 any time there's a dip there's going to be you know a peak at some point so the question is are you making the deposits now and planting the seeds now so that when things do get better you'll be better than ever i mean that's the only option we have all right fantastic it's great to be with you all yeah absolutely thank you man tell alan tell us a little bit give us that 60 second bio of who alan is it'll probably be shorter than 60 seconds so basketball with my basketball was my first love i fell in love with the game at five years old and here four decades later basketball is still a major pillar of my life and i spent the first third of my life as a very dedicated basketball player over that time i started to develop an equal love for performance training strength and conditioning nutrition mindset so i decided to become a basketball performance coach when i was done playing in college i did that for the next 15 years of my life and then in my current iteration i'm a keynote speaker and author but i take all of the lessons that i've learned through the game's best players and coaches and i show folks how to apply those to their own lives and their own businesses and uh absolutely love what i do very grateful for an opportunity to do it and i'm excited for a fun chat with you guys yeah we're we're excited on that and i want to go i want to go back and you were leaving college and and i kind of heard this on the other shows like you you had this you had this probably idea that you knew you weren't going to go past college level of playing ball correct yes yeah that was very obvious yeah yeah and so from that me too yeah yeah um i was uh i was no stefan curry so it was yeah i mean it was clear that i was gonna have to find something else to do yeah you know that's that's a normal thing here i just messed i messed names up that's what i love it bro um so stefan i apologize and and so as you're as you're winding up your college career um with maybe at one time maybe hopes that you were going to make it how did you transition into that next phase right so that you know you you had to probably have a mental mind shift on that as well the single best piece of advice i've ever received to this day i was thankful to receive in middle school and i had a coach tell me that the key to being successful the key to being a high performer the key to being fulfilled is to find your strength zone and he said your strength zone is finding what it is that you love something you're very passionate about and finding what it is that you're naturally pretty good at where your natural talents lie and find where those two things intersect yeah and wherever those two points intersect that is your strength zone and the more time and effort and heart and soul and love you can spend in your strength zone the more likely you are to again be successful be fulfilled be happy perform at a high level um and i've stayed true to that my entire life i mean as i mentioned uh that intersection was as a basketball player when i was younger when i realized that i did not have the requisite talent to play at the next level i needed to find something else that i was very passionate about but had some skill in and it happened to be being a coach uh being a teacher being someone that could pour into others from a performance standpoint so um to me as long as i can navigate life and remain in that strength zone well of course stepping outside and leaving my comfort zone to grow and develop and evolve but if i can always stay in that strength zone of something i'm passionate about and something i'm naturally pretty good at life tends to work out and for me that next iteration was just as obvious as could be it needed to be in the basketball training space because that combined my original love of the game of basketball with this newfound love of strength conditioning mindset nutrition and so forth man that is that is awesome i i love that ideology and that that story and i appreciate you sharing that um that is there's a great thought exercise on doing that exact same thing in uh i can the author escapes me but the book is the art of impossible and a really really good thought exercise on on on finding those two alignments right your passions and your strengths um i think for as we apply you know some of the things that maybe you've encountered and and making that transition from player to performance coach i think that actually a lot of maybe your journey is probably relevant to you know what we do in real estate and the the way that i'm thinking about this now is like i feel like a lot of real estate professionals feel very stuck right now like just what do i do next it's almost like this reset in the sense that like what worked before maybe doesn't work as well now what what you had to do before to be successful is not really the same thing you need to do now and i feel like a lot of real estate professionals are just kind of going like what what is the thing that i need to do to be successful and how do i go about doing that and i think where it's relevant to your journey is like transitioning from i'm you know still an elite basketball player playing at even the college level means you're an elite basketball player to you know my passion is basketball and and and and my skill or you know finding that alignment between passion and skill right then what do you do how do you what was the step to go okay now i'm going to become or get in the space of performance coaching what was like what was like that the next week after you're like had this realization of like okay now i need to take action and actually do something about this like what are the what are what was that part of the process like i feel like a lot of times we have this clear clear ideology around here's what i want to accomplish but then it's like how do you go about doing it how do you transition from elite level basketball player and take the first steps towards performance coach very very very highly regarded performance coach like what are those first steps well for me there was kind of a slow build up and a slow ramp up so i played at elon university which is a very small school in north carolina i mean it's it's a it's a mid major school and i was not one of the main rotation players at elon so you know when you're kind of a role player or a bench player at a small school especially in the early 90s you know based on my age the writing was on the wall that i was not going to be a professional player so it wasn't this cold bucket of ice water on my head i had four years or in my case four and a half years to kind of figure out what i wanted to do next and you know because i had identified as being a basketball player for my entire life up until that point i had to do some soul searching and i had to have some introspection and and increase myself awareness and came to the conclusion you know but basketball is what i did it's not who i was and that's really an important distinction for everybody to make i mean even folks you know in the um in any area of real estate you know um let's just say selling homes for example that's what you do but your greater mission and purpose goes well above and beyond that that's just simply a vehicle for you to be of service to others and that might be the lane that you've chosen and there's tremendous purpose in that lane but it's always important to kind of look at your higher self and and don't relegate yourself to just what it is that you do um i mean at present i'm a keynote speaker but that's really just the vehicle for me to get the larger message out there and to have a positive impact on others and and to share a message that's just the platform that i use so um that's the first part is is having the introspection and the self-awareness to really figure out what your ultimate you know purpose is and i know that word's thrown around a lie um you know on a on a macro level there's a a corporate group that i've seen does this brilliantly and that's DHL the international shipping and logistics goliath and you know their their tagline their their purpose and mantra if you will is we don't deliver brown boxes we deliver promises and that's not just a sexy tagline there's a lot of depth to that they make sure that every single person on their team and their team has hundreds of thousands of team members remembers that yeah we might be delivering brown boxes but we're so much more than that and they remind folks that in essence you're not really delivering a brown box you're delivering a kid's birthday present you know you're not delivering a brown box you're delivering a future brides wedding dress you're not just delivering a brown box you're delivering somebody's medicine that they need to live so they make sure that everybody stays connected to their higher purpose of what it is that they do and you know i think um anytime there's kind of a down take in the economy or certain industries are feeling that shake up it's important for folks in that space and in this case the real estate space to stay connected to their higher purpose and vision of what they do so even if homes aren't selling at the rate they were selling before you can still find ways to be of service and to add value and and if you really go a few layers deeper you know selling somebody a home you you might be selling them a tangible home but what is it that you're actually selling them you know you're you're selling them security you're selling them a place to make memories you're selling them a place to build a family you're like you're doing so much more than what it just says kind of on your linkedin bio line and i think connecting to that is what's most important and for me no matter what it is i'm doing in any iteration of my life i have to make sure that i'm staying connected to that in order to show up as my best self and make a maximum contribution that makes a lot of sense to me because then when you have to pivot how you achieve that higher purpose you're more so positioned to do so rather than be like analysis paralysis or even imposter syndrome um i just to to stay relevant because then you're not so stuck on the the goal or how i get there but more of like the actual why of what's driving me but i want to ask because you touched on self-awareness some of us in this room consider ourselves very self-aware and we are around a lot of people who we know are not so how do you help someone gain that like have you with any of the players that you have worked with or coach how do you help someone get that that skill in themselves so that they can continue to better themselves if that makes sense it absolutely does and i'm glad we're going in this direction well as with most things it starts with a humility it starts with an acknowledgement that i as a human being um i'm going to have blind spots i mean even sitting here right now uh i know that i have blind spots now i don't know what they are that's why they're blind spots but i'm very strategic in insulating myself with a circle of people that care enough about me to tell me my blind spots and to to share these things from their angles and their perspectives that can help and i know this sounds very counterintuitive but one of the ways to increase self-awareness is to recruit the people closest to us that know us the best so that they can they can help um you know really self-awareness needs means there is an alignment between the way i see myself and evaluate myself and the way others perceive me and the way the outer world perceives me and this has nothing to do with trying to pander for someone's affection or adoration or approval but it's just making sure that there's an alignment and how i would rate myself in any area of my life is that congruent with how other people would rate me and if the answer is yes then you usually have a fairly high sense of self if there's a massive disconnect between the way i view myself and the way the world views me that means i have low self-awareness so you know if in college if i would have told myself over and over i am a bona fide NBA player i am an unbelievable world-class basketball player well very quickly i would have been put in check because those that make those evaluations and scouts in the NBA would say you are delusional you're not anywhere close to an NBA player and that would just simply mean that i have lack of self-awareness thankfully i had the awareness to know it's not in the guards for me to be a professional player but i could be a pretty good coach if i work on these skillsets so this is the path i'm going to take so you need to be willing to accept self-awareness comes into asking others for their their help but it it's not just asking random people it's it's not soliciting acquaintances from facebook it's the people that that know you people that you trust people that you know love you and want to see you successful and and fulfilled um so you've got to keep that circle fairly tight what a what a beautiful distinction because for me for years i actually use self-awareness as a crutch right because i actually think you can be so self-aware and so willing to be transparent that people think because you're so willing to be transparent this guy just must be on another level of self-awareness but there's no action behind it there's no actual change you're just addicted to the transparency of self-awareness right and you're not actually doing anything to change it you're just kind of and this is where the social media aspect comes in everybody's like oh look at this person being so vulnerable and then behind the scenes you're still doing the exact same thing and the exact same behaviors what has been your advice to people who have that because i i like you love these types of conversations that have that level of self-awareness who do you recommend that they speak to to get that let's say they don't have a group of people that they trust or they feel they can go to how do you really start diving deep on that because for me it took my world getting a lot smaller and having to have a lot of conversations that candidly hurt my feelings before i could get to a level of understanding that my self-awareness was bullshit without real action to change behind it what do you do with somebody who's stuck in that phase because i was there for years um and it wasn't fun no it's it's definitely not i mean all i can share is through my own personal journey the real conduit for me was um was therapy um i've been divorced now for eight years and when i first started going uh the the process of getting divorced i went in to see a therapist and that's what changed everything for me because here this professional is that is completely unbiased i mean they're just getting to know me and my story and my journey and uh she was holding me highly accountable and she made me aware of a lot of things that i was not aware of at that time and you know i was also at a time in my life um where i was deflecting accountability i was constantly blaming and complaining and making excuses you know my answer to the reason the marriage wasn't working was because she wasn't doing what she was supposed to do and i wasn't holding myself accountable to where i was negligent or where i was complicit in creating you know the dissolution of the the relationship and the therapist is the one that would shine that light on and say we don't need to talk about anybody else like we just need to talk about you and she was the one that got me on that path of self-awareness and then once it was kind of like these blinders were being taken off and it was it was painful it was uncomfortable you know it it definitely gave me several slices of humble pie to start to realize almost all of this was my own doing and uh yeah but that's that's what it started so she was kind of the spark but then once i realized that being more aware you know kind of takes the shackles off and allows you to grow and evolve and improve um you know then than i was hooked and it's self-awareness is is also an interesting one because to me i don't believe it's an ending destination i think it is a continual process and it will ebb and flow i mean even now in present time there are certain times where i'm simply more in tune with my environment and i'm more aware than other times there are sometimes in my life where i have more blind spots than other times it's it's kind of like physical fitness you know you you can't put your flag on the ground and announce to the world i'm physically fit and then stop eating well and stop exercising and stop doing all of those things because pretty soon you'll no longer be physically fit it's the same thing with self-awareness you you can't claim hey everyone i'm self-aware and then stop doing the daily work that is required to be self-aware because that will it will quickly evade you so you're saying we can't just liver king it and tell everybody that we're like we're not using not using gear and then just be geared up all day i love like that's such a a good you know almost answer kind of my question and a little bit of the way is like self-awareness is only awareness of yourself in that particular moment we were literally just having a conversation about this earlier about just the growth of human beings and how you're never the same person for more than one moment in time right and then you extrapolate that over years and self-awareness will continue to evade you if if you feel like it's like the more you're sure that you are who you are the less likely you are to retain that right because you're never the same person for more than that moment in time i wonder though how that is where i think people kind of struggle sometimes like the longevity of success when you talk about like the winning mindset you know what what is it about the balance between the humility of self-awareness and the the understanding of the growth that one needs to go through to get to where they're going and what i believe is like the fierce confidence that you need to have to actually accomplish the things that you set out to accomplish right like there's humility of being small like i know who i am and i can't do that right and there's like a fierce confidence in i know who i am and i can do that but then like when does that bleed over to i'm so sure of myself that now i've lost my own self-awareness like where is the balance between self-awareness and the confidence you need to have to keep pushing forward towards whatever it is you're trying to accomplish without just becoming like we know so the athletes like we know athletes that are massively overconfident for what they've accomplished right like where is that balance well i'm glad you went in this direction as well there will always be a dance between between confidence and humility and if you look at it on the spectrum you have someone here that has all confidence and absolutely zero humility their borderline arrogant or narcissistic that's going to create some serious problems you go all the way to the other side someone that has all humility but no confidence they're going to be they're going to be meek they're not you know they're they're not going to be anywhere close to being able to leave the type of impact that they're capable of so we want to find a balance in between and i think it's somewhat different for each individual some of it has to do with our our personality and our temperament but i also don't think it's static i think we'll kind of move on that scale but when needed but both are required i'm a huge believer that confidence needs to be earned and it's earned primarily during the unseen hours by putting in the reps of whatever it is that you're trying to be good in um so comp you earn the right to be confident uh the reason uh we'll just make this easy Steph Curry is so is because he puts in so many hours when no one else is watching i mean the the links that that he goes through to work on his craft and to work on his shot um is is just it's beyond what most people can comprehend so when he gets on the court and he believes every shot he takes takes is going in he's earned the right to be that confidence he's not just making it up and it's definitely not a fake it to you make it he has absolutely earned that right but what keeps him as one of the world class you know athletes of all time is he he blends that with humility and humility to the point that he stays open to feedback he stays open to being coached and having people share with him his blind spots but most importantly he has the humility to acknowledge that no matter how good he gets he can still get better and that's all that matters to him is that he knows he still has room for improvement now when you get to his level or level of some of the other folks that you've mentioned you know the the room for improvement is rather thin because these guys have already come fairly close to maxing out their potential so they're they're incredibly motivated inspired by very tiny micro improvements you know systematic incremental progressive improvement you know a guy like Stefan Curry is not going to make huge sweeping gains in an NBA offseason he's going to make one or two percent gains in one or two different areas of his game each offseason but when you stack that year after year or decade after decade in the case of somebody like a LeBron James or a Tom Brady and that's why you see these guys able to sustain excellence so this dance between confidence and humility which takes very high self-awareness is vital and it's it's one that it's easy to misstep and and we all make those missteps you know there'll be times where we could probably use a little more confidence and a little less humility and then there's certainly times where the reverse is true so that's where the self-awareness piece comes in is being able to evaluate in real time and take in real-time feedback on how we're doing in any given situation. I like that you said that because sometimes that confidence will take you to a decision that maybe you shouldn't have made and sometimes that over humbleness will take you to a decision that you should have made but you didn't act on. I'm gonna fanboy out just for a little second because you're talking about Curry and I know somebody else that you coach is I don't know them but you know read a bio about Kobe and that kind of conversation that's somebody to me that from afar was all humble or was all confidence right and very humble person I'm sure in his personal life around things but I mean you just talk about you know the stories are endless how do I mean what does that look like behind the scenes with somebody who obviously has all the ability one of the greatest ever that's indisputable but also like just seems like there wasn't an ounce of him that wasn't sure of himself in every second I mean could you just talk about that relationship and experience a little bit well sure and to put into context I only had a chance to meet and and be around Kobe on a few different occasions so I did not know a few more than me so I'd love to hear it but I certainly but I certainly know that that you know with a guy like that now there's a couple areas that we can look at confidence and humility I think even to his own admission um he probably could have leaned in with a little more humility and grace and compassion in the way that he dealt with teammates sure but he had very high humility for himself back to my original definition of you know his goal was to be the greatest that ever played and no matter what he accomplished no matter how many points he scored all-star games he made or money he made he still knew he had to improve which is why he had that relentless pursuit of greatness during some pretty intense unseen hours um but that humility is what allowed him to to know that he could still get better but yes to the outside world to opponents to teammates he skewed heavily towards confident high confidence and lower humility so everybody's got to find that balance um and and it's different in different times um with a guy like Kobe you know he he readily acknowledged that his goal was to be the best see I'm not wired that way I'm wired differently I I don't really have any desire to be the best I have a high a high inspiration and motivation to be my best and they're slightly different um I do the best I can to not play the comparison game in different areas of my life and it's not easy to do because we live in a culture and especially with social media that I think is designed to get us to play the comparison game um but I try not to play that you know I'm there's not an ounce of me that is ever worried about if I'm the best keynote speaker that's for other people to decide all I'm worried about is am I the best that I'm capable of and am I doing my best to deliver for the audiences that I speak to and as long as I feel that I'm doing that and progressively getting better at that because you better believe I'm a better keynote speaker today than I was one three five years ago and I can promise you guys if you have me on your show a year from now I'll be an even better speaker then than I am today that's the goal so yeah let's go ahead and book it because that's the goal is is continual systematic progressive incremental improvement and that's what motivates me and drives me is can I be better than yesterday is way more important than am I better than you and then everybody differently I'm sorry I want to we have a little delay I didn't mean to interrupt you but we have a little I want to piggyback off of that because where does where does the balance come in in life with that right like I'm not necessarily a fan of work life balance because I don't think it exists right but like like just in general with these people who are high achievers even people in this room people are successful at whatever they do how do you as a coach and a speaker really speak to the balance because I can get really out of whack really quick and when you start talking about you know you you reference your divorce I I'm divorcing it solely because of not solely it's because a lot of reasons but like my career factored into that in the highway and I still struggle to find that balance even when I'm not at work to reign some of that stuff in how do you address that as a as a coach as somebody helps be produced at a higher level because if your life falls apart business is going to fall apart too so to add on to that I wanted to know about setting boundaries specifically because personally I've used someone who's a really high achiever they tend to have boundaries they tend to be able to protect their personal time and it's without fear of losing business and you're so good that the people I don't want to say they're going to wait for you but they're going to respect it and work within the schedule because it's so worth it to work for you but like how do you set those and not cost yourself business or a lot of y'all got divorced I think three of the four in this one actually all of the men all the men on this on this podcast we have three of us and one guy who met his wife in kindergarten let me take one step back and just say because this is a really important an important distinction everything that we've discussed so far everything that I imagine we'll discuss in the rest of this conversation everything I share on stage and everything I share on page is very basic and principle I'm a simple guy I believe in the fundamentals I believe in the basics but not a single thing that I've shared here or will share or on stage or on page is easy to do and basic and easy do not mean the same thing people often use those words as if they're synonymous but they're not they don't mean the same thing and the reason I say that is you know that the questions you guys are asking the answers are very basic and a matter of fact but actually implementing this stuff in every single day life is really challenging to do and none of this stuff that I'm sharing and I coming from a place of mastery I'm happy and very proud of the progress that I've made in my life especially over the last several years in particular but I don't have all of this stuff figured out in this whatever we want to call it whether you want to call it work life balance or work life harmony or work life flow or work life integration whatever it's all under the umbrella of life I try not to compartmentalize too much you know for me I tend to think and I live by certain quotes that just make things easier for me to process and I've always been a believer and I don't know who said this originally or I give them proper attribution but how you do anything is how you do everything and for me I strive to be fully present in all areas of my life I strive for a high standard of excellence in every area of my life so whether it's being a father to my three children or it's the next keynote that I'm going to give I want to do the best job that I'm capable of and I want to give either one of those my full self my full attention and my full presence so for me when it comes to work life balance or flow or harmony I don't worry so much about the equality of numbers or time but just am I giving everything I have to whatever I said I was going to and there are sometimes in my life as a speaker that I'm busier I'm on the road more I'm traveling more and I'm pouring a lot more into my audiences and there's other times that are slightly slower and I have more time at home I can spend more time with my family but even if I'm only going to get a limited amount of time with my children I want to make sure that that limited amount of time is super high quality that it's not distracted I'm not like I am there in my body and spirit so for me that's where it starts but then it also goes back to we have to get crystal clear on our core values we have to get crystal clear on what it is that we believe and then we need to make sure we're designing our life and our behaviors to be in alignment with that so you know my own self-care my physical mental and emotional wellness is something that is really really important to me because I'm of the belief that the only way I can be an elite level father or an elite level keynote speaker is I'm taking care of myself so I have very strict boundaries for my own physical fitness and wellness routines about when I go to bed at night about eating clean about making sure that I'm consuming reading watching and listening to stuff that is that is you know educating me that is inspiring me I do the best I can to siphon off all of the noise all of the negativity all of the gossip I believe in being informed for sure but I don't spend just hours and hours listening to negativity it just it's not good for me personally so yes boundaries in place will you elaborate on some of your routines like your morning routine your evening routine be happy you up for success yeah and I'm glad that you you you brought up evening routine because that one's just as important as morning routine although morning routine tends to get you know all of the headlines and is what's talked about more on social media but it's kind of like the chicken and the egg you know what comes before your morning routine well it's the previous night's evening routine and I know it's it's not a super sexy topic and you're not going to get a lot of views or sell a lot of books but sleep is really really important especially as we get older I mean you know people are always looking for all of these different life hacks and bio hacks to improve performance just prioritizing sleep will do more for you than just about anything else you could do so yeah I create kind of what I call a wind down routine so that every night I put myself in a position to get the best sleep that I can and that doesn't always work that's the other part about process versus outcome and I'm sure we'll dive into this a little bit deeper especially when we start talking about some real estate specific stuff but we have to be very careful about tethering and holding on too tightly to outcomes I'm much more of a guy that believes in processes so you know for me part of my wind down routine and you don't hear very many motivational speakers say this is you know I watch something mindless on Netflix or Hulu before I go to bed because it allows me to disengage my mind it allows me to relax I usually air towards watching something of comedic in nature so it gets me to laugh but I just get something that allows me to turn my brain off from what I've been thinking about all day I mean if you really want to get specific I I wear some blue blocker oh I make sure that I don't eat anything for about two to three hours before I go to bed you know there's there's different systems I put in place but my goal is to make sure that I get a good night's sleep and then from a morning routine standpoint every single day when I wake up I try to do three things before I technically start my work I try to engage my mind my body and my heart so and when I say heart I'm talking more from an emotional standpoint so maybe I'll read watch or listen to something that's inspirational or motivational maybe I'll do some some yoga pose stretches or maybe I'll go for a run or lift some weights maybe I'll you know I just want to do something that kind of gets me going before I start to actually tackle the day but then part of my evening routine the night before is laying out a plan for what I'm trying to accomplish the next day so while I'm sleeping my subconscious mind can go to work for me to allow me to be as efficient as I can so one thing I'll say about morning and evening routines is I think there's kind of this pervading myth out there that there is a perfect morning routine or that here's a morning routine that all high achievers should follow and I don't believe that I think there's a massive variance and what works for me may not work for each of you it may not work for your audience what's most important is each person through some self-awareness and some trial and error figures out the rhythm that works best for them and and it'll also change in every stage of life I mean if if someone listening to this right now is a single parent with a newborn that's going to put some limitations on what you can do from a morning and evening routine standpoint compared to someone that's in their 20s who's single that is completely unfettered that's also different than someone that's in their mid 50s whose kids are grown like all these different stages we have to be able to adapt and evolve and figure out what's best for us now at this time so just like I told you all you know that a year from now I'll be a better keynote speaker than I am today and I'm better today than I was a year ago same thing with my morning and evening routine it's evolved over the last couple of years and it will continue to evolve for the next couple I just want to make sure that I'm always doing what puts me in a position to show up consistently as my best self and making maximum contribution to everyone and everything around me I love that man and I appreciate you sharing that so much because I am very much a routine guy I know that a lot of us are around here as well and the thing that you really focus in on that I want to almost even just kind of dive a little deeper on is is you know you're going to have to find the routine within the limitations that work for you we have this thing because I think that goes both ways we have this thing where I think for like books or you know speakers even keynotes or things that we you know coaching programs they like for so much of it like they tell you you got to do things a certain way hello Rod's like a good friend to some of people on this show really great dude love his books right like and I know that people like he will even probably say he only does the miracle morning like 80% of the time that's a win for him right because just like he's a super busy guy right like it's really hard to do all of that every single day and then you extrapolate that to like whatever you know like whatever your limitations are you have kids you've got you know you're going to school and try to get your masters and doing a full-time job on there's like a lot going on and I think that we have so much like almost a perverse attraction to like you've got to do x y and z or you're kind of a piece of shit right then we also have like this perverse like cop out to like I can't do all of that so I'm going to do none of it and I think that that's such an insightful point is like just because you can't do 100% of one you should never try to do that it's called habit stacking for a reason right if you think that like you should compare yourself to like everything that like a really dialed in routine like a Stephen Curry does or whatever on day one you're setting yourself up for failure that would be like me being like all right I'm gonna start working out again and I need to look like the rock right like no he gets paid to look like the rock that's why he works out a lot right but then we have this thing we're like well I can't look like the rock I'm not going to work out at all right where it's like if I can't wake up at four o'clock in the morning because x y and z is going on then I'm just not going to have a routine at all where it's like you've got to find the thing that works for you you can't not do anything even if you can't do everything and I think that just making like you said incremental steps in the right direction extrapolated over a period of years oh my gosh what a different person you'll become I think we let ourselves off the hook so much because we can't do everything but we also have this really perverse like improvement culture we're like if you don't do everything you might as well not even show up bro like you're not you're not top g bro whatever it is there's there's so much gold in what you just shared there and we do tend to live in a world that plays on the ends and plays on the extremes and yeah a little bit is better than nothing in any way shape or form and you know even back to the morning routines I mean for me I have different morning routines so as I mentioned I'm amicably divorced I have 13 year old twin sons and I have a almost 11 year old daughter so my kids are with me you know roughly half of the time I have a different morning routine when my kids are with me when I'm by myself I have a different morning routine when I'm traveling somewhere and I'm going to be speaking that day than I do so I've created some different systems and morning routines and processes even within the same current life that I'm living just based on those circumstances and you know it's one of the biggest mistakes we can make and I think this is where you're going with this and it was perfect is we allow ourselves to get stifled by perfection I threw perfection out the window years ago which was convenient to do because I wasn't anywhere close to it in any area of my life that's the easiest thing to get rid of yeah I threw perfection out the window and instead what drives me is progress and that's why I can say with a huge smile but a tremendous amount of humility and gratefulness that I'm proud of the progress I've made and I'm very proud of the path that I'm on and one of the things I want to make sure your your listeners know is don't get consumed with where you are at this moment focus much more on the direction at which you're headed and as long as that arrow is pointed forward or pointed up whichever term you like better than just know that you're moving in the right direction and don't worry if right now if you're saying to yourself oh my gosh I am a train wreck my morning routine is awful first and foremost give yourself some grace and some space and some self-compassion and some kindness like it's okay you're not alone second thing you need to do is be prepared to exercise some patience and just realize that by tomorrow morning you are not going to have the perfect ideal morning routine it is a process but just ask yourself can you just do one or two things tomorrow morning even for just five or six minutes that will kind of fill your bucket and help your morning routine I mean even just that one change tomorrow morning will mean tomorrow morning's morning routine was a little bit better than today's and that's going to start creating some of that momentum an exercise I have people do all of the time and it's it's pretty rudimentary but it's very powerful if someone's willing to do it is you just take out a piece of paper and you draw a vertical line down the middle on the left side of the paper you come up with an exhaustive list of the things that I'll just say fill your bucket mentally physically emotionally and spiritually if that's appropriate to you but what are the things that light you up the things that give you energy the things that make you smile the things you enjoy doing the things that nourish your soul I mean you use whatever description you want but come up with a list of those things it could be taking a yoga class or hopping on your peloton bike or taking your dog for a walk it could be enjoying the stillness of the morning while you sip some coffee it could be listening to a podcast or watching a documentary it could be meditation it could be prayer it could be conversation with a loved one but come up with a list of the things that just make you feel alive and make you excited on the other side of the paper on the other side of that line I just want you to write down how you've been spending the bookends of your day you know what it is we're talking about now your morning and your evening routine more specifically what do you normally do the first 60 minutes after your eyes open in the morning and what do you normally do the 60 minutes before your eyes shut at night and just write those things down now don't write down what you think you should be doing or what people on facebook are doing write down what you've been doing and then just compare the two sides of the paper and the two notes and ask yourself one of the most important questions you can ask yourself when it comes to improving performance and that is am I doing the things I know I need to do to fill my bucket and be my best self and even even those listening right now that are very high performers and high achievers if you do this with some honesty and some vulnerability you'll most likely start to uncover what's called a performance gap and a performance gap is the gap between what we know we should do to be our best self and what we're actually doing and the key to improving performance and improving fulfillment and enjoyment of life is to slowly close that gap is to start taking things from the left side of the paper and start sprinkling them into your morning and evening routine and even if you're just doing that for 10 15 20 minutes on the book ends of your day it will make a radical shift in how you show up in your energy level in your optimism depending on what those things are in your physical fitness all of those things so if someone's willing to do that kind of recalibration reset exercise it can be a game changer and like I said don't plan on changing everything by Tuesday morning just take a little bit of what's on the left side and sprinkle it in for 10 minutes on the right side and you'll start to see it makes the difference and then once you start generating that momentum nothing's going to stop you at that point that's just really done on all as you can see I was just going to say like how many people's left side do you think has watched 327 tiktoks in a row you don't put that we never put the things we actually do it's such a good awareness to calibrate that to what's actually on your calendar how you're spending your time that's a whole other level up in awareness so so Alan there's two two questions I have first off is Brian does Brian ask the longest questions that you've ever been a part of on a podcast and then you don't know whether it's a question or did he answer it so you know I get that a little bit but on the performance gap so like if we were to take this as you know getting into mindset there's people out there like oh yeah yeah yeah that it's kind of like voodoo magic to some people right to to help me become a better business person or a better sales person to make more money and what would be you know I look at that and I if we replay this this podcast there's so much nuggets that we could take out that actually applies to business and not just personal lives so would that performance gap test would that be something that can be applied to to a real estate sales person which because we wake up every day unemployed every day we wake up we're unemployed you know the news out there is is you know banks are failing interest rates are all-time high we have inflation that we can't get under control the we're losing the the dominance as a us superpower and if you go down that rabbit hole what's the point of even working right so is is the performance gap test the way that we can run that metric to to improve ourselves one percent every single day or is there is there a different strategy or you know five-step program that could help for sales people to get in all right here's my routine I know Monday through Friday is going to be X and I'm just going to follow it and I'm going to use this as a measurement to continually improve and then 365 days from now I look back and I don't even know who that person was oh man so much great stuff to uncover and I'm packed there and I'm glad that you're talking about kind of the current state of the real estate world because we are going to address that back to the self-awareness that we talked about in the beginning there's a couple of things that that each of us needs to know and and this is I'm going to tie all of this together if it sounds like I'm going on a tangent first is I've known ever since I was a little child I love early mornings I mean even when I was a little kid I've just embraced early mornings now I'm I'm not worth much when it comes to late at night so I've learned in my life that I am of highest energy of highest focus and I'm the best version of myself earlier in the day so because I'm also unemployed every single morning when I wake up unless I have a speaking engagement that day you know I understand that I have the ability and the flexibility to structure my own days I get to create my own schedule because I'm self-employed so I make sure that I take into account the fact that I'm better in the mornings than I am at night so I front load my day I literally and figuratively do my heavy lifting in the morning so that's one thing that every person listening needs to figure out now I know some people are wired the exact opposite you know they do better sleeping in in the morning and they're great as night owls they do amazing work at eight nine ten eleven twelve o'clock at night that's fine but each person needs to know that the other thing that folks need to know is and this surprises a lot of people because of what I do for a living but I am heavily introverted I derive my energy in solitude I love stillness now I love people I'm not anti-social by any means but being with people drains me I don't mean this to sound over dramatic after this conversation is over I will be emotionally drained it will be like I just ran a marathon and all I'm doing is sitting here having a lovely but pouring into others drains my battery now it's a it's very satisfying and there's no other thing I'd rather be doing to drain my battery but I know that I have to balance speaking engagements and being a guest on podcast and doing calls I have to balance that with some alone time or some stillness or some solitude to recharge my battery other people the opposite my dad's the exact opposite he gets energy from being around people and pouring into people being in solitude drains him so it's important that we know these things so that we can structure our lives around them and then taking all of this into account and this is really apropos to what we're talking about with the current state of the market is I'm a huge believer in putting the vast majority of our focus attention and energy into the things we have control over on some level learning to let go of the things that we don't and the things that are outside of our control this doesn't mean that they're not real it doesn't mean that they're not valid it just means that no matter how much you focus on them it's not going to change and you know you just listed a very accurate list of what's going on in the economic you know climate at present you know high interest rates banks are failing inflation you know and all of that stuff absolutely has an effect on the real estate market but as an individual you don't control any of those things so the more time you spend anxious worried focused on the things outside of your control it starts to detract from the things you do have control over so while the economic climate may not be ideal and it's certainly not preferred if you're in the business of selling homes no matter how upset or stressed you get it ain't going to change those things so the only thing you can do is have the discipline and self-awareness to pour your attention and love into the things that you do have control over and you can start planting those seeds now because at some point the things outside of your control they will improve absolutely they will improve now I certainly don't know if they'll improve in two months or two years I don't know that anyone knows that but they will improve that is the way that the world works anytime there's a dip there's going to be you know a peak at some point so the question is are you making the deposits now and planting the seeds now so that when things do get better you'll be better than ever I mean that's the only option we have and I will say to anyone listening that is struggling at present that is stressed out that is worried about that that is anxious I have nothing but empathy and compassion for you I'm not saying that this is easy and I'm not saying that your feelings aren't valid they most definitely are but at some point I would encourage you and hopefully try to nudge you towards not worrying about those things or focusing on them you can be aware of them but double down on the things you have control over and our morning and evening routine our personal self-care our relationships our ability to create and put out valuable content like these are all things on our side of the fence that we can double down on you know as a speaker you know in full transparency a January and February of this year were the two best months I've ever had as a speaker these last couple months March and coming into April are a little bit slower so my business is constantly ebbing and flowing so when things are going great wonderful now that things are a little bit slower for me I'm doubling down on all of these things that I just shared I'm taking this time to pour more into my self-care I'm doubling down on creating and filming and writing new content to put out in the world I'm reaching out and strengthening relationships with people like I'm making as many investments as I can so my future self will have something to be thankful for and that's really the mindset that I would encourage anyone in the real estate game to be playing I know that circumstances are not ideal but you don't control the outer world what you do have control over is how you respond in the inner world and if you can have the discipline to double down on that now I promise you you will reap those benefits at some point you just have to stay the course stay consistent and and have a belief that things will get better and they will love I mean I'm going to go back and re-listen to that part because that's that I you know I'll share something with you my brother passed away in October of 2021 and um ever since then I will wake up it always happens from midnight to 2 a.m. and my mind goes into these um really really dark places I'm like how did I even get here right so it's like it's like you know where I have to spend 30 minutes to an hour saying this isn't real this isn't real that that if I know I believe in myself that I can I can control what I can control and like you said the outside forces if I can't control that that needs to just that needs to go over over in that other bucket that's the out of control bucket I don't have any influence on and let's just focus on the stuff I can and it usually unfortunately takes me 30 minutes to an hour to get it back under control but I mean you know right now I know as as business yeah for now as I get better hopefully next year I'll say that's not happening at all or maybe it's only five minutes but I know that as people as business owners not just real estate agents but as business owners that are having tough times I know that this their mind is is one of their their biggest assets and biggest hindrance to their success and so I want you know hopefully people go back and listen to all of this but even that that last part of just really just controllable yeah it was the best piece of overarching like mindset advice without having to get actually so granular and break anything down because it encompasses it all ultimately that people can just I appreciate that immensely I'm glad it resonates and I'll take it a step further and also just so that you know now I've never walked a day in the shoes of someone that's life is in real estate that that's not my area of expertise but I can say as a professional speaker on March 13th of 2020 I saw my entire speaker calendar get wiped off the map my entire vocation in one fell swoop I mean and and I won't lie for 72 hours I was panicked for 72 hours I was scared I was anxious it was a rough 72 hours and I gave myself the space and the grace to feel that way I didn't suppress how I was feeling I didn't ignore it I threw myself a massive pity party for 72 hours and then I realized all right this isn't going to help me so what can I do and then it clicked with me you know my entire business and everything I preach on stage and on page is about being of service to others and about leading with the heart and I figured now's the time for me to do that even though I am not going to be able to speak in person you know talking about when the pandemic hit and I'm not going to be able to do my work the way I was used to I can still be of value to others I can still reach out and offer myself or support folks you know I remembered that I wasn't the only person that was dealing with a global pandemic there were a lot of people struggling and a lot of people hurting and I wanted to make sure that I you know was able to to lend a hand and to support and find ways to be of value and same thing if right now you're not able to sell homes at the same clip that you were selling when the market was better you can still find ways to support and add value and plant seeds and strengthen relationships so that when things do get better you're in prime position and I'm very very thankful that coming out of the pandemic I mean my my speaking business skyrocketed I mean it was 10x what it was before the pandemic because for those 18 months I was just planting seeds and it was a tough 18 months but you can build that type of grit and resilience and a couple other things I'll share just about kind of this mindset so for me to me mental toughness is acknowledging that all I can control is doing the best I can with what I have wherever I am that's it full stop every day when I wake up I'm going to do the best I can with what I have where I am all the outside circumstances and events they're going to continually change but nothing can prevent me from doing the best I can with what I have wherever I am and a tear off of that is the reason I love that as a foundational mantra is it eliminates a trilogy of behaviors that undermines people's performance undermine success undermines fulfillment I know these things firsthand and they're the automatic default for most human beings walking the earth and that is blaming complaining and making excuses and there is never especially in the real estate market there has never been a greater time to fall to the temptation of blaming complaining and making excuses and to be crystal clear because I don't want anyone to think I'm tone deaf all of the things that Nick you just mentioned the inflation the banks collapsing the rising interest rates those things are real I'm not saying that they're not real what I'm saying is blaming complaining and making excuses about them isn't going to help you sell any more houses and isn't going to help you be a better version of yourself so to me it's about letting go of the things that are holding us down and anchoring us down and focusing on the things we do have control over and when you can do that you become emotionally agile and if you are not emotionally agile you are emotionally fragile and one thing I can promise you when the economic times are less than preferred and things are tough if you are if you are emotionally fragile you've got almost no chance to weather the storm if you are emotionally agile you can take anything the world throws at you and plant those seeds focus on your self-care um forge the relationships and keep finding ways to be of service remember you know and I know I'm speaking to a very specific niche but just keep in mind selling homes is what you do it's not who you are when the when the outside world limits the number of homes you can sell don't let it limit how you can contribute and add value to others there's still other things that you can do and also keep in mind that that other people are going through this struggle and if you can step up with some leadership and some fortitude during tough times that's actually when you gain market share you know in any specific industry when things are going great everybody's reaping the benefits when things are tough that's actually when you can you know take steps forward and strides forward and you know a perfect example was the hospitality industry you know I live in a suburb of Washington DC I'm in Maryland and when everything shut down for the pandemic and all the restaurants closed you know the most successful restaurants today were the ones that were able to pivot back in march and april of 2020 they found creative ways to allow folks to come pick up take out food or to offer delivery when they didn't before they found creative ways to change their menu like they were the ones that made the first wave of adaptions same thing with the grocery stores here there's a grocery store chain here called Wegmans and Wegmans did a vastly superior job better than Whole Foods better than Harris Teeter better than Giant better than Safeway let's ease up let's ease up on Whole Foods okay they did a vastly superior job in finding ways to safely let people come in and shop for groceries and I can promise you they're still reaping the benefits today of some of the tweets and pivots they made in march of 2020 so for folks listening if you're struggling now have confidence and faith that if you're planting the right seeds and working on the right skill sets and mindsets now at some point you're going to look back to this conversation and listening to this episode and you're going to be so thankful you made those changes because you're going to absolutely be crushing it in the future I think if a lot of people actually adopt a lot of what you're saying today you can still have your best year in business yet this year even with the market even with banks collapsing even with interest rates and uncertainty like that is the beauty of what we do I don't think a lot of people think that they can but if you actually are consistent and take these right actions and protect your mindset and once again everything you covered in this it can be this year doesn't even you'll just continue to compound year over year but like it is within you if you can pivot and do what you need to do every single day it doesn't have to be delayed in the future absolutely you know back when I was in the exercise space there's a few ways that you can you can measure progress let's just say in a typical workout you know you can increase the number of reps that you do you can increase the weight that you do or you can increase the the the amount of work you do in a shorter time so if you were used to doing say 15 exercises and it took you 30 minutes if you can do the same sets and reps of those exercises but you complete the workout in 25 minutes it's actually a higher a more intense workout like there's more benefit to that and it's the same thing so even if you just match what you sold last year but you matched it and the economic climate is way worse this year than it was last year that actually means you made progress yeah like that is a huge win so it's not just about topping what you did from a numeric value even if you just come close to that I mean and all of this stuff that I'm preaching I think there's a lot of alignment between being a keynote speaker and being in real estate it's it's the same thing you know so even if you're not breaking your records if you're able to come close to what you did before despite all of these real tangible obstacles that is a huge win and you should celebrate that and you should be very proud of that and then once these constraints are taken off once you take off this weight vest and take off these shackles I mean you are going to propel to levels that you've never even dreamed of before if you're willing to plant the seeds now and back to the sports analogies like I've seen this in basketball more times than I can count a player enters the NBA and in their first several years they're kind of a role player you know they don't get a lot of playing time but they are in the gym every day hour after hour they're in the weight room they're doing film sessions they never quite get their chance no one really knows who they are but they're still putting in the work and then they get traded to a team that has a slightly different dynamic and they're asked to play a few more minutes and boom they take off and everything that they've been putting in during all the work they've put in during the unseen hours now comes to fruition and you know I told you that I love quotes and all of these quotes that inspire me none of them are by me they're all by somebody else but one that I love is it's it's better to be prepared for an opportunity that never arises than unprepared for one that does so I would say prepare right now as if the economic climate is going to get better in three months and if it doesn't that's okay then just continue preparing and if it takes three years to get out of this mess then just keep preparing but at some point it's going to get better and you are going to be ready the only thing I mean imagine three years from now things get better and you've been doing nothing but twiddling your thumbs for three three years and you're not going to reap any benefits so I know what I'm saying is very a matter of fact I know that there's some people that are still scared and worried and anxious people that might have to make some changes to their current spending habits and so forth all of that is very real but but just focus on the things you have control over have the discipline to stay in the game long term and I'm telling you you will remember this conversation and you'll be so grateful that you did real first I appreciate that Alan and thank you for your time I mean I mean I know your time is very valuable I have two more questions one of them is going to be a sports questions but before we get to that how can people find you where can they get a copy of your book like what's the best way to connect with you my my website alansteinjr.com is kind of the main hub of everything and you know I guess I'll say quite selfishly I would love to get more involved in the real estate side from a speaking standpoint because this message that I'm so appreciative for you to share on your platform I think this is what folks in the real estate world need to hear right now and it actually fills my cup to be the one to share that message like I want to help people when things are tough so if anyone is interested from a speaking standpoint alansteinjr.com I'm very active on social media and I take a lot of pride in being both accessible and responsive so just follow at alansteinjr on instagram twitter linkedin and facebook if any part of this conversation resonated or if if you want to ask a question just shoot me a dm on instagram or linkedin I'm very good about getting back to people and if anyone has an interest in either one of my books raise your game or sustain your game you can find those on amazon or audible or wherever you get your books and audiobooks but nothing fills my cup more than than when folks reach out after I've been on a show and want to continue the discussion so this was so much fun and I've really enjoyed it that's how we connected I I Elizabeth on the skinny confidential I listened to it I was like holy shit this this is speaking with our whole team we shared it with our sales team at the time I said guys you need to listen I was I was on the stair master and I fired off an email and then I heard something on there you're like you weren't really that great at social media or or something of that sort I'm like all right send them an email but then I'm going to just go ahead and dm on on instagram and then we just started that conversation so you're you're definitely very accessible so I appreciate that so the two questions and I'm stealing one from Elizabeth she had a whole list here is is what gets you out of bed in the morning being of service to others like my goal is just to fill people's cup so I I've said this on some other podcasts and just add this to the long list of quotes that I use but have no idea who said them originally is a candle loses nothing by lighting another candle and and I believe that ultimately my job and my purpose is to light other people's candles and sometimes I do that on stage at a keynote sometimes I do that by what I write in a book that someone reads sometimes I do that when someone's kind enough to let me have their platform and be on their podcast but I wake up every day with the goal to light people's candles and sometimes that those candles are just my own three children and that's the only thing that I'm worried about for that day but that's ultimately what motivates me is can I light other people's candles awesome love it and then the last question is I love that because I was thinking of my head just like the uh we're talking about going to extremes and four and that is so true I love that I love the idea of getting up and service for others and just give you thought about like a David Goggins interview he's like I get up to put people's candles out something like that like somebody's saying something like that it'd be so funny it's something we'd say that would be yes I definitely can see that so at the end of our show Alan what we do is normally when we don't have a guess we ask some ridiculous hypothetical right it goes off the rails yeah and so so we were we were looking at we were kind of searching for one but at the same time um we Brian obviously he will he will just randomly interrupt and have this this thought and at one point he was like all right if you had to pick one right and I'm gonna let you gotta be the largest stage okay I'm gonna do it go ahead okay this is a good one we've done this one before I think we actually tested it we tested most of it and they're all tough in their own way you've got to be on the largest stage so whatever the largest stage means to you would you rather have to hit a free throw a 30 yard field goal you got to get on base and there's a two one count or you got to make a six foot but it was because look he's a basketball guy so we've got it we've got to even elevate that so it's got to be in the finals game seven yeah like whatever you can imagine it's got to be finals game seven tied up it's tied up no no how about this it's not tied up you're only sending it to overtime you miss it you lose yes even better because if you miss it and you're tied up there's like no harm no foul you're down by one and you've got two one count gotta get on base world series right free throw down by one hockey hockey how uh no no soccer was you gotta hit a penalty kick in the in the finals of the world cup make a six foot putt at the masters to win it or uh what was the other or uh nothing that was it field goal uh free throw yeah field goal three throw penalty kick putt yeah yeah oh gotta choose one based on my background i would automatically take the the free throw because it's the only of those five that i have any decent level of competence but but let me i want to unpack this because i love i think this is a brilliant question i don't know if you guys are familiar with the difference between an open loop and a closed loop skill uh an open loop skill means the environment is changing and you have other factors to depend on a closed loop skill means that basically it's preset and it's it's up to you to start and stop and perform the skill generally speaking closed loop skills are easier because you don't have anything else to worry about so yes i realize the fans behind the basket can be waving their hands but right the basket is the same height the free throw line is the same distance the ball is the same size and weight me shooting a free throw to tie the game or lose uh is no different than if i was doing that in a gym by myself so i have a little bit more control over my own destiny same thing in theory with a golf putt um the others now i'm required to hit a pitch thrown by someone else or i need to pick a field goal based on someone else snapping it and catching it and making sure the the laces are out uh you know there's there's an iron horn iron horn is finkle iron horn is finkle exactly now there's a great reference right there and even even you know if i'm trying to throw a touchdown or anything i'm dependent on others um so i'll always take the closed loop skill if you're asking what it is that i need to do but on a bigger level if you're asking me personally what i think the hardest skill in sports is it would be hitting a curveball oh absolutely i think hitting a 90 mile an hour curveball might be the hardest skill in all of sports uh and i say that with massive respect to every sport and and don't even get me started on hockey because i can't even skate so i would yeah i mean i don't know what to do right so um yeah so i'll take free though for myself but i would even take putt as number two just because i have more control over that that is the first time anybody has actionably turned our stupid hypothetical question into an actual lesson so you are now in the tour hall of fame we had and i love the breakdown we had a long thing about about the two one count my only defense was that you got a chance to get walk because it's two one count if it was a full count i'm out all day i don't want it to come down to one pitch so i agree with you but yeah i mean you get you know lester nester cortez up there that's an open loop all day that you like yeah and gives us a strong appreciation to what what athletes really go go through and uh but you know what the the great ones all of those scenarios that you just laid out what makes them great is the fact that they actually view that as an opportunity they are thankful for an opportunity i have a chance to hit the game winning you know hit or home run or hit the game winning free throw or kick the game winning field go i have a chance it is in my hands now for us to be successful and there is no one in the world that i'd rather do this than me because i've put in the work during the unseen hours to deserve the right to make this happen so where many of us many mere mortals would would cringe at the thought and be suffocated by the pressure they're like oh heck yeah i can't believe i get a chance to do this give me that i love you you gotta go look and then we'll try to wrap with this as it is it who's a bangles kicker is it harrison butcher somebody regardless you do like the nfl mic'd up or whatever yeah the the year that the bangles lot two years ago when they lost the the rams in the superbowl when they were going to the afc championship in the division around they had a walk-off field goal opportunity and there's a nfl mic'd up blurb where the kicker walks on to the field and passes joker and he goes and the kicker this is the kicker who's about to go kick the field goal not joker this is the kicker telling joker oh he goes guess we're going to the afc championship and just walks off it's stone coal hits like a 52 yarder like no that i was like that's an unreal mindset like no fear just so excited that he gets to be the guy that sends him to the afc championship that is cold-blooded that is definitely stone cold love it love it all right alan thank you again so much you can go to alansteinjr.com we'll put it in the comments it'll be in the show notes um and go buy his books i mean he's got he's got books there you reach out to him ask him questions um definitely very accessible that's how i reached out to him alan i'm going to make a commitment to you i'm going to connect you with with glenn glenn sanford at exp is the co-founder he's the founder of exp we definitely want to see if there's a way we can get you on on the exp realty stage for my keynote side so i'm going to make you gave us in great and blessed us with your time i'm going to try to do something and help you out on that one last thing don't you guys answer it because i know you know the answer but the first person on instagram to dm me the movie from einhorn is finkel or finkel is einhorn i'll send i'll send a free book to just send me the movie title that is bad one in my dm but uh absolute classic and i actually may watch that tonight before i go to bed but now i might watch that movie night for all of us alan alan thank you so much man you guys head over to instagram find him alan stein man it's fantastic i appreciate alan just hold on one minute after the show please absolutely jesse get us out of here