,077 --> 00:41:07,500
five other people's lives or 10
other people's lives.

1250
00:41:07,500 --> 00:41:07,700
Right.

1251
00:41:07,700 --> 00:41:08,660
And like, and sometimes that's not

1252
00:41:08,660 --> 00:41:08,900
the role.

1253
00:41:08,900 --> 00:41:09,880
Now there's other team models, as

1254
00:41:09,780 --> 00:41:11,785
we know, there's partnership
models, you know, those work well

1255
00:41:11,751 --> 00:41:13,922
too, where two or three people
collaborate and basically spell

1256
00:41:13,922 --> 00:41:16,623
one another off so that they can
have more free time and more

1257
00:41:16,523 --> 00:41:16,665
flexibility.

1258
00:41:16,665 --> 00:41:17,819
That's a different team model

1259
00:41:17,719 --> 00:41:17,829
structure.

1260
00:41:17,829 --> 00:41:19,155
And like, so I've worked with lots

1261
00:41:19,038 --> 00:41:20,539
of different teams in real estate.

1262
00:41:20,439 --> 00:41:22,116
My practice is called Teamworks,

1263
00:41:22,216 --> 00:41:24,871
you know, so I've worked for
literally hundreds of teams and

1264
00:41:24,871 --> 00:41:25,290
stuff.

1265
00:41:25,190 --> 00:41:27,105
So, you know, and there's always

1266
00:41:27,005 --> 00:41:29,324
different dynamics, but usually
the, what I find the best

1267
00:41:29,324 --> 00:41:31,874
motivation is they want to build
something that will survive past

1268
00:41:31,874 --> 00:41:32,587
them.

1269
00:41:32,587 --> 00:41:34,337
You know, like our role in the

1270
00:41:34,337 --> 00:41:34,596
business.

1271
00:41:34,596 --> 00:41:36,733
And you've heard me say this is

1272
00:41:36,733 --> 00:41:39,156
we're kind of more of the stewards
of the business, right?

1273
00:41:39,156 --> 00:41:41,822
We're going to take it from here
to there.

1274
00:41:41,822 --> 00:41:46,092
And then my job is to help make it
better and hand it off to the next

1275
00:41:45,992 --> 00:41:48,873
person who, you know, hopefully
will do a better job than I did in

1276
00:41:48,873 --> 00:41:50,760
terms of, you know, evolving it.

1277
00:41:50,760 --> 00:41:52,800
And like, so it's kind of like a

1278
00:41:52,800 --> 00:41:52,980
handoff.

1279
00:41:52,980 --> 00:41:55,007
You know, we had some good

1280
00:41:55,007 --> 00:41:55,994
stewards before.

1281
00:41:55,994 --> 00:41:58,009
The founder was great.

1282
00:41:58,009 --> 00:42:02,346
And, you know, the lady who owned
it for us was great and stuff.

1283
00:42:02,346 --> 00:42:05,918
So, you know, we're just lucky
that, you know, we're in a certain

1284
00:42:05,918 --> 00:42:06,333
position.

1285
00:42:06,333 --> 00:42:08,100
Anne and I have more managerial

1286
00:42:08,094 --> 00:42:09,569
capabilities, right?
So that's what, you know, we've

1287
00:42:09,669 --> 00:42:14,020
been putting in place is kind of
bringing in team members that have

1288
00:42:14,020 --> 00:42:16,511
good operational skills and stuff
that, you know, create a healthy

1289
00:42:16,511 --> 00:42:17,620
growth environment for more
people.

1290
00:42:17,680 --> 00:42:17,945
Yeah.

1291
00:42:17,945 --> 00:42:19,643
It's such a funny business, like

1292
00:42:19,643 --> 00:42:22,320
the real estate agent, because you
spend your potentially whole life

1293
00:42:22,360 --> 00:42:24,432
working on this brand, on this
business, investing in it.

1294
00:42:24,332 --> 00:42:26,477
And then like when it ends, it's
hard to handle.

1295
00:42:26,477 --> 00:42:28,145
There's no succession plan.

1296
00:42:28,145 --> 00:42:30,158
You're not telling your book of

1297
00:42:30,158 --> 00:42:30,488
business.

1298
00:42:30,488 --> 00:42:32,304
So maybe that's where the team

1299
00:42:32,304 --> 00:42:36,167
comes in where, I mean, once
you're successful as an agent,

1300
00:42:36,167 --> 00:42:38,532
you've kind of built up that
momentum.

1301
00:42:38,432 --> 00:42:41,680
Now, what do you do with it?
But every other business, people

1302
00:42:41,680 --> 00:42:43,645
are like, okay, I can market this.

1303
00:42:43,645 --> 00:42:45,540
I'm going to, what is my net?

1304
00:42:45,540 --> 00:42:47,441
I'll sell it for 3X that or
whatever the multiplier is.

1305
00:42:47,541 --> 00:42:50,200
And it makes sense as an agent,
you are the Yeah.

1306
00:42:50,200 --> 00:42:50,700
It's hard.

1307
00:42:50,700 --> 00:42:51,550
Like that's the one downsides

1308
00:42:51,550 --> 00:42:53,900
about the business is that it's
very hard to hand it off.

1309
00:42:54,200 --> 00:42:57,003
I mean, the one option you could
do is find someone else who's, you

1310
00:42:57,003 --> 00:43:00,195
know, you're a junior, you know,
junior coming into the business

1311
00:43:00,195 --> 00:43:01,118
that you see has potential.

1312
00:43:01,118 --> 00:43:02,710
And then as an exit strategy, you

1313
00:43:02,710 --> 00:43:05,703
bring them on board, but you'll
typically only get two, three,

1314
00:43:05,703 --> 00:43:08,174
maybe four years of, you know,
once you quote retire, you know,

1315
00:43:08,271 --> 00:43:08,813
of income from that.

1316
00:43:08,813 --> 00:43:10,014
It's not as scalable because if

1317
00:43:10,014 --> 00:43:13,082
you think about most people, some
people are able to transform it

1318
00:43:12,982 --> 00:43:14,304
and make it into a brokerage,
right?

1319
00:43:14,304 --> 00:43:15,381
But it's a very different
business.

1320
00:43:15,381 --> 00:43:17,723
You're running a brokerage is very
different than being a realtor,

1321
00:43:17,888 --> 00:43:18,897
right?
It's a very different business.

1322
00:43:18,897 --> 00:43:21,020
You're running a brokerage is very
different than being a realtor.

1323
00:43:21,100 --> 00:43:22,281
It's a very different business.

1324
00:43:22,181 --> 00:43:24,471
So some people can do it, but most

1325
00:43:24,471 --> 00:43:27,206
people, if you look at like the
very successful people, both here

1326
00:43:27,206 --> 00:43:30,068
in the Okanagan and in other
areas, the business stops when

1327
00:43:30,068 --> 00:43:30,978
that person stops.

1328
00:43:30,978 --> 00:43:32,352
It's built on them and their name.

1329
00:43:32,352 --> 00:43:34,983
It's their name and their face,
that's the brand.

1330
00:43:34,983 --> 00:43:37,358
There are a few exceptions, but a
few.

1331
00:43:37,358 --> 00:43:40,837
Most it's hard that's people, the
There are a few brand.

1332
00:43:40,837 --> 00:43:43,174
but a exceptions, Most people,
few.

1333
00:43:43,174 --> 00:43:45,381
it's hard to create a brand.

1334
00:43:45,381 --> 00:43:46,852
It takes millions and millions of

1335
00:43:46,752 --> 00:43:48,100
dollars to create a brand.

1336
00:43:48,000 --> 00:43:49,973
I've done work with lots of the

1337
00:43:49,873 --> 00:43:51,437
consumer packaged goods companies
and the consumer brand managers,

1338
00:43:51,302 --> 00:43:52,780
and general foods and Molson's and
Coke and stuff.

1339
00:43:52,745 --> 00:43:54,555
And you would not believe the
amount of resources and

1340
00:43:54,655 --> 00:43:56,718
intelligence and money that goes
into marketing their brands and

1341
00:43:56,818 --> 00:43:57,176
the like.

1342
00:43:57,176 --> 00:43:58,618
And so a lot of realtors

1343
00:43:58,618 --> 00:44:00,409
mistakenly feel they can build a
brand pretty quickly.

1344
00:44:00,409 --> 00:44:02,867
And it takes years and years and
years for a name brand.

1345
00:44:02,867 --> 00:44:05,346
And it's almost always, like you
hear, the Stone Sisters, Jane

1346
00:44:05,346 --> 00:44:08,080
Hoffman, these are local players
who basically had very successful

1347
00:44:08,080 --> 00:44:08,800
careers as individuals.

1348
00:44:08,960 --> 00:44:10,089
And also second generation.

1349
00:44:10,089 --> 00:44:10,250
Yes.

1350
00:44:10,350 --> 00:44:11,325
Not Jane so much.

1351
00:44:11,325 --> 00:44:12,801
Yeah, not Jane, but Stone Sisters.

1352
00:44:12,801 --> 00:44:14,312
And then thinking Scott Marshall,

1353
00:44:14,312 --> 00:44:15,140
like from his dad.

1354
00:44:15,140 --> 00:44:16,798
Huge, he had like a million

1355
00:44:16,798 --> 00:44:17,363
listings.

1356
00:44:17,363 --> 00:44:17,865
Yeah, yeah.

1357
00:44:17,865 --> 00:44:19,308
So, you know, that's the brand,
right?

1358
00:44:19,308 --> 00:44:21,630
It's taken years of exposure and
marketing and activity.

1359
00:44:21,630 --> 00:44:24,353
And Toronto is like Claire
Estlick, who was like the queen of

1360
00:44:24,353 --> 00:44:25,688
Royal LePage for many, many years,
right?

1361
00:44:25,788 --> 00:44:26,562
Top performer forever.

1362
00:44:26,562 --> 00:44:28,000
Well, she was a brand unto

1363
00:44:28,000 --> 00:44:28,200
herself.

1364
00:44:28,193 --> 00:44:29,787
She actually worked in the area

1365
00:44:29,787 --> 00:44:30,898
that I lived in and stuff.

1366
00:44:30,898 --> 00:44:33,408
And, you know, when she stopped

1367
00:44:33,508 --> 00:44:35,694
practicing, the business
disappeared, even though she was

1368
00:44:35,694 --> 00:44:36,608
the biggest brand name.

1369
00:44:36,608 --> 00:44:38,275
You know, there's others.

1370
00:44:38,275 --> 00:44:42,115
I remember I did work for, you
know, one fellow in Mississippi, I

1371
00:44:42,115 --> 00:44:44,400
won't say his name, but he was a
really cool guy.

1372
00:44:44,367 --> 00:44:44,910
He's the brand.

1373
00:44:44,910 --> 00:44:45,955
And he actually thought about

1374
00:44:45,955 --> 00:44:46,164
retiring.

1375
00:44:46,164 --> 00:44:47,293
And I sat down with him and I

1376
00:44:47,293 --> 00:44:49,235
said, go take a month off before
you decide whether you want to

1377
00:44:49,235 --> 00:44:50,901
build a business, right?
Or you want to retire.

1378
00:44:50,801 --> 00:44:52,551
So he went down south for a month.

1379
00:44:52,551 --> 00:44:53,973
He goes, gosh, I hate golfing.

1380
00:44:53,873 --> 00:44:55,169
I hate doing nothing.

1381
00:44:55,069 --> 00:44:55,825
I love doing deals.

1382
00:44:55,825 --> 00:44:57,727
He goes, you know, he had no kids.

1383
00:44:57,727 --> 00:45:00,238
And I said, go do deals, right?

1384
00:45:00,238 --> 00:45:01,687
You don't have to leave a legacy,
right?

1385
00:45:01,687 --> 00:45:02,474
Just go and have fun.

1386
00:45:02,474 --> 00:45:03,996
And, you know, he had like 40

1387
00:45:03,996 --> 00:45:06,846
people working for him, but he was
the one guy team.

1388
00:45:06,846 --> 00:45:08,921
It was totally dependent on him.

1389
00:45:08,821 --> 00:45:10,382
Like his office, it was cool.

1390
00:45:10,282 --> 00:45:12,963
He was in the middle and there was
like five, you know, realtors

1391
00:45:12,963 --> 00:45:15,283
around him and, you know, 10, 15
people around him.

1392
00:45:15,383 --> 00:45:19,337
And he was just feeding them
stuff, but he was there at the

1393
00:45:19,337 --> 00:45:20,868
critical juncture of every deal.

1394
00:45:20,868 --> 00:45:23,027
It was pretty funny to watch,

1395
00:45:23,027 --> 00:45:25,602
right?
But he said, should I grow this

1396
00:45:25,602 --> 00:45:27,722
and, you know, take myself out of
it?

1397
00:45:27,622 --> 00:45:28,986
And like I said, do you need
money?

1398
00:45:28,986 --> 00:45:31,162
He goes, no, I got millions of
dollars.

1399
00:45:31,062 --> 00:45:33,643
I said, do you have any kids or
any family?

1400
00:45:33,643 --> 00:45:35,961
No, I don't have any kids or any
family, right?

1401
00:45:35,861 --> 00:45:38,131
So I said, so just go and have
fun.

1402
00:45:38,131 --> 00:45:40,303
What are you having fun doing?
I love doing deals.

1403
00:45:40,303 --> 00:45:41,118
It's funny thinking of this.

1404
00:45:41,118 --> 00:45:42,561
I'm thinking of someone like

1405
00:45:42,561 --> 00:45:42,801
Buffini.

1406
00:45:42,701 --> 00:45:44,003
He's got a huge corporation around

1407
00:45:44,103 --> 00:45:44,293
him.

1408
00:45:44,193 --> 00:45:45,458
He's still probably just a name.

1409
00:45:45,458 --> 00:45:46,787
Yeah, well, yeah, it's still him,
right?

1410
00:45:46,787 --> 00:45:48,847
It's still him that does the
training, right?

1411
00:45:48,847 --> 00:45:51,331
You see Richard Robbins, even the
trainers, Chris Leder.

1412
00:45:51,431 --> 00:45:51,936
Yeah, yeah.

1413
00:45:51,936 --> 00:45:53,582
It's very hard when you create,

1414
00:45:53,582 --> 00:45:54,937
especially you name the business
after yourself.

1415
00:45:54,937 --> 00:45:55,041
Yeah.

1416
00:45:55,041 --> 00:45:55,249
Yeah.

1417
00:45:55,249 --> 00:45:55,354
Right?
Yeah.

1418
00:45:55,454 --> 00:45:58,293
It's very hard to then all of a
sudden transform it and hand it

1419
00:45:58,393 --> 00:45:59,621
off to someone else.

1420
00:45:59,621 --> 00:45:59,687
Yeah.

1421
00:45:59,787 --> 00:46:00,351
Right?
It's tough.

1422
00:46:00,451 --> 00:46:01,900
Like even like Coldwell Banker.

1423
00:46:01,900 --> 00:46:03,940
There was a guy, Coldwell and a

1424
00:46:03,940 --> 00:46:04,300
guy banker.

1425
00:46:04,300 --> 00:46:04,420
Right?

1426
00:46:04,420 --> 00:46:04,660
Yeah.

1427
00:46:04,760 --> 00:46:05,920
That started in Southern

1428
00:46:05,920 --> 00:46:06,040
California.

1429
00:46:06,140 --> 00:46:06,500
really?

1430
00:46:06,400 --> 00:46:06,940
Oh, Yeah.

1431
00:46:06,940 --> 00:46:07,480
Yeah.

1432
00:46:07,480 --> 00:46:09,340
There was a, they were the guys.

1433
00:46:09,440 --> 00:46:10,274
It wasn't a bank.

1434
00:46:10,274 --> 00:46:13,201
You know, it sounds like, oh, it's
a bank corporate name or

1435
00:46:13,201 --> 00:46:13,326
something.

1436
00:46:13,326 --> 00:46:14,381
about Century 21?

1437
00:46:14,381 --> 00:46:16,429
Obviously they were here before
the 21st century.

1438
00:46:16,429 --> 00:46:16,610
yeah.

1439
00:46:16,610 --> 00:46:18,056
Yeah, So Century 21 was conceived

1440
00:46:18,056 --> 00:46:20,012
by, I forget the fellow's name, in
the States.

1441
00:46:20,010 --> 00:46:22,458
And it started when a lot of the
franchisees started.

1442
00:46:22,449 --> 00:46:24,095
So the way real estate brokerages
evolved were there were all sorts

1443
00:46:23,991 --> 00:46:25,337
of local players, not branded, not
affiliated, and like some of them

1444
00:46:25,212 --> 00:46:26,216
grew into big players across
regions or countries.

1445
00:46:26,216 --> 00:46:26,841
There's A.E.

1446
00:46:26,841 --> 00:46:28,160
LePage in Canada, which eventually

1447
00:46:28,160 --> 00:46:28,862
merged with Royal.

1448
00:46:28,862 --> 00:46:31,518
And they were at the time in

1449
00:46:31,518 --> 00:46:33,266
Canada, Canada's leading
residential real estate services

1450
00:46:33,266 --> 00:46:35,228
company and commercial too.

1451
00:46:35,228 --> 00:46:37,700
They had a big commercial

1452
00:46:37,700 --> 00:46:40,437
practice, but it was a corporation
with ownership and managers and

1453
00:46:40,437 --> 00:46:40,630
staff.

1454
00:46:40,630 --> 00:46:42,640
But then what happened was it

1455
00:46:42,640 --> 00:46:45,135
started in the 70s, but it really
kind of took off in the 80s and

1456
00:46:44,966 --> 00:46:45,200
the 90s was that franchises
appeared and their model was very

1457
00:46:45,640 --> 00:46:45,928
different.

1458
00:46:45,928 --> 00:46:47,439
They said, well, why don't we

1459
00:46:47,439 --> 00:46:50,461
instead of having big corporate
entities with multiple layers of

1460
00:46:50,561 --> 00:46:52,875
management, why don't we instead
have local area people, but a

1461
00:46:52,875 --> 00:46:54,388
common brand that's on a broader
basis?

1462
00:46:54,388 --> 00:46:58,044
So they started, so Remax, Century
21, CoBanker 2, Franchise, and

1463
00:46:57,944 --> 00:46:58,394
several others.

1464
00:46:58,394 --> 00:47:01,364
And what they did was they had a

1465
00:47:01,364 --> 00:47:02,644
different model.

1466
00:47:02,644 --> 00:47:05,289
They said, okay, we're going to

1467
00:47:05,289 --> 00:47:08,066
have local area people who own the
businesses and operate it.

1468
00:47:08,066 --> 00:47:11,847
So they know the market, they know
the people, they do the day-to-day

1469
00:47:11,847 --> 00:47:12,240
stuff.

1470
00:47:12,240 --> 00:47:13,735
No different than there's a

1471
00:47:13,735 --> 00:47:14,862
McDonald's franchise or whatever,
right?

1472
00:47:14,862 --> 00:47:16,337
They're the same thing, Tim
Hortons franchise.

1473
00:47:16,237 --> 00:47:19,333
You know, you have a local person
operating the business, but you

1474
00:47:19,333 --> 00:47:22,920
have the benefits of systems and
processes and procedures that are

1475
00:47:23,280 --> 00:47:25,661
created and a brand that carries
more weight than each individual

1476
00:47:25,661 --> 00:47:26,020
one.

1477
00:47:26,220 --> 00:47:28,007
So the vast majority of

1478
00:47:27,907 --> 00:47:29,600
independent brokerages joined a
franchise and the vast majority of

1479
00:47:29,597 --> 00:47:31,697
the big corporate ones had to
franchise themselves.

1480
00:47:31,597 --> 00:47:35,140
So, you know, I did a bunch of
work with Royal LePage over the

1481
00:47:35,340 --> 00:47:38,049
years and they basically had to go
from a corporate store, corporate

1482
00:47:38,049 --> 00:47:39,840
entity to primarily franchised
operations because the franchises

1483
00:47:39,740 --> 00:47:43,372
came in and took most of the mid
high performing realtors away from

1484
00:47:43,372 --> 00:47:44,081
the house.

1485
00:47:44,081 --> 00:47:45,044
Because at the time the house

1486
00:47:45,044 --> 00:47:47,627
split was like 50-50, you know,
maybe 60-40 at best, where the

1487
00:47:47,627 --> 00:47:49,263
realtor got 60%.

1488
00:47:49,263 --> 00:47:51,145
And the franchises came out of the

1489
00:47:51,045 --> 00:47:51,881
gate saying 80-20.

1490
00:47:51,981 --> 00:47:53,217
So people who are doing already

1491
00:47:53,217 --> 00:47:55,625
established and trained at a
certain level, it was a no

1492
00:47:55,625 --> 00:47:56,823
brainer, I'm going to go over
there, right?

1493
00:47:56,823 --> 00:47:59,315
So what happened was it hollowed
out majority of high performers.

1494
00:47:59,415 --> 00:48:01,753
When I started supporting the CEO,
Simon Dean at Roll the Pages, they

1495
00:48:01,753 --> 00:48:04,609
were losing a million dollars a
week week and, you know, it needed

1496
00:48:04,709 --> 00:48:05,267
surgery.

1497
00:48:05,167 --> 00:48:05,940
Simon did the surgery.

1498
00:48:05,900 --> 00:48:08,584
I kind of helped, you know, as the
sideline coach guy and ran their

1499
00:48:08,484 --> 00:48:09,252
planning sessions and stuff.

1500
00:48:09,252 --> 00:48:10,905
But it was apparent that there

1501
00:48:10,905 --> 00:48:12,727
needed to be major transition.

1502
00:48:12,627 --> 00:48:13,760
And he did very successfully, you

1503
00:48:13,860 --> 00:48:15,685
know, fix the business, turned it
into a different enterprise.

1504
00:48:15,685 --> 00:48:16,841
But it's tough to do.

1505
00:48:16,841 --> 00:48:17,986
That's a major, major job, super

1506
00:48:18,086 --> 00:48:18,718
accomplishment on his part.

1507
00:48:18,718 --> 00:48:20,026
Learned a ton working with him.

1508
00:48:20,026 --> 00:48:21,212
It was a lot of fun too.

1509
00:48:21,212 --> 00:48:22,563
But then what happened was then

1510
00:48:22,563 --> 00:48:23,976
the power, the evolution, it
evolved to the realtors.

1511
00:48:23,976 --> 00:48:25,854
They got more power in the
channel, partly because of

1512
00:48:25,754 --> 00:48:27,675
technology, partly because of the
way rules and regulations evolved

1513
00:48:27,675 --> 00:48:28,300
and the like.

1514
00:48:28,300 --> 00:48:30,306
But there's a lot more work and

1515
00:48:30,306 --> 00:48:32,588
responsibility on the realtors
part now, because before they

1516
00:48:32,588 --> 00:48:34,437
would just sell.

1517
00:48:34,437 --> 00:48:35,946
They would just go out, talk to

1518
00:48:35,946 --> 00:48:36,043
people.

1519
00:48:36,143 --> 00:48:36,827
The advertising was covered.

1520
00:48:36,821 --> 00:48:37,600
The office was covered.

1521
00:48:37,620 --> 00:48:38,446
The admin support was covered.

1522
00:48:38,446 --> 00:48:39,472
It was a simpler, you know, job.

1523
00:48:39,456 --> 00:48:40,240
Most commercial firms are still

1524
00:48:40,236 --> 00:48:40,741
like that.

1525
00:48:40,741 --> 00:48:41,968
Like commercial estate brokerages

1526
00:48:41,868 --> 00:48:42,309
are like that.

1527
00:48:42,301 --> 00:48:43,214
It's still a higher split.

1528
00:48:43,314 --> 00:48:45,688
It's like 60-40 for the house, you
know, 60% for the agent, but the

1529
00:48:45,588 --> 00:48:46,988
house still provides most of the,
you know, office marketing

1530
00:48:46,988 --> 00:48:49,217
activities where residential
realtors, you know, in order to be

1531
00:48:49,213 --> 00:48:52,284
able to say, well, you get 80-20,
but you've got to do all this

1532
00:48:52,284 --> 00:48:55,100
other stuff, right?
You got to do the marketing, you

1533
00:48:55,700 --> 00:48:57,517
got to do the property marketing,
you got to do your own marketing,

1534
00:48:57,481 --> 00:49:01,140
you got to pay for your own
business cards, you got to pay

1535
00:49:01,400 --> 00:49:02,498
your own course and everything.

1536
00:49:02,498 --> 00:49:04,093
And so it's very different, right?

1537
00:49:04,093 --> 00:49:04,659
A model.

1538
00:49:04,659 --> 00:49:07,172
And as a result, it puts more

1539
00:49:07,172 --> 00:49:09,690
strain and stress and pressure on
the realtor because the realtor

1540
00:49:09,690 --> 00:49:13,497
has to do all of the aspects of
the business, not just the sales

1541
00:49:13,454 --> 00:49:14,200
side of things.

1542
00:49:14,280 --> 00:49:15,108
The realtor's life is more

1543
00:49:15,108 --> 00:49:17,125
complicated and hence that's why
the level of success for most

1544
00:49:17,125 --> 00:49:18,040
realtors is extremely low.

1545
00:49:18,040 --> 00:49:19,157
The average success rate in this

1546
00:49:19,157 --> 00:49:20,066
is pretty well known.

1547
00:49:20,066 --> 00:49:21,450
In the first two years, 80% of the

1548
00:49:21,350 --> 00:49:23,990
people who are licensed aren't in
the business and 90% in three

1549
00:49:23,990 --> 00:49:24,190
years.

1550
00:49:24,137 --> 00:49:24,960
They just don't make it.

1551
00:49:24,907 --> 00:49:28,071
It's just too many new things to
do.

1552
00:49:28,071 --> 00:49:29,630
They're trying to figure out
everything.

1553
00:49:29,630 --> 00:49:30,692
And it's complicated.

1554
00:49:30,692 --> 00:49:32,316
I mean, I've seen it, right?

1555
00:49:32,316 --> 00:49:34,543
You've seen right?
it, There's a lot of things to

1556
00:49:34,543 --> 00:49:35,850
learn and do.

1557
00:49:35,850 --> 00:49:37,810
And there's a little bit of an

1558
00:49:37,810 --> 00:49:41,504
element of luck or happenstance or
timing.

1559
00:49:41,404 --> 00:49:45,542
But fortunately, we found, you
know, that, you know, in our

1560
00:49:45,542 --> 00:49:51,485
process with new realtors, we've
had a much better success rate in

1561
00:49:51,485 --> 00:49:53,980
terms of helping them become
successful by helping them figure

1562
00:49:54,080 --> 00:49:58,616
out their game plan, helping them
come up with a strategy, helping

1563
00:49:58,516 --> 00:50:01,210
them do something that makes
sense, helping them figure out how

1564
00:50:01,210 --> 00:50:04,446
to get business in the short term.

1565
00:50:04,346 --> 00:50:05,914
Because it's about building your

1566
00:50:05,914 --> 00:50:06,556
own practice.

1567
00:50:06,556 --> 00:50:07,981
It's not about getting leads or

1568
00:50:07,981 --> 00:50:09,692
fed by the company because that
doesn't happen anymore.

1569
00:50:09,692 --> 00:50:10,619
Because they're not capitalizing.

1570
00:50:10,619 --> 00:50:13,042
It's so unsustainable to have a

1571
00:50:13,042 --> 00:50:14,542
business like that.

1572
00:50:14,642 --> 00:50:15,044
Yeah.

1573
00:50:15,044 --> 00:50:16,713
You need to have relationships.

1574
00:50:16,713 --> 00:50:18,322
business is all about

1575
00:50:18,322 --> 00:50:22,101
relationships relationship with
other agents but like with the

1576
00:50:22,101 --> 00:50:26,640
public with all your clients you
know like that's it is yeah and as

1577
00:50:26,640 --> 00:50:34,077
you know that's what we help
people do is say and this is why

1578
00:50:34,077 --> 00:50:35,857
that kind of assessment and
coaching process you have to be

1579
00:50:35,852 --> 00:50:38,357
genuine people can sense if you're
fake right so that's the first

1580
00:50:38,346 --> 00:50:39,672
step so that's why first step.

1581
00:50:39,672 --> 00:50:40,760
So that's why knowing what your

1582
00:50:40,860 --> 00:50:42,278
purpose is and kind of living by
it's important.

1583
00:50:42,278 --> 00:50:44,459
Then the next step is, is how
you're wired.

1584
00:50:44,459 --> 00:50:44,942
What's fun.

1585
00:50:45,042 --> 00:50:46,305
So some people are very

1586
00:50:46,383 --> 00:50:46,650
extroverted.

1587
00:50:46,550 --> 00:50:48,656
So those people get out and meet

1588
00:50:48,656 --> 00:50:50,472
people, socialize, right?
Some people are more systematic.

1589
00:50:50,472 --> 00:50:53,967
So then you have to develop
process and procedures to build

1590
00:50:53,967 --> 00:50:54,511
effective relationships.

1591
00:50:54,511 --> 00:50:56,609
You know, depending on what your

1592
00:50:56,609 --> 00:50:58,463
motivators are, if you're
motivated by aesthetic activities,

1593
00:50:58,463 --> 00:51:01,672
art, creative stuff, go do some of
that stuff.

1594
00:51:01,672 --> 00:51:04,521
Go hang out with other people who
love that stuff.

1595
00:51:04,521 --> 00:51:06,813
If you love the arts and music, go
hang out there.

1596
00:51:06,813 --> 00:51:09,000
You'll meet people there who do
your thing, who do their thing,

1597
00:51:09,000 --> 00:51:10,506
and it's your thing.

1598
00:51:10,506 --> 00:51:13,101
Help people find out what their

1599
00:51:13,101 --> 00:51:13,770
interests are.

1600
00:51:13,770 --> 00:51:17,612
So help people find conduits for

1601
00:51:17,612 --> 00:51:20,539
them to establish relationships
with people that are likely in a

1602
00:51:20,539 --> 00:51:23,003
position to buy or sell property.

1603
00:51:23,003 --> 00:51:24,944
And then that will then lead them

1604
00:51:24,944 --> 00:51:28,807
into the people that are likely in
a position to buy or sell

1605
00:51:28,907 --> 00:51:29,144
property.

1606
00:51:29,044 --> 00:51:30,703
And then that will then lead them

1607
00:51:30,703 --> 00:51:33,606
into the people that will really,
you know, build a sustainable

1608
00:51:33,606 --> 00:51:34,694
relationship that they have fun
with.

1609
00:51:34,694 --> 00:51:36,302
So I built my, you know,
consulting practice around golf.

1610
00:51:36,302 --> 00:51:39,113
I love to play golf, right?
I wrote a book on golf and

1611
00:51:39,113 --> 00:51:39,262
business.

1612
00:51:39,262 --> 00:51:41,264
I have actually testimonials from

1613
00:51:41,264 --> 00:51:43,341
Jack Nicklaus and Arnold Palmer on
it.

1614
00:51:43,341 --> 00:51:47,289
And what I would do is I would
sponsor a hole at a charity golf

1615
00:51:47,389 --> 00:51:47,725
tournament.

1616
00:51:47,625 --> 00:51:50,079
And I would go to the tournament

1617
00:51:49,979 --> 00:51:51,740
where CEOs and VPs are likely to
be.

1618
00:51:51,740 --> 00:51:53,193
And I'd play a game.

1619
00:51:53,193 --> 00:51:55,702
I'd give them a copy of my book

1620
00:51:55,702 --> 00:51:58,150
and I'd bet them to raise money
for the charity.

1621
00:51:58,050 --> 00:52:01,547
I'd say, listen, I'm going to do a
closest to the hole.

1622
00:52:01,547 --> 00:52:05,220
If you guys beat me, I'll donate a
hundred dollars to the charity.

1623
00:52:05,220 --> 00:52:08,896
And if I beat all four of you
guys, you guys donate a hundred

1624
00:52:08,996 --> 00:52:09,419
dollars to the charity.

1625
00:52:09,419 --> 00:52:10,202
And they're all laughing.

1626
00:52:10,102 --> 00:52:11,247
They're all having fun.

1627
00:52:11,247 --> 00:52:12,311
let's go for right?

1628
00:52:12,211 --> 00:52:15,509
Yeah, yeah, it, And so we would
raise lots of money for the

1629
00:52:15,509 --> 00:52:15,680
charity.

1630
00:52:15,780 --> 00:52:18,366
I'd give a copy of my book.

1631
00:52:18,366 --> 00:52:21,066
And then two or three weeks
somebody later, would call me up

1632
00:52:21,066 --> 00:52:22,293
and say, I read your book.

1633
00:52:22,293 --> 00:52:25,162
Max, I met you at the golf day.

1634
00:52:25,162 --> 00:52:26,914
That was a lot of fun.

1635
00:52:26,914 --> 00:52:27,662
Let's get together.

1636
00:52:27,562 --> 00:52:30,142
Can you help us do our planning
and real estate?

1637
00:52:30,142 --> 00:52:30,292
Yeah.

1638
00:52:30,392 --> 00:52:32,083
Because I love to play golf.

1639
00:52:31,983 --> 00:52:32,282
It was fun.

1640
00:52:32,282 --> 00:52:34,196
And so it was a natural.

1641
00:52:34,196 --> 00:52:35,057
And as a result.

1642
00:52:35,157 --> 00:52:37,670
You good, so you never had to lose

1643
00:52:37,570 --> 00:52:37,832
money.

1644
00:52:37,832 --> 00:52:40,062
I was just thinking if I then I'd

1645
00:52:40,062 --> 00:52:40,752
just rope.

1646
00:52:40,652 --> 00:52:42,160
I'd need a lot more balls.

1647
00:52:42,300 --> 00:52:44,910
And even if you lost, it was a
write-off.

1648
00:52:44,810 --> 00:52:49,049
It just pumped up the amount we
gave to the charity.

1649
00:52:48,949 --> 00:52:50,220
You pick a charity you care about.

1650
00:52:50,420 --> 00:52:51,690
But usually the guys are in these

1651
00:52:51,690 --> 00:52:51,785
tournaments.

1652
00:52:51,785 --> 00:52:52,830
They've had a few beers.

1653
00:52:52,730 --> 00:52:53,627
They're not really focused on the
play.

1654
00:52:53,628 --> 00:52:54,516
Like a 17th hole.

1655
00:52:54,516 --> 00:52:54,595
exactly.

1656
00:52:54,595 --> 00:52:55,739
Yeah, yeah, And after the shot
hole.

1657
00:52:55,739 --> 00:52:55,818
Exactly.

1658
00:52:55,818 --> 00:52:56,589
It doesn't right?

1659
00:52:56,489 --> 00:52:58,348
matter, You're not going to be
playing left-handed and probably

1660
00:52:58,248 --> 00:52:59,358
beat right?
them, because Anyway, they would

1661
00:52:59,358 --> 00:53:00,777
be losing the ball.

1662
00:53:00,777 --> 00:53:02,110
But it was right?

1663
00:53:02,010 --> 00:53:05,360
fun, We just had a natural right?
rapport, So depending on what you

1664
00:53:05,360 --> 00:53:08,703
love to if do, you like to cycle,
if you like to support charity

1665
00:53:08,703 --> 00:53:08,995
activities, activities.

1666
00:53:08,995 --> 00:53:11,309
You know, if you're a member of a

1667
00:53:11,309 --> 00:53:14,866
church and you believe in that
faith, engage in that, right.

1668
00:53:14,866 --> 00:53:16,100
And serve that community.

1669
00:53:16,100 --> 00:53:17,796
And then you'll meet people and

1670
00:53:17,796 --> 00:53:20,720
the people will trust you because
you've built a natural rapport on

1671
00:53:20,720 --> 00:53:21,773
something that's natural and it
just flows.

1672
00:53:21,873 --> 00:53:22,148
Right.

1673
00:53:22,048 --> 00:53:22,964
So for a realtor, that's the

1674
00:53:22,964 --> 00:53:23,605
optimal strategy.

1675
00:53:23,605 --> 00:53:25,391
It's the least amount of money to

1676
00:53:25,391 --> 00:53:26,492
build those relationships.

1677
00:53:26,484 --> 00:53:27,648
But more importantly, it's you're

1678
00:53:27,648 --> 00:53:30,860
doing what you love to do and it's
fun the authentic it's the most

1679
00:53:30,860 --> 00:53:33,660
sustainable like i'm thinking like
even like joining a hockey team or

1680
00:53:33,485 --> 00:53:36,733
a soccer team where you just you
know these people you know you're

1681
00:53:36,733 --> 00:53:39,909
with them all the time have a good
time you're yourself yeah and then

1682
00:53:40,009 --> 00:53:42,544
like obviously you're gonna call
you when they want to sell their

1683
00:53:42,544 --> 00:53:45,402
house or whatever it is gonna make
the client journey so much more

1684
00:53:45,402 --> 00:53:47,968
enjoyable for both of you exactly
imagine working with someone that

1685
00:53:47,968 --> 00:53:49,226
you really don't align with
whatsoever.

1686
00:53:49,226 --> 00:53:50,786
And you're just constantly having
those gritty conversations.

1687
00:53:50,786 --> 00:53:53,503
But if you align with someone and
like, hey, they're on your hockey

1688
00:53:53,503 --> 00:53:53,905
team.

1689
00:53:53,905 --> 00:53:55,463
If your phone rings from a client

1690
00:53:55,456 --> 00:53:57,961
that you've been referred to or
you know in the past, that

1691
00:53:57,961 --> 00:53:59,215
transaction is a thousand times
better.

1692
00:53:59,215 --> 00:53:59,597
Yeah.

1693
00:53:59,597 --> 00:54:02,500
Because you just know them better,

1694
00:54:02,500 --> 00:54:04,004
right?
Like my wife and I talked about

1695
00:54:04,004 --> 00:54:05,360
this after our first year.

1696
00:54:05,360 --> 00:54:07,640
So first year out, real estate was

1697
00:54:07,640 --> 00:54:10,790
just grind, grind, grind, grind,
grind, get that next deal.

1698
00:54:10,790 --> 00:54:14,209
And you just do an audit of all
the deals that you did or all the

1699
00:54:14,209 --> 00:54:15,357
clients that you worked with.

1700
00:54:15,357 --> 00:54:16,620
And it's like, how many of these

1701
00:54:16,620 --> 00:54:18,809
do I actually want to work with?
Right?

1702
00:54:18,809 --> 00:54:22,840
Because like some of them were
just like, oh, if you never call

1703
00:54:22,840 --> 00:54:24,700
me again, my business will be
better.

1704
00:54:24,607 --> 00:54:25,380
Right?
And then you think about this and

1705
00:54:25,380 --> 00:54:28,456
then you think about how did I
find the people I'd like to work

1706
00:54:28,356 --> 00:54:29,590
with?
And just all roads lead back to

1707
00:54:29,590 --> 00:54:29,937
this.

1708
00:54:30,037 --> 00:54:30,385
Right?

1709
00:54:30,285 --> 00:54:30,980
The same thing.

1710
00:54:30,980 --> 00:54:33,065
Like just doing what you want to

1711
00:54:33,065 --> 00:54:33,412
do.

1712
00:54:33,412 --> 00:54:35,110
You find people who you like, you

1713
00:54:35,110 --> 00:54:36,660
know, and then it's just way more
authentic.

1714
00:54:36,640 --> 00:54:39,002
And targeting in advance, like do
the target market thing.

1715
00:54:39,002 --> 00:54:43,643
So like because in my practice, it
was, you know, good guy CEOs who

1716
00:54:43,643 --> 00:54:44,901
like to golf.

1717
00:54:44,901 --> 00:54:45,111
Yeah.

1718
00:54:45,011 --> 00:54:46,907
I want to work with good guys,
women too, right?

1719
00:54:46,907 --> 00:54:49,433
But, you know, good guys, you
know, who are CEOs, who are

1720
00:54:49,433 --> 00:54:51,839
leaders of their business, who
like to play golf because I

1721
00:54:51,839 --> 00:54:53,600
figured, well, we'd have something
in common, right?

1722
00:54:53,960 --> 00:54:55,116
And it was kind of fun.

1723
00:54:55,116 --> 00:54:56,926
So, you know, as you know, I sit

1724
00:54:56,926 --> 00:55:00,607
down with our realtors and help
them figure out who's your target

1725
00:55:00,607 --> 00:55:01,558
market.

1726
00:55:01,558 --> 00:55:03,387
And I really like to emphasize

1727
00:55:03,387 --> 00:55:04,113
that, right?
What's the type of person you want

1728
00:55:04,113 --> 00:55:04,966
to work with, right?
And usually they'll say, you know

1729
00:55:04,893 --> 00:55:05,430
what?
That's kind of good people, you

1730
00:55:05,399 --> 00:55:05,820
know?
Honest, fun, sincere, sense of

1731
00:55:06,100 --> 00:55:08,157
humor, sarcastic, you know,
whatever, you know, kind of floats

1732
00:55:08,157 --> 00:55:09,609
their boat kind of thing.

1733
00:55:09,709 --> 00:55:11,627
And funnily enough, it's almost

1734
00:55:11,627 --> 00:55:12,887
always a reflection of who they
are.

1735
00:55:12,887 --> 00:55:15,520
When you look at someone's
personality profile and just got

1736
00:55:15,600 --> 00:55:16,524
done this for years, right.

1737
00:55:16,424 --> 00:55:17,300
It's almost always the same

1738
00:55:17,300 --> 00:55:17,608
personality profile.

1739
00:55:17,608 --> 00:55:19,514
So your profile, Matt, that's who

1740
00:55:19,514 --> 00:55:21,298
you should be going with.

1741
00:55:21,298 --> 00:55:22,726
Like people who are, you know,

1742
00:55:22,726 --> 00:55:25,507
outgoing, fun, likable, like have
a zest for life, family, you know,

1743
00:55:25,507 --> 00:55:29,942
and like to have fun and laugh,
you know, and like to have fun and

1744
00:55:29,942 --> 00:55:31,578
laugh, you know, and like not take
life.

1745
00:55:31,678 --> 00:55:32,903
You take it seriously, but not too
seriously.

1746
00:55:32,903 --> 00:55:33,018
Yeah.

1747
00:55:33,018 --> 00:55:34,113
You know, and that kind of

1748
00:55:34,113 --> 00:55:35,900
approach, right?
You know, and same with you,

1749
00:55:36,060 --> 00:55:37,172
Taylor, right?
You know, you're kind of honest,

1750
00:55:37,172 --> 00:55:38,224
sincere, hardworking guy, has
sense of humor, right?

1751
00:55:38,304 --> 00:55:40,319
Like to work with people that are
successful and stuff.

1752
00:55:40,219 --> 00:55:40,802
Love doing the taxes.

1753
00:55:40,802 --> 00:55:40,977
Yeah.

1754
00:55:40,977 --> 00:55:42,553
Yeah, really?
Honestly, my clients, if I have

1755
00:55:42,553 --> 00:55:44,172
their taxes done, the is still
stupid.

1756
00:55:44,072 --> 00:55:45,040
the sense of part.

1757
00:55:45,580 --> 00:55:47,020
Can you go talk Emily?

1758
00:55:46,981 --> 00:55:47,020
I'm not understanding it.

1759
00:55:47,054 --> 00:55:49,697
It's so much easier because the

1760
00:55:49,537 --> 00:55:50,937
clients that I had the longest
term relationship with were like

1761
00:55:50,890 --> 00:55:50,940
that.

1762
00:55:50,906 --> 00:55:53,529
They were hardworking, you know,

1763
00:55:53,368 --> 00:55:53,840
they liked to have fun, but they
wanted to build a great culture,

1764
00:55:54,649 --> 00:55:56,432
you know, and they kind of worked
from the heart as well as from the

1765
00:55:56,414 --> 00:55:59,225
brain, you know, and really did,
you know, some good stuff and they

1766
00:55:59,185 --> 00:55:59,300
built really good companies.

1767
00:55:59,268 --> 00:56:00,940
So it's really cool to see.

1768
00:56:00,924 --> 00:56:03,340
And the people that work for them,
that's who they attracted, right?

1769
00:56:03,920 --> 00:56:06,149
People self select, right?
The people that come in, you know,

1770
00:56:06,149 --> 00:56:09,811
they come into the organization
that is shows and lives by those

1771
00:56:09,811 --> 00:56:10,011
values.

1772
00:56:09,949 --> 00:56:14,713
So if you have a place, you know,

1773
00:56:14,713 --> 00:56:15,527
what are ours?
Integrity, respect, community,

1774
00:56:15,527 --> 00:56:18,440
fun, adventure, like that's who's
with us, Right.

1775
00:56:18,400 --> 00:56:18,440
It's cool.

1776
00:56:18,413 --> 00:56:18,440
Right.

1777
00:56:18,416 --> 00:56:19,869
And then it's an easy tribe to
hang out with.

1778
00:56:19,869 --> 00:56:20,040
Right.

1779
00:56:19,937 --> 00:56:21,674
Cause everyone kind of believes in

1780
00:56:21,631 --> 00:56:25,040
the same stuff and, you know, you
can appreciate other people who

1781
00:56:25,030 --> 00:56:26,840
are, yes, have a different, you
know, interest, but they like to

1782
00:56:27,720 --> 00:56:28,520
play the game the same way.

1783
00:56:29,520 --> 00:56:29,540
Yeah.

1784
00:56:29,522 --> 00:56:29,540
Yeah.

1785
00:56:29,535 --> 00:56:29,540
Yeah.

1786
00:56:29,628 --> 00:56:31,740
That's cool.

1787
00:56:31,637 --> 00:56:32,369
Well, going to go into our kind of

1788
00:56:32,298 --> 00:56:35,880
wrap up questions here, keeping it
on real estate topic.

1789
00:56:35,786 --> 00:56:38,060
If you could buy a property in the
Okanagan in the next 12 months,

1790
00:56:38,124 --> 00:56:45,788
what it be?
I think that opportunity is in the

1791
00:56:45,758 --> 00:56:45,867
commercial space.

1792
00:56:45,867 --> 00:56:46,510
Find a property that is perhaps

1793
00:56:46,414 --> 00:56:46,666
under-tenanted, under-developed,
under-utilized.

1794
00:56:46,649 --> 00:56:47,505
That's an opportunity.

1795
00:56:47,405 --> 00:56:48,057
I think that is something that I

1796
00:56:48,057 --> 00:56:49,091
think that there's a shortage of
good commercial space here.

1797
00:56:49,048 --> 00:56:51,305
So I think that would Like
commercial industrial or

1798
00:56:51,305 --> 00:56:52,162
multifamily or commercial
industrial.

1799
00:56:52,162 --> 00:56:52,530
Yeah.

1800
00:56:52,530 --> 00:56:53,510
It's commercial industrial, like,

1801
00:56:53,510 --> 00:56:55,876
you know, retail, commercial, you
know, industrial, that kind of

1802
00:56:55,876 --> 00:56:56,359
mix.

1803
00:56:56,359 --> 00:56:57,860
Cause there's a need for that.

1804
00:56:58,040 --> 00:57:01,262
There's going to be more and more
growth here and there's going to

1805
00:57:01,262 --> 00:57:03,732
be residential development, but I
think the commercial servicing of

1806
00:57:03,832 --> 00:57:05,910
that's going to be, and it's
sometimes easier because, you

1807
00:57:05,910 --> 00:57:08,712
know, with the constraints that
have been put on, you know, in

1808
00:57:08,712 --> 00:57:10,545
terms of, I know, short-term
rentals, in terms of, you know,

1809
00:57:10,539 --> 00:57:11,881
more tenant rights, you know,
commercial properties will

1810
00:57:11,881 --> 00:57:13,119
probably be easier to manage.

1811
00:57:13,119 --> 00:57:14,305
I don't know if it'll make you

1812
00:57:14,305 --> 00:57:17,015
that much more money, but I think
it'll be easier to manage.

1813
00:57:17,015 --> 00:57:17,215
Yeah.

1814
00:57:17,195 --> 00:57:17,330
Nice.

1815
00:57:17,330 --> 00:57:19,171
If you could tell your 20-year-old
self something, any advice, what

1816
00:57:19,432 --> 00:57:21,197
it be?
This is a good one.

1817
00:57:21,197 --> 00:57:23,680
One would be, you know, invest
more in real estate.

1818
00:57:23,680 --> 00:57:24,029
Yeah.

1819
00:57:24,029 --> 00:57:25,823
When I was young, marry the same

1820
00:57:25,823 --> 00:57:29,095
woman that I married, which I was
very lucky.

1821
00:57:29,095 --> 00:57:30,840
I've been very fortunate.

1822
00:57:30,840 --> 00:57:31,820
That is major brownie points.

1823
00:57:31,820 --> 00:57:31,960
true.

1824
00:57:32,060 --> 00:57:34,414
I don't know if she'd say the same

1825
00:57:34,414 --> 00:57:34,614
thing.

1826
00:57:34,603 --> 00:57:36,064
And the third thing I think is

1827
00:57:36,064 --> 00:57:36,819
continue to be optimistic.

1828
00:57:36,819 --> 00:57:38,395
I always was, but you know, just

1829
00:57:38,395 --> 00:57:40,629
if you have an optimistic
perspective of, you know, things

1830
00:57:40,616 --> 00:57:41,936
will work out, they usually do.

1831
00:57:41,936 --> 00:57:43,074
And if you believe that things

1832
00:57:43,071 --> 00:57:44,035
won't work out, they usually
don't.

1833
00:57:44,035 --> 00:57:45,945
So, you know, just kind of
continue to have a positive

1834
00:57:45,945 --> 00:57:47,990
belief, create a picture of the
future that looks good and it'll

1835
00:57:47,990 --> 00:57:48,285
likely happen.

1836
00:57:48,285 --> 00:57:49,254
You know, that's one of the things

1837
00:57:49,254 --> 00:57:51,404
that kind of saddens me a bit
about what's going on, like in the

1838
00:57:51,404 --> 00:57:53,308
media and everything is that, you
know, there's just tons of, you

1839
00:57:53,261 --> 00:57:54,333
know, unfortunately, doom and
gloom out there and stuff.

1840
00:57:54,333 --> 00:57:56,280
And, you know, and I think
there's, it's time to people to

1841
00:57:56,300 --> 00:57:58,704
say, you know what, if you have
that and then you put that in the

1842
00:57:58,701 --> 00:58:00,160
psyche of humanity, that that's
what's going to happen.

1843
00:58:00,360 --> 00:58:03,918
And so I think, you know, there's
a need to kind of come up with

1844
00:58:03,918 --> 00:58:06,340
like a positive reframe the vision
for the future of, you know,

1845
00:58:06,440 --> 00:58:07,585
people in society and the planet.

1846
00:58:07,525 --> 00:58:09,526
I'd like, and I think maybe that'd

1847
00:58:09,626 --> 00:58:10,534
be a cool thing.

1848
00:58:10,534 --> 00:58:12,608
Maybe that's the next thing to on.

1849
00:58:12,608 --> 00:58:12,720
Yeah.

1850
00:58:12,820 --> 00:58:14,294
But there should be like an

1851
00:58:14,294 --> 00:58:16,929
optimistic news channel where you
turn it on and it's just like the

1852
00:58:16,929 --> 00:58:18,992
highlights of the good in the
world.

1853
00:58:18,892 --> 00:58:19,066
Yeah.

1854
00:58:19,166 --> 00:58:19,978
There we go.

1855
00:58:19,878 --> 00:58:21,243
Maybe you guys should do that
podcast.

1856
00:58:21,243 --> 00:58:21,406
Yeah.

1857
00:58:21,406 --> 00:58:23,363
Yeah, No, Matt and I are too your

1858
00:58:23,363 --> 00:58:25,711
charity or how do you get Well, we
as a brokerage, Century 21's

1859
00:58:25,711 --> 00:58:26,429
favorite corporate charity is
Easter Seals.

1860
00:58:26,381 --> 00:58:28,207
So here in the Okanagan, it's Camp
Winfield, which is it's in Lake

1861
00:58:28,207 --> 00:58:28,973
Country between Kelowna and
Vernon.

1862
00:58:28,973 --> 00:58:30,910
So we do lots of different
charitable activities to support

1863
00:58:30,910 --> 00:58:31,018
that.

1864
00:58:31,018 --> 00:58:32,411
We're actually really proud.

1865
00:58:32,411 --> 00:58:34,840
Our brokerage was ranked number
five in Canada, number seven in

1866
00:58:34,840 --> 00:58:37,946
North America for giving to Easter
Seals out of the hundreds of

1867
00:58:38,046 --> 00:58:39,951
Century 21 offices in North
America.

1868
00:58:39,951 --> 00:58:41,058
So that's really cool.

1869
00:58:41,058 --> 00:58:43,015
And so we do things like charity

1870
00:58:43,015 --> 00:58:43,436
poker tournaments.

1871
00:58:43,436 --> 00:58:44,293
Maverick Blake's running one

1872
00:58:44,392 --> 00:58:44,748
tonight.

1873
00:58:44,648 --> 00:58:46,662
10% of the pot goes to Easter

1874
00:58:46,662 --> 00:58:47,255
Seals.

1875
00:58:47,255 --> 00:58:48,752
We do a big one in the fall.

1876
00:58:48,752 --> 00:58:51,969
One of our realtors, Terry Ann,
does a great crib tourney that

1877
00:58:51,869 --> 00:58:53,129
raises a bunch of money.

1878
00:58:53,129 --> 00:58:55,251
We support some charity golf

1879
00:58:55,251 --> 00:58:55,557
events.

1880
00:58:55,457 --> 00:58:56,682
There's a variety of things.

1881
00:58:56,682 --> 00:59:00,271
Some of the realtors donate stuff,
$21 on every deal.

1882
00:59:00,271 --> 00:59:02,626
We donate some other money as the
brokerage.

1883
00:59:02,726 --> 00:59:05,237
So, you know, that's kind of the
one that Century 21 does.

1884
00:59:05,113 --> 00:59:06,080
I also do some work for the
homeless and stuff.

1885
00:59:06,240 --> 00:59:08,432
So that's kind of my personal
activity because I think, you

1886
00:59:08,532 --> 00:59:10,451
know, we're in the business of
helping people find homes.

1887
00:59:10,451 --> 00:59:11,967
And fortunately, we do well by it.

1888
00:59:11,844 --> 00:59:13,367
And, you know, I give some of that

1889
00:59:13,267 --> 00:59:15,683
back in terms of helping people on
the homeless front.

1890
00:59:15,683 --> 00:59:15,780
Yeah.

1891
00:59:15,880 --> 00:59:16,834
I love I love it.

1892
00:59:16,817 --> 00:59:20,340
So last question is how can Taylor
or I or a podcast or a listener

1893
00:59:20,720 --> 00:59:22,880
help you?
Well, I a couple of things, right?

1894
00:59:22,980 --> 00:59:27,795
I think, first of all, keep doing
what you're doing because you're

1895
00:59:27,795 --> 00:59:31,798
doing a great job, seriously, like
getting out there and, you know,

1896
00:59:31,798 --> 00:59:33,743
helping people learn and do better
in a fun way.

1897
00:59:33,742 --> 00:59:35,033
Like it's pretty cool.

1898
00:59:35,133 --> 00:59:35,442
Right.

1899
00:59:35,342 --> 00:59:38,408
So first and foremost, like keep
doing that because that lifts the

1900
00:59:38,408 --> 00:59:39,078
boat for everybody.

1901
00:59:39,078 --> 00:59:39,358
Right.

1902
00:59:39,358 --> 00:59:41,649
You know, secondarily, you know,
if there's people, you know, who

1903
00:59:41,649 --> 00:59:44,049
aren't happy at their brokerage or
they're stuck, you know, one of my

1904
00:59:44,049 --> 00:59:46,696
favorite scenarios, one of our
realtors who came to us that, you

1905
00:59:46,696 --> 00:59:49,516
know, was not doing very well, had
a really rough run and we helped

1906
00:59:49,503 --> 00:59:51,513
him really turn around his career
and his life.

1907
00:59:51,513 --> 00:59:53,597
So that was really rewarding from
a personal perspective.

1908
00:59:53,497 --> 00:59:56,434
So there's lots of realtors out
there that maybe had a tough run

1909
00:59:56,434 --> 00:59:58,823
and they're not happy or satisfied
or just not working, then give me

1910
00:59:58,823 --> 01:00:03,129
a call and maybe there's an
opportunity for us to help.

1911
01:00:03,129 --> 01:00:06,480
And then the other thing is, and
we might see this too, right?

1912
01:00:06,480 --> 01:00:08,510
So similarly with business
leaders, we're kind of launch what

1913
01:00:08,510 --> 01:00:12,107
I did in Ontario here, which will
be fun to do because it's a fun

1914
01:00:12,207 --> 01:00:13,806
thing to do to help
entrepreneurial business leaders

1915
01:00:13,806 --> 01:00:16,348
build and grow their businesses,
kind of help take them to the next

1916
01:00:16,348 --> 01:00:16,609
level.

1917
01:00:16,609 --> 01:00:18,544
So if you hear or see companies or

1918
01:00:18,544 --> 01:00:22,176
companies that are kind of stuck
or just want to kind of get to the

1919
01:00:22,176 --> 01:00:25,466
next level, that'd be a fun thing
to do to help people get to the

1920
01:00:25,923 --> 01:00:26,106
level.

1921
01:00:26,106 --> 01:00:26,380
Yeah.

1922
01:00:26,380 --> 01:00:31,591
I think it's a great model here
because yeah, Kelowna is full of

1923
01:00:31,591 --> 01:00:31,957
entrepreneurs.

1924
01:00:31,957 --> 01:00:32,738
So yeah.

1925
01:00:32,838 --> 01:00:38,986
newer ones, right?
Like, I feel yeah, like there's a

1926
01:00:38,986 --> 01:00:39,922
big market for that.

1927
01:00:39,922 --> 01:00:40,448
That's Yeah.

1928
01:00:40,448 --> 01:00:43,005
a huge percentage of So especially
yeah, newer right?

1929
01:00:42,905 --> 01:00:45,739
ones, Like, I feel yeah, like
there's a big market for that.

1930
01:00:45,739 --> 01:00:48,645
it's Yeah, a huge percentage of
entrepreneurs here.

1931
01:00:48,545 --> 01:00:48,704
Yeah.

1932
01:00:48,804 --> 01:00:51,029
And like, and, you know, there

1933
01:00:50,929 --> 01:00:52,638
isn't the same level of
infrastructure support that there

1934
01:00:52,638 --> 01:00:55,075
might be in the mainland or in
Ontario for businesses,

1935
01:00:55,075 --> 01:00:57,860
entrepreneurs in terms of coaches,
support systems and stuff.

1936
01:00:57,960 --> 01:01:01,508
So, you know, fortunately, I've
got a lot of experience in that

1937
01:01:01,608 --> 01:01:05,301
and be fun to help, you know, some
people in the local area, you

1938
01:01:05,301 --> 01:01:06,353
know, do their thing too.

1939
01:01:06,253 --> 01:01:06,359
Yeah.

1940
01:01:06,359 --> 01:01:06,623
Absolutely.

1941
01:01:06,723 --> 01:01:08,580
you so much for coming on the show

1942
01:01:08,580 --> 01:01:09,359
and supporting us.

1943
01:01:09,359 --> 01:01:10,821
I it very much.

1944
01:01:10,721 --> 01:01:11,370
Yeah.

1945
01:01:11,370 --> 01:01:12,927
No, thank you guys.

1946
01:01:12,927 --> 01:01:13,900
It's a pleasure.

1947
01:01:13,900 --> 01:01:14,158
My honor.