The Proven Blueprint to Leading a Successful Business | Podcast EP. 21

hey welcome back to the podcast this week I am exposing you to someone that has worked with me for multiple decades meaning I've coached him and as we both say he has coached me the same arguably one of the most influential people in the entire real estate industry agent manager owner sold to companies became an executive and today finds himself as the CEO of Home Services of America which includes all the Berkshire Hathaway Hathaway Network as well as real living so I'm really looking forward to listening to this if you're an owner manager entrepreneur if you're in the mortgage business insurance business if you're the kind of person that is really committed to getting a framework to create a repeatable and scalable business you are gonna love this podcast with Gina bluff Ari so here's the thing entrepreneurs leaders salespeople we all want to create consistent repeatable and scalable ways to grow our business and our income and we want to do it better faster and more seamlessly why so we can actually enjoy our lives take vacations and spend a quality time that we want with the people that we love how do we do all this without spending a fortune or running ourselves ragged that's the big question and this show is dedicated to the answer all right so so hey for all my friends who are out there watching live on social and all my friends that are listening in your car on a train maybe in the gym hopefully on the treadmill breaking a good sweat welcome back to the podcast you know I have been blessed to be on a lot of interviews and I've heard a lot of interviewers they they'll say like oh man today I've got this gal like she's insane right or the the man the myth the legend well today I'm actually really exposing you to a true legend someone that has dented the real estate universe not just as an agent but as a manager as an owner as an executive as one that started multiple companies sold two of them wonder illa G in one two Home Services and now the CEO of Home Services of America my longtime friend mr. genome affari Tom don't be here with you hey man welcome so today do you know we really want to we want to expose like Bill there's gonna be agents listening we got managers we got coaches we've got you know sales team leaders and and there's gonna be startups listening to this there's going to you know guys and gals that are working for corporate America that got exposed this by a friend I think every person that that is checking out our content and listening to our message you know they ring true sort of values the way you and I do we all want to get better and we've all heard before you know whether it was a coach or a friend or a mentor stop running places that don't work and start running plays that work today especially for all my friends that are watching now on social I'm Jen O to expose us to what he calls the West Coast office and I said office not offense but it is a series of 17 disciplines that he has taken from agent level to manager level to executive level to now you know arguably the most important position in all real estate controlling this you know enormous empire for warren buffett in the gang so so Gino Before we jump into all that will you take a minute and just give everybody a little backstory because I'm obviously talking about all these different things you've done but you know who is Gino before yeah okay be happy to do that time and actually I call it the West Coast offense for running a real school you know but but any case yeah you know my story is pretty much like almost every one of the stories of out there in real estate started out you know as you know I worked at a golf course and a developer bought I bought the golf course and I did pretty well for the developer so I was in charge of everything and then because in Silicon Valley the property sort of being worth so much money the instead of building homes around the golf course they decided to plow it under so that was kind of a defining moment for me because my reputation for hard work and results they gave me a job at all the sudden I'm in construction so I go from being like the the king of the golf course they have a pro shop manager the bar manager the restaurant manager the swim club manager the swim team coach they gave me a house on the middle of the golf course they gave me another little house that was a condo I had like I think I had like five rentals with my friends out there on the golf course so my streak gripping clubs doing all these great great sure came an abrupt end when they plowed it under and and gave me a job in construction so now time on the construction site it's hot as could be and I'm not really happy because it's like what happened Yeah right you and from being the man to one of many men exactly or maybe from being the man to the being the boy you know right yeah you know it went a little bit backwards there but had a defining moment I was out there one day hot as could be and I saw this BMW pull up and this real cool guy got out of the BMW and I was like wow what is that guy doing so I asked around about him and I found out that he actually was selling the model home so Tom it's the old story of a picture's worth a thousand words the one he portrayed of fun and success caused me immediately go out and get a real estate license so that's what happened that's how I got into this business now I got in the business right then and it was back when Tommy Hopkins yeah and your dad but mainly Tommy was the first guy and so I remember turning my TV off for a an entire year and I'm a huge sports nut when I turn it off I think I watched the Super Bowl that year but that was about it all I did was listen to Tommy Hopkins and watch his videos and do that and was totally ready as a sales guy but couldn't sell anything right just had no customers struggled for about six months then again had another defining moment where was at a meeting and found this one house it was perfect for a friend it's a much longer story than what we have time for right now but the bottom line was I got that sale and I said okay great now I'm gonna get out of the real estate business but I found out I had to close sell their house in order for them to buy that one you said you were gonna get out it was 1985 and what I said was they wanted to buy the house and I said okay 200,000 times 3% is $6,000 I'm on a 50/50 split I make $3,000 and get out of the real estate business that's not for me yeah the only problem was they had a little house in Sunnyvale that they needed to sell and so of course I after I got that little offer except that I went back to the office and I you know thinking you know one finger typing it up because it's either your dad writers or some of you it was better tight typing you're listing up and I put in the 6% night I think I I know I used the old line when they said is the Commission negotiable I said yeah it is but I can only go up right and me Andale they kind of I kind of pause they kind of paused right there and initialed the thing I'm like man this works I know hey I'm good yeah so bottom line was my self imaged change well a shake I held that house open yeah someone came in bought the house off the open house yeah and then I had three deals and so my self-image started to change yes and then that during that week I got another sale out on the weekend I had two more deals so I had six deals had no idea what I was doing yes okay ended up selling fifty-two houses more than anyone at Fox and Carr scat in that year yeah and so the rest was kind of history and then from there my little league baseball coach called me up he had a little company called contempo Realty I'm talking Bobby moles right now I'm talking Papa mo Papa mo Bobby moles I'm talking Bobby moles is Papa moles and Bobby moles both of them huge impact cuz they had a great confidence in me we're talking about moles former CEO of Rila G former CEO of realities franchises yes Bob Bob moles my one of my dearest friends since like he was in third I was in fourth and his brother was in fifth yeah and so we have this company contempo we grow it okay from about 65 or 85 agents to 650 agents and we sell it to real G Bob goes on to be the president of century 21 I stay honest as the president of there we're working daily together back then right then from there I had a five-year non-compete we merged that company into Coldwell Banker real G's about mergers and consolidations and things like that and I had a five-year non-compete well I got a promotion to a senior vice president at NRT and then my five-can nine-year five-year non-compete was up and the entrepreneurial juices yes just like everybody else started flowing right and you know this very well it's compelled to start another real estate company and I in 2002 the end of 2002 I found it in Carroll real estate services and as you know in 2003 it became a fastest organically-grown real estate company we did 1.64 billion in sales perspective for you on that in 2003 the out of 80,000 real estate companies 83 of them did a billion and we do one point six four billion our first year yeah our second year we do six and a half billion in sales on a on a regular you know we took I took a LAN finals I see agreement coal bankers I see em Agreement mixed them together and made ours it wasn't some fancy now hundred percent or pyramid or anything like that it was all one eight straight up old school relationship recruiting team building 101 exactly everyone that believed one agent at a time that believed in our vision which was guided by the principles of trust integrity trust and respect we empower people to achieve their dreams and then this value pyramid that we worked on together and then you remember that and so that was it and and that was great and then a little hiccup in two thousand seven and eight like we all did everyone remembers know everyone remembers that for me it was a very very tough time I had right-sized the company but it took me two years to figure it out to right-size it just like when I when I saw this beautiful place here I was thinking along those same lines of a downturn because if you don't recover fast enough but bottom line was here's how tight it got I know you know this story my parents have their house in Sunnyvale they owned free and clear December of 2008 called them into the office reef I'd their house to four hundred thousand dollars out of their house to make payroll in January in February right but I had already right size the company okay are you guys listening to this like for all my friends out there on social that you know they're like oh my god story of success story of success story of success one after another two thousand seven eight nine right I'm starting a route but it's just you know it's such it's such a moment for people to listen to because it doesn't end here obviously so so you refinance your parents house put it into making a waiting payroll now I was very confident that I had right size of the company we grew market share during that down yet but I'd right size the company and I said you know what it's time now to me make this West Coast offense and make everybody really do it because it's not kill or be killed at this and so I knew III was you know it wasn't as brave as it seems because there was not a doubt that we weren't gonna be able to do it you and I both know though you know you study you study the last hundred years of business most of the best companies that we admired today Apple Disney IBM Microsoft all started in a downturn right Facebook started in a downturn you Netflix started a downturn so them some many the most successful brands were you know back against the wall got to do whatever it takes so so that's interesting cuz I've known you forever and we've you know we've talked every week for as long as I can remember yeah I remember when you were 19 and you cold call me nice to you hey you were very nice to me you know you're still nice to me he's tough on me on Saturdays but it's all good you know so so you you right-sized the company yeah you basically create this West Coast offense for a real estate company what was the origin of the origin of that really comes back to the my good old San Francisco 49ers and and we're going live right here so it's June 4th and it's one year today that one of my very best friends that you know fact you got a football from me someone I got assigned Dwight Kyle football with the play from Joe Montana where he threw the ball and every option jumped yeah yeah you know it's actually a 11 feet it was one foot above the rim yeah when they calculated it out any case yeah so um I got it from Bill Walsh because Bill Walsh had a magic wand somehow and that's a whole nother story he could wave it over that quarterbacks Edie and all of a sudden quarterback played better than he ever had before yeah and I thought well jeez if you can do that to a quarterback I could probably do that to a manager and probably do that with an agent if you show him a system and bill had what you call the West Coast offense it was you know look at Tom forty years later in the NFL everybody runs bill Walsh's offense the rhythm passing game is the West Coast offense right so that was so that was there so that so so now we're you know we get past 2009 one of the few companies that actually made money in 2009 and with the system it kept doubling and doubling and doubling and doubling and doubling and then on 2014 I remember it's a September Detra who you know well my admin and I were driving in car2go see Brian crane this current CEO of in Terrell and I'd like to the managers got a quarterly bonus if they're they were hitting their profit number and I was gonna deliver it I always like to deliver in person so striata Brian get this call out of the blue and it's from Ron Peltier the executive chairman home services and Ron says you know um hey you know um Warren likes real estate and I really wasn't I didn't have my berkshire hathaway hat on so I'm like Warren and his Warren Buffett yeah it didn't connect right and he said yeah yeah he just bought a franchise Network and we're looking for a CEO we want to know if you want to do it we don't want you to answer me today I'll call you back in a week yeah okay week later he calls me back you know I really wasn't you know all that interested in doing it because I already had a job and and in Cairo we were doing really well who had made it through hell he made a new hell and fire and they're handing out bonuses yeah yeah I mean no and yeah doing really well right and I and then and he said you know and I says besides wouldn't be kind of strange I own an independent company and I'd be the CEO of a brand yeah you know and he says well if you make if you accept this position and we'll make that transition possible for you and by antara and then I had a pause yeah had a pause time and if I hadn't probably gone through the the two thousand seven and eight I don't think I would have even considered selling it because I wanted you know my old line was two-thirds of the world is covered by water and Terrell is gonna take the other third right now you know but it made sense you know we had had some taken on some partners at that time and it made sense so on what was it it was May 17 2014 I sold we my partners and I sold in Tarot to technically to Warren Buffett to Berkshire and Home Services of America yeah which is a Berkshire Hathaway affiliate and so I can't went from the Golf Course guy to the corner office but I did get a good sense of pride because of a being Warren Buffett and since then I've got to study him and learn from him and things like that but here's a guy no one for you know looking so carefully to every possible business he can before he buys it coming to the conclusion that not only did he want to buy my company but he wanted to have me as a CEO of the one brand that carried his name Berkshire Hathaway yeah right so that was that was kind of a prideful thing and then got into hsf affiliates we have two great they had two great brands and still do Berkshire Hathaway HomeServices and Real Living yeah okay we kind of grew that Network and then just into January 15th of this year I got a call actually got the call probably in November but it was announced on January 15th that Ron would like some more help at home services and would I be interested in being the CEO so right now my my role is I'm CEO of Home Services of America which I think you know did more transactions than anyone 349 thousand transactions yeah about ten thousand more than NRT they actually did a little bit higher volume but we did more transactions more sides yeah and I'm the chairman of hsf affiliates which makes me the chairman of Berkshire Hathaway HomeServices and the chairman of Real Living so I'm I think I'm in a perfect spot for my for my skill set and I and for what we have and and that so many people along the way have have helped me from from Tom Hopkins to your your dad Mike Ferry to you know the guys that helped both of us you know the the Brian Tracy's know Larry Kendall's in there Jim roans and the Tony Robbins and and then the tom ferry is on that list in fact I talked about that at R is media they're all the way going down and Bob Becker's on that list and then of course Ron Peltier who gave me the opportunity to do the the franchise group and now home services of America so it's a it's a journey along the way everybody's everybody's part of it nobody gets there by themselves but now the moral the story is for everybody watching yeah if I can do it you certainly can do it right you know and that's kind of like the little guy in the well of course could go into construction and then go on and turn out being arguably you know if not number one certainly two or three the most influential people in all of real estate today so let's everybody's gonna be fascinated by this Gino and Ed thank you for the back story it gives people flavor in context because especially talking about two thousand seven eight nine so many people look at you know women that are so successful guys like you that are so successful and they're like oh well they they don't have my problems you know they're not being they don't have people recruiting against my agents or you know my sales team for some of our team plus leaders you know he must have all of his salespeople must have always done exactly what he wanted in the deal fried to me like we're all dealing with the same crap name stuff right seems like but you've got a framework right a framework seventeen points that have really become the cornerstone of your success and just for context everybody this this West Coast office I loved called the offense off office offense right for real estate office there was a great honey you nor a team exactly a great study over a two-year period Gino basically took on a bunch of owners and said look we're gonna run this a small a small group of about seven okay and and not really even hold them accountable to run just exposing them yeah just exposing your accountability in there it makes a huge difference Pearson's law right which we're gonna talk about so imagine this from 2015 to 2017 if you talked to most owners and managers they're gonna say that the average company that year those two years we're basically flat on property yeah yeah I'm not talking about adding bodies and things like that I'm talking about pre-tax profit from the real estate business because what would you have yet an appreciating market Tom however you you had a lot of other people coming into the business so recruiting retention was tough but also there was pressure on that company dollar to during that during since 2015 that's all been story a hundred percent so in that in that two year window when the average company was basically flat on pre-tax profit this band of seven that Gino was basically exposing this to had a hundred and eighty percent increased documented pre-tax profit like a hundred and so if you're watching this right now if you're one of our coaches you're paying attention because you want to help the people that you're working with and your recognize a lot of the similarities if you're one of our teen plus leaders you're running a small office or you're running a team it's the same principles and for all of our management plus clients and everybody listening on the podcast whether you're listen you could be running a mortgage company you could be a tech startup or you can be a real estate person this all applies so Gino I'm gonna I'm gonna go through one at a time and just ask you to share your insights around each one of these and some of them are huge so so let's start first of all with your leadership philosophy as it always starts there yeah it always starts there and you know influenced by many many people over the years on that and Jim Rohn certainly to be one of them and it was essentially what we teach in leadership is don't join an easy crowd you know Tom you you've heard me say this so many times I was like laughing but don't join an easy crowd where the expectations are low or where they don't care and the reason why you don't do that is a problem with that is you won't grow so you need to grow where you're challenged to study to read to learn I looking at all those books that you had out there to develop the next scale because in the end of the day it's always the challenge that develops them the muscle the mental muscle the vocal muscle actual physical muscle to become better stronger wiser yes more unique so there's the philosophy there so now if you don't see the beginning part again because they don't you in an easy crowd you know the expectations are low or where they don't care that's it listen to the message yeah you know I want you to I mean if you're you know the best best best team player is you know humble hungry and smart and I don't mean academically smart I mean people smarter smart EQ not necessarily Patrick Lencioni 's booked on the team player those are three things right so yeah the philosophy is number is the first thing on my little list there so so a lot of your your philosophy and really comes down to also your routine right so you know like Gino and I talk every Saturday or Sunday morning we will tax each other first and say you know what's the best time and we talk about you know books we've read we talk about you know things that are happening in the world in business we talk about business we talk about each other's businesses which I'm a life to our kids but but that I know that I am just one of many routines that you have that create the CEO the man the human being that you are for so many so share a little bit about routine and your thoughts around routine everybody listening yeah you know what it just you know to that point before I even share that just on our Saturday a Saturday morning I'll have breakfast with a with a group of guys which is our book club a so it's at 6:00 a.m. I break Johnny Johnson's one of them the great done all pro you know defensive back for the Rams and and both his boys are there at Texas you know any case and then from there I'll actually now I'm back there's like three or four new managers at in terror I'll meet them at 7 o'clock yeah and we'll do 45 minutes of coaching I'll take them through this whole West Coast office for running real estate company and then I'm probably going to hit the gym and then you know you and I are kind of connecting on Saturday morning and also have one other person that I that I talk to that I that I that I coached that that date here so there's a routine almost on every day absolutely but if you if you love what you do and you work with the people that you respect the most which I have that opportunity to do yeah thron peltier and Greg Abel and Warren Buffett you know get do much better than that right it makes it pretty easy but yeah the routine my probably and you remember from 2012 and you got the old Timex I can remember walking in the hall max yeah the summit yeah it's legendary still to this day and I can remember walking in after being there from coming back from Hawaii and the Summer Olympics and I'm tell you hey I'm just gonna do Phelps's routine I'm not doing my routine you're like GP no you know you're going no you can use two of those slides in fact you already had buyer's remorse that morning of starting it's the first time you're starting off with an s10 Realtors and I can remember we all go in there and you're looking at some of the guys that we had in there and you're like worried and then I'm clicking through my slides and you're getting like GB what are you doing I'm gonna do this I'm really inspired by Michael Phelps right now my you know screw Michael Phelps I want you to talk about what you did yeah and because I had been doing that same routine as Tom knew since Jesus was a baby literally right my whole life was very easy to grab that yellow pad and stand up there and do it and it turned out okay right oh you kill it um you know if I think the key to victory in business sports life is creating a great routine and so you know the the first part of that routine is is you know you'll wake up in this in in the morning sometimes especially when you're new in any business or or a youngsters just starting out like okay what does it day gonna hold for me and and if you if you wake up with fear fear and scarcity you're you're you're you're at a huge disadvantage so part of what the routine does it has it has meditation exercise diet sleep you take your mouth take your meds Keystone habits that creates small wins okay that's all you're looking for there and so the first pieces is is to kind of like meditate and/or pray whatever you whatever you you like to do you know but but meditating being quiet for a little bit you can box breathe by you know I'm over I can't sue me right now I can box breathe for you there but you just need some sort of a calming peace down and and and kind of like almost be a little bit grateful even at that moment right there so you get and so I'm gonna do that and then I'm gonna need to change my state though so I'm gonna I need to kind of become powerful now let you see athletes all the time hooking on their music and listen to hip-hop music or or whatever they listen to fighters yeah for mine it happened to be a couple of things which which you know so well time is it was the if poem by rendered Kipling yeah you know if you can keep your head when all about you are losing theirs and blaming it on you if you can trust yourself when all men doubt you you know they've got great great lines in there right in 2008 look at over it my son yeah that was on his wall was it or I don't know five or six years right right right right and I and I gave it to your Pappy okay even like you know in 2007 and eight if you could make one heap of all your winnings and risk it it went turn of pitch-and-toss and lose and start of any your beginnings and never breathe a word about your loss right those are some of those things that stance I'll read that that'll actually start to change my state yeah then um another mentor of mine and probably yours maybe a little bit before you was a guy by the name of Augmon Dino oh yeah I got a chance to meet OGG man Dean back in like 1986 because my cray the real tour that I sat behind former job was a sales guy for Jim Rohn and so we had Jim Rohn we had Mike Requiem Jim Rohn we had Zig Zig was there and augmentee know so I got a first hand impressionable and new agent and kind of hit it off with odd man Dino in one of his books mission success there's this one little section where he talks about I will live as all good actors do when they are on stage only in the moment gotten so many jeomsun and things like now I understand the secret of changing the attitudes of others and that's to change my own you know you know things about not walking away from any challenge you know I'll reject the stationary position because it's always the beginning of the end so good good stuff so I'll read that then there's that famous self-confidence formula that's in the old Napoleon Hills book Think and Grow Rich and you remember I remember with you and I when we were talking about the book outliers back in 2009 and they're talking about all the wealthy people and I go Tom can you imagine this Andrew Carnegie in in that was when Buffett had about 60 billion and Gates had about 68 billion yeah I go Andrew Carnegie in two thousand nine thousand two hundred and eighteen billion you know and we talked about how Andrew Carnegie gets this young reporter you know Napoleon Hill and gives them $25,000 and says look I can give you access to talk to all these great people to study success kind of like would you get access to now to do absolutely yes and in they write the book so there's a success there's a confidence formula in there yeah and then there was another real spiritual one by norman vincent peale but you know I just totally respect for what everybody believes cuz trust me whatever you believe is the truth fright you that's where you do it with a loser I mean being it but growing up Catholic can always make the joke about you know guys goes to heaven and and then gets up there and st. Peter's like there's this big wall there and what's behind that wall oh you know that's where we keep all the Catholics are the only ones that think they're there you know because every religion I've ever been around there's only one that thinks they're there right exactly okay so you know you just think you're higher power but anyways I'll get that piece done so now I've changed I change my state then I'll do my little success Journal yeah okay my success journalism one that Danny sells for twenty bucks my identical success Journal remember that yeah yes but but in any case so ten things it made you have okay or ten people that made you happy yeah three things took this from the book the happiness advantage Shan Shan Shan acre three things that made you happy in the last 24 hours and then I'll program the non conscious portion of my brain which is servile which means it sets no goals of its own doesn't judge the limit or the doesn't judge what you're trying to tell it to do it just tries to carry out the order and I'll just you know I am earning X number of dollars or more so that's part of the that's part of that routine you know all of that is that the beginning routine of course you're gonna hit the gym break break the sweat yeah you know so it's meditation exercise it's nutrition diet and then and then making sure we talked about this remember we didn't sleep as much as we do now and really force ourselves to sleep you know and I know you probably have like these little things that are telling you how well you're sleeping because you're mr. gadget or Arang right yeah tells me I woke up this morning at 3:45 and it said you are restful and ready to go okay nine yeah work out okay there you go so so we just talk philosophy and then we gave you gave him some insight and routine and what I really want everyone listening right now are watching with us is you know we're oftentimes we're like tell me what to do give me the tactic what's the script and what most people miss is unless you frame it inside a philosophy that is real and true for you and you've got that morning routine that discipline that routine disciplined lifestyle it's very challenging to take a tactic and make it work in my opinion without the right philosophy the way you think about yourself in the world and the way you view business and having those right mental toughness routine so I just really appreciate you starting with those two yeah you know and and and I like you just it's not on the list here but it is all a form of discipline right and when you study championship teams when you study championship paletes when you study gym I call you a championship businessperson we study people like yourself and companies the the you know they treat their people well but the other thing they had in common was they all had a culture of discipline yes and so disciplines so so important it's a it's and it makes everything easier you know that memo saying the pain of discipline weighs ounces and the pain or regret weighs tons right but if you can have discipline thought okay discipline people and discipline action on your team you know discipline thought you're not going to need a hierarchy discipline people you won't need really a bureaucracy discipline action you don't need excessive controls now don't mistake discipline action excessive controls for scorekeeping you got to keep score on everyone yes okay but then you take that the that that ethic of the ethic of discipline or that quality of discipline with the ethic of entrepreneurialship typically you'll get that magical alchemy of great performance and sustained results which is kind of like what we're all kind of like looking for it right and that not the one deal wonder where you had one great year as a real tour and then the next year that's a house and think you're hot yeah yeah yeah you know so let's talk about let's talk about the next part which is the 4dx right and this is this is a big conversation so so we've all read you know the book the 4d acts and if you haven't you the four disciplines of execution you were able to take that and really implement it inside of a real estate company yeah so to maybe just talk to us high level we I think most that people are gonna probably know the 4dx so so give it to them and then frame your form for how we're doing it in real yeah I'll give them a little bit of an overview so the four disciplines of execution it's just a system it's a system of executing typically people have all this great strategy and all these great things but they just don't execute you know and I found when I read the book I was already doing a whole bunch of these things but it framed it really good so I'll give you the four disciplines the first one is is is focus on a wildly important goal okay so you're gonna focus on one maybe two maybe three go you know the whole idea if you chase two rabbits they both get away and if you study goal setting which I know it's kind of a little a part of her list which time you and I have studied for years if you got one to two goals you got a chance to get one to two of them you got you know for two for two at four to ten maybe you're down to now you're down to maybe getting one of them and you got eleven to twenty you probably don't get any of them right so it's so discipline one is the discipline of focus so you're going to focus on you know one two maybe three of your most important things you're going to do specific end result measurable goal you can accomplish 1 million dollars in sales 22 percent even ah whatever it may be whatever whatever that may know that whatever that might be yeah what's the second floor for home for home services right now our wig how do you figure out a wig is if everything stays the same if everything stays the same in your business what is the one thing that has the biggest impact on your bottom line so that's the wig for us would be like mortgage capture and it would be recruiting and retention that he's there okay those would that be the that - okay so in discipline one so it has to have a just like anything else a couple little rules on it that you want to do so you rule number one is you don't have like ten of them you have one two or three big wild important goal that's what the way-o means another thing is the leader can can veto you know like if you're a team leader if you're running your team and you've got all these team members on or your manager you run all these agents you can veto what they're wildly important goal is but you can't dictate it you want it to be theirs just like any other goal okay the next one is it's got to have and the most important thing it's got to have a finish line any goal has to be from I'll call it from X to Y by when you know and the most famous one is is you know 1961 before a joint session of Congress JFK saying land a man on the moon X bring them back safely Y by the end of this decade now if you study history on that that not only mobilized NASA the stock market went up like mad because they had a goal his we will choose to do we choose to do this but we choose to do not a lot of other things because of that that's just one one just went to time is acting on the lead measures now Lee measures are different than lag measures every every accountant can show us lag measures here's how many sales I had last month yeah here's how many listings I had last month here's what my profit was last month lead measures are predictive and they're influenceable so it predicts if I do this I get that yeah okay I like to think of a lead measure as a huge lever my goal my wig is this big boulder I've got this lever here now the levers got to move a lot you get the boulder to move but I know if I move the lever a lot I can predict the boulder will move yeah and I can also influence you have the boulder on movie yeah okay hundred percent that's that that's that's the lead lead measure like you you want to you want to lose weight all right you can get on the scale every day that's the lag measure that's how much I weigh or maybe we count our calories and watch what we eat and do next amount of exercise be the adventures so that's just plain number two the third discipline is to have a compelling scoreboard and I loved walking around your office here all I saw was scoreboard after scoreboard after scoreboard and you know even even there with the scoreboard of the salespeople there and I told you one of these times you have to stop by the headquarters therefore the the eight franchise group but I got the scorecard right in the waiting room yeah it's just kind of a little uncomfortable for people when they see the sales guys scorecards pop up right up there too so it is uncomfortable but why is it uncomfortable for some people because it's the brutal facts yeah you know I mean look we you know we're watching the NBA Finals right now the score is the score right the final the final two minutes and I I agree with you I think the score but also has to have a time element to it right so it's for the day for the week for the month end of the month into the court or whatever it may be but when you take you know two minutes that final two minutes of an NBA game you know the you know the final you know maybe fourth quarter of a football game whatever it may be the second you put that element of a time clock now the urge like you watch the fans oh my god we got two minutes off right yes same thing happens to people that want to be high performers people that want to run from that run from that yeah another little analogy and that's a great analogy here's why everyone you need everyone needs to know the score all the time you're gonna perform better all you have to do is watch a a basketball game or even me playing ping-pong with my daughter at the beach house yeah we're going dink dink dink dad let's keep score now oh okay quack you know right you know you know that's just that's just it so that's discipline number three a couple things about the scoreboard though it's you got to be able to see it you can't you can't only be on your computer I can't even only be on your smartphone it's got to be up in front where you see it everywhere when you win when you go in it's got to be easy if you think of a scoreboard at a football game it's got six things on it yeah because that's all the players need now Bill Belichick has got a score keeping of every seven thousand things going on hang time on the punt I don't I mean you know yards per completion I mean he needs that to coach the game yeah the players only need simple there and then the other thing I like to have a rule on the score thing is you got to be able to look at it and if you can't figure it out in five seconds if you're winning or losing yeah it's usually too complicated okay so that's a third discipline the fourth discipline is the first these disciplines kind of set the whole thing up yeah and I see tons of companies that I expose this to and they'll do all three disciplines yeah but why it doesn't work is they don't do the fourth one because without the fourth discipline you're not in the game and that's a cadence of a call one to two times per week yeah okay we're all you're doing is saying I commit it like I'm a realtor right here I commit it to making X number of new listing contacts yeah okay I committed to making X number of buyer contacts I committed to doing X number of appointments whatever yeah meeting indicate any leading indicator okay so you so on that call you're gonna say I committed to doing five you know five new contacts I made five new contacts so you you report you review the scoreboard and you plan it can go fast it should be fast I can do 14 people in 20 minutes and they're maybe picking five things are saying they're in touch with their accountability partner their wig for the week was this what are they're doing to improve they're better this week than last week and then they make their commitment so they got five or six things they're doing there and I still want to invite you to sit in on one of those it's it's at the other the other rule is you held in the same day at the same time every time so ours is 6:30 West Coast time so 9:30 for the guys on the East Coast but there's that call our wig call that we so Cadence's like rhythm right it's frequency it's how often it happens yes minimum of a week minimum of a week also part of the 4dx system is actually a Friday wrap up call so you're hitting a couple of your points here which is the Wednesday you know the Wednesday and the Friday met you know wrap up yeah right Friday Friday warrant wrap up call is more of a it's it's not a now on the Monday call the wig call the wildly important goal call the world win which is your day job no excuses or nothing let in you're only saying did I do it or did I not do it you know I committed to doing this I did that we don't care anything that might know stories no Yama no your dog died the old the box is small yeah so a story won't fit in the box you know that is always fun but so so that's that's the Monday call the Friday wrap up call in part of this West Coast offense system is where you have everybody on the call okay and Tom give me your win for the week what what did you win what what did you do you're gonna have conversations what did you learn this weekend everybody's sharing more of what they do you might have some sort of a training on that right have hey Tom fair who's gonna come by and say hello to the group you know something like that but your wrap up call is completely different that could take an hour and you're not on a it's not a set pattern of what you're doing yeah that you maybe talk about the world when that day sir right your regular job on that list that you mentioned there yeah Wednesday and I just put it down for Wednesday but it was you know masterminds are a big big thing and a big big thing night and nowadays and time you and I know it goes back to 1937 Napoleon Hills book Think and Grow Rich where he talked about forming a mastermind you could two minds together create the third mind more powerful than the two and groups and those are great it's great I think take that camaraderie to get people to do it doesn't have to be Wednesday night but you want to have some form of a mastermind we want to send your group that's why we're now so is this is this for mastermind for my team is this mastermind for my office is this mastermind for me as a CEO it depends it can be a conviction because the answer is yes it can be any of those you can get the whole office together and get some of those top producers in you can get groups of just top producers you can get just troops of newbies you can get these different groups but the Masters you're just sharing ideas right now sharing ideas and trying to create that third mind and make yourself aware of it next thing I had I'd like you know is funny is this is and actually talks about no it's not funny to me at all cuz I'm doing I am the biggest fan of every everybody I coach okay we're doing this all the time okay yeah and you remember me at in Cairo there was never a month that went by I didn't have a contest okay but um so number six if you're paying attention the list here is contests yeah right four teams four into you know four groups for your whole company yes against office it's like Gino I need more listings what should I do right okay yeah overall play it probabilities down yeah what should time profitability is down what should I do hold the contest yeah Tom I can't get them to buy in the plan what should i do oh easy let's do a contest yeah you know so basically the answer is hold a contest is as simple as that so I'm glad you're saying that you you like it part part of these things sometimes is the basics are so simple yes that people just discount them they've rolled her eyes web contest okay see you know a big shout-out to one of my personal clients CEO of BH and jeer and properties member Marsha Marsha ransom at rand has done a phenomenal job and get this four years of coaching now three years ago I said Matt we got a run more contests and he said Tommy I just I'm not a contest guy it's just not my thing I said are you a performance and profit guy he goes yeah I said let me explain something when things are bad through a contest when things are good through a contest when you made money through a contest I just have my coaching session them yesterday get this they took caught twelve hundred agents they had four hundred and sixty seven eight book 13,000 appointments in six weeks from February through middle of March right if anybody is paying attention to what was going on in the first quarter specially here in the Northeast on real estate transactions right everybody was losing money right there up 20% year-over-year on listings taken there up nine percent year-over-year unprofitability you have beyond this I mean yeah when everybody else is at best flat or now everybody else is flat or down and the whole thing is contest contest contest contest every sales team that are watching this knows right every coach knows if you want to increase performance put people in a pressure cooker fun environment where they perform so what would be your cadence like you said monthly as often as you can we would have when we would have won when there was no listings we did like a yearly one solely on listings and it was simple yeah figure out the company dollar that you make off of every one of your deals okay so you got that one and then you say okay now we're done on listing so if you get five more listings than you got last year you can't say if it's get X number of listings because then the guys that do the listings get to list five more than last year yep okay you get to go to Hawaii that'd be a pretty cool one and you know it way I had done the math on it the one more deal paid for the trip so those four were bread and butter and got people focusing if contest get people to focus on what they need to do some contest contest contest contest at the time yeah and what do you say to the person like contests are there on a team yeah and you know if you got to get your team captain helped it let them deal with it you know help help if that person in line right okay so so that goes nicely into number seven which is accountability partners you're talking about the the West Coast offense we got I'm gonna go through this yeah philosophy routine the 40x Wednesday night or masterminds Friday wrap up call right culture of discipline being in communication contests always and then accountability partners yeah okay so accountability partners is is is two things one number one is accountability but number two is a team will always play together and perform better if they're that piece of camaraderie that from the 1980 49ers they're still best pals all those guys right so what happens with an accountability partner you can talk to that accountability partner every day you know and we have five days but you typically when they're my accountability partner I call them every day right because it's just simple to do and it is so the first thing that you do on that accountability call is you're gonna get to know your partner because you know the better you know your partner the better you're gonna perform together so I'm gonna ask them 18 questions and I give them the 18 questions it's like so Tom how do you describe what you do and how'd you get started and were you originally from and what's your current family situation what was your family situation growing up reactive in school give me a give me a memory that stands out from school okay what else time do you do besides work you know if a young person was asking you for advice on how to live your life what would you tell them you'd um if you looked at your life as a RadarScope there'll be highs will be lows give me one of the highest um what does that tell you about yourself give me one of the loans what got you through you know it's just it's 18 connecting questions nothing about anything but focusing on that person and you can find out that geez you know you're you know for me it would be hey he's a middle child and I'm a middle child or I've had this riot that or my dad said that too you know or I like to do this I like to play golf or I like you know whatever but you get to know that person okay you build that little bond then the next time with the accountability partner the other person asks the questions yes okay and I would do that actually for any branch managers out there recruiters that would be my first interview that I do if I was trying to recruit if I was trying to recruit Tom I'd call him up try to meet with him he's on I'm not interested in joining in terror or berkshire hathaway or whatever the company would be you know and then you know we'd say well you know most agents aren't you know I just want to get but essentially I'd want to make that first meeting with my person and remember the philosophy that you already heard my first meeting was gonna be a coaching call but the very very first meeting was gonna be nothing about the company nothing about myself only zero in with questions on them now I mean how I could fix this is I'd have another appointment showing up in 30 minutes I can make those 18 questions last exactly 30 minutes the law reciprocity Tom wants them to ask those same me to ask the same question to me so usually got me the second interview you know back and and that was a great thing that be that one of the greatest things if we were coaching of Lea if you were in the using the West Coast offense on your team your team leader yeah okay that's what you do to your center of influence you get them in there and you ask them those questions the law reciprocity they want to have it for you fine things in common next thing you're doing so accountability partners and then you're just gonna have them you know they've sent you the top seven things which we'll cover in a minute the top seven things they're gonna do that day so how did you do yesterday kind of like our own little coaching call so you be what you do this with your numbers yeah how'd you do up on us yeah or and I may become a few times like you be that's that's piss-poor you don't expect more of you to do that you know I've heard you say that to me before you never but you know he's all right but but I remember those things you know and then because of that the next week I made sure I did those things just that simple little yeah um period that actually goes nicely into so again we're talking about the West you're asking an owner a man yes so know everybody and everybody in the office has an accountability partner yeah um in fact Kevin Kevin offers Kevin our communications guys here Kevin who's your accountability partner this week this month okay Claudia yeah so Kevin that the the the head of communications is with the guy that does Europe the Middle East and Africa franchise sales yeah okay yeah Claudia - you know and mine's Nina she's in charge this time she's in charge with bringing vendors in you know bird providers it's like that everybody a culture of accountability everybody's got everybody's got a kind of build partner okay and yeah what to be accountable to which is that yeah up 7 list yeah so so the number the next thing on that list was always to making it work from a list you know you say okay like raise of hands out there how many of you work from a list and everybody raises their hand up well let me see your list for today oh I don't a mine today sometimes you hear that but when you do have a list the biggest drawback on having that list time as we've talked about over the years it's funny you're really paying good attention to and you're in Jersey you're nothing you're hearing new that we haven't talked about for the last 30 years right Gina and it's a blueprint for documented success for every person listening is right we don't need some crazy idea we need discipline and fundamentals to dominate in this environment so it's okay so we got a list right so you got this list now the downside of the list is you do the easy things on the list just to get the list moving because we're normal right you know and just like how you'd straighten your desk up so many times when you have to prospect right you get everything in order okay now I'm going to start yeah okay yeah okay they go the restroom yeah now I'm ready okay yeah I need some water yeah but in any case so so the way around the long list and and and doing the easy things on the list just to get the list moving is you do the top seven this is nothing new I mean I'm people call it the top six I was superstitious with six being you know the devil's number and seven was God's number so I made it seven you know very Catholic of me now as I as I get older sixes perfectly by when thirteen is fine you know what I mean what is funny what you what you get in there but you put those down there now the key on the top seven list okay so you prioritize them most important things first but the key that no one very few do but if you do it will have a huge impact as you put a timeframe next to this task yes and the reason why you put a timeframe next to the tax that the task is Parkinson's Law yeah and Parkinson's laws work expands or contracts to fit the time allotted right so you can put those times you try to finish the task during that time now Dan doesn't always go perfect my 10 conversations between nine and eleven right yeah do my listing follow-up conversations on Monday between 11:00 and 2:00 yeah yeah and maybe even tighten them down sure and tighten tighten tighten the time frames down but essentially what you do is you don't pad the 11 to 2 time you don't pad that time frame you pad some breaks in there yes but you're gonna make X number of calls in this amount of time or you're gonna do this task in this amount of time yeah or have this meeting in this amount of time because work will expand or contract to fit whatever time you give it it's just not one man's opinion it's just kind of how it is remember the old 80 10 is when I was so you just said that it was so you know like hey we want a prospect for 90 minutes kind of do my recruiting calls got to do whatever my you know whatever my calls go for 80 minutes take a 10 minute break if you're gonna do if you can do a double write and go for 3 hours go for 80 minutes take a break go for 80 minutes take a break yeah that's what I said that whole thing of keeping the exact frame in there you have it so so I think we're clear on the you know everybody should be working formal s the the list that's going to move the needle and move the business forward based on its KPI yeah you're second most important yeah but those seven most important things and you know no matter what you get that done yeah how does that differ from the monthly commitments which is number nine okay monthly commitments is actually looking at your month and making a commitment that you're absolutely gonna do certain things so it helps you in two ways leading or lagging like results or activity activity god it it and there could potentially be some results on it you know like if you put out committed to losing five pounds and young and you hadn't and it's the 28th of the month well then I guess you have to just starve yourself and not a few days or do and that's what the commitment is you know it's like it's like you know you if you're interested in being successful we do what's convenient if you're committed to being successful you do whatever it takes and that's kind of like what the commitment piece is you know so what I like to handle these visual scoreboard up up individual or currently put my accountability partners yeah yeah well if I do it for a group of your people you'll see slides of this you'll see what a lot looking at sixty people that make commitments and trying to figure out what are you doing here next thing you know he's doing it for his Toyota dealership but but in any case yeah so what I like everyone to do is the first thing on that commitment is days worked I want them to look at the schedule and put down the number of days that they're gonna work yeah and cuz I don't expect everybody to work all the time you know it's not healthy and there's all those different little little things that go along with it so it's a date day's work and then now if it's a manager it's gonna meet you know recruiting contacts made retention contracts made if it's an agent it may you know listing contacts made by our contacts made those types of things I typically would give them about 6 things on there I like to have a handwritten notes on every one of the things and then they got seven eight nine and ten one two three four more that they can put anything personal yeah on there okay so that size I want to do you know two days reads its books just read this book yeah that kind of thing so what I love about that is that in and again not to gloss over such in my mind such an important thing there's something about you know we write a business plan right and then we do it with ours where we say now you break it down into monthly increments like so what am I committed to this month that's gonna carry over from the last month it's gonna move me once I'm close to my goal for the next month and there's just something about those short-term bursts just like a competition or in contests that just keeps us focused right and it's it's kind of like there's 12 quarters in a year you know like in a in a sporting you know like a football game or you know like I got I got 12 opportunities to hit the target make sense ya know makes makes perfect sense and then actually and of course you could score keep it abscess Corky but absolutely you post it up and and the goal would make a hundred percent of your commitments yeah and that's why if they're activity-based there's no excuse for you not to now remember the first time I did this I was back at in Terrell and I said you know I'm gonna go visit 26 offices this month remember that time and I says yeah card on your schedule yeah yeah and you're like you know you were like gee no here's where you blew it like what do you mean he goes you blew it when you made the commitment you didn't make a realistic commitment right good intention good intention but hard to execute hard to execute yeah so I want to bounce from Keystone happens in book club to daily tracking sheet because it goes so well with everything else we're doing here so we're talking monthly commitments we're talking working for Melissa so what is this daily what's on him this is the one that we made up when we became sentient this goes back to like 1998 okay because again in a position where you have to have to execute so it's a it's a just a little sheet and it's got things for production it's got things on it where I should have actually brought along with me but it talks about this or post one on the management team post coach okay super yeah this is this is more for a manager but oh then you know new agents hired experienced agents hired you know that would be those types of things and the whole idea is each day you would look at that and you'd fill that out because you'd need to know those numbers yes okay if it was your office or your team listings taken would be on production you know listings put under contract you need to know that if it if it's if you're a manager you want to make sure that you know that agent got a listing so you can go congratulate that agent for a listing it's got everything that you can possibly think of doing that someone will need to post it I mean open house visits and then when you see this tracking sheet Tom I have a whole nother page where it gives a definition which is huge like so open houses there that way I'm sure that one post it yeah open house visits and here's what my definition website because I know it by heart it says provide shock value to the agent holding the open house because their manager never worked on a weekend oh right okay that's always resented by the independent contractor as they work weekends you know so that's right in there as a definition one of the things is from from a manager said that one more time I know you know were you're doing it for memory yeah one more time the definition of an open house for every manager watching right it's something like this yeah provides shock value to the agent holding the open house because their manager that they had never worked on a weekend right and it questions our world rate so fast yeah it's a great leadership by example you're you're out there and it's been resented by the independent contractor because they're working on Saturday and Sunday and more and and stuff like that so that's that's why that's part of it part of the system we had a guy you know Jerry kiss I remember back in the day he probably hired most of his people that he met because he was going to open houses now if you say you got to go to open houses nothing really happens you put go to open houses in a in a contest and you put points for it all your managers are out there doing it thing okay so that's it so that's some simply crackdown it's got its got management by wandering around mbw hey how many times did you get up and walk around you're not like oh I do it all the time no did you get up and actually make the intention of walking around high-fiving time very and saying hey you're doing great I'll keep up that energy yeah what are you working on how you doing you know that type of thing to remember the origin of that you bring me the book Tom Peters in search of excellence yeah mbw Amy's right called it management by walking around I think that change kind of to manage my by wandering around or whatever but anyway yeah I remember hearing that for the first time and I implemented I made it part of the system way way back then so that's that's on that tracking sheet there's things like even showing up for showing up for a board meeting sure you know and and and and where you sit when you go to real estate board meeting you know you get there early or don't show up you get right by the door you're the greeter yeah uncomfortable that makes every other manager in there and you're now smiling and shaking hands with everybody and be in their best pals so there's a whole list of actions in there calling agents congratulating an agent that they just got a listing before their own manager even knows they got systole okay congratulate amount of closing congratulate him on all sorts of things okay so those are great great that daily tracking sheets is huge I'm almost thinking like if somebody just took that one on they're gonna have a massive increase in overtime massive right minutes this owner as a manager as a team leader right just there so we got it we got to make sure you can do the thing have the power do not the thing have not the power right language a more cinematic language yeah okay so I want to just I want to ask you it I'm gonna move away from the list just for a second because you just covered open houses right we got handwritten notes we're gonna talk about this one cuz it's really big this one we talked about a little bit I want to get to this this and this but I want to say to you like already I'm sensing that there could be someone watching us right now that it's like I'm exhausted like that is I mean guys like I'm looking at my you know I mean it's it it's a huge list with all these elements inside of it right for some people it's gonna feel overwhelming yeah what do you say to that person to a little bit of it do a little bit of it do a little bit of it yeah you know it would you how would you prioritize if I was gonna do a little like because most people gonna go right where they're comfortable yeah you know maybe that is the right yeah I you know they're all you know do what you like he got a greater chance of doing it if you like it right it's like I could never knock on doors because I could never get past the first door and that was my card or I couldn't get I Drive the neighborhood and couldn't get out Tom honest to God that I'm telling of it yes like no I can't be doing now when I think back I wished I did it yeah you know I think maybe I had over the years you know you work on becoming humble you actually work on that you know and I might have been too prideful I'm never gonna knock on someone's door yeah you know and whatever stupid reason I had in my little feeble mind of not doing it yeah but I mean that was that I can remember driving to my farm and grabbing the door and not having the power of getting out yeah and I'm coming back I could pass the first tour what my car door I couldn't get out you know it's just such a classic line but everybody everybody that's the phone yes knocking on a door it's sending the email it's doing their first video on social yeah it's all the same mm-hmm all right so so talk to me about let's do some easy ones book club Keystone habits handwritten notes book club book club just you know you could get you're talking company culture yeah you get you get your team you get your team read in the same book here's our book of the month or every other month or whatever that might be and then you know you can really really really dial it down where would have on the assign everybody a chapter yeah so not only would they'd have to report on their like the Friday call okay today we're gonna talk about chapter 13 that's been Brunel been what did you learn from chapter 13 maybe that's the only chapter he read you know I don't know but that whole philosophy of trying to do a book club all boils down to continuous learning constant and never-ending improvement constant never-ending improvement every time you learn something new you rewire your brain so you're actually like growing your brain and it just it has to become part of the culture that you got a hey what about this book hey how about that book yeah I know I was when in at EBI the great company happy holiday last week in Dallas and Chris Kelly gay said he mentioned that book by Patrick Lencioni the ultimate team player he while he's at mentioning it to me I'm like downloading it on listen to it now I'm saying you know I'm reading I'm reading the thing off to you you know humble hungry and smart yeah you know is right because just right from the book right there right yeah absolutely growing yeah and it is and it kind of can be a fun and a neat thing to do you know it was a small team as a team whole company maybe as many as you know right you can you can make it you know in the old days you shouldn't give everybody every one of the managers a book yeah you know what I love about it too it also creates an accountability for the leader right who maybe isn't reading as much or listening as much right so you're all on this again cadence of accountability together right yeah always went in that yeah you really almost have to make that one to anybody wants be a leader or really continue to grow and be successful it just got to be a habit I don't have I've never had a day go by that I didn't listen to some type of a book exactly it doesn't happen or a podcast or whatever it's in your comprehends did you listen that one that I sent you this so we out of the Wilt Chamberlain one was that classic no because I'm knee-deep right now and going through the trillion-dollar code okay and I'm just listening to it over okay and I don't want any distraction okay yeah so yeah I like that was it that was a cool one right there absolutely so handwritten notes pop pies and role play yeah handwritten notes just do them it just Pacino we hope in a world where we could send videos email text it still seems to be video video is great you know in fact I will get when I get a handwritten note from someone I'll get behind but I'll do it today yeah right cap I'll get I'll get behind the camera and I go hey this is Jean Olaf I'm just shooting some videos here in in Irvine today and I just got this handwritten note from me I wanted to thank you that and I'll text them this and that's a little quick one you know probably even more powerful but still handwritten note just seems to just be that one little personal thing it is a little personal thing that goes in extra I agree with you right I agree with you and I tell people if not that sent a video right you know cuz a video they can respond to right some you know I love it all what about role play are you telling me you want CEOs and managers to roleplay roleplay roleplay roleplay if you're a manager you should be role-playing so it's just becomes your own little script you know one of the goals I've set in 2019 time is to get to know everybody that does business in our marketplace yeah and you know I haven't had the chance to ever meet you and you know Dominick Nicoli in our office told me what a great agent you were and and I'd loved love to meet with you you know and something like that that was a script right and then it tom says no I'm not interested in moving you know well Tom I know great agents are but you know let me just tell you this there's a lot of times there's multiple offers coming in and you know what happens every single time that the agents receiving them a multiple offer from a company from another different company than then inteiro I go they come to me and say do you know Tom ferry yeah I know Tom ferry and he's a great guy and I know if he brings in an offer it will close he'll do his job he'll do it great so worse that's the worst thing that happens right I mean just yeah then they need to be practicing that so they can they can say it just how like we used to say you know mister missus seller one of three things will happen today you know you list your home with me or you decide not to hope not to take the listing and any of those three are okay absolutely right you know I mean like you know I've got don't really on that was like I think that was actually created like carved in stone yeah that's how old that's right right yeah memorize the member cuz you don't wanna be reading the thing no no just don't be doing that and and got to make it your own and be able to say it yeah but you know that is you know my listing presentation was this is the file I'm a sailor your property it's a triplicate file mm-hmm I have one you have one and our brokers required by a lot of maintain one yes you know right and we just gotta practice his stuff press hard lots of calm yes you lift all these weights and drink all that celery juice now right yeah so Gino yeah you have shared so much here and and I would call it I would call it wisdom I would call it management philosophy but I'd also called a framework for how an entrepreneur a real estate manager a team leader a CEO of any business you're talking about your you know ronnie Lott like taking the same methodology back to his car dealerships it is universal business truths so if you didn't get a chance to talk to you know our extraordinary network which I know you're always with and connected and hanging out but if you if you could just share your last poll you know couple few words of wisdom for everybody out there listening right now what would you say to kind of close this out today to close this out today it goes back to just doing the thing you know you know just all of these will work a couple of them will even make a big impact you do them all and you'll just be stunned yeah but they're easy to do it's that slight edge concept they're easy to do and they're very easy not to do one of the things that wasn't wasn't in here in the West Coast office for run a real estate company would be you know schedule you blocking out one hour every day mm-hmm every day to make recruiting and retention calls if that's your wig for your company that's a huge huge thing it's not too much to ask it's your main main job the other thing if I dug even deeper is you take one week of the month that's the slowest week and you pick one day and for eight hours on that one day the manager is gonna make recruiting and retention calls you can tell all the agents that's the day that you make your past client calls and you do that and that's what we're doing today now you have a few buffers in to take care of some things but that's just that one big day imagine you get everybody mentioned get at home services if we could get them to do this all those companies one day of the month everybody making a call at the same time wowser absolutely well you know our community knows because we do these like madman mad woman appointment setting days yeah we say see how far you know can you go three hours four hours five hours can you book three appointments five minutes ten appoints look at these people that in a nine hour day well book twenty-one appointments now look some of them are amazing some of them are half-assed but when you got 21 meetings and you do it on one day it changes your psychology it changes your self-esteem it's changes your self-image of who you are on what your potential is and then your calendar is full with meetings you're gonna kill it yeah love it yeah and and you know and what you find out is the more you prepared the better you were able at doing it I can remember remember the old prospector sending school you know something in a prospecting school right yeah it's the first thing I asked I think was probably Patrick yeah yeah so what's a record Patrick what's a record most okay great I got got it right now I had a binder that I came so prepared yeah every single person I'm gonna call and by that time in my career is pretty easy to get an appointment right and I'm like ding in that Bell and ding in that Bell in this guy's like how is this happening is much more perfect first of all had more experience than anyone at doing it but I was so much more prepared I didn't have to think of who I was gonna call it was already there you know boom boom boom behind I came I walked in with a binder like 6 inches and slightly competitive yeah starting by going to coach Patrick Ferry my little brother what's the all-time record yeah I'm gonna beat that so genome I just want to thank you you know you and I have had so many you know kind conversations over the years you know heartfelt conversations about life and about business in about marriage and children and raising families and raising and building companies I've had many mentors in my life many people that have touched me philosophically emotionally with their disciplines and you're always someone when I'm doing my grade you like my gratitudes like people that have touched my life that it made me a better business person better man so I just want to say thank you my friend hey you're welcome you're welcome it makes me it makes me smile cuz every once in a while I'll go back to something that we set on a call and I'll see it on one of your posters you know exactly when performances measured performance improves when performance is measured and reported back the rate of improvement accelerates yes so great it's the whole deal the whole deal remember at the time I stole your grow for it oh yeah it became my signature up so low for it right exactly okay well I was gonna use that 1gb I was like that was gonna be the theme of the summit I guess not this year it's not the inteiro theme so this has been super fun I know that you got a balance I want to just say for all my friends that are listening out there this probably said that you're gonna listen to him break down in bite-size pieces over and over again there's just so many nuggets we're gonna get rich the the entire checklist we'll make sure it's up on Tom Perry calm on all the different channels and then for all of our coaching members and coaches out there watching just we'd love you guys thank you keep up the good work find the 2 3 4 5 that you're gonna execute on and make it happen it's not about right thanks guys thanks for listening whoa well that was a lot you know every time I'm with Gino I find myself reminding myself of the building blocks of success that phrase and so much of what he shared with us there is just that it's the building blocks it's the foundational principles of success so I know in this crazy modern world we're always looking for how can we get there faster more efficiently etc and listen I'm looking for them as well my friends the little hacks the little tricks but I will tell you at the end of the day discipline rules all and creating an operating system for the way you're going to run your business is where the real magic is where you're doing the thing that gives you the power so share this with an entrepreneur friend or to you know check out Gino on Instagram and Facebook and every place else where he goes you'll definitely high-five him the next time you see him at one of my events and listen thank you for being you thanks for being a growth minded rock and roll and a little left up my last part of the intro podcast alright I said again so thank you for being you and thank you for being a part of this journey with me on this podcast and again huge thank you for the number of downloads and shares it means the world to me and oh thank you for all the reviews if you haven't done a review write a review I'd really appreciate it alright I'll talk to you next week - take care [Applause] [Music]

Channel: Tom Ferry

Views: 28,842

Keywords: tom ferry, real estate, real estate training, gino blefari, west coast offense, business strategy, successful business, real estate business, real estate agent, new real estate agent, new realtor, realtor, sales business tips, business advice, warren buffet, homeservices of america, berkshire hathaway homeservices

Id: CKbbAqV1mKg

Length: 75min 39sec (4539 seconds)

Published: Wed Jun 12 2019