00:12:18.060And, um, uh, and, and I had, I would, I would be freezing my face off. Okay. As I'm waiting upstairs
00:12:24.540for those cars to come and whatever. And in my hand, I had a pieces of paper where I will write down
00:12:29.740my goals and then, so I, it was a piece of paper that I would fold and I had my goals and inside
00:12:35.660I was, I, I would have my budget for the month and I would, and I would just kind of, you know,
00:12:40.300open it. So as I'm waiting for the cars to come up, I'm looking at it and stuff. And I'm just
00:12:43.580waiting for the cars and I'm just reviewing my goals. Okay. What I want. And, and, and sometimes,
00:12:47.740oh, the budgets would change. So I would, I would be working on my budget as I'm waiting to get a $2
00:12:53.020tip to drive someone's car down. So, um, you know, I I'm, I'm telling that story to tell you,
00:12:59.020I wasn't doing it because, ah, you know, I want more money. I was just doing it to keep the lights
00:13:02.780on, but that wasn't, that was just, that was just a means to, to, to, to, you know, I just,
00:13:06.700I just need something to bridge me over. Yeah. But, um, but I knew I wouldn't be doing that for long.
00:13:12.460Um, uh, and I would do it and I would freeze and I would say, enjoy it because it's not gonna last.
00:13:16.540Enjoy it because it's not gonna last. And, and, and I would just keep telling myself that. And I tell
00:13:20.860agents that I coach right now, I'm going through a hard time. I'm like, enjoy this.
00:13:24.460It's not gonna last. Enjoy this moment. You know, you're gonna wish that you were this calm
00:13:29.420because what's coming is gonna be great for you. And, you know, just to inspire and motivate them.
00:13:33.420Right. So, um, yeah, that I had to have that courage to, to get up. I had two kids at the time.
00:13:39.260So I had to babies. I had to have babies. I'd be working overnight, coming home at four o'clock in
00:13:44.060the morning and then back to research and property, sending stuff and just knowing that I had what it took
00:13:49.740to, to get there. But yeah, it was, it was three jobs. That's true.
00:13:52.300Yeah. And I think that, you know, the courage part, and I tell people all the time, uh, very
00:13:57.820similar background, you know, worked multiple jobs before I started, uh, becoming a, an accountant
00:14:04.220and then left that kind of on a whim to start my own stuff. You know, you have to have the courage,
00:14:09.820but those experiences that you go get before you actually get to where you're going are the most
00:14:15.580important ones because they're the building blocks that create the courage and the, you know,
00:14:19.260it's having that crappy job. You know, uh, I think I've told you before, I worked at a meatpacking
00:14:25.340plant to get myself through university. And that was probably one of the crappiest jobs,
00:14:30.140right? But it paid well, quite frankly. So it paid the bills and it, and it was a good experience for
00:14:35.100me in the end because the building blocks and the people I met along the way and that and how I managed
00:14:40.060them and got to learn about them gave me the building blocks to do what I do now. So if I can
00:14:46.220add, I think, I think a lot of times as we're getting to where we want to get to, um, uh, I think
00:14:52.620we have to realize that at times you have to go through the motions, but, but, but in the back of
00:14:57.660your mind, your brain needs to be crafting the, the real life that you want. So you have to go through
00:15:04.860the motions, but in the back of your mind, you're thinking, okay, I know, I know what I'm building,
00:15:09.500but you know, you're going to go through the motions. You're going to see the money coming
00:15:11.740to the account. Okay, good. That's a, you know, so you, you go through the motions that happens
00:15:15.340sometimes even raising a family, right? You go through the motions of fatherhood, motherhood,
00:15:19.820fatherhood, and, and you're like, okay, I have to get through this. But in the back of your mind,
00:15:24.060you're crafting other things. And some people say you're not living in the moment. And that may be
00:15:28.460true. That may be true, but you know, you, you, I think you should live in the moments of the moments
00:15:33.420that you want to live in some moments. The reality behind life is that some moments,
00:15:39.340you don't want to live in the moment. You know, you just have to get through that moment so that
00:15:43.340you can get to the moment that you want to live in the moment for, right? So, so, you know, you have
00:15:47.820to realize, okay, this is not a moment I want to live in. I need to live in the moment back here,
00:15:52.140but I need to go through the motions of the courage and the sacrifice, right? If I can kind of piece it
00:15:57.260all together. Well, that's real estate, you know, quite frankly, a lot of real estate is kind of
00:16:00.940trudging through finding those leads, finding those, you know, make no sales, getting the right people
00:16:05.580connected together, you know, cause you're dealing with human dynamics all day long.
00:16:10.620So it's not, you know, uh, the guy building the house, I'm not saying he has it easy because I do
00:16:16.620both. Right. And it's difficult, but I know where I have to be at the end of the day. And it's,
00:16:23.420it's up to me to get there and I can, I can push as fast as I can or go as slow as I want.
00:16:29.260That's up to me. But I know the outcome is how I'm doing, but with human dynamics,
00:16:33.660you're dealing with people and trying to get them to make decisions and move in a direction
00:16:38.620way harder. And we've been through that, right? Yeah. Yeah. We know how hard people can be when
00:16:43.420you kind of move them along. Yeah. So, so planning. So chapter two, and I love, I love the basic, uh,
00:16:50.780you start every chapter with a saying. So one hour of planning can, uh, uh, can save you 10 hours of
00:16:58.540doing that's Dale Carnegie, right? And you have a bunch of these things in the book and I, and I like them.
00:17:03.260And then you tie them in, you know, and the building your plan, uh, in five, three and one
00:17:11.980year increments. So the five, three, one framework, um, and why that's important. So, and I do believe
00:17:18.380in this, you know, when I, I, I use a program called live plan when I start a new business and
00:17:23.580it's basically a, it's a, it's a business plan building program and it asks you a bunch of questions
00:17:30.220and it sort of, and it starts prompting you and you start writing and then it's, it's a little bit
00:17:35.340painful because it's question after question, and they're a little bit the same. So you have to really
00:17:40.220spend a lot of time and figure them out. Yeah. My friend Blair from, uh, St. John's gave it to me and
00:17:46.460Blair's like this, uh, 40 year old super planner. And, uh, he, uh, he said, you gotta start using this. So I started using it. It's great. And at the end of it, I get a,
00:17:56.620a five year plan and it tells me where I need to be. So it gives me like a 40 page document and I print
00:18:03.340it out and then I put it in a binder and I put it on my desk when the business starts and that's kind of
00:18:10.620how we move along. And, you know, I try to map against it, but so, you know, you talk about that
00:18:15.260in, in real estate, you know, figuring that out. So what components in real estate go into that plan?
00:18:22.220So if you're a top producer, what are you putting in that five, three and one year plan?
00:18:26.780Yeah. Um, okay. Uh, in, in the five, three, one there's, there's all the components. I think,
00:18:34.460I think in this moment, what we really focus on in the five, three, one is, um, from, from business
00:18:40.140to spiritual, to, to, to health, to family, it's more of a, it's more of a statement of what you want
00:18:47.420your life to be in five years. And then, and then you work your way down to three,
00:18:52.860which is a statement of what you need to do in order for you to be on track to accomplish your
00:18:57.900five year vision. And then the one year plan. Now we're getting into the nitty gritty where it's like,
00:19:02.940here's all the things that need to happen this year in order for me to be on track for the three
00:19:06.780year plan. And in order for me to accomplish the five year vision. And it has a lot to do with everything.
00:19:11.740It's all tied in. If I, if I don't, um, take into consideration, um, my personal health as I'm
00:19:18.540planning for my business, then, uh, we're going to have a problem here because if all I'm eating
00:19:23.100is cold cuts and, and Coke, uh, uh, you know, and, and, you know, Coca-Cola and cold cuts and bread,
00:19:28.300and that's for breakfast, lunch, and dinner, you're not going to make it to your five year plan.
00:19:31.900We're going to have a problem here, right? So there's a lot of things that when, when we're looking
00:19:35.660at the five year plan, we're looking at various different components of someone's life, including
00:19:40.620the business, um, to the point of, you know, what are you driving? Like, what do you, what do you,
00:19:45.740you know, are you coming home to a two car garage? Are you, how many children do you have? We have to
00:19:50.140take that into consideration because if we don't consider that in the five year plan, how, how do
00:19:55.740you, how do you work backwards? Right? I'm a big fan of, uh, start with the end in mind. And that's
00:20:00.940where that came from. Um, uh, it's one of the, uh, seven habits of highly effective people start with the
00:20:06.140end in mind. So I, we start with the end in mind and then we, we plan backwards. And then once we
00:20:11.260have that one year plan, we build that out into a GPS goals, priorities, and strategies, and then
00:20:17.180we execute. Yeah. You know, and it's interesting if you don't do it. So this is, you know, that's what
00:20:21.980I like when you, when you write down, you have no direction, no inspiration and no reason. Yeah.
00:20:27.580Right. And the good things, if you do do it, you have clarity, connection, direction, and inspiration.
00:20:31.740Yeah. It really is. It does make sense. Right. And I I've lived it. I've been in both cases. I've,
00:20:37.260you know, when I got starting, uh, my own companies and, uh, you know, I grew up,
00:20:41.740I grew up with a serial entrepreneur. So I was lucky enough to, uh, a new immigrant to Canada
00:20:47.420who really wanted to have his own businesses. And so quite frankly, you know, along the way he would
00:20:52.140start different businesses and I'd see, I'd see the good, the bad, and the ugly of kind of his planning.
00:20:57.900And, and, you know, the more he knew about the businesses he started, the better he did,
00:21:03.260the more he didn't, the worse he did because he didn't have those planning steps. Right. So,
00:21:07.340so I did see someone go through it. Um, master your time. So, uh,
00:21:14.300things rarely get stuck because of lack of time. They get stuck because the doing of them has not
00:21:20.060been defined. David Allen. Right. So really good quote. And you, you talk about in this chapter,
00:21:25.820time blocking, which you're, you know, I've, I've met you a few years ago and the one thing's my
00:21:31.340observation right away was you're a really good time blocker. I am. Yeah. You're really good. Like
00:21:36.140you really figure it out. You think about it and you allocate times. Like when I talk to you,
00:21:40.700I can see it because you talk to me sometimes about time, which very few people do. Like you'll
00:21:46.700say to me, you know, my time is I'm going to, I'm going away with my family. I'm here for this.
00:21:51.100I think you're very focused on, I'm a planner. Yeah. If you take a year, you know, you you've
00:21:55.580tried to figure out that year, that month where you're going to be. Yeah. Yeah. How did you get,
00:21:59.820like, I know you're saying that we, you built it, but when did you come, I guess,
00:22:03.900let's talk about this man in your life. When did you come to the realization that time and time
00:22:08.700blocking time management was so important? Like how, because not many people do, right? Most people,
00:22:14.780most people get up every morning, they put their clothes on, they get out of bed, they hustle the work,
00:22:19.500they go day after day, you know, every once in a while, their wife says, we got to go on vacation.
00:22:25.740Yeah. So, you know, right away they get on and they try to find the cheapest trip they can get.
00:22:30.300They, you know, book it, they go to that island, they sit in that, by that hotel pool. And, you know,
00:22:37.180that's kind of an average guy's life, right? Yeah. I, I don't know that that's an average person's
00:22:43.500life. To be honest with you. Yeah, it is. Yeah. I, um, I can't, I would not be able to live like
00:22:49.180that. I'd, I'd go crazy. So, um, planning, um, look, I'm a creative person. Okay. And, you know,
00:22:59.580start with the end in mind. I do plan my whole year out and I believe that plans can change,
00:23:05.020but I do believe that you need to have something on the canvas. You can't wake up every morning. I
00:23:10.380just stare at a blank canvas because, uh, creative minds on a blank canvas, our minds can go
00:23:15.580everywhere. Like we just boom all over the place. So, um, I need, I need a path. I need,
00:23:20.940I need to, here's what's going to happen. Here's what I'm going to do. My calendar. I mean, I am
00:23:25.260planned from 4 45 in the morning, even my travel time, I gave myself an hour of travel time to get
00:23:31.340here. Yeah. Although it took me 28 minutes. I had, I had that, that gave me time to go take my hat off,
00:23:36.380do my hair, all the stuff that, you know, so I am a big time planner.
00:23:40.060And I just think it's more efficient. I honestly think that we do more by being in control of our
00:23:45.340time. Um, if you look at my calendar, it's like color coordinated and it's like, it's that. Yeah.
00:23:50.060I mean, I was raised by women, so I write neatly and I'm super organized that that's, that's, you
00:23:55.820know, that's, that's why then I know how to clean toilets. Well, cause I iron, I did it all,
00:24:01.020you know? So, I mean, yeah, I'm, I'm a, I'm a planner and it just feels better to know
00:24:07.100where my day is going. Um, uh, even right now, like, I mean,
00:24:11.420there's a certain circumstance right now we started it. We don't need to get into it, but
00:24:15.420you know, my life right now is a little bit of a volcanic eruption of people calling me and things
00:24:20.540like that. And, um, uh, and, and, and all I did when I was driving here is I pulled up my phone and
00:24:26.380I'm like, yep, good. That's the focus. Everybody else can talk to me when I have time, you know,
00:24:31.660and that, that, that gives me peace and that gives me focus. And, um, uh, I asked you before,
00:24:37.180before the show, how do you handle, you know, HR volcanic eruptions, human resources, volcanic
00:24:42.460eruptions. And you're like, well, you gotta go back to just, you know, getting organized and casting
00:24:47.660the vision and helping people navigate through it. And I know I, anyway, I think you have to have the
00:24:53.420right, the right mission and the right reason for what you're doing. And then people will see that
00:24:59.020in you. And then things will, things will settle. You know, things will settle. I wasn't a good
00:25:03.260planner until I met Paul. You weren't or you were? Oh, really? Yeah. Oh, wow. I would have thought
00:25:08.780that you were like the order person. No, no, no. She's an artist by trade. Business wise. I, and then
00:25:15.740I would like you, I have everything on my calendar. Absolutely. It has to be there. Yeah. Good job. Good job.
00:25:21.580Way to go. Well, I can see also in real estate, you know, the more, the young, uh, the younger real
00:25:28.460estate agents that we came across in the last year or two, a lot of them, quite frankly, struggle with
00:25:33.420time management. You could see it to the point where, you know, at some points in time, we were
00:25:38.620actually, um, we were, because we were busy in our own business. We were having them help us with some of
00:25:43.980the sales of the house and we were actually taking all the showings. We were helping them. So we were doing
00:25:49.500most of the showings because quite frankly, they couldn't even time allocate the showings. And so
00:25:53.660we'd be like, are we doing a showing this weekend? They'd be like, yeah. And then, then we get this
00:25:57.260email, like, can you do the showing today or can you show up or can you be involved? And we're like,
00:26:03.100you know, okay, that's kind of weird. You know, I'm, I'm double booked or I don't have enough staff
00:26:07.260or, and I'm like, okay, well then maybe your time management skills weren't great because you
00:26:11.820didn't figure all that out. And you're the one who has to be there to follow up the leads. Because, you know,
00:26:16.700in real estate, I can be there and as the owner, I can teach someone about a house. Like I can go
00:26:22.540through the house because I built it right. I can say, this is this, that's that. But when they leave,
00:26:28.460it's the most important part is, yeah, sure. They got a good seminar from me about what the house was
00:26:33.340and how it was built, but I'm not the one who follows up with them. I'm not the one who deals
00:26:37.340with the trauma of finding financing and figuring out, you know, all the family issues and whether or not
00:26:43.820they have a cat, a dog, where they go to the bathroom, that's the real estate agent, right?
00:26:47.500That's the human dynamic that a real estate agent has. So time management, you know, real,
00:26:53.340really key. And I can see why you're saying it is branding. So this is an interesting part,
00:26:58.220start your own business, right? And the best companies in the world don't sell, they brand.
00:27:05.180For example, Apple never tried to convert you into buying an iPhone. Instead,
00:27:10.940they painted a picture of the iPhone experience. They focus on branding. I do the same, right? It's
00:27:18.060a great quote, right? And I think, you know, it really speaks to the fact that you as your own real
00:27:27.660estate top producer, whatever company you're with have to work on what that brand is. Sure. Yeah. And
00:27:34.140how did you do it? Like, so you, you created like, you know, brand presentation, the way you come off,
00:27:39.180like, how, how did you kind of, you know, your background, your, your family didn't teach you
00:27:44.540that? No. Right. So you didn't learn that. You might have learned it from someone. A few things,
00:27:48.860a few things. Yeah. Um, so when, uh, I, I, I definitely used, okay. So we, we are standing on
00:27:56.780a mountain of value. We just can't see it. Okay. Let me explain this further. Um, so there's a lot of
00:28:03.260experiences that every person that's in the real estate game, like, like, you know, in the real
00:28:08.220estate industry, as salespeople, there's a lot of stuff that we bring to the table, but because
00:28:12.380we're standing on top of that mountain of value, we, we don't look down to, to say, oh, I can offer
00:28:17.660all of this. Instead, we're looking at somebody else's mountain and we, we, we find that, oh, but
00:28:21.980that guy has this and that guy has this. So the very important thing in branding is to understand,
00:28:27.260first of all, what you bring to the table. Okay. So for me, um, I brought to the table. I, in fact,
00:28:33.180I said this at the beginning, I said, I speak house better than anyone else because of my schooling.
00:28:37.100So I was like, okay, you want to work with me because I speak house. I actually verbatim,
00:28:41.260I would say I speak house better than anyone else. Um, I'm also, uh, creative and detail oriented. So
00:28:47.020when I would build my presentations for sellers and buyers, um, it would be creatively displayed on a
00:28:53.340PowerPoint presentation. I would take the time to do it myself. It would be, you know,
00:28:56.940when they come and I'm doing the presentation, it would say, welcome, John and Lucy. Um, I can't
00:29:01.900work, wait to work with you. And they would come in and sit down and that's what they would see on
00:29:05.260the screen. These are things that I was doing nine years ago. Um, uh, and people are still not doing
00:29:10.140it right now. And I'm like, guys, that, that is the brand. That's the value that you bring. Right.
00:29:14.620Um, for me, it was very important to have a business card, the folder, a bottle of water,
00:29:19.180like, you know, can I offer you some coffee and just build that experience. Right. And I thought that that
00:29:23.980was very important to my success. It was very important. It's kind of like building the
00:29:27.820experience through the brand to, to, to tell people, Hey, it's different with, with me, you
00:29:32.540know, it's not, it's not typical with me. So, um, that's kind of how, how I did it in my time and how
00:29:38.060I do it right now, actually, even with my coaching and stuff like that, like, I do want to create that.
00:29:42.460I still do it. Actually. I had a one-on-one, um, um, uh, meeting with one of my one-on-one clients.
00:29:48.620And, uh, and as he came into the room, it said, you know, I'm a welcome, Eric, get ready to blast
00:29:54.300off this year as we were planning for, and he walked in and he's like, wow, that's me. And I'm
00:29:57.820like, yeah, that's you. And, and it's like, I'm giving even just, it's my standard. It's a,
00:30:03.340if I start another business, I'm going to do the same thing because it's in me to give the best of
00:30:08.220me. Right. So I think that's part of my brand. Right. Right. Yeah. No, no. And it's funny in your
00:30:14.300takeaways, cause each of the chapters, and I'm not gonna, I didn't go through the takeaways
00:30:18.140because quite frankly, I want people to read the book. So, cause I think the takeaways are the
00:30:24.460most valuable part because those are the things that if, if I was wanting, wanting to be, well,
00:30:29.340anyway, I I'm actually reminding me of a few things in our own business that I'm going to use. And in
00:30:35.100this business that I want to go back and use. So it, you know, you could, you can take those
00:30:39.180learnings and take them to other businesses. But if I was a, wanted to be a top producer,
00:30:43.820I definitely would go through and I actually pin those, uh, takeaways. So I made sure I was
00:30:49.420following them. So build your brand when the world sleeps, not in lead gen time. So I love this one
00:30:56.700because when I saw it, you know, this is one that I try to explain to my own team, uh, in my other
00:31:01.420businesses. And I say to them, you know, it's great to be on a computer. It's great to do all those
00:31:07.900things. Right. But you know, today's daylight, right. And in daylight, you know, just like when
00:31:15.100you're a builder, when the weather's good, you better be working 18 hours a day. Absolutely.
00:31:19.980When you live in Canada, you know, yeah, cold fingers don't work well. Yeah. Yeah. And so quite
00:31:25.100frankly, you better be building and you better be building fast, uh, you know, in, in good weather.
00:31:29.980So here, you know, don't use up your lead generation time, what to brand brand at night,
00:31:37.500brand on off weekends, brand when you can, you know, your social media, your, your media packages,
00:31:42.780you're creating those kind of, and again, which leads back to your initial kind of value setting
00:31:48.940of sacrifice. Oh my God. You took the words out of my mind. I'm like, I'm going to wait until you
00:31:52.620finish the speaking. And then I'm going to tell him and then you're like, bam. And I'm like, oh,
00:31:55.660you took my, my, my, my key point. No, no, no. But you're absolutely right. Yes. Yes. That's the
00:32:01.260connection. A hundred percent. Yeah. Yeah. You have to. And that, and you know, so many times
00:32:05.340people, you know, they sit around and they're during the day, they're trying to create, what
00:32:09.100are you doing while I'm branding something or I'm creating, I'm on social, you know, I'm doing my,
00:32:14.060you know, let's be serious. Whether you're doing something on Canva or whether you're doing a post or
00:32:20.620putting it on plannable or whatever, those are things you can do at night. You can do at the
00:32:24.940end of your day. Those are things like, like, you know, but quite frankly, when people are
00:32:28.940up and breathing and moving and talking and working, talking to them. Yeah, exactly. You
00:32:32.780better be selling. Absolutely. That's when you got to be selling, which, you know, we, we kind of
00:32:37.260created it and I, you know, spend a little time on it. It's funny. Cause I reintroduced it into my teams,
00:32:46.140the word selling. So selling became a dirty word for a little while. So there became a time when people
00:32:51.820like, you know, don't sell me, it has to be organic. Right. And I, I reintroduced them again.
00:32:56.940I said, no, I said, we are selling. I said, we, we don't have to tell people we're selling them,
00:33:02.540but when we talk internally, this is now sales function. So, you know, because what was happening,
00:33:09.580you know, people were spending a lot of time in our own building thinking that they were working.
00:33:16.380And I kept saying to him, but our potential customers are out there.
00:33:20.700Right. They're not here, you know, so we can, we can figure all this out. But at some point,
00:33:26.700if we never leave this building, we're only going to hit the people we have.
00:33:31.180Yeah. Yeah. And the business will naturally die at some point. Right. Like it just, you know,
00:33:36.540that that's the fulfillment piece, but there's also always a selling and education piece that comes
00:33:41.180prior to the fulfillment and operations part without selling and without education to the client and
00:33:46.700acquiring more clients, your business is going to have slight, die a slow death. You know, like,
00:33:51.180it's just, you know, the revenues are going to, you know,
00:33:53.500Which then, Craig Frank, so when chapter five, when you talk about presence and professionalism,
00:33:58.860the reason is because, you know, and this is what we had to work on, Craig Frank, which was very
00:34:04.300interesting because, and I'm not knocking, you know, I, I, I love different generations younger
00:34:09.260than me, so I won't be hard on them, but your professionalism and presence you have to work on.
00:34:15.340That's not a, it doesn't just happen overnight, right? Your look, your feel, how you approach,
00:34:22.460what your, how you, like your presentations you're talking about. So, and you talk about it in chapter
00:34:29.180five, right? And, and you, you, your professionalism, you're, it's interesting. You talked about it here.
00:34:35.660You're conscious of your punctuality. Absolutely. Well, your, your perception of me
00:34:41.980is dependent on how I show up, right? And perception is reality, right? You could really like me,
00:34:47.420but if all of a sudden you perceive me to be always like late and, you know, I show up like a slob
00:34:53.740every time, then how, how likely are you to want to do anything with me? You know, if all things are
00:34:59.660equal and someone shows up on time and, and well-dressed and, and well-prepared and someone,
00:35:06.380and another person, same thing, you know, you know, them both the same, they're both family members,
00:35:09.980whatever, but they show up late looking like a slob. You know, you ask them a question, they're
00:35:14.940spaced out. They don't know what's going on. They look like they just woke up. They have sleep in their eye,
00:35:18.540you know, and, and like, who are you going to want to be spending more time with? Like, let's get
00:35:23.340serious. Right. And people want to say, Oh, well, no, you know, you're reading a book by its cover.
00:35:27.580Give me a break, man. This is business. Okay. This is business. So on a personal note, you know what?
00:35:33.580Yeah, I can, I can wear no shirt in a short in shorts and, and at the beach is a different story.
00:35:39.100When we're talking about business, we need to get serious and people are perceiving us how we show up.
00:35:44.300Right. So that's why I say presence is very important. It's how you show up.
00:35:48.060People are going to perceive you and just depends. You want a successful business or do you want a
00:35:51.500business that people are like, I'll go with this person because they just look better and I feel
00:35:55.100more confident in them. That's, well, I'm going to tell you an interesting story. So one of the,
00:35:59.820one of the agents we had along the, the pathway, you know, and it didn't work out.
00:36:04.220So she's not listening. Don't worry. No, that's all right. We're not mentioning any names.
00:36:09.260So the, the, the thing came to an end, you know, and, and we said, okay, we, we're not being
00:36:13.980successful at this, at this point. So let's just continue. I said, your signs are here.
00:36:20.460Right. So I took the signs and, and signs are not inexpensive. No. Right. So, and I went and
00:36:28.060took them out of the ground, took them to my other business. Right. Said, you know, come by, grab some
00:36:32.380lunch and, you know, we'll do a wrap up and then you pick up your signs. Yeah. Signs are still there.
00:36:36.860After a few months, it's still there. She never showed up when she said she should want, would
00:36:42.620show up. It's not about the signs though. It's not about the signs. No, I don't get it. Yeah.
00:36:46.940It's up to her side. She doesn't want to pay. She doesn't want to, she wants, she has so much money.
00:36:51.180She's not worried about the signs. It's just the fact that I would do a followup. So if it doesn't
00:36:56.140work out to the, you know, in business, you know, we were talking about it before on another, there was a
00:37:00.140gentleman who was in here before and he told a story about a real bad experience during COVID where his
00:37:05.260businesses crashed. He had to start over again. It was one of those stories you hear once in a
00:37:09.500while. And it was a good story because he's resurrected and he's doing well. So it's a nice
00:37:14.060story, but you know, you hear about those things and you think to yourself, it's, it's not about whether
00:37:21.980you picked up the signs or not. It's about the fact that if you didn't do well, you should come
00:37:26.140and follow up and say, what could I have done better? And how did you perceive what I did?
00:37:30.620Absolutely. Therefore I have a learning experience and I can say, okay, how do I get better?
00:37:34.140Right. Let me, let me tell you something that I did. I didn't win every listing. Not, not every
00:37:39.980buyer wanted to work with me. Sometimes you connect or sometimes you don't. But when I did lose a
00:37:44.620listing, let's say that they went with somebody else. Absolutely. It was, Hey, John, you know,
00:37:51.660I like to do market research all the time. I'm happy that you made a decision that was comfortable with
00:37:55.900you. And just, just so that I can improve myself, what can I have done better to earn your business? And
00:38:00.540that was a standard. In fact, I love doing it. I, I, I love reaching out to people for feedback
00:38:06.620because feedback is the breakfast of champions and I'm a very competitive guy. So I always,
00:38:11.100you know, reach out and say, tell me how I can be better. I need to know how. And, and back to the
00:38:16.780sign situation is not about the sign. It's about the values of that individual as an individual,
00:38:22.540her, her morals are off. Right? Like, I mean, you know, she provided a service. You weren't necessarily
00:38:27.260happy because she has to go pick up the signs. You know what? Like show up with pride, man,
00:38:31.260go pick up your signs and say, I'm here. Like I'm here. It didn't work out, but, um, uh, how about,
00:38:36.300you know, what else is going around in your life? I mean, there's anyone, do you think I can help?
00:38:39.660What could I have done better to like, there's so much opportunity that she missed out so much
00:38:44.700opportunity. Give her my number. I love to coach her. Okay.
00:38:47.420No, no, you know, I agree. So, you know, chapter six, marketing and messaging, uh, which a great
00:38:55.420chapter and the goal of marketing is to create a customer who is a loyal, who is so loyal,
00:39:01.500they will never consider buying from anyone else. Walt Disney. So yeah, great, great, uh, phrase. Um,
00:39:09.420and then you get into something, which is interesting. I highlighted it because quite frankly,
00:39:13.420as an entrepreneur, this is the hardest one. I think it is one of the hardest things to have
00:39:20.620courage and keep faith to do marketing number one. And you, you pointed out the seven 11 for,
00:39:29.100uh, four rule, which is something I I've heard in my life many times, right? Uh, seven hours of content
00:39:35.820consume four platforms, uh, and 11 touches. Yeah. So, so, you know, um,
00:39:43.180or, you know, the way it goes, but, uh, you know, it's interesting because you can get in the middle
00:39:49.020of this and you can give up because you're losing faith because you're not getting the results you
00:39:53.740want. So you stop and you say to yourself, you know, I gotta shoot seven hours of content and that
00:40:00.780is grueling. And I gotta put, you know, scripting together. I gotta get a video shoot. I gotta write
00:40:06.060an article. I gotta do like, I gotta do, I gotta do, I gotta do, and I gotta do,
00:40:11.100I have platforms. I'm putting it on, which social today is hard as heck, you know, it's even,
00:40:17.500yeah, it's even harder. And a lot of them are bots. So you're doing that. And quite frankly,
00:40:23.580so your platform's hard to figure out costly at times. And then how do I know I got the 11 touches,
00:40:31.740right? So, so here's the thing. It's, it's seven hours of content consumed by your
00:40:39.740potential client, which means that you gotta shoot probably 47 hours of content and they have
00:40:45.660to consume that amount, right? The seven. So the idea behind this is that in order for them to
00:40:51.820actually want to do business with you, they have to consume seven hours of content. So what you need to
00:40:57.580do nowadays is you have to lean into, into, into YouTube and, and create long form content.
00:41:03.340That's big right now from long form content. You can then chop it up and create short form content.
00:41:09.820You need to do webinars so that they see your authority. And then they're like, wow, that's,
00:41:13.980that's amazing. Like this, this lady, this guy, like they know what they're talking about. This is,
00:41:17.740this is good. So you're building trust, building trust, building trust, and four different platforms,
00:41:22.300because they need to feel like, wow, this, this, this person is omnipresent. It's like,
00:41:27.420no matter where I look, they're, they're, they're coming up. So, I mean, many people trust them.
00:41:31.980Their, their voice is being heard. You know what? I'm going to trust them too. I'm going to do some
00:41:36.860business with them too. And that's the idea around that is that we need to, you know, be cognizant of
00:41:41.660the fact that people need to see you a lot more often than we think before they say yes to you.
00:41:47.980That's, that's ultimately, and that's why people like the Sam McDaddy's of the world, the Frank Leo's
00:41:55.660of the world, right? They are everywhere. So you may, you are actually consuming them as you're driving,
00:42:01.260you're consuming them on the radio, you're consuming them everywhere before,
00:42:06.140by the time that you're ready, everybody, you know, people usually move within seven to 10 years.
00:42:11.100So within that period of time, seven to 10 years, you've consumed more of the agents that are out
00:42:16.780there marketing themselves. And therefore, who are you going to call? Not Ghostbusters. You're going
00:42:21.020to call, you're going to, you're going to call Sam McDaddy. You're going to call Frank Leo, because
00:42:25.020they have every sign billboard. They're on the radio. Sam McDaddy is wearing his, his shirts at the
00:42:31.260Raptors game. You see him, he's front and center. He's like, here I am. He's, he's forced
00:42:36.060you to consume him. And at that point, now you're like, man, I got it. Obviously, obviously,
00:42:40.940I'm going to go with the guy that's everywhere. Right? So it's consumption of content. And in this
00:42:45.420case, marketing and branding and getting yourself out there. Yeah. Yeah. Yeah. No, I agree.
00:42:49.980Chapter seven systems and processes. People fail, but systems win. And Shara, you know,
00:42:55.500when I read this chapter, I thought about Shara and her previous business,
00:42:59.180you know, creating the processes to with, to make this successful business is really important.
00:43:04.780Even to operate a business is important, right? Because you got to get those and our other
00:43:09.180business is all process driven, right? It's very like, you know, from A to B to C. And, you know,
00:43:16.140I think in our marketing lives, we had to kind of create those processes in order to even do that,
00:43:23.100because, you know, it's so busy not to meet, not to miss those steps. So, and I think, you know,
00:43:30.140Shara has the systems background, which helped us quite a bit, right? To, you know, from social to
00:43:36.460everything else. Yeah. You have to balance everything, right? You have to go after that
00:43:41.180platform you created. It's not just creating the platform. You have to go at it and look at it. If
00:43:46.380it's getting any likes and people are viewing it or not, like the website, you have to go and see
00:43:54.540if anybody is looking at your website. Yeah, absolutely. Yeah. And this is AI generation.
00:43:59.420It's so easy to figure out if somebody is looking at it or not. And where it's coming from. Yeah.
00:44:04.140Yeah. Yeah. And then put more effort into that and split testing, all that stuff. Again,
00:44:08.060there's processes, there's systems around it. Yeah. Yeah. If you put a hundred percent into something and
00:44:12.300it's not working, you have to shift and you have to go to, if website is not working, we have to go
00:44:17.740to the paper base. Yeah. Like that's how we created a newspaper. Yeah. Yeah. Yeah. That's right. Yeah.
00:44:23.340Meadowvale, Meadowvale Pauls. Oh, okay. Oh, okay. Okay. Yeah. We have in Mississauga and Scarborough.
00:44:30.060Yeah. Yeah. We had to, to get that process to drive. We, again, we, we took the learnings of all our
00:44:36.220businesses and we tried to make them as process driven as we can. And what we're trying to do now with
00:44:41.740podcasting is do the same. So we're trying to get, it's a little more difficult. So we're
00:44:46.300figuring it out, but quite frankly, you know, to keep, create that process. So it drives on its own,
00:44:52.140you know, show schedule shows, get written, people go up. Like it has to have that process. And in real
00:44:58.460estate, that system and process is even more important, right? Because the competitiveness of it,
00:45:05.020and quite frankly, the number of targets you're going to be trying to hit.
00:45:08.460Yeah. And the number of people you're a target for. So, um, there's all types of technology
00:45:14.700companies that are going to be like, Oh, try this, try that. This is going to make you more
00:45:18.380productive. This is going to, so, you know, more than ever, um, it is important to have a process
00:45:23.260of how you get your results and stick to it. Um, you know, I see a lot of agents taking a lot of
00:45:29.500calls for, Oh, I want to know, like they're in consumption mode where they, they want to consume
00:45:35.020information, but it's like, okay, like instead of making the phone calls that you're supposed to
00:45:39.420make, you're taking a call with, um, blue, blue ribbon, um, tech because they claim that they can
00:45:46.780do all the AI conversations for you. And dude, just call people and talk to them and do the
00:45:51.660conversations and send a stinking WhatsApp message and send a video and say, Hey, I'm thinking about
00:45:55.740you. Happy birthday. Like that. Like it's not that difficult. You know what I'm saying? You don't
00:45:59.500need technology. The, the, the way that it's been, it's been portrayed out there. It's kind of like,
00:46:05.100Oh, you could just let AI run your business and just go drink mojitos on, you know, in Mexico and
00:46:09.740Cancun. No, that's not it, man. There's still work to be done, you know? So, um, uh, yeah, yeah. You
00:46:16.380build your processes and then stick to it and protect it. Yeah. Yeah. Uh, chapter eight, tracking
00:46:22.060activities and numbers. So motivation is like bathing. You have to do it every day or else you stink.
00:46:27.020This is Zig Ziglar. I don't know if, have you ever, have you had an opportunity to listen to his stuff?
00:46:32.380It's listening. His voice is like, you know, when you listen to his voice, it's like, there's only one.
00:46:36.460Absolutely. And for those of you who haven't, Zig is the best. Yeah. Zig is legendary. I don't know.
00:46:42.460Yeah. He's more in your, in your time. Like, yeah, he's older than me. Yeah. He's older than me.
00:46:46.620But yeah, I think, and if he's still kicking great, but, uh, you know, his stuff was amazing and his
00:46:53.740motivational speaking and his humor, the way he presented it, it was, it was really well put
00:46:57.900together, but it was very direct in the end, right? Yeah. A guy, Southern draw from the U S born in a
00:47:03.820very poor, uh, city and, uh, basically with a family that was lower income. So he tells the story of how
00:47:11.820he struggled through the depression and all that good stuff, but a very, very tough times, but,
00:47:17.180you know, tracking. So, you know, supercharging your hot list is kind of what, when I read this chapter,
00:47:22.620I got out of it, I say, you know what, uh, with everyone, you know, is figuring out the way to,
00:47:28.380to successfully parse through all the data that you have and what I call the low lying fruit,
00:47:35.580figuring out the low lying fruit. So you can actually pick it. Yep. And that's no matter
00:47:39.980which business you're in real estate, you know, any business, even this, quite frankly, even
00:47:44.700podcasting, it's, you know, parsing through the number of shows that you could possibly do to find
00:47:50.060ones that are of interest. People want to watch and, uh, quite frankly, talk about,
00:47:55.100and that's how it, so real estate, that's gotta be your challenge, right? Cause your field,
00:48:00.380like how many homes list, you know, well, now there's a zillion homes listed. They don't,
00:48:06.140they're not selling as fast, right? Yeah. But you must kind of, you know, uh, to be successful,
00:48:11.980you have to pick the winners because you can pick, you can pick homes that are overvalued and won't sell
00:48:17.100in the marketplace. Right. So you, you know, and that's great. So you, you know, when people look
00:48:21.980at your listing thing and say, wow, you know, Chris has a zillion listings, right? But selling any,
00:48:28.380yeah, yeah, yeah. Um, okay. Uh, there's, there's two, two pieces to that. One, one piece is, I think as,
00:48:36.700um, as a community, as a real estate sales person community, I think we're doing a really bad job in,
00:48:44.460in having candid, honest, and not the funnest conversation with our clients. So a lot of
00:48:50.060times we come to the table and we want to please, we don't want to, we don't want to tell them the
00:48:54.380truth. And, and that is why there's so many listings that are not selling because if they came with facts
00:49:00.620and they stopped trying to live in the world of Narnia and walk through the closet and be like,
00:49:04.940ah, yeah, whatever I think can come true, because some things just are not going to, you're like,
00:49:10.060we're really not that special guys. Seriously. If, if the market says that that property is not worth
00:49:15.580it, you know, like good luck. Okay. You're going to have to actually have a lose win situation where
00:49:21.980you are blindsiding another client and they're going to purchase a property at a, at a much higher value.
00:49:28.940It's not, it's not what the market is, is, is, is asking for the property. So that what's happening
00:49:34.620is we're not having the right conversations and we're not having honest conversations with our clients.
00:49:39.660So every time that I see a listing that is sitting for a very long period of time is because honestly,
00:49:45.500just the same way that I say, when you see a kid that's misbehaved, the chances are it's not the
00:49:49.820kid's fault. It's the parent's fault. So here we go. When you see a house that's sitting for a long
00:49:53.660period of time, it's not the seller's fault. It's the agent's fault because we have to have those really
00:49:59.500hard conversations and say, guys, hold on a second. Maybe I need to explain it from another angle.
00:50:04.780Maybe we need to look at it from here. Maybe I need to get someone else to say it,
00:50:07.980but I'm going to make you understand that is not, we're going to, what we're going to be able to get
00:50:11.740for your property at this time. If that's not what you want, we have to wait. And if you don't want
00:50:16.620to wait, we have to sell at this price point. So it's expectation. So that's one side of it.
00:50:20.700Yeah. Um, uh, and I totally forgot the other side. There was two sides that, that when you, when you
00:50:25.260mentioned, what did you mention there? Tracking. Tracking and a super hot list. It's reducing,
00:50:31.100you're getting your hot list narrowed down so you can make as a real estate agent, you know,
00:50:35.660you have to make commission. So you got to hit. So there's no point in having a whole,
00:50:39.740a whole portfolio of overpriced homes. That doesn't make sense at all. Yeah.
00:50:44.380That's not good for your clients. That's not good for you. Yeah. Right. Sorry. Low hanging fruit and
00:50:48.300all that. Um, uh, yes, but, but in tough times, we need to have tough conversations and we have been
00:50:54.620trained to, to come and say, yeah, absolutely. I'll do this. Uh, yeah, yeah, sure. I'll put it for whatever.
00:50:59.820And then we go and we go with a price change with a PC and we say, oh, now we have to drop the price.
00:51:04.300So, so it's this thing that we think it's okay to tell the client. Sure. Yeah. The house is worth
00:51:09.340a million. I'll list it for 2.5. Yeah. Whatever you want. And then we come back two weeks later.
00:51:13.020And we're like, remember, I told you it wasn't going to sell, but why did you even list it?
00:51:16.140Like it's a waste of time for the client. It's a waste of time for you. The problem here is
00:51:20.140communication. So yes, we can get to the low hanging fruit because we're not having
00:51:24.700clear enough communication. I think we're not, we're not explaining things. We're not educating
00:51:29.740things enough as a community. Yeah. Well, and you know, it's interesting because,
00:51:34.540you know, I was, um, reading through, uh, the next chapter, chapter nine,
00:51:39.500and this is productivity and growth. So, and the one that really got me here is
00:51:45.340time or money. And I'm gonna, I'm just gonna read this. Cause I, I love this, this paragraph,
00:51:50.620uh, it was terrific. And, and when, I guess when you were writing it, I understood totally what you're
00:51:56.460going through. Improving productivity means doing more in less time. It also means doing
00:52:01.740the same thing better so that you attract more business instead of having to hunt for it.
00:52:07.420But another way of thinking to think of productivity is to do what you're doing,
00:52:12.860but gradually do less and less of it so that your business can support the life you want to live.
00:52:18.380So, you know, and that's, that is so true, you know, and in a country it's interesting. So I think
00:52:28.620we've, uh, in Canada, not in the U S cause the U S is productivity is so much higher than ours all
00:52:34.860around. Right. And we're, uh, you know, the, the finance minister, finance minister Freeland,
00:52:40.860you know, in the last government, you know, she warned us about this. She said, listen,
00:52:44.780our productivity is just dropping off the, you know, the shelf dropping off the cliff.
00:52:50.140Um, and people are like, well, I don't want to work harder, but it's not working harder.
00:52:54.940It's working to get to a place where your growth and your productivity is at such a great level
00:53:02.540that you can do less now. And I think people didn't equate that. I think, I think people sometimes
00:53:07.420when, you know, we say, well, we need to grow and we need more productivity. They, well, that's hard work,
00:53:12.780but that hard work leads you to a place where, you know, where if you're, you know, some of the
00:53:17.420gentlemen you mentioned as real estate agents, you know, if you've done that work, put that out there,
00:53:21.820done that time, then you can kind of, you know, not coast, but you can kind of say, okay, now I can
00:53:27.500sit back a little and reap the gains of the work I've done to increase my productivity and let the
00:53:33.580process drive my sales. Right. And in real estate, uh, my observation is so many people talk about
00:53:41.900the teams they build and the things they do, but they don't mention the product productivity of
00:53:48.220their teams. So, and that's kind of, because I, I've had, we've had agents and they, you know,
00:53:55.580they say, well, I have a team and we're like, great. You have a team, right? The only person
00:53:59.980we ever see is that agent again. Right. We never see the team. And I think to myself,
00:54:05.020that's kind of odd because if I had a, a team, like I have teams, right, that work in my businesses,
00:54:11.020quite frankly, people see me, but they see the teams more than they see me because the processes and the
00:54:16.620productivity levels and the growth scenarios are all spelled out enough that they know when I leave
00:54:21.980the room where they go next. Right. So when, when, when agents talk about, well, let's, let's just,
00:54:28.780um, uh, peel the curtain back a little bit. So a team is, is, is any, anything more than one.
00:54:35.820So in theory, I mean, they can have their husband and wife working for them and all of a sudden they're
00:54:41.420a team, right? Yeah. A team is also 99 people or 150. So, um, uh, a lot of times, you know,
00:54:47.900people are using the word teams and you don't really know like, okay, that's, that's nice.
00:54:51.500But like, how do you make my life easier? Nobody really cares whether you have a team or not. You
00:54:56.460can be one person, but if you're very efficient and productive, um, uh, this is going to be fantastic,
00:55:01.740but you can have a team of 99 people and, um, you know, you can have a mess in terms of your
00:55:08.140processes where that 99 people makes you incredibly unproductive late. Um, uh, you're never able to
00:55:14.700accomplish anything because you're babysitting team members, because you don't have onboarding
00:55:19.260processes and, and you don't have off boarding processes of the people that, you know, it's
00:55:22.940another thing you have to hire super slow and fire fast. Cause you know, people are gonna, are
00:55:27.180gonna, they're gonna be drags in your business if you don't train them properly. So a team that is,
00:55:32.940uh, that's kind of like, you know, super unclear. When people say I have a team, you gotta say,
00:55:38.220okay, great. How does, what, where did your team improve your process? I think that's the next
00:55:42.220question that should be asked. Fantastic. You have a team. How does your team make you more
00:55:46.140productive, more efficient? Right. Um, a lot of people also talk about, uh, how much, a lot of
00:55:51.420agents talk about how much money they've made. The question is how much money have they kept?
00:55:56.300Um, uh, so that's another, that's another, you know, these are certain, you know, curtains that we have to
00:56:00.860open up and talk about the reality of it, right? Like maybe you're wasting, you're making a lot of
00:56:05.340money, but maybe you're wasting money and you're not really looking at your business. Um, financial
00:56:10.540stress can lead to bad, bad decisions for the client. Right. So you want to make sure that, that,
00:56:16.380you know, whoever you, the people are working with you and choosing to work with have, they have good
00:56:20.300financial models that allow them to make sound decisions, um, uh, so that you can get the results.
00:56:25.500Right. So teams, uh, money, I made all the money. I have a team. Like, those are all things that,
00:56:30.540you know, top top, uh, you know, number one, and then they have the asterisks and it's like,
00:56:35.420yeah, I'm number one, but from houses sold in 2021 from January to February, you know, like,
00:56:40.460so, so these, these are all the things that you have to look out for, for teams and all that
00:56:45.820productivity. I think a lot of times I'm going to segue into something that's not in the book. It's
00:56:50.700when you're selecting people, right. I think it's very important that, that there's a, there's a
00:56:56.300certain level of trust and you have to kind of feel that, and that is not on marketing material.
00:57:01.340That is not on how many signs you have on the lawn. Um, a lot of things that we skip is the,
00:57:07.420the chemistry between the client and, and, and the real estate professional. I think we have to,
00:57:12.700that's a piece that I perhaps don't talk about there, but I think, um, it, it may or may not,
00:57:17.980it works for some people. It doesn't work for others because they don't have a good presence to
00:57:21.260them, but I guess I talk about it in presence, but, but yeah. Yeah. Yeah. You know, I, you know,
00:57:26.060the last part and you started with this, so I'm going to kind of end with it, be courageous,
00:57:30.460create quality and live inspired. And you use that, you know, in the, when you wrote, you know,
00:57:35.580the jacket of this book, you actually, you, you put it in there, right? Yeah. So little background.
00:57:42.540Yeah. So, um, uh, yeah, again, as I was going through my understanding of what it is to run a
00:57:48.780business. Okay. Cause I wasn't born with knowledge. You have to acquire that. Um, I was asked,
00:57:55.100you know, you got, you know, you're, you're 98 years old and you know, you got, we're keeping you
00:58:00.700alive by a machine and you decided, I want you to turn that off, man. I don't want to be a burden to
00:58:04.780anybody. Okay, great. What are you going to tell your children in 30 seconds or less? And, um, and it
00:58:10.380wasn't 30 seconds that I, that I thought about that, but I was like, you know, and I, and I wrote it down
00:58:15.100quickly and then I summarized it to that. But, um, but you know, if I may explain it, you know,
00:58:21.340um, be courageous. I think everything starts with courage, you know, starting this podcast starts
00:58:26.540with courage. Um, uh, it requires money. It requires incredible personnel with vision.
00:58:31.020It requires editing. It requires costs. It requires all types of stuff, time, you know,
00:58:35.580so that that's a courage piece. So in anything you do in life, I think you have to start with courage,
00:58:40.060period. Okay. Um, but then after that, once you have the courage to start, you know, when I look
00:58:46.380around, you guys have put quality into this thing, right? Like this is quality, this, this is quality,
00:58:52.220this, you've taken the time to build this thing. This is, this is, you guys are right in alignment
00:58:55.980with my values. That's the reason why we get along. Let me just, let me just say that. In fact,
00:58:59.980I've told you guys before, like, I just love the way that you live your life, the way you show up.
00:59:03.980Um, uh, so that's, that's the, the, the quality piece. And then lastly, the inspiration piece. I think
00:59:09.020it's important that, you know, every time that I, I speak to someone, I just want to leave them or,
00:59:16.220or somehow leave something behind that inspires them, motivates them to move forward. Um, uh,
00:59:21.900you guys do that for me every time, every time I talk to you guys, you're, you're like, you know,
00:59:25.660I don't want to get into that, but you're like, Hey, I think you could be this. I think we could do
00:59:29.020this. Let's do that. So, so I mean, you know, if there's anybody here that's living those values is,
00:59:34.140is you guys. And, um, and, and, you know, I'll close it with that. I think you guys are
00:59:38.460courageous. I'm always leading with quality and, and very inspirational. So, um, yeah,
00:59:43.180no, and you do. And, you know, for those of you, you know, I, I, we read it, we love the book.
00:59:48.540So thank you, Chris and real top producer. Um, it's not only for, and I, this is an interesting
00:59:55.820thing. And I, I wanted to leave this with the, the audience before we go. It's not only for real
01:00:01.660estate. I think I pulled a lot out of it from my other businesses and also if you're interested
01:00:07.500in real estate. So if you're on the other side and you're a buyer or a seller, it's an interesting
01:00:11.980read for them too, just to sort of the qualities that they should be looking for with people they're
01:00:16.460working with. So I think it has, it hits a lot of audiences and, uh, I really enjoyed it. Uh,
01:00:21.500thanks, Chris. Thank you so much. Thank you.
01:00:23.500We enjoyed this today. I know real estate's a hot topic and, you know, every day we're seeing it on
01:00:28.140the news. Um, so stay tuned. We're having more shows coming up. We're doing, uh, starting next
01:00:33.980month, we're doing, uh, weekly shows on the, uh, state of real estate in the different, uh, residential
01:00:41.900commercial and the different sectors. So, uh, subscribe and we hope to see you soon.