HOW JACOBE KENDRICK EARNED 6-FIGURES AS A ROOKIE - KEVIN WARD - INTERVIEWS WITH THE BEST #3

[Music] hi there it's kevin award the founder of yes masters real estate success training helping you get more yeses and more successes in your business and in your life and welcome to this episode yes talk conversations with the masters conversations with the best agents in the real estate industry today I am extremely excited to have one of my inner circle members on mr. Jacoby Kendrick from Midland Texas with Reichert realtors in Weston that Midland Texas as far west texas for those of you that do not know where that is and i remember as a kid or is growing up because I grew up in Texas going to Midland and Odessa and it was kind of like way out in the middle of nowhere this is kind like the land you know God forgot to put trees out there it was no trees no mountains nothing but just desert tumbleweeds and so forth so here is a guy who is crushing it even out there in what I would consider to be the middle of nowhere and Jacoby great to have you welcome to our guest talk with the Masters yeah thank you so much I'm super excited to be on with you so thanks it's an honor here yeah we're excited to have you on that you are tell us just kind of tell us about when you got into real estate how long you been doing real estate and what you did before and so forth yeah so I got into real estate probably about 2012 I got started as an investor so I was doing the investor wholesaling trying to do fix and flips and learn how to find places and all that so that probably started in 2012 and then I got my real estate license in I think it's 2014 I believe it's when I got my license I wasn't getting enough information from some of the Realtors that were around and I just need to get more market data so that's why I decided to get my license and then I helped a couple of people and then you know some things didn't work out and the other business arenas that I was working in so just kind of morphed from being an investor to get in my license to helping more and more people you know buy and sell properties of their own awesome did you have another job yeah so originally so I was I was in the Air Force I separated out of the Air Force in 2012 my dad owns a pipe inspection company here in Midland which midland-odessa is all oil that's absolutely all we do so I didn't know what I wanted to do when I separated from the military and he was thinking about he's been in business for 40 years so I said you know I'll come work with you figure out what I want to do and then possibly take over the business and that's why I was doing the investing and all that thing and then you know different things change so that part didn't work out so moved on to the real estate thing so yeah so when did you actually go full-time selling real estate last year was my first full year in real estate so I started full-time January of 2017 okay so literally last January you went full-time you'd been part-time in the before that and most of what you've been doing before was real estate was it would be investing flipping that correct no yeah so in 2016 I was doing that part-time I you know what helped folks here they're like somebody knew I was doing it or I got like a office lead-in or something like that and I would do it but most of the stuff was just investment stuff if I found the deal offline that I didn't want to buy then I would sell it to you know sell it to someone or something like that but sporadic before that okay last year's full-time cuz I knew I wasn't gonna do I wasn't gonna take over my dad's business and I had to find something something to you know provide for my family so would you consider real estate to be a fallback it was kind of like I didn't know what else to do so I fell back on a little sailing this was like something I've been wanting to do and thinking about so it was kind of like this was it's no it was it was strategic cuz I I whenever I separated out of the military they do these tap classes that you take and they basically get you ready to transition into civilian life so in that time period I read Rich Dad Poor Dad and some other folks we're talking about your financial IQ and then I always was intrigued by passive income so I was committed to real estate I just did know how I was gonna do it so I knew I wanted to be in real estate I know I wanted to own real estate and then so you know just kind of walked down the path this wasn't what I chose but it was you know that real estate was in the distance so it just I guess naturally just kind of kind of went that way so and then you know I was doing that when I was with my dad part time and then once I decided you know once we found out that that wasn't gonna work out obviously the real estate was the the best thing for me to do because that's what I want to do you know full-time and it's just multiple streams and they're all in the same industry so progression for you to go from not only mow estate investing but not add on real estate selling full-time exactly because my my ultimate goal yeah I mean really in the end I prefer to be an investor but you know I've got to pay pay the bills and you know stack cash and do that sort of thing so being a realtor is just the means to get to where where I'd like to go which is good which is great because you have clarity right you're you know this is what I want to do ultimately is I want to be an investor mm-hmm and so let me let's let's start normally would start we started kind of how you started no I want to kind of jump to the end of story now okay what what's your goal what is the big like five years from now ten years from now you know real estate agents a lot of those - every real estate agent has some idea of what they see happening down the road so how do you see you real estate happening in five years ten years is this like wanna build and make a team is what did you build on a brokerage do you want to just do investing do you want to do selling till you die what is this what's your vision of your perfect life down the road yeah so my end goal so that the nearest goal is to own 25 rental properties so 25 doors because that's gonna replace my active income so to say so that is the immediate goal is to choir as many properties as I can as quickly as I can to get to that number and then I want to move on to multifamily its kind of its kind of changed I'm talking to some folks I don't know if I want to do mobile home park or apartments or what I want to do but I want to move into multifamily and then just I like being a landlord so I like providing people with housing I like providing people great places to live I just I hear so many stories about folks here who their landlords don't take it you yeah some folks wish you just froze for a second so they kind of lost you for just a second so you said I like taking care of people and then you cut out so go back and yeah so I said I like taking care of people just you know the product that we have remodeling homes and then putting them into those homes they just they just love it and just being able to take care of them you know I've got a couple of tenants who are possibly gonna even buy some of the properties that that I own so I just you know just like taking care of people I love being I like being a landlord so the goal is to just continue to find deals continue to add to the inventory and that's just you know and then possibly fund other endeavors through you know those assets you know using those assets to do that so short term that's the goal okay cool so of course in the inner circle and we talk about financial freedom and I take it financial freedom is you said 25 doors and that replaces your income the active income yeah right now active income to passive income as the thing so it's financial freedom would you consider that to be a goal for you financial freedom is the number one priority so yeah I want to I want to be able to if I choose to not have to essentially go to work again and I'd rather just stay at home and and have fun with my boys and my little girl and my wife this is so cool because you're you're you're young you got a family you're you're you've got a wife and you have three children right how old are your kids five three and one okay so you have a handful that's right and so I want to I want to come back to that because I want to talk about how do you build a successful real estate business as you've done she's doing a lot of deals and at the same time have a family be able to be a husband and a father and a real estate agent so I want to come back to that in a second but I want to stay on this long-term business plan for you so your ultimate goals become financially free mm-hmm and how soon how fast do you think you can make that happen 20:23 I believe for this twenty twenty three or twenty 24 I have to look to make sure what the years it's Twenty twenty three I believe okay so about five years out December 31 2023 okay so five you're basically five years out and to do that you said you want 25 rental units mm-hmm between now and then and that right will get you but that will replace your current income correct and I'm at eight eight right now so so you own eight properties right now eight properties right now yeah wow so how long is it taking you to do that oh it's taken me three years to own those eight which because of some other strategies I'm using working with my banker that should I'm really excited about what the future holds so it's it's it's gonna just it's kind of snowballing its snowball effect you know gonna be getting some lines of credit here pretty soon so it's it's it's pretty exciting is this your kind of living this path there's so many real estate agents they want to live this path and that is that they want to sell real estate to make money but they ultimately want to be able to not have to sell real estate and have passive income so you're at eight properties right now and my biggest thing kind of how I came to this conclusion just to give you a little bit of insight is when I got out of the military the thing I said I looked at as I was like how do I make more money and always in my head it was like in order to make more money I've got to work more hours yeah so I never liked that idea because I was like if I got to work more hours then how do I up my hourly rate and then you know Rich Dad Poor Dad came in and then I listened to another podcast the guy's name is Pat Flynn it was the smart passive income blog and just you know I love to learn so like I'll look at one thing and then it'll be a rabbit trail into another and another and another so the passive income is just makes total sense to me I like to I just like to have my money work for me as opposed to me working as much for my money now look so this is a big these are big AHA and big strata strategic approaches to building your future the way you want it to go Nicky where you said used to it was dollars for hours it was like how can make I to you making more money than working more hours and then admit making more money per hour how can I do all that and then there was a major shift of the passive income and that is how do I make money work for me instead of me working for my and then there was another piece which is the cash on cash return you know what I mean like real estate is really the only place where the common individual can still get in the game and make you know a lots of amounts of money which the biggest ones I think are like energy oil you know and then real estate which I'm in the inner oil industry you've got to have buku bucks to get into oil you know so it is it is huge risk and it's huge return but yes that is correct it is big risk so real estate you see you get eight properties right now are you making money on its every property cash on cash return is every property making you money right now every month all of them except for one cuz I'm rehabbing the last one I just built right there just bought recently which will be finished at the end of this month we'll get a tenant in there and then yes all of them ok so just that one property you're still rehabbing it right now not occupied so it's not making you money yet but once you get it finished in a month ripped it out it will make you cash positive cash flow correct okay so the goal is always the goal is always cash flow so we we I invest a little bit for appreciation that's just like the cherry on top but cash flow is king and for those of you that are not in the real estate investing is kind of the thing that you always wanted to do but don't know what's going on positive cash flow is how you win the game of it all state investing because if you're making money everything then what cash the positive cash flow means every month I am making more money on that property than I'm spending and that includes for everything for property taxes debt debt service paying for that property all of your management fees everything all the money going out that the the rent of the tenant is paying you leave you profit at the end of the month every month positive positive cash flow so you already have eight properties in the last three years all eight of them will be positive cash flow within the next 30 45 days once you get there we're entering obviously you know you're not buying anything that's losing you money every month never every deal every deal I do is like a no-brainer I took it to anybody they would they put their money in the deal in a heartbeat needed to cash out you can cash out and sell it all because every property makes you money every month right I only have to have three and a half really four properties because they're all leveraged with a loan but four properties have to be leased in order to pay for you know the note yeah yeah okay awesome and then once you start getting some properties under your belt and start making some money now bankers want to give you money that's right so we'll leverage will leverage the properties we'll get a line of credit we'll use that line of credit to purchase the other properties and then once you purchase that property you just refinance it with the same lender and then you take it you recycle the cash again yeah yeah and you come with a lot of banks there comes a limit where that you have like ten or twelve properties and they were like okay that's about as far as mobile leverage with one type of property with some banks I don't I mean are you with a local bank or a big break we're well I'm with a local bank it's portfolio so they're they don't care as long as the numbers work for good to go my eyes are making money good because I got another house I have a cousin that does the same thing that you're doing and when he reached ten properties even though he was making money on every single property that make said no with you you're gonna have to go in and then well they were actually doing no money down financing breath it was nice to do that yeah yeah financing so they said yeah you're gonna have to try giving us 30% down it's he's doing more he's doing mortgages probably though ours or their commercial kind of somewhat commercial loans so the the interest rates are a little higher but there's a little more leniency yeah yeah so that there's different local banks have a lot more flexibility and they know the property to actually know what they're buying because they think that town so a lot of advantages on building a relationship with a local bank and there's so many great things I could ask you about here so I gotta ask for this why would you tell somebody who says well how do I build a relationship with a local bank I would say probably the initial thing I would do is learn how to find a deal and then you can you can get the money because any any I found out what the parameters were for my lender to basically lend on any property that I bring to them so I know it's got to be at least 75 percent of whatever the home is gonna be worth and you know all in remodel and all that as long as I can come in at at least 75 percent he's probably not gonna ask any questions so okay so to put that in just kind of round numbers if you have a property that is fair market value as a hundred thousand dollars they will loan you up to 75 thousand it's correct okay so whether you paid a hundred thousand for it or not or you may have bought it for sixty thousand put fifteen thousand and rehabbing and you've got seventy five thousand in it it's worth the appraisal or comps would show it easily worth a hundred thousand they'll loan you seventy five thousand based on its actual value not based on how much you money you've actually got in it that's right so if you can get it for seventy five percent seventy five cents on the dollar in terms of the actual money out of your pocket you can literally get 107 corrects your with your better crepin they're cracking down a little bit on that now but it's you can work the numbers to where you can work it out and again this is you know this was each individual Bank each lender has their own write their own rules their own their own limits and so forth have you used any hard money somewhat so I'm working on that now I've got enough private it's actually private so the terms are a little bit better in my favor so yes the one I'm remodeling right now it's a private lender I have to cash them out in six months so that's why I'm trying to get it done and I'm refinancing it with my bank and then they'll get their cash back they got 8% on their money they'll get their money back and hopefully they'll be ready for the next one right so it's gonna get the interest rates going to be higher but they they can they can correct if they're doing a higher-risk loan so they charge more but it's a lot easier to get the money for you to be able to do the rehab repair funds and everything awesome so we may come back a little bit later to more on the investment but on top I want to get back Nets your your real estate sales side because the financial freedom is down the road but you're doing that track right now while you're also selling real estate full-time correct okay so let's now switch gears from the real estate investing side to the real estate sales side your first year last year first time first year full-time actually saw in houses tell her I'm glad she has amazing years to tell us about that what you do yeah so the first yeah last year we did I did 37 transactions and then I think it was nine I think it's 9.5 million to right around two hundred forty five thousand and GCI and then I was the top listing agent for four Weikart in my region last year I think was 18 listings taken and sold and I can't remember what the GCI is for the listings but yeah that's about it 37 9.5 million it's good so yeah so 37 total deals last year 37 transactions in that's your rookie year 37 deals and nearly a quarter of a million dollars in income correct gross commissions yeah that's good where people don't like you know how much can you expect to make your first year so here's a disclaimer for all of you that are if you're watching this you're a new agent or even maybe not even an agent yet thinking about it this isn't average this is not even this is 10x or more the average real estate agent their first year probably 20x the average agent their first year because the average agent their first 12 months quits I don't think you're in danger of quitting now here's the big question how'd you do that how do you actually build a business from scratch going full I'm in January and literally making nearly a quarter million dollars and one yeah so the thing I'll say is I mean I just I mean part of the my success goes to you you know what I mean I came to your seminar and I went and and you had a plan for what you need to do so basically that's what I would say is that whenever I figured out I wasn't gonna be working with my dad and I was gonna have to support my family full-time basically I said I need a plan that I know is gonna work that I can put into place where I can at least have some results that I can expect to see a return on and so I remember talking to Andrea my wife and I was saying when I get you know when I quit my job or when I when I'm done working you know not in real estate I was like I don't know what I'm gonna do for the whole day and now we sit back and we kind of laugh cuz she C reminded me that a she's like do you remember when you said you didn't know what you were gonna do like the whole day that's like yeah I do so the thing that really got me is you said a couple of statements on that first seminar I went to one of them was you said if you do what I tell you exactly what I tell you in two years you won't be able to recognize your life I think that's one thing you said the other thing you said is if you do exactly what I tell you to do you roleplay people won't be able to say no to you and then the other one was is that you said I can help you sell every listing that you take so whenever I heard those three things those were kind of three things that I hung on to and I and I believed you so you know you did a good job of presenting that and I believed you and coming to the event you know in the guy that you are I just said you're my coach and so basically the plan that you have the stuffs that you have in the program that's essentially what I do every day that's it you know and then I build and oh there is one other thing is the relationships so you always say concentrate on the relationship rather than the transaction and so my life and for what I believe I think relationships are everything so that was one of the other things that really resonated with me is that relationships you know I think that's the key to the key to everything so that's just basically it you had a plan and I work your plan and I you know I the standard is the plan I don't maybe not do it every day but that's the standard that's what I work to and that's the reason why I've been able to you know have the success that I've had awesome okay so the first you said that first what was the first event you came to in 20 2017 the vortex February right no no it was in August it was in August yeah so I got into I got into mastery coaching yeah and then before I said I was going to basically give you any more money I said I'm gonna come to an event cuz I got to see who you are I mean it's good to see you on TV and on video and all that and then I went and I did the vortex and then I did a hundred day challenge I signed up for the under day challenge and then that kind of boosted me into my first year okay awesome so all that happened last year came to an event three days training camp and then you saw you'd signed up for coaching before that right all right this is 2016 so August 2016 oh okay so this was before you're even full-time and role is correct correct when you were saying that I'm like I don't know how the numbers are working that the time frame yeah 2016 and then mastery coaching of the challenge I signed up for mastery coaching like in May I think mayor jean or something then I came to the vortex in August or September of 2016 took the hundred day challenge in December of 26 or you know right in there right and then my first year officially started in January 26 you were still doing the other stuff and then full-time in January okay god right yeah yeah so so then last year you came to WLAN shaping our training camp I've never been to double your listing powder you know yeah yeah cuz my own yeah and a couple of sicknesses you know that have stopped me the last two you got three with three little kids or one was being born around the middle that I remember that was that's happening as well okay and you join the inner circle last year here and so forth so but I thought there's four things that you said really struck home with me one is the belief that if I follow the game plan follow a great coach that in two years I won't be able to recognize my life now we're a year from that you're over a year later already I already can't I already can't believe it because well I'll tell you now select now I've got you know 24 closed / pending right now right and nominating the first quarter of the year right we're shooting this video we just closed the first court of the year and you're already at 24 deals yeah and I'll make like half of I mean my TC I will be half of what I made three years ago so it's just crazy all right how long is it gonna take you to pass just last year 245 GC I take you this year to pass that well on this rate it should be at six months right a little before six months so you're on you're literally on track to double your business from last year correct so just guys just think about this how many people in Midland Texas how many people in middle of Texas have incomes of over half a million dollars a year um yeah I don't know but yeah that's what's crazy to me is what's create and this is like for just real estate in general what's possible isn't you know the idea that I grew up with my parents are both schoolteachers educators and so for me it was go to school get a good education and then go get a job so we spent four years going to college what you did to many warriors college you did military and all that nothing against college or any of that but what's crazy is that kid that we go to college for four years and then go ahead and get a job that makes us fifty to sixty thousand dollars a year and hear you as a come in as to real estate and first full time year you got a little background in it so we'll give you a little you know so we had a head start on it but literally your first year full-time quarter of a million dollars on there's no what are you going to do coming out of college what jobs are out there that the kid that somebody can come out and make that kind of money and the answer is there's not anything there's not my my goal was always a hundred thousand like that was like that the big thing everybody you want to get to a hundred a hundred thousand and yeah and I like about it there's no there's literally no cap to what you can do there's no no ceiling you guys just bought an in-house we did yeah was on a brand new house yeah so number one you said knowing that if I do the right stuff in two years I won't recognize my life that's happened number two you said that you heard me say if you take the coaching if you do what I teach you to do you master it people will not have the ability to tell you know which is one of the promises that I make so but I thought for free right you know just it's not like you sign it for my coat cup course or my coaching and all of a sudden that happens what made that happen in other words what did you have to become master and do to get to a point where you feel like and where are you in this process do you feel like are you at a point where you literally feel like people can't tell me not to a certain extent yeah it's a certain extent I do feel like that I'm not there's other factors in there they get involved you know because we are people so but I feel like I already know what people are gonna say I already know what I'm supposed to say but the question is is how do i how do I make the personal connection with the other individual that's that's probably the real the real key to it so the way I think about it is like if I was gonna go to Florida I'm gonna put it into the GPS and I know exactly the route that I'm gonna take so what you know the scripts the follow-up you know all of that is that's the route to get to the destination I want to go to so if it's a for sale by owner I already know what I'm gonna ask them I usually already know what the objections are gonna be without you know their own personal you know whatever their personal things are and they're so I mean it's literally you just you just know what's gonna happen it's just you already you just already know and it's role play so how you get there is is it's role playing you know obviously everyday you gotta know what to say when to say how to say it and then you know role playing training all of that so just training I think of it as just training every day and putting in the work every day is what I would say and I totally totally agree with that and your background was you've got background both in athletics and military so let's kind of dive into that because I think a lot of that one things that I have noticed in agents that I work with that tend to have the kind of success that you have it's very not unusual for them to have had a background in competitive athletics so tell us about your background playing football tell us a little bit about that and how much how that you think impacted your the way you take coaching and the way you implement this the the mindset work ethic and so forth from football and how you brought that into real estate yeah so I mean basically it's you know you have a game plan when you're preparing football you play a different team each week you know so every week on Monday or Sunday you come in with a game plan it's gonna tell you exactly what plays you're gonna run what defense the other team runs I played on offense so everything from offensive perspective but you know what defense they're gonna run you know what their personnel is you know what all that is and then you run the plays all week you run them every week you run the same plays every day I'm in the same place every day every day every day every day against the same defenses every day every day every day every day so basically you just drill and you do the same plays every day and if you don't get it right you come back you make your adjustments and you do it again you know what I mean you just do it every day there's I mean there's no magic bullet there's no it's actually pretty boring if you think about it you know what I mean I mean I just you just do it every day it's just a grind but you just you know that's what you have to do in order to be where you want to be at the end of the at the end of the season so it's the same thing with you know scripts role-playing scripts every day every day every day and then callin on you know the game is calling on your for sale by owner expired or your personal circle whichever one and the thing that I think is interesting it's really more mindset than anything so the thing that always used to bother me in football is we would practice a defense and we knew that a team was gonna come out in a certain defense and you know you know what who their coaches are so you look at their history and what if they ran at other at the other schools that they coached it and then when you come out the defense is totally different than what you practiced you know what I mean so it's like you expect one thing and then what you see is totally different but there's literally nothing you can do you just run the play and do you just fall back on your training you might have had that defense a couple of weeks ago so what you did a couple of weeks ago will apply to this week so you just run through it you come off you get on the sidelines the game plan it and you you know if you play the rest of the game so so you're you're when you play football the game of winning championships the game of the season was the real get the real work was it was everything was preparation everything was prepara it was preparation training drilling studying the competition what are they gonna do it's almost like you're all playing every single day getting ready for the game on Saturday or whatever I guess college Saturdays normally no Saturday's show all week you're preparing for the game that's the work the work is all week and then Saturday the big game is just kinda like yeah if you go out and you do the t'what what you've been training and preparing for it in mind a muscle memory everything is just like you're ready yeah and the crazy thing about it is football game is 60 minutes and if you think about that you only if you're on offense even if you just say you play half the game that's 30 minutes you literally don't even play 30 minutes so let's just say you play 15 minutes the whole time so you put in all that work for a very minimal amount of time that you're going to play on a Saturday how many plays I think ours was about 60 and I think they say an average play lasts anywhere from 6 to 8 seconds or something like that so I don't know second six or seven second plays mm-hmm that's it that's right it's crazy you know and for me so I was a little I I was a little immature whenever I played football I didn't really like practice that much you know whenever I played and when I went through college but you just did it but as I look back those are like the things that I look back on that I've learned and one of the biggest I guess you can call it aha moment as I read relentless and then I kind of started studying Michael Jordan and I just you know when you read about his story he was cut in high school and it's like he is the best basketball player or some people argue I think he's the best he was but he's the best basketball player to ever play and yet he was cut in high school so it's like it's not Talent it's not you know what I mean it's a matter of sheer desire and putting in the work to do that because if he was the best starting out he would have never been cut on his high school team and it took me I probably was about five years ago when I thought about that and I was just like wow Michael Jordan got cut he did something in that time which if you listen to his Hall of Fame speech he talks about the guy that got picked over him over in high school and it lit a fire under you know so it's like that just said so much to me whenever I heard that story is that it's not about you know sheer talent it's not about something being given to you it's literally how much work you know are you willing to put in the work are you do you have that desire to overcome you know when you do will you do anything to get done what you want to get done you know so the book the book your first book relentless my Tim Grover who is actually one of Michael Jordan's coaches right one of his trainers and where he talks about how Michael Jordan was a one of a kind in how relentless he was in the preparation that his relentlessness showed up on the training on the practice court not in in it to the game it just spilled over into the game but where it really showed up was on the practice and training court and so and I'll just say this because as somebody who's been working with you and coaching you now for a year and a half nearly you are one of the guys that I work with one of the coaching members Abbott is one of the most coachable that I've ever had you take the coaching you take the training and implement learn it and you implement and you're even you're like your real estate investing stuff I want to kind of come back to that if we have time because there's so much we could talk about that you've gone you went to another seminar a few months ago to learn how to flip houses and you came back and implemented that and like how many deals have you gotten since that time just from that strategy for but there double-ended so it's one of them fell through so it's six so you had before basically four properties you double in it all of them when I was falling for it but you've brought three of them to closing mm-hm so and that just been the last what three months three months for some January bandage in a deal a month two deals a month to your business to your double ending these properties with one strategy that you add it on to what you were already doing that's right no and that is what I love is that you don't learn theory and go like man that's awesome you come back and actually put it to practice and do it yeah and I guess I mean that only makes sense right that's his I mean whenever I was uh because I had also had the opportunity to play and then it fell so like I had a buddy of mine he was training me in and it always shocks me that he would put a probe he'll put up on the board what we're gonna do the workout is and I'm like I don't even want to know what it is just write it up there and then we'll do it you know what I mean but everybody's asking questions about you know should I do this or should I do that it's like no he he's the coach he wrote it on the porch just do exactly what he told you to do and if I don't get the results I want I'll either quit coaching I'll either you know quit giving you my money or I'll talk to you and we'll try to change it you know what I mean but at least do exactly what you told me to do if you've got the results to to show that that's gonna get the results I want that is crazy what you just said because you didn't come in and negotiate with me going like well I'll do that but I don't like that I don't want to do this you just did everything yeah and and I guess the mindset thing is probably the most powerful thing thing that I've come to realize is it if I don't like doing it then I probably should do it you know what I mean so just like for sale by owners and expires it's the fact that nobody likes to get on the phone so I want to get good on the phone because that just makes you that much more valuable you know what other people aren't doing is what you should be doing because that adds to your value you know you're one of the things that I've heard you say is there's no we talked about this but you put no competition yeah there is no competition that's right use be calm you are the competition that's right I was asked because I was asking him I was posted on our in our inner circle group I said we're getting ready to make some be reminder bands that we put and I said what should we put on the reminder band and you you posted hashtag no competition that there is no competition you are the competition and I love that strategy now next thing that you've said about the third key to your success was that you that I taught you how to sell every listing yeah so tell us about that did is that do you sell every listing is that what you do is talk is that tell us about that no so we know how to explain this you sell every listing it's just the scripts and you know it's just methodical and as you go through it you know everything just makes sense you know so as you as you talk to the seller you figure out what they want and if what they want is to get their own sold then this is this is how we do it and I'm a I'm an honest and upfront guy so the thing is I've tried I tried a few other trainings where you try to help it for sale by owner or sell their house on their own and you do some other stuff and it just it's just a lot of waste of time and nobody wants their time wasted you know so you know you just everybody knows I mean I can tell you what a house is gonna sell for almost exactly to the T if it's a residential home and there's comps you already know what it's gonna sell for so you know that's that's the thing so if I know what it's gonna sell for I'm not gonna just list your house because you wanna you think you want to get something it just that doesn't work you know so you know what its gonna tell for I help them come to that realization we talk about it if they're realistic they're gonna agree with me and they're gonna they're gonna basically you know list at the correct price if they're not realistic or they're not motivated to sell then you know we'll just always tell them we'll part as friends and there's no hard feelings yeah and so you sell every listing you take which is awesome so do you to do that to make that happen to actually get every listing sold how do you do that I mean you like you see you sell it below market how do you make sure every house sells you pull you pull the cops you know if you see what is to be listed it and then you know there's a few strategies of pricing you know pricing it right is as exactly to do with it and then making sure it shows you know shows and pictures and and all that but may not know I don't know I'm asking a guy that has been in my coaching basically from day one and you really were never taught any other way to do it and I just always said here's what you're gonna do you know sell every listing because you're gonna lead the seller to the right decision the price are right to make it easy to show to make it show great you do everything right and it will sell for top dollar fast every single time and I told you that and unlike a lot of real estate agents that I trained and especially those who just like watch youtube videos or maybe come to one event or whatever is you didn't you believed me and you're like okay here's what I got to do he said do this this and this and you actually did it and now when I ask you how'd you do that you're laughing cuz you that's just the way you do it is so it works I don't know any other one when it when you do something right it just delivers the results when it when you do something wrong when you don't get the results because you're doing something wrong and it's so normal in our industry that people do that agents are don't sell every listing and they're not they're even taught you're not gonna sell it realistic and so they don't and when they when they hear somebody talking about no I sell every single this thing I take they're gonna like where you don't you're right I don't believe it's so it's so rare and yet the what I believe is a u.s. roster is you're a master not only getting them to say yes to you but you're a master at delivering results and you prove it it even as a rookie that you can come in you can take a lot of listings get a lot of sales do a lot of deals make it quarter of a million but nearly a quarter of a million dollars as a rookie and not be wasting your time on properties that I know it's it's just powerful and so I love the fact that to you it's not even thinkable yes idea why would I not sound realistic as to what you do yeah I think that I think the key is your standard right so what it whatever what is your standard and then you know whatever is the line that you're gonna hold on your standard so if the standard is selling every every house or the standard is you know not doing what the seller it's just it's just whenever I took my test it's a fiduciary responsibility I've got to do what's in the best interest of the client and like you say listen your I just believe that list in your house hi we'll get you the worst result you can and so when when we talk about it they I mean most people don't understand it because I think selling I guess it has changed a little bit selling real estate because now everybody knows what everything is priced at and cost and all that and in the past you didn't really know and so you know I just tell him I say if you list your house hi what are you saying and they're like well I don't know I'm like you're already saying your house is overpriced like you're willing to come down why would you be willing to come down if it was priced right you wouldn't you know and they're just like yeah I mean that makes sense you know so just it only it only makes sense you know the truth and you are willing to stand by the truth for their benefit not for your benefits for them right and it's both it's both benefit I mean if I help then I just know in the end if I help them it's gonna help me the more people I help the more money I make you know what I mean so even if I put people's interests above mine I make I end up making they end up making more you know that's what a fiduciary that's what she is so I mean look all right so then that leads to the fourth thing that you said the fourth key is that focus on the relationship over the transaction photography in the first event you came to is called the real estate vortex which is where we focus on leveraging relationships and systems to build a massive business so talk to us about that how that works for you this idea of focusing on the relationship over the deal over the transaction yeah so just by nature that's who I am I just love relationships I love hearing people's stories I love you know just hearing how they got to where they are what they're doing right now what they're gonna be doing in the future that sort of thing and you know is always a popular guy in high school in college I've got a lot of friends and all that so relationships is just key to me I think that's that's all you've really got in the end you know what I mean so whenever you said that it just resonated with me and that's just kind of how I'm gonna top built my business now is in the beginning it was a little tougher because nobody knew I was doing real estate and so and then and then they knew I was doing it but I guess you kind of wonder if you can actually help you get the results you're looking for you know so now that I'm helping people get the results that they want and we're getting really good results everybody's just kind of talking now so it's really just kind of kind of blown up so that's you know that's the key is that you never know I mean my best friend he's helped me with every real estate relationship that I've that I have gotten and we have not directly done a deal you know what I mean like I haven't helped him buy a house or helped him sell a house but through him I've got multiple transactions and I've met people with other relationships that have helped me with my investing business and everything else so through that relationship he has helped me probably more than anyone else you know on that scale and he's hasn't even done it an actual deal with me he's referred deals to me and so just to give you a little example like when I was doing my investing thing I had another coach in he's a PT and he was actually working on the other coach's wife and she had an injury and he's like and they were talking and he goes you know what that sounds kind of like what my buddy's talking about doing and I said you get his number let's go to lunch with him and so we went to lunch with him and then we started doing some stuff and then we did a couple of deals together and you know just you know just kind of worked out through that so relationships are the keys to getting whatever you want you know I love that so you know one of the questions I'm sure is burning it a lot of people are watching this their mind is where did your business come from how did you get me 37 deals last year all-in last year 24 deals here to date this year how are you getting the best how do you where's your business come from yeah so in the in the beginning I just did everything I did for sale by owners I did you know I called for sale by owners I called expired I mailed for sale by owners I've mailed expireds I mailed foreclosures I mailed out-of-state owners landlords I got office leads all that so I did everything in the beginning now everything mostly comes from personal circle and then a lot of investment investment channels probates and you know foreclosures and that sort of deal yeah so you've really dal what's working for you yeah yeah and so I just did like I said I just I will literally do anything figure out if it works or not everything works and then it's a matter of what is the best use of your time you know what I mean so I've done a couple of Zillow things as well but as I look back the number one focus for me should be my personal circle and the people I know and you know advertising marketing to them you know coming soon just stay on top of mine with the people that I know so but I know a lot of people and I'm from this home I'm from here and you know so that's kind of my my advantage I guess you could say awesome so you were if you were talking to another agent if you were talking to you you're happy when you're getting ready to go full-time and so forth okay this say you're you today are talking to the you from a year and a half ago right another end today you're talking to an agent who's brand new and one indeed started wanting to do it right what are the two or three things that you would say that you're like I wish somebody had told me this sooner or that I would say here are the keys to crushing it not only your rookie year not only getting started fast but being able to sustain it long what would be the two or three things the one thing I would say is knowing what to say when to say and how to say it so scripts for sure the second thing I would say is just calling everybody and talking to everybody so that that falls in with knowing what to say when to say how to say it so making sure every everybody loves to talk about real estate so for me I literally prospect everywhere I go because it's there it's I have to try not to talk about it it's just it's like everybody for some reason everybody wants to talk about it so figure out how to help people in their situation you know what I mean because there's there's something in there that you can use with your skill set you know what I mean so that's what I would say and then I would just say take every opportunity that comes with you cuz I would take rentals I mean I've got I had one rental guy he rented for two years and then he bought a $450,000 house you know what I mean so it's just and then he he's a manager so then he hired a guy and then that guy bought a four hundred four hundred thousand dollar house you know what I mean which four hundred thousand is his big bucks here in Midlands oh um so just take every opportunity you know what I mean and then help and I just say help as many folks as you can and then learn how to deliver the result that that you need you have to be good you know you've got to be good you got to know what to say and how to say it and then take advantage of every opportunity and then once you have too much for business or you know there's never a time you have too much but then you can start to kind of choose who you want to work with and how you how you want to do things you know what it means so in the beginning what I saw is I would have a deal and then if that one bill fell through like you're going nuts in your head so what I said is my problem is I don't have enough deals because if I've got five deals and one falls through I'm like okay if you obviously want to still do that deal but it's not as big of a deal you know when you've only got one or two because if you got two and one falls out you're a 50% you know if you got one and one falls out you're at zero so so I just wrote down you two for the four things you'd say for a new agent number one is mastering what to say how to say it scripts and skills and how to deliver that number two talk to everyone and this is an interesting perspective everyone loves to talk about real estate so that perspective you have mindset is really really powerful because a lot of agents are going like but I'm afraid if I talk to people and when I you know if I if I tell people I'm in real estate then they're gonna be annoyed or feel like I'm begging for business or whatever and your perspective is totally different it's like I'm not dogging people about real estate they want to talk about it so I just engage in the conversation they want to talk about and if there's an opportunity there where they actually want to buy or sell the conversation is going to naturally lead to that right and they know somebody they're gonna naturally it's going to naturally lead to that because you simply engage in the conversation net bring naturally of something they love to talk about which is real estate I that I think is really profound and then you said take advantage of every real estate opportunity whether it's big or small even the little rentals you did that because one rental deal turned into two hundred thousand a million dollars you know it was intense - so you're talking twenty-five thirty thousand dollars of commissions because you were not you know weren't too busy or too good to take a little deal that's the relationship instead of saying how big is this deal how much the deal gonna pay me you just focused on the relationship it's right relationship even though that one transaction wasn't very much led to it paid you over and over and over again that is huge and then you said master delivering results is learn how to get the results for your client I think that is really huge okay so one last thing I want to do that I wanted to ask you about was balancing or integrating being a full time real estate agent and an investor and a husband and a father with three little kids how do you manage all of that without neglecting one taking care of all that because everybody wants to know in real estate how do I make money and still have a life and not one of the things I love about you and your wife Andrea is that you guys still have a lot well I guess you just you I guess you just kind of start with what you actually want you know what I mean so that's one reason why I wanted to do real estate is because I know you have that ability to to do those things so I just schedule it and plan it out you know I know if I'm I just I mean I wake up at five o'clock I know if I want to if I want to train or if I want to have time for myself I've got to do it before everybody else wakes up so what that means is I have to get up at five and then you know from five to seven I can literally do whatever I want to do if I'm at home you know and then if I'm at home my kids are gonna wake up my wife's gonna wake up and they're gonna want my attention so that's that and then you know just during the work it's just a schedule you know what I mean I mean that's all it is is it's a it's a schedule so I planned it out if if I want to take my son to school then I just put it down from you know nine to ten I take him to school and then from you know ten to eleven then I prospect or whatever else it's literally just you just schedule it in whatever I want my life to look like I you schedule it in like that you know I mean I think it's probably hard in the beginning it's probably simple now because that's just what I do you know it's hard to think about in the beginning but it's literally what do you want and then how do you how do you get there you know like I know how many deals I have to do in order to you know make the end I want to make so I know how many calls I've got to make so if I got to make that many calls how long does it take me to make those calls does it take two hours does it take three hours if it takes two hours then from 8 to 10 I've got to make those calls if I want to take my son to school then I make the calls from 8 to 9 I take my son to school then I make the calls from 9 to 10 you know so you literally just everything is in which is crazy to me because I never thought about it that like this before but everything is literally mapped out in time you can map it out in in time you know what it means so that's the way to break it down but it is a priority for me to invest in my in my family you know what I mean so uh it's probably about I don't like not like training and stuff I got considered training part of business well it might be it's it's hard for me to say because like last night I'm just I love it so like last night I was watching youtube videos about investing in real estate so like even if I'm not even if I have time off like I'm I'm looking at how to find heels you know what I mean so literally I'm I guess you could say I'm always turned on just because I love it I like it you know what I mean so but if it's literally just working it's probably like 50 hours I would say 50 55 hours somewhere in there right but I just if I if I'm watching something it's about real estate if I'm watching something it's about negotiations because I love negotiations I love talking to people I love learning how to help people and you know help them figure out because it all starts in the mind how do I help someone realize something so I don't watch TV to just watch it anymore I don't watch movies anymore so I'm always looking for something to help I see it as helping people that is awesome so I mean there's so many more things I can do like we talked about but we've done an hour and I just wanted to respect your time but also let you know this has been like gold this conversation because this is going to help so many people so thank you so much for coming on and being part of this you mentioned the real estate vortex was your first training camp that training camp was actually coming up here so we're going to post for all you guys will post in the in the link we'll post a link to the real estate vortex training camp real estate vortex comm for you to find out information about coming to that how critical would that be to helping somebody really it's it's everything you know I mean I just talked to somebody the other day they're like man I'm gonna do we're talking about you actually talking about joining the inner circle they're like yeah whenever I get to the certain point is when I want to join the inner circle and I'm like you don't need to get to a certain point before you do it like the reason why you're not at that point is because you're not in the inner circle you know what I mean like you you're not gonna get where you want to go based off where you are right now because you don't know you don't know how to get there you don't know what's coming you don't know so you've got to you've got to do it you've got to do it now you can't afford not to do it that's yeah that's awesome and then and the inner guys the inner circle is our high as the highest level mastermind so it is for agents that are making the kind of money and doing the kind of business that Jacobi is doing and nobody can you can't just sign up for the inner circle you have to be performing at a certain level you have to have been through my training already because when you come into the inner circle we want to make sure that you belong it's family and yet like Jacobi Wiest the agents that come into that or agents that are adding six figures or their income every year there's you know qualifications to get in and the the kind of contribution and this is I love about you Jacobi is that he comes on to these training calls our inner circle calls and he just like all the other inner circle members takes all the stuff that he's learning and we have we put him on the hot seat and he shares okay this is what I'm doing that got me those extra six deals in the first two months because he actually knows who actually happened like in the first two or three months a couple of months of the year and he's like here's how I did that so we're not he's not bringing theory to the table he's bringing this is what I learned this is what I did this is what happened and here's how we do it and that kind of stuff and he's doing that with other inner circle members and that's just the kind of stuff that happens when you put yourself around great people when you put yourself into it really where you have coaching but also where you have other top performers and in a mastermind like we have in the inner circle is absolutely a game changer and it is you know great to have you and in that inner circle it's just just phenomenal so again thank you Jacobi for coming on and sharing with us this has been awesome and guys thank you for joining us for this interview with the best as you can see why we call it the interview with the bestest here's a guy who's who's who is one of the best in his is probably the best in his market and he's becoming one of the best in the world at what he does and guys every single one of you that is possible for you just take what you'll be taught you hear and say I'm gonna learn I'm gonna do this I'm gonna implement this even if it doesn't make sense you're gonna do it and you will win and you will always be able to expect yes that's how it works thanks Kevin as an honor amen hang on don't leave me

Channel: Kevin Ward | YesMasters - Real Estate Agent Coaching and Success Training

Views: 8,939

Rating: 4.835391 out of 5

Keywords: Kevin Ward, yesmasters.com, real estate agent training, hero, coaching, real estate scripts, prospecting, real estate mentor, real estate leads, lead generation, real estate presentations, objection handling, overcoming objections, how to get listings, youtube real estate, real estate marketing plan, stop the bs, dinwitwin, real estate agent career, make money in real estate

Id: h5jgUNt_gS8

Length: 61min 40sec (3700 seconds)

Published: Tue Jan 15 2019