 It's a hard business to get into and start making money in right away. You know, you have to really stay at it. There's a lot of times where it's going to feel like it's just not going to work, but the people that can like really go through that and put their head down and just keep going forward. Those are the people that are going to be like, you know, really successful. What is up, everybody? Welcome back to another episode of Road to 10,000. I got my guy Juan with us today. Today I'm real excited to have my other guy, William Patrick. What's up, William? What's up, man? How you doing? Good, bro. Good, bro. Yeah, so Juan, what you got for us? You got anything in the news? Anything popping off here lately? Yeah, let's pull up our dilly Inman. Are you subscribed or just get the free articles? No, no, dude, I go all the way with Inman. Inman's like the key to, I mean, it really is probably like the depth of content for, you know, breaking news from the real estate community, really. I have to be honest. I was that guy that I was getting the free one and then I'd find a way to get around it and go into a different article, but I just subscribe. I think it's worth it. I mean, they're probably the top of the the heap when it comes to content, right? Yeah, for real estate agents. Listen, they're doing something right because they keep getting the headlines. Here's the one as of today, Gary Keller and the last of the real estate cowboys. No, no, no, no, no, no, no, it doesn't say Gary Keller. It says Gary Keller and Dave Linniger. Who's Dave Linniger? He is the founder of Remax. No kidding. I didn't even know that. Dave Linniger is the founder of Remax. No kidding. Yeah. But what's so funny is that they have a picture of neither one of those guys. They have a picture of John Wayne. Look at that. He's running it as a rolling global enterprise as he sees fit. All right. What do you mean? Let me let me let me see. Go. Are we going to look at that? Bring it. Bring it back, bro. I want to log in, man. Hold on. Oh, you have to log in. You have to log in. They got a nice little subscription thing, a dollar for 90 days. I wonder I wonder how big they would be if they just made it free. Like, I wonder how much. Massive. In my opinion. Dude, dude, if they would just open it up, instead, they want their little subscription fee. Just think about how massive of a business they would have if they actually open it up. And they monetize it off ads. I think it'd be like 10X. And the back of all the data that they're collecting from real estate agents, you know, off of people that visit these articles is ridiculous. OK, 20 years ago at Remax Convention, founder Dave Linniger arrived in a green, humvee, distressed military fatigues and black boots. He delivered a speech dubbed Real Estate Wars. He was doing battle with the Dot Coms, who believed they were entitled a part of the Real Estate Commission. 12 years later, I sat on stage with at the Remax Convention in Vegas with Linniger for a one-on-one interview. Let's see, a small group of Palestinian protesters were marching outside because the real estate company's biggest presence in Israel. All right, as we're getting miked up, Dave leaned over to me and discreetly adjusted a small pistol. OK, I see where the cowboy thing's coming in here. And it's ankle holster underneath his pant leg. His oversized German shepherd Max was standing out standing front and center right off the stage fixed on his master. OK, Linniger is one of the last real estate cowboys who stated his iconic and powerful, who started his iconic and powerful real estate brand from nothing until it went public in 2013. He controlled the ownership, direction, and strategy of every decision at the Denver-based enterprise. We're talking about Remax. Today, Linniger is older, wiser, and more buttoned up. His race cars, private golf course in Colorado, Rockies, and the Remax hot air balloons are now part of the company's allure. Publicly traded company investors are not too keen on those type of extravagances. Personally driven companies are going away as the industry co-solidates. One exception is Kelly Williams. OK, so where are they going with this, man? What does that do with it? They're trying to say that a lot of the CEOs I've been running these companies, it's all been about them in the sense that it's their personality, it's their ideas, it's their leadership, kind of pushing the company moving forward and that the newer companies, if you look right here, if you scroll to the bottom, is more, I would say, kind of going in a different direction where it's not really about one person. It's the decision makers of hundreds, if not thousands of people, kind of steering the direction where the company's headed into. Yeah, yeah, yeah. So it talks about Kelly Williams and then it talks about today's industry as a new generation of leaders. OK, so they're talking about Zillow's Rich Barton, EXP's Glenn Sanford, Redfin's Glenn Kelman, Realtor.com's David. How do you say his last name? Dr. Rowe. Dr. Rowe encompasses Robert Redfin. Redfin. Refkin. Yeah. Yeah, that's interesting, man. That's a nice little lineup. We need to get each and every one of those CEOs or founders of those companies on the podcast, which by the way, I want to make an announcement to everybody on this show. We just confirmed Grant Cardone to come on the show later in a month or two. So that's exciting to have him on. Also, Glenn Sanford is coming on the show, the founder of EXP. So we're starting to get some bigger names on this podcast. So you guys keep following this podcast. Give us a five-star review so you can get out to more real estate agents. Subscribe to our channels and comments and like and all that good stuff. This is a very, very exciting man. I see nothing but like tech companies running the world, you know, moving forward. You know, it's so exciting to watch what Tesla's doing and like how it's completely taken over the car industry. Now, all car companies are moving towards EV, right? And then you're looking at, they sold a half a million cars last year and looking at selling five to 10 million cars within the next decade per year. I mean, it's amazing. It's amazing. Look what Amazon's doing with retail. Look at what Airbnb is doing with the hotel and the travel industry with Expedia. We're seeing the trends everywhere. And then as usual, real estate's always the last one to adapt. But I feel like the last three years, the real estate tech company's been picking up. We've been getting a lot more news of it. It's becoming a reality. And yeah, a lot of the franchises are under pressure that if they don't adapt and get with the game, they may become dinosaurs and get left back. So... Well, I don't think they're dinosaurs. You know, I just think that we're evolving like as a human race and business and industries, like the real estate industry is maturing, right? And it's evolving along with every other industry. So it's so cool to watch because we're literally watching history unfold here. And it's just so exciting to me to watch all this unfold. And you know what? I love the fact that like all these visionaries and all these leaders, they each have their own vision of the future for real estate. Like you have Glenn going agent centric. You have Zillow obviously going in a different direction, like consumer centric. Redfin is saying, we're going to start our own brokers and put everyone on a salary. And then you have guys like Robert Refkin that's saying, we got to combine the tech with the agent. There's just so many different directions to go into. And look, you have Open Door. Open Door is just saying, well, the hell with anyone, let's just buy this ourselves and we're the investors in house. So there's just a lot of directions to cut into and it's exciting times. Yeah, man. William, let's hear from you on this. Like you're a very young agent. You've only been in the business for around a year. You've had a lot of success, okay? So as a new agent coming into the industry during this technological revolution, if you will, I mean, I can sit back and look at the industry and say, I got in in 2002, there was no social media or hardly any tech in place except for MLS. And I've literally watched the industry grow up from an infant to where it is today, which to me, looking at the industry, it looks like to me, just from where I came from in the industry, this industry looks like it's like a teenager going through adolescence right now. You know, like it's a teenager going through adolescence and everybody's freaking out. Hey, it could be terrible twos though. It could be two instead of a teenager. I don't really know. We'll see. I think the long tell of all this is just gonna be so incredible to watch. And I'm here to say, before I get your answer, William, I'm here to say that in my opinion, and this is debatable and a lot of people really try to fight me on this, in my opinion, real estate agents are not going anywhere. I just don't see it under any circumstances. I think there's always gonna be a huge need for that one-on-one person that's looking out for your best interest and make sure that everything goes smooth for you specifically. I just think that's always gonna be a huge need and all the direction of the industry in terms of everything. I mean, I'm talking about the Zillow, what they're doing, what Redfin is doing, what EXP is doing, what, you know, even Compass and, you know, all the platforms. To me, everything that I see is moving in towards a direction that's pro real estate agent, that is gonna help the real estate agents produce more and be more efficient. I just see nothing but incredibly positive things. I'm very excited to be in the position I am where I can give back to the industry and help and kind of grow my influence more and more and more. You know, it's like, well, Ricky, you're just growing to influence with real estate agents and they're gonna be extinct in the next five or 10 years. Absolutely 100 million percent not, right? You guys are gonna be eating your words on this, okay? And on top of the fact that when you guys say real estate agents are gonna be extinct, to me, you're being very, you're being very like short-sighted in terms of, are you talking about worldwide here? Because when you're talking to me and you're saying, Zillow is gonna take real estate agents out, you're telling them, that tells me you're talking about just the US. Guys, there's agents in Canada, there's agents all over the world here, Brazil, South Africa, India, Australia, Mexico, Portugal, Costa Rica, right? I mean, Brazil is literally 30 years behind us in terms of technology. They don't even have, they have no MLS, there's no county records, you don't know what stuff sold for down there. Unless you are the agent who sold it, you don't know what the comps are. And some agents aren't sharing that information with other agents because they wanna be the ones who have that data to where they can use that data to help them get more listings and sell more properties. They're stingy with it, some of them. So guys, listen, my brand is global, okay? And I'm building a global team. I'm in Canada, I'm in South Africa, I'm in Australia, I'm in Brazil, and I'm growing thousands. Over the next few years, I'm gonna have thousands of agents in each of these countries. I'm diversified within the real estate industry. Furthermore, agents in the US aren't going anywhere. Nowhere, nowhere. And that excites me, you know, and I love to watch people tell me that I'm wrong about it. William? I mean, I don't really know because, like you said, I kind of came in the space in the middle of all this stuff. From my experience, it seems like, you know, at the end of the day, you gotta get up and go to work and the failure rate in the real estate industry has always been really high. But, you know, I think it's just gonna continue going on the same way it has been in that same trajectory. You know, it's the ones who, you know, are consistent every day and go to work are gonna find, you know, deals. And that's just how it's been for me. I don't really see it going away because, like you said, I mean, you're always gonna need that interaction with another human being that's gonna represent your best interest. So tell everybody, William, what market you're in, kind of tell them your story, because I love this, because I'm always telling your story in terms of, like, what you went through as a new agent your first six months and then kind of how your success, you know, people can look at your success and say, wow, I would love to have that much volume at this point in the game, but they don't understand that they don't wanna talk about or even look at what you went through to actually get there, you know what I mean? So tell everybody kind of a quick little story, storyline of your first, I mean, you're 11 months in the business, right? Yeah. Tell everybody a quick little storyline of your seven months, your first seven months in the business to give everybody a little context. First seven months was just a bunch of learning and trying to figure out what I was even doing. I kind of just got into real estate, you know, heartedly. So, you know, I kind of had to start learning by myself. I was with another brokerage and kind of just started trying to learn what I could learn and that's how I found Ricky on YouTube and kind of figured out the whole cold calling prospecting thing. Took that and kind of just ran with it, started making a bunch of phone calls, you know, took about 14,000 dials to get my first listing which was, you know, I think about, was it six months in? Something like that, I don't even remember. But yeah, I mean, it's really, it's a hard business to get into and start making money in right away. You know, you have to really stay at it and there's a lot of times where it's gonna feel, you know, like it's just not gonna work but the people that can like really go through that and put their head down and just keep going forward, those are the people that are gonna be like, you know, really successful and that's what I've come to find out. I mean, like, it seems like I'm just running into things all the time now, like listings are just falling in my lap. When I first started, it just seemed like impossible. So. Cool, like tell everybody like where you are in terms of stats, you know, like how many listings, how many closings, how many pendings, kind of where you are with everything. Yeah, so I've had a 10 closings should have, I think, 15 by like mid-March and let's see, what was the other question? It was like closings and so I think I've had like 17 listings total, two of them are like. Wow, wait, how many active listings right now? Just two, like everything else is fine. Okay, okay, no, I love it, I love it, man. See, I mean, like, okay, so, okay, let's just kind of consolidate that, okay? So 11 months in, you're 10 closings in, right? Okay, this should have 15 or so by the time you're first 12 months, okay? So 15 closings in your first 12 months. So I had like four or five my first year. Okay, so you're gonna do like triple my business, triple or even quadruple what I did in my first year in terms of business. Not only that, but how many people are getting your weekly email? I mean, it's gotta be at least like, I don't know, like probably close to a thousand. That's what I'm saying, like 900 to a thousand people. Like I didn't even know to do a weekly email or that I should even be collecting data, you know, that I should even be collecting data. Data is the key to everything. These companies, Zillow, Google, Facebook, Amazon, they're all like addicted to data. They can't get enough. They're just, it's a drug to them. And we need to think of a real estate business as the same way. We need to take note of what these big corporations are doing and realize it's all about the data. The more data you have and the bigger your database is and the more, because why don't you have the data then you can market to that data, right? And build your brand and the bigger the database is, the bigger your brand is and the bigger your business is. It's real simple stuff. And just the fact that you're doing the weekly email and collecting the data, right? The fact that you've closed 10 deals in your first 11 months. A lot of agents come in and they say, I want to do a deal a month my first year. They don't sell anything for seven months like you. But then you kept going, collecting data, trying to help people, trying to make it happen. And then boom, you're going to average out to close way more than one a month. 15 over a 12 month period is much more than one a month. It's like one and a half a month. Not even that much, like 1.2 a month or something like that for your first year. That's incredible, bro, you know? And like to have 1000 people know who you are and you're building your brand with. I mean, that's your first year. So if the numbers keep going and you go from 1000 to 2000 in your second year, if you pick up another 1000 the same way you did in the first year, if you go to 2000, I mean, watch out, bro, you know, watch out. Yeah, I mean, it's like such a snowballing thing. I mean, like the first 12 months is like, I think like 10 closings or whatever. But in 2021, there's been like six and there will be 11 mid-March and that's just in 2021. So it's like all of 2020, there was like, I guess about four. And then like in the first like three months of 2021, it'll be like 11, so. So William, why don't you go ahead and tell everyone what your day-to-day schedule was like. Tell us about your routine, how often you're prospecting, stuff like that. Man, when I first started, it was a completely different routine. It was like seven days a week, calling for like at least five or six hours a day, at least $500 a day. But right now that I actually have business, it's kind of, I'm trying to get better at time blocking because, you know, there's so many times when I feel like I have to go do something in the morning. But what I try to do is, you know, get up relatively early, you know, around seven o'clock. I'm usually asleep by 11 o'clock or something like that. But I'm prospecting every, like pretty much any time during the day when I have any free time at all, I'm on the phone cold calling or doing follow-ups. But yeah, my day is kind of random right now. And I'm kind of trying to find that groove of exactly how to like structure my day. That's like my biggest struggle right now is trying to figure out how to time block it. So. Yeah, yeah. Now that, see, you're at right in the phase where you've broken through the fact that, okay, you're gonna succeed, you know, which is only 10% of people who try to become agents. So that's like the first step for like an agent is, okay, am I gonna succeed? Am I gonna be part of the 10% of agents who try this, who succeed? So we've broken through that part. We know that you're gonna succeed. So once you know that, okay, now we need to fully commit, right? And then you start becoming busy kind of on top of the fact that you're still trying to make your calls and build your database and build your business. So it's like, okay, now you're in the middle place where you have to try to balance, you know, handling your business and continuing to grow your business and doing the things that actually got you to where you are. And that's always a really tough place to be. Some agents get to that place and it's like a fork on the road and some agents lay down and they just kind of start floundering. And that's where you see their production just kind of, you know, it was doing this and then boom, it hits that little, they hit that block and then they just kind of like can't handle it. So it's great that you're sitting here telling us that you got to figure out how to balance it out and make it smooth. I think the biggest advice I could give you on that is to slow down just a little bit, right? And it's because people way, way, way, way over estimate what they can do short-term. Like they think they can do like 20 deals in the next three months, right? But then they completely underestimate what they can do long-term. Whereas like if you just slow down a little bit and just continue churning away little by little and on the long-term, you're gonna be massive, you know? So here's the thing, if you're closing deals and you're not making as many calls as you were making in the beginning because you're closing deals and working listings and showing property and stuff, give yourself permission to say it's okay that I only add 500, 600, 700 this year instead of 1,000 to my database, you know? Because if you look at how much time spent actually that you have towards, you know? But okay, it's like if I close 30 deals this year and hit icon, but only add 500 people to my database, it's kind of like you sacrificed some cold calling time and some database building time to go out there and close 30 deals. That's an okay swap. The punchline is that you're still net positive 500 more people in your database. So you just have to like give yourself permission to like slow down in one area to excel in another area while still maintaining the fact that we are still gonna continue to move the bar up and up and up in terms of our database. And, you know, I mean, I know you use social media, right? What are you doing on social media that's working right now? I like to just post what I'm doing every day, you know? And just kind of show the world like what it kind of takes. I kind of like, I don't really use Instagram to market towards buyers and sellers, clients, stuff like that. I kind of just do it for agents and stuff like that. Cause, you know, I'm trying to be like a little mini-ricky and help other people grow their business and stuff. But yeah, so I'm really just using Instagram for that kind of stuff right now. Cool stuff, man. And then as far as recommendation for new agents that, like I said, you rent seven months without closing your first deal. What would you give to new agents just starting out there or having success in their first six months, 12 months, whatever it may be? Man, just hit the phones, just do whatever you want to to talk to people. Cause I mean, at the end of the day, the person who talks to the most people is gonna, you know, do the most deals and it's really that simple. And also like just trust yourself. When I first started doing it, like my first listing agreement, I was like, why are you letting me do that? Like, you know what I mean? But once you do it, it's really simple, you know? And when you have a question, you just reach out and ask. So I mean, just trust yourself, be confident that you can do it. And, you know, just try to talk to as many people as you possibly can. Cool, cool. So this podcast is called Road to 10,000. And the whole purpose is to document our journey. Juan and I's journey to 10,000 agent team globally, okay? And you're part of that 10,000, right? You're part of the team, you joined us. When did you join us? In June of 2020. Okay, so June of 2020. And what would you say has been your experience as far as just being a part of our team and being a part of what we do and using us as support and just the whole nine yards. What has the experience been like for you? Cause you did start out with a different company and then moved over. So what has been, you know, tell everybody your experience. Man, it was kind of a life changer for me. Like when I first started, like Ricky said, I was with another company going through the, you know, traditional broker drought, doing their training, all that good stuff. And I guess they were kind of like spoon feeding agents like the normal, what to do, you know, to get leads, how to work your database, all this stuff. And Ricky just kind of gave it to me straight. He just told me exactly what I needed to do, laid out a blueprint for me and you know, it was kind of just on me to execute. So, you know, I did that. And you know, having Ricky and Juan and Joe and you know, all the people above me to hold me accountable. It was just, you know, it's something that, you know, you really need when you're, you know, you don't have a real boss. You know, you're your own boss. You really need people that are going to hold you accountable. People that are out here working harder than you, that you need to compare yourself to and you know, make yourself work harder. So, you know, it's just been really good in the aspect of accountability, role models, mentorship. I mean, anytime I have a question I can reach out to probably 20 different people to ask. You know, so it's just been really helpful for me. And you know, I love being a part of the team. It feels like a family. And it's just a bunch of hardworking agents you know, we're all on the same page. So I love it. Are you, now there's an objection out there about EXP for new agents and you're basically a new agent when you came on board. You're only a couple of months in, you know, just real quickly, as far as being a new agent would you suggest this for brand new agents? Cause a lot of people think, oh, this, this there's not support. You're, you know, this and that, you know and I tell everybody this is the best place to be for a new agent. This is the best place to be for a new agent. I have tons of new agents on my team and they're all crushing it by the way all over the place. But just coming from, from you being a new agent coming from that different perspective of actually being the new agent, you know joining, you know, coming from, you mean you got the experience at a different brokerage and this brokerage being a new agent, you know. Right. Yeah. I mean, I think, you know I can see why some people might think that in terms of EXP as a brokerage in general if you choose the wrong person to sponsor you and come in with and, you know you might not get that much support. There's always the mentorship program and stuff like that but coming into the diamond group is just like choosing an entirely different brokerage if you go in with somebody else. I mean, when you join the diamond group you have Ricky, 24 seven, one-on-one access all the time. You have Juan, you have Joe, you have I mean I can name like 10 other people that I can literally reach out to any time. And you know, it's, there's just a ton of mentorship. There's, I mean, there's Zoom meetings. There's one-on-one calls. There's anything you could possibly think of. I mean, it's there. So I mean, there's a mentorship program too like I just mentioned, but I mean there's a ton of different resources you can use and it's definitely not something where, you know there's not enough people you can reach out to for help. So. So, you know, as you start to get into your second year here and document your journey and everything where can everybody find you online? What is the best place for people can find you, follow your journey, reach out, ask you questions so on and so forth. I definitely say Instagram at real estate William. That's the best place to find me. So yeah, you can go follow me on Instagram at real estate William. Cool, at real estate William on Instagram. Go there, follow William. I'll put the link in the description as well. You guys go follow William, reach out DM him, connect with him. He's willing to, I've watched him help other agents that are brand new and just pour out everything and just tell him everything. He could possibly tell him to try to help them because he went through it. He went through the seven months of grind with no sales and then all of a sudden boom everything started happening. So he understands the position that, you know if you're a brand new agent, he understands and he wants to help you through it. So definitely reach out to William if you guys have any questions as a new agent, you know, because he's more than willing to share. One, anything else to add to today's show? We were at 605 agents as of this morning. That's the same number we were at last time, last show. I think we were at 601. Okay, okay. Yeah. Absolutely, man. Absolutely. I love this part. I love this part, like right before it blows up, right before it blows up. You do know the last time we recorded was 48 hours ago. So just think about that. Four agents in 48 hours, that's like crazy. Yeah, yeah. Well, you know, here's the thing. I'm going to add 200 to my team by end of March. I think it's possible. That's where I'm at and be somewhere around 1500 to 2000 by the end of the year. So yeah, it's exciting stuff. If you guys have any interest whatsoever in teaming up with me or Juan or William, just reach out to any of us. We are more than happy to get on a call or whatever we need to do to help you and find out if it's a good fit. You guys give us a five-star review on everywhere you can, Amazon, iTunes, wherever you can give reviews and hit the like button and comment and subscribe and all that good stuff. We really appreciate it. And yeah, yeah, I hope you guys enjoyed the show and got a lot of value out of it. William, appreciate you coming on. Yeah, absolutely. Juan, good to see you. Likewise. We'll see you guys on the next show. Let's go.