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What's going on guys, this is Melvin.

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I'm here with Jesse Cage with the Cage Collective.

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You guys may know him from radio.

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And KJ Workman with Red Door Title.

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We're getting better with this whole announcing where we work thing.

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We usually get too excited and kind of roll right through that whole part of it.

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But super excited.

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So, you know, we did upgrade some mics, you know, we're still working through some of

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the mic issues.

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So bear with us with the third person.

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We're, you know, technical stuff.

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We're figuring it all out as we go.

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But we're here at Three Daughters Brewing in St. Pete, Florida.

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Super excited to be here.

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It's one of my favorite spots.

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They have pretty much anything you can imagine to drink here from ciders to beers to, I mean,

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there's even energy drinks I saw out front.

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So I don't think they really put themselves in a box at all, which is phenomenal.

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We're excited to bring this episode to you today.

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This whole episode is going to be about being authentic in your business and bringing out

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your true authentic self.

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So with that, I mean, who else to speak about authenticity than Jesse Cage himself?

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You know, he's built a brand off of being himself as, you know, real estate.

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It's kicking off.

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It's absolutely incredible what he's doing as agents that he has the vibe that they build

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around themselves is absolutely just it's just something you have to kind of experience.

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It's just so different and it's so wonderful.

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And it's right on brand with what we always preach with, you know, building relationships

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and actually caring about the people you're doing business with, whether that is clients

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or your own employees.

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So we're excited to talk about that.

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We're going to kind of roll into it today and, you know, he'll give you some background

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on the brewery.

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I think he pretty much lives here.

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So that's pretty cool.

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But yeah, we do got some got some babies.

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I think we should like to talk about different words.

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I'm like, that's not this kind of thing.

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It could happen.

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It could happen.

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Cheers, everybody.

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Thanks for being on the podcast today.

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Cheers.

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So Jesse is with the Cage Collective.

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I don't know if you said the whole thing.

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I can't remember.

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I was in La La Land, but with Cage Collective with South State Coastal Realty.

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Correct.

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Yeah.

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And but this wasn't your job all the time.

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You were in radio, as Melvin mentioned.

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So we're going to let you kind of take that off and tell us a little bit about your radio

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show and how it went from radio to real estate.

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All right.

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So from radio to real estate.

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It's a long journey.

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Sit back.

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Grab yourself a delightful beer from three daughters.

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Let me take you on a jet.

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So I did radio from this 25 years.

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I started radio in high school.

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And fast forward a lot of horrible radio because I was terrible at it.

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And then somehow started getting better and better at it and better and better.

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And then came Tampa.

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Again, this is a very abridged version.

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And then I went to the

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Tampa did 15 or 20 years, a long time here.

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Many moons.

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And I was at multiple radio stations, most people will remember the cage cold show from

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98 Rock.

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I did the afternoons there.

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So managed by Metallica and cage rage and all sorts of other things that we had actually

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talked about off air that I could never do on the radio anymore.

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And it's one of the reasons I'm on the radio anymore because radio got.

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They got bubble wrapped.

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Yeah, man.

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Everybody got bubble wrapped.

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You know, you can't do and say certain things.

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And a lot of those things, there was a very good reason why you don't say, of course,

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those things anymore.

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You don't you do grow and people will fall.

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I get it.

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But I still firmly believe there's a place for comedy.

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I think a lot of it comes from delivery and where it is actually coming from.

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It's not malicious.

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It's different.

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There's a different way.

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And that's a whole nother podcast that we can do about that.

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But we should.

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When I went to leave radio, I had a passion for real estate and a little bit more than

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just the passion that I was watching property flippers, shit like that.

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I mean, I do enjoy those shows.

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Actually, I should say I did enjoy those shows.

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Right now, they've been real estate for three and a half years or whatever.

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I don't enjoy that stuff as much anymore.

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But with that being said, leaving radio and trying to figure out what that next thing was going to be,

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it was trying to find things that I was passionate about.

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And I went to the podcast for a minute and my agent had me hooked up with a really great podcast that I was creating with a buddy of mine who has since passed away.

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But it was something that politics pulled it apart and it didn't happen.

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And that was kind of the end of my radio career, too, where politics happened.

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I just was over it.

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I think you've got to be passionate about whatever you do.

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And my dad told me when I was very young, he's like, I want you to do whatever you want to do, but you've got to do it to the best of your ability.

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So he's like, if you're going to be flipping burgers, you're going to make the best Big Mac that's ever been made.

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He's like, do that.

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He's like, so whatever you do, go and do that.

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So I wanted to, you know, find what that next thing for me was going to be.

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And again, getting back to the passion, finding passion.

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I love the real estate market.

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I love the way that the interaction was still there because my entire radio career was built around the cage cult.

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And yes, my name was on it, but it was a community.

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It was about making it all family.

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We're all on the same level playing ground.

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We go back to things you can say and can't say.

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You know, I was the butt of a lot of the jokes because that was OK.

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Self-deprecating humor is OK.

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It's my favorite kind.

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Right.

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So leaving that, trying to find, you know, that next move is either this or let's be quite honest, I've got job jammers, I've got tattoos all over my body.

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I like it.

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It was this one.

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Hot topic.

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I mean, like literally.

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Hey, range manager.

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Just get a couple of little, get a couple of little lip, you know, get the little lip thing going.

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Yeah, man.

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Get a couple of piercings done.

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You know, so went over and I had a buddy who was in the business and got my license, passed that exam.

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The first try.

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You can do it to kids.

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Believe in yourself.

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Yeah, that's right.

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It may take you five times, but you get it done.

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You can make it happen.

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No one asks you.

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We promise.

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That's exactly right.

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And if they do their assholes.

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Yeah.

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So, you know, and they also tell you how long they've been in the business.

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Right.

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That's how you know.

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You want to know how long?

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Right.

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And so, yeah, the rest is kind of history.

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I like that little argument.

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Yeah, yeah.

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So, you know, we get into here we are.

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I was on a team.

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I left the team to manage the team.

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I left that team to start my own team.

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And now the cage collection at Self-State Coastal Realty is a reality.

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We actually, we've existed for like four months, but we're going to be doing a lunch party here shortly in this very building.

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Because you guys call it three daughters brewing.

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I call it home.

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Oh, so.

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So, you know, you will find me here a lot.

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So, me and my house.

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If you're looking for him.

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I have close deals in this very building.

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Multiple.

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Yeah, you can get a beer and a home.

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Oh, five lines.

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And several homes.

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Several.

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It's up to you.

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Really depends on how you're running that contract.

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Read the fine print.

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So, yeah, that's me in a nutshell, man.

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That's how we got to radio it to real estate.

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Nice.

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Thanks for that little back story.

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I can't get out of my head right now is hot topic.

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Hot topic.

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That's what comes to my brain every time I hear that.

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It's hot pocket.

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It is hot pocket.

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But it's the same thing, I guess.

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So, Jesse, our conversation today is, and the reason we thought this was like a perfect topic for you is how to be authentic in your branding.

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And we're going to make that sound a little more hard rock somehow.

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But really, that's the overall topic is you're being yourself all the time.

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I mean, you aren't out there looking like a stereotypical real estate agent, which I love.

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Like if I was looking for someone to help me buy my house, I would go looking for someone that wasn't, you know, make what are the big box realtors like a cookie cutter realtor.

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I would be experienced.

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We talked about this.

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People don't always just buy the product when they're buying something.

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They will buy the experience and you provide that relatable experience to a lot of people.

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I mean, you've got breweries around here, which is why we have this podcast are huge.

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You're here all the time.

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You give off that rock and roll vibe like people pick that up.

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So how has that helped you get from all of these steps that you were in real estate?

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So now I have my own literally my own team brand under sell state.

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And it's all like that.

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How does that serve you?

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So it's funny when I first started, I thought I had to be somebody else.

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I mean, that was really tough for me because I have been unabashedly me for so long.

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There's my favorite word right there.

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I can't say that one.

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I'm not saying it again.

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Unabashedly.

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Unabashedly.

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One more time.

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Unabashedly.

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Don't ask us to spell it.

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Unique being, you know, you are you.

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And when I got in, I thought that I had to do something different.

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So I've got my plugs in and I've got the tattoos and the whole gimmick, which I can't give to those obviously, which I would not want to.

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But I did go out and buy some new clothes.

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And I've got some, you know, I'm not a big collared shirt guy, but I got some collared shirts.

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But the problem was I didn't go out and do it the cool way.

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I did it the way I thought it had to be done.

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So it looked like, you know, you guys remember Angus?

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Why does that sound so familiar?

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Yes, yes, yes, yes.

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Screw him, Angus.

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But I looked like that.

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I was like, you know, like a tenth grader in his first J.C. Penney suit.

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Do we have pictures of this?

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No, absolutely.

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I've been loving some.

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Go for it.

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I want a CD.

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You know, it wasn't me.

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And I learned very quickly that even some people around me were like, it's not for you.

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And then I learned that what in the hell am I doing?

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Right.

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I learned that I didn't need to be somebody else.

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That this business is specifically about, yes, you buy these, you miss that and the other to get leads.

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But it is not your sphere of influence.

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This is all about your SOI.

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And my audience for 20 plus years knew me as somebody.

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And that somebody was very offensive.

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Too much on the back of the rain.

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Too much, in fact, where, you know, you can ask people in my family circle if they've been happy with all the things I've said on the air.

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Right.

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Of course they have.

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But I wanted it to be authentic.

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There was.

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Ok.

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So now we're really getting to the mud real quick.

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Yeah, let's go.

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Let's get money.

252
00:12:18,280 --> 00:12:22,280
So I was having a hard time.

253
00:12:22,280 --> 00:12:23,700
And I was having a hard time having kids.

254
00:12:23,700 --> 00:12:28,700
And it turned out that there may be a little issue

255
00:12:29,500 --> 00:12:32,120
with my swimmers that could cause that.

256
00:12:32,120 --> 00:12:35,040
So what I did is I'm trying to make this as clean as possible.

257
00:12:35,040 --> 00:12:38,840
So back in the 90s, I went on the air and I was like,

258
00:12:38,840 --> 00:12:41,960
well, I read a story on the air that it, you know,

259
00:12:41,960 --> 00:12:44,900
speak to yourself that maybe, you know,

260
00:12:44,900 --> 00:12:46,760
you give it the power or whatnot.

261
00:12:46,760 --> 00:12:48,260
And I was like, well, I'm gonna go a step further.

262
00:12:48,260 --> 00:12:49,880
I'm gonna name it.

263
00:12:49,880 --> 00:12:54,040
And so I'm gonna name it.

264
00:12:54,040 --> 00:12:56,640
So we go on the air and I'm like, okay, I'm gonna.

265
00:12:58,640 --> 00:13:00,100
You just caught that.

266
00:13:00,100 --> 00:13:05,100
So we go on the air and I wanted the audience to name it.

267
00:13:08,640 --> 00:13:10,520
Because I wanted it to be a lot of us.

268
00:13:10,520 --> 00:13:11,360
Wild.

269
00:13:11,360 --> 00:13:12,720
And so of course she had people calling her like,

270
00:13:12,720 --> 00:13:16,200
oh, name it Thor or Spike or any of these things.

271
00:13:16,200 --> 00:13:19,480
And then this one chick called, she goes, name it, you know,

272
00:13:19,480 --> 00:13:20,320
Boo Boo Kitty Fock.

273
00:13:20,320 --> 00:13:23,320
And I'm like, boo boo, fuck it.

274
00:13:23,320 --> 00:13:26,060
And I'm like, well, I don't know if I'm gonna call that,

275
00:13:26,060 --> 00:13:27,680
but you know, put it on the board.

276
00:13:27,680 --> 00:13:32,680
And so I go in and I, okay, you're gonna,

277
00:13:32,760 --> 00:13:33,600
you gotta be careful about this.

278
00:13:33,600 --> 00:13:34,440
I don't.

279
00:13:34,440 --> 00:13:35,280
No, you don't have to be careful.

280
00:13:35,280 --> 00:13:37,000
So if I can do this on the air,

281
00:13:37,000 --> 00:13:38,960
I could have done it, you know, not anymore.

282
00:13:38,960 --> 00:13:39,800
Yeah, no.

283
00:13:39,800 --> 00:13:40,620
Okay.

284
00:13:40,620 --> 00:13:42,740
So I squoze into a cup.

285
00:13:42,740 --> 00:13:43,960
It was soap, by the way.

286
00:13:43,960 --> 00:13:45,600
It was squoze.

287
00:13:45,600 --> 00:13:47,040
Soap, aha.

288
00:13:47,040 --> 00:13:47,880
Squoze into a cup.

289
00:13:47,880 --> 00:13:49,260
Yup, yup, yup.

290
00:13:49,260 --> 00:13:51,920
And then I had all the names written on the wall,

291
00:13:51,920 --> 00:13:53,760
this big plastic sheet.

292
00:13:53,760 --> 00:13:55,560
And I would throw it at the wall

293
00:13:55,560 --> 00:13:56,720
and wherever most of my

294
00:13:56,720 --> 00:13:57,560
Stop!

295
00:13:57,560 --> 00:13:58,400
Stop!

296
00:13:58,400 --> 00:13:59,240
Stop!

297
00:13:59,240 --> 00:14:02,120
breath, that would be the name.

298
00:14:02,120 --> 00:14:03,440
That is clever.

299
00:14:03,440 --> 00:14:04,600
Please tell me it landed on Boo Boo, whatever.

300
00:14:04,600 --> 00:14:07,440
I purposely made sure it landed on Boo Boo Kitty Fock, yes.

301
00:14:07,440 --> 00:14:08,280
100%.

302
00:14:08,280 --> 00:14:10,960
I made it happen because that's the funny one, right?

303
00:14:10,960 --> 00:14:12,000
Because that's the funny one.

304
00:14:12,000 --> 00:14:13,680
So again, it's going out.

305
00:14:13,680 --> 00:14:15,640
So man, that was off track.

306
00:14:15,640 --> 00:14:16,480
I love it.

307
00:14:16,480 --> 00:14:17,800
But bringing it back in, it was,

308
00:14:17,800 --> 00:14:18,640
So on brand.

309
00:14:18,640 --> 00:14:20,680
It was, I was always myself.

310
00:14:20,680 --> 00:14:21,520
I was always myself.

311
00:14:21,520 --> 00:14:24,800
So taking that moment where I was not myself,

312
00:14:24,800 --> 00:14:27,240
immediately I felt dirty.

313
00:14:27,240 --> 00:14:28,400
I didn't like it.

314
00:14:28,400 --> 00:14:30,040
And I'm like, if somebody looks at me

315
00:14:30,040 --> 00:14:33,620
because of my black t-shirt or my tattoos

316
00:14:33,620 --> 00:14:35,920
or my earplugs, whatever the case may be,

317
00:14:35,920 --> 00:14:37,400
Right, right.

318
00:14:37,400 --> 00:14:39,320
then is that somebody I want to spend time with?

319
00:14:39,320 --> 00:14:41,200
Is that somebody I want to work with?

320
00:14:41,200 --> 00:14:42,040
Preach.

321
00:14:42,040 --> 00:14:43,480
And the answer is absolutely not.

322
00:14:43,480 --> 00:14:44,320
I would.

323
00:14:44,320 --> 00:14:47,280
The funny thing is, is when you see me,

324
00:14:47,280 --> 00:14:48,120
and I get it.

325
00:14:48,120 --> 00:14:50,680
You're like, you saw me walking down the street.

326
00:14:50,680 --> 00:14:53,680
Now you guys know me a little bit differently.

327
00:14:53,680 --> 00:14:55,080
But if you just see me walking down the street,

328
00:14:55,080 --> 00:14:55,920
I can see some of you like,

329
00:14:55,920 --> 00:14:56,880
oh, there's this guy.

330
00:14:56,880 --> 00:14:57,720
He's kind of scary.

331
00:14:57,720 --> 00:14:59,720
He's got a beard and tattoos or whatever.

332
00:14:59,720 --> 00:15:01,920
I would think you look like the friendliest dude actually.

333
00:15:01,920 --> 00:15:04,240
Like, because you scary dudes.

334
00:15:04,240 --> 00:15:05,080
Right, and I love that though.

335
00:15:05,080 --> 00:15:05,920
Totally.

336
00:15:05,920 --> 00:15:06,760
And I think that's the thing though.

337
00:15:06,760 --> 00:15:08,480
So give me two seconds.

338
00:15:08,480 --> 00:15:09,320
Yeah.

339
00:15:09,320 --> 00:15:10,160
We can have two seconds conversation all of a sudden.

340
00:15:10,160 --> 00:15:12,640
Oh, I, you know, I don't want to punch you.

341
00:15:12,640 --> 00:15:13,740
I'm going to hug you.

342
00:15:13,740 --> 00:15:14,760
Like immediately.

343
00:15:14,760 --> 00:15:15,600
Right, right.

344
00:15:15,600 --> 00:15:16,520
I'm such a hugger.

345
00:15:16,520 --> 00:15:18,600
And again, that goes back to my dad was a hugger.

346
00:15:18,600 --> 00:15:19,880
You know, I'm a hugger.

347
00:15:19,880 --> 00:15:21,080
I just, I love that.

348
00:15:21,080 --> 00:15:23,840
So I can have this appearance and that's all fine and good.

349
00:15:25,160 --> 00:15:27,440
So going back to somebody looking at me and going,

350
00:15:27,440 --> 00:15:28,560
I don't know if I want to work with this guy.

351
00:15:28,560 --> 00:15:29,400
Yeah.

352
00:15:29,400 --> 00:15:30,840
Sell me a $2 million home.

353
00:15:30,840 --> 00:15:32,040
Give me two seconds.

354
00:15:32,040 --> 00:15:32,880
Right.

355
00:15:32,880 --> 00:15:35,680
And I'll make sure I force that two seconds.

356
00:15:35,680 --> 00:15:37,800
And you're going to see immediately who I am.

357
00:15:37,800 --> 00:15:40,320
And then it goes from, okay, he's not just this,

358
00:15:40,320 --> 00:15:42,020
you know, rocker guy or whatever.

359
00:15:43,080 --> 00:15:44,400
I made sure getting into it

360
00:15:44,400 --> 00:15:46,640
because I knew I would be up against those things

361
00:15:46,640 --> 00:15:48,160
is this business.

362
00:15:48,160 --> 00:15:50,440
I was just talking to my team about this today.

363
00:15:50,440 --> 00:15:53,560
This business is about educating

364
00:15:53,560 --> 00:15:55,520
and speaking to your audience

365
00:15:55,520 --> 00:15:57,920
and making sure that your sphere of influence

366
00:15:57,920 --> 00:15:59,960
knows what they need to know in the business

367
00:15:59,960 --> 00:16:04,560
delivered in bite-sized portions that they can consume.

368
00:16:04,560 --> 00:16:05,880
It has to be consumable.

369
00:16:05,880 --> 00:16:06,720
Everybody's different.

370
00:16:06,720 --> 00:16:07,560
Yep.

371
00:16:07,560 --> 00:16:12,440
And so going forward and then having a conversation,

372
00:16:12,440 --> 00:16:14,000
it's not just a video or something.

373
00:16:14,000 --> 00:16:15,760
It's sitting at a bar

374
00:16:15,760 --> 00:16:17,200
and I can go ahead and spout off

375
00:16:17,200 --> 00:16:18,440
what the interest rates are today.

376
00:16:18,440 --> 00:16:20,280
We're Fannie Mae things are going

377
00:16:20,280 --> 00:16:21,960
and you're like, what the?

378
00:16:21,960 --> 00:16:23,360
He knows this stuff.

379
00:16:23,360 --> 00:16:24,360
Yeah.

380
00:16:24,360 --> 00:16:25,200
Yeah.

381
00:16:25,200 --> 00:16:27,440
You know, and then you go to my Instagram

382
00:16:27,440 --> 00:16:29,080
at Jessica Cage, Kage with K.

383
00:16:29,080 --> 00:16:30,280
Kage with K.

384
00:16:30,280 --> 00:16:33,600
You go to that and you see the entertainment stuff

385
00:16:33,600 --> 00:16:36,840
where it's definitely out there.

386
00:16:36,840 --> 00:16:37,680
It's in your face.

387
00:16:37,680 --> 00:16:40,000
It's different than what you're seeing from everybody else.

388
00:16:40,000 --> 00:16:41,980
Not to slag any other real estate agents,

389
00:16:41,980 --> 00:16:43,440
but I am different.

390
00:16:43,440 --> 00:16:45,160
Yes, you are.

391
00:16:45,160 --> 00:16:46,560
But purposely so.

392
00:16:46,560 --> 00:16:47,400
Purposely so, yeah.

393
00:16:47,400 --> 00:16:49,080
And then there's brands.

394
00:16:49,080 --> 00:16:50,400
Sorry, I totally like...

395
00:16:50,400 --> 00:16:53,000
No, that's perfect.

396
00:16:53,000 --> 00:16:54,440
I mean, that's kind of like right on brand

397
00:16:54,440 --> 00:16:55,840
with anything that I've, you know,

398
00:16:55,840 --> 00:16:57,640
I'm trying to teach anybody that I work with

399
00:16:57,640 --> 00:16:59,160
and I know we do that together

400
00:16:59,160 --> 00:17:02,720
is the power of being your authentic self, you know?

401
00:17:02,720 --> 00:17:05,880
And I think it's easier said than done for a lot of people.

402
00:17:05,880 --> 00:17:06,800
A lot of us are afraid.

403
00:17:06,800 --> 00:17:08,360
I mean, I'm guilty at the beginning of mine.

404
00:17:08,360 --> 00:17:09,440
Everybody knows my story.

405
00:17:09,440 --> 00:17:12,600
You know, when I first got into this whole social media world,

406
00:17:12,600 --> 00:17:15,120
my reservation was holding back,

407
00:17:15,120 --> 00:17:17,760
oh, do I want people to know that I'm gay

408
00:17:17,760 --> 00:17:18,920
and that I have a husband?

409
00:17:18,920 --> 00:17:21,200
Like, they don't want to do business with me, you know?

410
00:17:21,200 --> 00:17:23,000
And to that, you all know the story.

411
00:17:23,000 --> 00:17:24,160
If you don't, I'm gonna let you know.

412
00:17:24,160 --> 00:17:25,560
I mean, my coach, the first thing I asked her

413
00:17:25,560 --> 00:17:27,640
was that via DM on Instagram

414
00:17:27,640 --> 00:17:29,120
while she was at our fairway event.

415
00:17:29,120 --> 00:17:30,560
You know, she was like, why?

416
00:17:30,560 --> 00:17:31,760
Do you want to do business with people

417
00:17:31,760 --> 00:17:33,600
who don't respect you for who you are?

418
00:17:33,600 --> 00:17:35,960
And I was like, no.

419
00:17:35,960 --> 00:17:38,560
You know, now that you put it that way, no, I really don't.

420
00:17:38,560 --> 00:17:40,240
I wouldn't, you know?

421
00:17:40,240 --> 00:17:41,080
So at the end of the day,

422
00:17:41,080 --> 00:17:44,520
what I love about being your authentic self is,

423
00:17:44,520 --> 00:17:47,200
you know, you're gonna scare some people away 100%.

424
00:17:47,200 --> 00:17:48,040
It's gonna happen.

425
00:17:48,040 --> 00:17:51,000
I'd be lying to you if I said that you wouldn't lose business.

426
00:17:51,000 --> 00:17:51,880
You know?

427
00:17:51,880 --> 00:17:53,240
It could happen.

428
00:17:53,240 --> 00:17:55,000
But the reality is the type of business

429
00:17:55,000 --> 00:17:56,720
you're gonna gain and the quality.

430
00:17:56,720 --> 00:17:59,280
Again, I'm gonna preach this quality over quantity

431
00:17:59,280 --> 00:18:00,360
so hard this year.

432
00:18:00,360 --> 00:18:02,320
The quality of human being that you're gonna get

433
00:18:02,320 --> 00:18:05,400
that connects with you for being exactly who you are

434
00:18:05,400 --> 00:18:07,440
is a whole different caliber

435
00:18:07,440 --> 00:18:10,520
than the people you're just trying to mold to be like

436
00:18:10,520 --> 00:18:11,560
to get their business.

437
00:18:11,560 --> 00:18:12,400
You know what I mean?

438
00:18:12,400 --> 00:18:14,040
Like it's a whole different beast.

439
00:18:14,040 --> 00:18:16,120
You know, you're gonna have referral business come through.

440
00:18:16,120 --> 00:18:18,880
You're gonna have just things just fall into your lap

441
00:18:18,880 --> 00:18:22,240
just because you're just not holding anything back.

442
00:18:22,240 --> 00:18:23,440
Whether that is your appearance,

443
00:18:23,440 --> 00:18:26,040
whether that is the way you talk, the way you move,

444
00:18:26,040 --> 00:18:29,960
the way you do, just be unapologetically you

445
00:18:29,960 --> 00:18:31,600
and everything that you do

446
00:18:31,600 --> 00:18:34,120
and the rest will fall into place.

447
00:18:34,120 --> 00:18:36,920
It's, I think a lot of people go into this world

448
00:18:36,920 --> 00:18:38,600
and you know, we talk about it a lot

449
00:18:38,600 --> 00:18:41,760
as these perfectly curated Instagram accounts

450
00:18:41,760 --> 00:18:44,320
with the perfect pastels and the perfect little posts

451
00:18:44,320 --> 00:18:46,560
and some of them are like, you know.

452
00:18:46,560 --> 00:18:51,560
All pastels, all pastels, all pastels, flowers.

453
00:18:52,720 --> 00:18:56,600
Always, you know, and it's just, it's crazy

454
00:18:56,600 --> 00:19:00,840
because people think that they have to put on this show

455
00:19:00,840 --> 00:19:02,640
per se for business.

456
00:19:02,640 --> 00:19:04,920
But that's not the world we live in right now.

457
00:19:04,920 --> 00:19:07,400
People are looking for that relatability,

458
00:19:07,400 --> 00:19:08,920
the way to connect.

459
00:19:08,920 --> 00:19:11,080
They're looking for the tattoos to start a conversation.

460
00:19:11,080 --> 00:19:13,320
They're looking for, you know, the music thing

461
00:19:13,320 --> 00:19:14,240
to start a conversation.

462
00:19:14,240 --> 00:19:17,440
They're looking for something to latch onto

463
00:19:17,440 --> 00:19:19,800
to talk about anything other than real estate

464
00:19:19,800 --> 00:19:21,360
and then segue into that later on

465
00:19:21,360 --> 00:19:24,120
once they feel comfortable enough with you.

466
00:19:24,120 --> 00:19:25,960
When you get into the industry,

467
00:19:25,960 --> 00:19:29,080
you sometimes they box broverages,

468
00:19:29,080 --> 00:19:31,000
which again, you work where you work

469
00:19:31,000 --> 00:19:32,840
because it's not a slag on anybody else.

470
00:19:32,840 --> 00:19:36,160
What it is is though, when you come in, it's,

471
00:19:36,160 --> 00:19:38,200
hey, this is our logo, this is our brand,

472
00:19:38,200 --> 00:19:39,720
this is your header, this is what you do,

473
00:19:39,720 --> 00:19:40,960
what you need down here.

474
00:19:40,960 --> 00:19:42,440
Now look, we all have to, there's compliance,

475
00:19:42,440 --> 00:19:45,040
gotta make sure you're compliant.

476
00:19:45,040 --> 00:19:48,880
There's ways to be compliant and be awesome, right?

477
00:19:48,880 --> 00:19:51,600
You don't have to just be I'm with blank

478
00:19:51,600 --> 00:19:52,440
and this is who I am.

479
00:19:52,440 --> 00:19:55,520
Here's my little name badge, which I hate,

480
00:19:55,520 --> 00:19:57,320
this little fucking name badge.

481
00:19:57,320 --> 00:19:59,480
It's terrible, it's terrible.

482
00:19:59,480 --> 00:20:00,320
But.

483
00:20:00,320 --> 00:20:01,160
The worm everywhere.

484
00:20:01,160 --> 00:20:02,000
Oh, it's terrible.

485
00:20:02,000 --> 00:20:02,960
She's gonna get yours tattooed.

486
00:20:02,960 --> 00:20:04,160
Yeah, absolutely.

487
00:20:04,160 --> 00:20:06,560
We're gonna get QR codes on our wrist or something.

488
00:20:06,560 --> 00:20:07,400
Right here.

489
00:20:07,400 --> 00:20:09,480
That cage actually has my logo from my radio show

490
00:20:09,480 --> 00:20:11,320
on my chest, so yes, it's already there.

491
00:20:11,320 --> 00:20:13,320
That's people rare.

492
00:20:13,320 --> 00:20:15,520
But with what we're doing differently

493
00:20:15,520 --> 00:20:17,440
with the cage collectives,

494
00:20:17,440 --> 00:20:19,880
and this is not going to turn into an infomercial

495
00:20:19,880 --> 00:20:22,160
for rejoining my brokers, but call me.

496
00:20:22,160 --> 00:20:23,400
What the fuck?

497
00:20:23,400 --> 00:20:27,640
You know, just had the conversation today in my meeting,

498
00:20:27,640 --> 00:20:30,800
this was about branding, and they were coming here,

499
00:20:30,800 --> 00:20:33,160
so it was kind of my, hey, let's get this going

500
00:20:33,160 --> 00:20:35,800
and get the branding juices flowing, if you will.

501
00:20:35,800 --> 00:20:36,640
Right, right.

502
00:20:36,640 --> 00:20:41,120
And my whole thing is, I want you, yes, the logo is awesome.

503
00:20:41,120 --> 00:20:43,040
And at this point, you flash our logo on.

504
00:20:44,240 --> 00:20:45,080
There it goes. Awesome.

505
00:20:45,080 --> 00:20:46,080
You see it?

506
00:20:46,080 --> 00:20:48,120
So the logo is awesome.

507
00:20:48,120 --> 00:20:49,280
I'm gonna make sure you do that now.

508
00:20:49,280 --> 00:20:50,120
Okay, is it here?

509
00:20:50,120 --> 00:20:50,960
I'm buying a new monitor.

510
00:20:50,960 --> 00:20:52,760
Oh, I love this TikTok.

511
00:20:52,760 --> 00:20:54,640
It's gonna be.

512
00:20:54,640 --> 00:20:55,480
Where is it?

513
00:20:55,480 --> 00:20:57,680
It's gonna be everywhere now.

514
00:20:57,680 --> 00:20:59,840
Oh, we just added like an hour worth of work.

515
00:20:59,840 --> 00:21:02,280
I'm gonna buy a whole new monitor today

516
00:21:02,280 --> 00:21:04,120
because. Sorry, boo.

517
00:21:04,120 --> 00:21:06,040
Gonna be busy tonight.

518
00:21:06,040 --> 00:21:09,320
So, you know, talking to my team,

519
00:21:09,320 --> 00:21:11,880
it's what makes you stand out?

520
00:21:11,880 --> 00:21:12,760
What is your brand?

521
00:21:12,760 --> 00:21:13,600
Who are you?

522
00:21:13,600 --> 00:21:14,520
Who are you?

523
00:21:14,520 --> 00:21:15,360
That's yours.

524
00:21:15,360 --> 00:21:17,000
Who are you?

525
00:21:17,000 --> 00:21:19,640
And, you know, and they all have their own little thing.

526
00:21:19,640 --> 00:21:22,720
They all have their own, and I'm like, cool.

527
00:21:22,720 --> 00:21:25,640
I'm gonna do everything I can to support what you are,

528
00:21:25,640 --> 00:21:27,280
who you are, what you want to do,

529
00:21:27,280 --> 00:21:29,680
the events you wanna put on,

530
00:21:29,680 --> 00:21:31,840
you know, this year that you wanna reach.

531
00:21:31,840 --> 00:21:33,320
I'm gonna help put money behind that

532
00:21:33,320 --> 00:21:34,840
because I believe in you.

533
00:21:34,840 --> 00:21:36,880
It's not just about my logo.

534
00:21:36,880 --> 00:21:38,280
Yeah, the logo's gonna be on the sign.

535
00:21:38,280 --> 00:21:39,240
Absolutely it is.

536
00:21:39,240 --> 00:21:42,920
Same way as the Cage Cult Show was the Cage Cult Show,

537
00:21:42,920 --> 00:21:44,560
but again, it was the community.

538
00:21:44,560 --> 00:21:45,400
It was just a name.

539
00:21:45,400 --> 00:21:46,240
There's gotta be a moniker.

540
00:21:46,240 --> 00:21:47,520
There's gotta be.

541
00:21:47,520 --> 00:21:48,360
Something to tie us all together.

542
00:21:48,360 --> 00:21:50,040
Something, yeah, something.

543
00:21:50,040 --> 00:21:51,560
But, you know, it's going in and going,

544
00:21:51,560 --> 00:21:54,640
look, I'm on our listing signs.

545
00:21:54,640 --> 00:21:57,160
There's some people that like, it's just the brokers,

546
00:21:57,160 --> 00:22:00,080
or just the broker, or just the leader, or just whatever.

547
00:22:00,080 --> 00:22:00,920
I'm like.

548
00:22:00,920 --> 00:22:04,360
Dude, I'm gonna give you the template of the sign

549
00:22:04,360 --> 00:22:05,640
because we're gonna be compliant

550
00:22:05,640 --> 00:22:07,880
because I'm paying your fines.

551
00:22:07,880 --> 00:22:10,360
We're gonna be compliant, but put your picture on.

552
00:22:10,360 --> 00:22:11,760
Right, put it in the world wide.

553
00:22:11,760 --> 00:22:12,800
Let me see something.

554
00:22:12,800 --> 00:22:14,280
Let us see you.

555
00:22:14,280 --> 00:22:18,400
I would rather have 10 agents that are top producers

556
00:22:18,400 --> 00:22:21,640
than just me being a top producer, or just.

557
00:22:21,640 --> 00:22:22,480
Right.

558
00:22:22,480 --> 00:22:23,320
You know what I mean?

559
00:22:23,320 --> 00:22:25,800
I want 10 different agents out there

560
00:22:25,800 --> 00:22:28,040
because quite frankly, that's good for me.

561
00:22:28,040 --> 00:22:28,880
Right.

562
00:22:28,880 --> 00:22:30,120
That's good for the brand.

563
00:22:30,120 --> 00:22:30,960
That's good for all of us.

564
00:22:30,960 --> 00:22:31,800
You know what I mean?

565
00:22:31,800 --> 00:22:32,640
It's good for life.

566
00:22:32,640 --> 00:22:34,000
And logos, you know, it's crazy.

567
00:22:34,000 --> 00:22:35,360
I think about logos all the time.

568
00:22:35,360 --> 00:22:38,000
And this is something I heard probably last year

569
00:22:38,000 --> 00:22:39,960
that stuck with me so hard is, you know,

570
00:22:39,960 --> 00:22:43,360
you are a human being, number one, what are you being?

571
00:22:43,360 --> 00:22:45,000
You know, what is it that you're being?

572
00:22:45,000 --> 00:22:47,240
You know, and the other fact,

573
00:22:47,240 --> 00:22:49,800
the other thing that I heard that kind of hit me hard was

574
00:22:49,800 --> 00:22:52,920
when it comes to logos, like, you are your logo.

575
00:22:52,920 --> 00:22:54,960
Like, you can have the coolest company in the world,

576
00:22:54,960 --> 00:22:56,160
biggest company on earth

577
00:22:56,160 --> 00:22:58,240
with this cool logo that they have, right?

578
00:22:58,240 --> 00:23:00,440
But at the end of the day, like, you are your logo.

579
00:23:00,440 --> 00:23:03,560
So the KH Collective has this badass logo.

580
00:23:03,560 --> 00:23:06,840
But the fact that you want your people's face out there,

581
00:23:06,840 --> 00:23:09,680
you want them to be their own brand, huge,

582
00:23:09,680 --> 00:23:12,520
because that's, in this market, that's what's working

583
00:23:12,520 --> 00:23:14,760
and that's what's helping people.

584
00:23:14,760 --> 00:23:16,000
You know, I talk to people all the time,

585
00:23:16,000 --> 00:23:17,240
they're so reserved about it, like,

586
00:23:17,240 --> 00:23:19,200
oh, I don't want to do that because I have pink hair,

587
00:23:19,200 --> 00:23:20,920
or I don't want to do it because of my tattoos,

588
00:23:20,920 --> 00:23:22,160
or, you know, I'm worried about what people

589
00:23:22,160 --> 00:23:24,000
are going to think of me if I'm not dressed up all the time.

590
00:23:24,000 --> 00:23:26,840
I found a team for you if you have pink hair and tattoos.

591
00:23:26,840 --> 00:23:28,320
It's not about that anymore.

592
00:23:28,320 --> 00:23:32,600
The whole, like, oh, I want to use the word tapestry.

593
00:23:32,600 --> 00:23:33,920
Oh, wow.

594
00:23:33,920 --> 00:23:37,320
Tapestry of our industry, it is changing.

595
00:23:37,320 --> 00:23:40,600
You watch what's working on, you know, social media.

596
00:23:40,600 --> 00:23:42,560
I don't know if you followed him recently at all,

597
00:23:42,560 --> 00:23:44,640
but there's a guy that has sort of fallen here in Tampa,

598
00:23:44,640 --> 00:23:47,200
he kind of, you know, rip off and duplicate,

599
00:23:47,200 --> 00:23:49,280
we use that all the time, from someone up in Texas,

600
00:23:49,280 --> 00:23:51,960
Brad the Rulter in Texas, you know, Tampa Turf.

601
00:23:51,960 --> 00:23:53,240
He started copying it here,

602
00:23:53,240 --> 00:23:56,280
and he's doing these hilarious video walkthroughs

603
00:23:56,280 --> 00:23:59,800
that are completely off the wall, not for everybody,

604
00:23:59,800 --> 00:24:02,800
you know, it's just hilarious.

605
00:24:02,800 --> 00:24:04,040
We would do this to their house.

606
00:24:04,040 --> 00:24:06,080
It's just, it's so different the way

607
00:24:06,080 --> 00:24:07,000
that he's marketing himself,

608
00:24:07,000 --> 00:24:08,640
and I personally have watched him within,

609
00:24:08,640 --> 00:24:11,280
like, I want to say it's been, like, maybe two weeks,

610
00:24:11,280 --> 00:24:13,320
I took a screenshot, like, with the first three videos

611
00:24:13,320 --> 00:24:14,480
that he did of the profile,

612
00:24:14,480 --> 00:24:16,920
and he was only at a couple thousand people that were following.

613
00:24:16,920 --> 00:24:19,960
He's over 15,000 followers in less than two weeks.

614
00:24:19,960 --> 00:24:21,360
But he's doing something different,

615
00:24:21,360 --> 00:24:22,680
and you're going to see comments that are like,

616
00:24:22,680 --> 00:24:24,680
oh, I can't believe you would do this.

617
00:24:24,680 --> 00:24:26,840
But his brokerage is fully supportive,

618
00:24:26,840 --> 00:24:28,080
and it's so cool to see them like,

619
00:24:28,080 --> 00:24:30,480
listen, do your thing, man, if this is your thing,

620
00:24:30,480 --> 00:24:32,360
do what works for you.

621
00:24:32,360 --> 00:24:34,000
I think it's when people put themselves

622
00:24:34,000 --> 00:24:35,040
in those little cookie cutters,

623
00:24:35,040 --> 00:24:38,120
and they try to mold to whatever, you know,

624
00:24:38,120 --> 00:24:40,280
they think they're supposed to do,

625
00:24:40,280 --> 00:24:42,120
they get burnt out real quick.

626
00:24:42,120 --> 00:24:43,440
Because it's not them.

627
00:24:43,440 --> 00:24:45,800
They don't feel like themselves,

628
00:24:45,800 --> 00:24:47,320
they don't feel comfortable, you know,

629
00:24:47,320 --> 00:24:49,240
and then, you know, to your comment about the outfits,

630
00:24:49,240 --> 00:24:50,600
then a lot of people go down the path

631
00:24:50,600 --> 00:24:52,440
of, like, spending all this money on new wardrobes

632
00:24:52,440 --> 00:24:54,200
and new this, just to find out, like,

633
00:24:54,200 --> 00:24:55,840
this doesn't feel right.

634
00:24:55,840 --> 00:24:57,880
And your people will call you out for it, you know,

635
00:24:57,880 --> 00:24:58,720
they will.

636
00:24:58,720 --> 00:24:59,880
People who really know you are going to be like,

637
00:24:59,880 --> 00:25:01,920
what the hell, are you, that's not you.

638
00:25:01,920 --> 00:25:02,760
What are you doing?

639
00:25:02,760 --> 00:25:03,880
That's the last thing you want.

640
00:25:03,880 --> 00:25:06,640
In any business, this is so universal.

641
00:25:06,640 --> 00:25:09,200
You know, I'm helping my buddy here with this,

642
00:25:09,200 --> 00:25:11,040
you know, this company here, Evolving Vitality,

643
00:25:11,040 --> 00:25:13,640
it's like, you are your business,

644
00:25:13,640 --> 00:25:16,560
your face, your voice, the person behind the interaction.

645
00:25:16,560 --> 00:25:18,640
You know, we talked about my little pin quote

646
00:25:18,640 --> 00:25:20,640
that I wrote down, it's like, I wrote it.

647
00:25:20,640 --> 00:25:21,480
You wrote it?

648
00:25:21,480 --> 00:25:22,320
I wrote it.

649
00:25:22,320 --> 00:25:23,160
You wrote it when you willed him?

650
00:25:23,160 --> 00:25:24,880
When did you write these things?

651
00:25:24,880 --> 00:25:26,960
I don't know why I wrote it.

652
00:25:26,960 --> 00:25:28,920
Oh, why did I say it like that?

653
00:25:28,920 --> 00:25:30,760
What?

654
00:25:30,760 --> 00:25:35,080
Yeah, I mean, like, you know, did they buy the pin

655
00:25:35,080 --> 00:25:37,680
or did they buy what the pin produces?

656
00:25:37,680 --> 00:25:39,800
You know, like, are you buying the pin because,

657
00:25:39,800 --> 00:25:41,960
oh, what a pretty pin, or do you buy your pins

658
00:25:41,960 --> 00:25:43,520
because you like the way it writes?

659
00:25:43,520 --> 00:25:45,040
You like the ink that comes out.

660
00:25:45,040 --> 00:25:47,560
It's the end result that you're really looking for.

661
00:25:48,480 --> 00:25:49,400
Pins to friends.

662
00:25:49,400 --> 00:25:50,560
I mean, she bought all the markers,

663
00:25:50,560 --> 00:25:52,440
it's gonna be sort of my little markers.

664
00:25:52,440 --> 00:25:53,360
We haven't talked about.

665
00:25:53,360 --> 00:25:54,200
Oh boy.

666
00:25:54,200 --> 00:25:55,040
Oh no.

667
00:25:55,040 --> 00:25:55,880
Oh boy.

668
00:25:55,880 --> 00:25:59,520
You know, but I love this topic because it just,

669
00:25:59,520 --> 00:26:03,560
you know, it's hard to do for some, but I swear to you,

670
00:26:03,560 --> 00:26:04,880
as soon as you rip off the band-aid,

671
00:26:04,880 --> 00:26:07,800
you stop worrying about what people are gonna think

672
00:26:07,800 --> 00:26:10,400
about you, you're gonna be shocked

673
00:26:10,400 --> 00:26:11,880
to see what the outcome is.

674
00:26:11,880 --> 00:26:14,120
Well, I do look like a typical real estate person.

675
00:26:14,120 --> 00:26:15,440
Like, people will stop me in the grocery store

676
00:26:15,440 --> 00:26:16,440
and be like, you're in real estate.

677
00:26:16,440 --> 00:26:18,040
I'm like, oh, I gave it away.

678
00:26:18,040 --> 00:26:18,880
No.

679
00:26:18,880 --> 00:26:19,720
Oh.

680
00:26:19,720 --> 00:26:21,360
It was a bad joke, it was an ink tag.

681
00:26:21,360 --> 00:26:23,200
Oh, yeah.

682
00:26:23,200 --> 00:26:24,040
Definitely bad.

683
00:26:24,040 --> 00:26:25,600
Oh, the name tags.

684
00:26:25,600 --> 00:26:26,440
Trash.

685
00:26:26,440 --> 00:26:27,280
Whoa.

686
00:26:27,280 --> 00:26:28,120
Stop it.

687
00:26:30,120 --> 00:26:31,680
I give off it.

688
00:26:31,680 --> 00:26:33,560
So I have to do something a little bit different,

689
00:26:33,560 --> 00:26:36,760
like, because I do already look like this.

690
00:26:36,760 --> 00:26:38,920
Like, I don't have tattoos and I don't have pink hair,

691
00:26:38,920 --> 00:26:40,840
but I have nothing against those things.

692
00:26:40,840 --> 00:26:41,920
I like those things.

693
00:26:41,920 --> 00:26:44,720
And if I could ever find something that I really wanted,

694
00:26:44,720 --> 00:26:46,160
I would get a tattoo of it.

695
00:26:46,160 --> 00:26:47,320
That's the hard part for me.

696
00:26:47,320 --> 00:26:50,280
But for a real estate, you know, okay, I'm a goofball.

697
00:26:50,280 --> 00:26:53,200
Like, I am silly, goofy, whatever.

698
00:26:53,200 --> 00:26:57,040
When I do regular videos, people will be like, are you okay?

699
00:26:57,040 --> 00:26:58,160
Yeah, are you okay?

700
00:26:58,160 --> 00:26:59,000
I know.

701
00:26:59,000 --> 00:27:00,720
Point twice if you're in trouble.

702
00:27:00,720 --> 00:27:01,720
I know, right?

703
00:27:01,720 --> 00:27:05,360
Brittany, Brittany, Brittany, let us know.

704
00:27:05,360 --> 00:27:06,920
Chill out with the knives now.

705
00:27:07,920 --> 00:27:09,920
Something's wrong there.

706
00:27:09,920 --> 00:27:14,240
I have to be myself, which is goofy and silly,

707
00:27:14,240 --> 00:27:16,560
but like, people, once they get to know me,

708
00:27:16,560 --> 00:27:17,760
just like they get to know you, they're like,

709
00:27:17,760 --> 00:27:19,200
oh, she's actually smart.

710
00:27:19,200 --> 00:27:21,800
She actually understands this business

711
00:27:21,800 --> 00:27:23,760
and knows what she's doing.

712
00:27:23,760 --> 00:27:26,080
I mean, I have a master's degree and people look at me

713
00:27:26,080 --> 00:27:28,440
like I just graduated high school

714
00:27:28,440 --> 00:27:30,160
and just kind of like, I'm gonna begin real estate.

715
00:27:30,160 --> 00:27:34,240
Like, no, I have a lot of things that go to me.

716
00:27:34,240 --> 00:27:36,640
So I have to just make sure whatever I'm doing,

717
00:27:36,640 --> 00:27:39,080
I just stay doing it naturally for me.

718
00:27:39,080 --> 00:27:41,040
And I think that's very hard for people to let go

719
00:27:41,040 --> 00:27:44,200
of that business side of, okay, I'm a professional.

720
00:27:44,200 --> 00:27:45,240
Like, I have to wear this.

721
00:27:45,240 --> 00:27:46,440
I do wear blazers all the time,

722
00:27:46,440 --> 00:27:49,840
but people think they have to wear it.

723
00:27:49,840 --> 00:27:52,080
Who was the last time you wore a blazer?

724
00:27:52,080 --> 00:27:53,240
I do not wear blazers.

725
00:27:53,240 --> 00:27:55,640
I'm gonna buy you fancy one with tattoo on it.

726
00:27:55,640 --> 00:27:58,960
I do have a, what's that soft velvet.

727
00:27:58,960 --> 00:28:00,840
Velvet, velvet.

728
00:28:00,840 --> 00:28:02,040
The purple one?

729
00:28:02,040 --> 00:28:02,880
The black one.

730
00:28:02,880 --> 00:28:03,720
Oh, okay, okay, okay, okay.

731
00:28:03,720 --> 00:28:05,560
Yeah, yeah, yeah.

732
00:28:05,560 --> 00:28:06,400
So I have that.

733
00:28:06,400 --> 00:28:07,240
It's your fancy.

734
00:28:07,240 --> 00:28:10,520
That's what I do with my expressed jeans

735
00:28:10,520 --> 00:28:13,160
and my cool Vans and I put that on.

736
00:28:13,160 --> 00:28:14,000
These are cool.

737
00:28:14,000 --> 00:28:14,840
Can you see these?

738
00:28:14,840 --> 00:28:15,680
That's my dress up.

739
00:28:15,680 --> 00:28:16,520
These are my dress shoes.

740
00:28:16,520 --> 00:28:17,720
Yeah, my dress up.

741
00:28:17,720 --> 00:28:22,720
So, yeah, but if you just change something to change it,

742
00:28:23,320 --> 00:28:24,880
then you're off-ramps.

743
00:28:24,880 --> 00:28:25,720
You're not you.

744
00:28:25,720 --> 00:28:26,720
You gotta be you.

745
00:28:26,720 --> 00:28:28,440
And again, I think it's like,

746
00:28:28,440 --> 00:28:33,440
if, I think I said the F word once twice today already.

747
00:28:33,680 --> 00:28:34,520
But this is an issue.

748
00:28:34,520 --> 00:28:35,840
On air.

749
00:28:35,840 --> 00:28:38,520
If somebody has a problem with what you're doing,

750
00:28:38,520 --> 00:28:39,800
fuck them.

751
00:28:39,800 --> 00:28:42,240
It doesn't matter what they think.

752
00:28:42,240 --> 00:28:43,680
It doesn't matter.

753
00:28:43,680 --> 00:28:45,320
Cheers. Cheers to that.

754
00:28:45,320 --> 00:28:46,360
Cheers to that.

755
00:28:46,360 --> 00:28:47,280
All the way across.

756
00:28:47,280 --> 00:28:48,600
Your vibe is your tribe.

757
00:28:48,600 --> 00:28:52,200
I literally, Melvin that was in my books,

758
00:28:52,200 --> 00:28:53,520
literally about to say that.

759
00:28:53,520 --> 00:28:56,480
My wife who is a yoga instructor says that all the time.

760
00:28:56,480 --> 00:28:57,320
We have a chocolate.

761
00:28:57,320 --> 00:28:59,160
That is, dude, come on.

762
00:28:59,160 --> 00:29:00,000
See?

763
00:29:00,000 --> 00:29:00,840
See?

764
00:29:00,840 --> 00:29:01,680
It's a thing.

765
00:29:01,680 --> 00:29:02,520
Am I doing this on the internet with you guys now?

766
00:29:02,520 --> 00:29:03,360
Cause I'm there.

767
00:29:03,360 --> 00:29:04,200
Yeah, yeah, yeah.

768
00:29:04,200 --> 00:29:05,320
I'm probably gonna close now.

769
00:29:05,320 --> 00:29:06,160
Seriously, seriously.

770
00:29:06,160 --> 00:29:07,920
I do it here every time.

771
00:29:07,920 --> 00:29:09,880
But no, I think it's huge.

772
00:29:09,880 --> 00:29:12,520
I think for those of you that are kind of

773
00:29:12,520 --> 00:29:13,680
on this path of figuring it out,

774
00:29:13,680 --> 00:29:15,200
I think a lot of you that would listen to this,

775
00:29:15,200 --> 00:29:17,160
I think you've already had this go through your head

776
00:29:17,160 --> 00:29:18,000
several times like,

777
00:29:18,000 --> 00:29:19,120
oh man, this is not me.

778
00:29:19,120 --> 00:29:19,960
Like, what am I doing?

779
00:29:19,960 --> 00:29:21,600
And then you feel like you have to do it

780
00:29:21,600 --> 00:29:23,280
because of your industry,

781
00:29:23,280 --> 00:29:24,840
or you have to do it because of your brokerage.

782
00:29:24,840 --> 00:29:27,200
You have to do it because of some other reason.

783
00:29:27,200 --> 00:29:28,400
You're justifying the reason why

784
00:29:28,400 --> 00:29:30,360
you have to do something, right?

785
00:29:30,360 --> 00:29:32,440
I think, and this is a mindset shift

786
00:29:32,440 --> 00:29:33,760
that I think a lot of people need to do,

787
00:29:33,760 --> 00:29:37,040
is just realizing that you have the,

788
00:29:37,040 --> 00:29:38,760
because of what you do for a living now,

789
00:29:38,760 --> 00:29:40,400
you now have the opportunity to do things

790
00:29:40,400 --> 00:29:42,920
that other people don't have the opportunity to do.

791
00:29:42,920 --> 00:29:44,520
You know, and that is be yourself.

792
00:29:44,520 --> 00:29:46,400
That is have fun with your videos

793
00:29:46,400 --> 00:29:48,480
and your reels that you create,

794
00:29:48,480 --> 00:29:50,040
or have fun with your walkthroughs.

795
00:29:50,040 --> 00:29:51,760
Have fun with your clients, you know?

796
00:29:51,760 --> 00:29:53,000
Get them involved.

797
00:29:53,000 --> 00:29:54,800
You know, one of the videos I shared yesterday

798
00:29:54,800 --> 00:29:56,840
in one of my training classes

799
00:29:56,840 --> 00:29:58,720
was Kyle Toomey on Instagram.

800
00:29:58,720 --> 00:29:59,560
You guys can find him.

801
00:29:59,560 --> 00:30:01,000
He does some good content,

802
00:30:01,000 --> 00:30:04,520
and his new thing he's doing is including the clients

803
00:30:04,520 --> 00:30:06,040
on their own listing walkthrough.

804
00:30:06,040 --> 00:30:07,920
And it's super cute because, you know,

805
00:30:07,920 --> 00:30:10,400
he's got the husband and the wife,

806
00:30:10,400 --> 00:30:11,880
and she's doing something in one room,

807
00:30:11,880 --> 00:30:13,200
and the kids are playing in the other room.

808
00:30:13,200 --> 00:30:14,320
They're all dancing.

809
00:30:14,320 --> 00:30:17,120
And he just kind of blows through the rooms,

810
00:30:17,120 --> 00:30:18,480
and it gets them involved.

811
00:30:18,480 --> 00:30:20,800
It gets them to feel a part of something too.

812
00:30:20,800 --> 00:30:22,320
But on the receiving end of it,

813
00:30:22,320 --> 00:30:23,320
like you feel connected.

814
00:30:23,320 --> 00:30:24,320
You're like, wow, that's so cool.

815
00:30:24,320 --> 00:30:25,680
That's a family like my family.

816
00:30:25,680 --> 00:30:28,080
You know, that's a human being like me.

817
00:30:28,080 --> 00:30:30,840
You know, that guy is just having fun with what he does.

818
00:30:30,840 --> 00:30:33,400
And I think too much of us are going into our businesses,

819
00:30:33,400 --> 00:30:34,560
whether it's real estate or not,

820
00:30:34,560 --> 00:30:37,440
with this super hardcore, you know,

821
00:30:37,440 --> 00:30:40,040
cut it like straight edge mindset of like,

822
00:30:40,040 --> 00:30:41,000
oh, I gotta be clean cut

823
00:30:41,000 --> 00:30:42,600
because this other company is doing that,

824
00:30:42,600 --> 00:30:44,920
or this other company is doing it like this.

825
00:30:44,920 --> 00:30:46,360
I don't care what the other companies are doing

826
00:30:46,360 --> 00:30:48,160
because you aren't the other company.

827
00:30:48,160 --> 00:30:49,680
If you wanted to be like the other company,

828
00:30:49,680 --> 00:30:51,440
just stop what you're doing, save the money,

829
00:30:51,440 --> 00:30:52,680
and join the other company.

830
00:30:52,680 --> 00:30:53,520
I mean, let's be real.

831
00:30:53,520 --> 00:30:54,360
Get in line.

832
00:30:54,360 --> 00:30:55,640
There's more agents in the state of Florida

833
00:30:55,640 --> 00:30:57,120
than there are listings.

834
00:30:57,120 --> 00:30:57,960
Okay?

835
00:30:57,960 --> 00:30:59,400
So what are you doing?

836
00:30:59,400 --> 00:31:01,640
What are you doing to stand out from that crowd?

837
00:31:01,640 --> 00:31:03,360
And it doesn't mean you're gonna win every listing.

838
00:31:03,360 --> 00:31:05,360
It doesn't mean you're gonna win every buyer over.

839
00:31:05,360 --> 00:31:06,200
And that's fine.

840
00:31:06,200 --> 00:31:07,040
That's okay.

841
00:31:07,040 --> 00:31:09,200
But you gotta get an at-bat.

842
00:31:09,200 --> 00:31:11,680
If you're not getting at-bats, you're in the lineup.

843
00:31:11,680 --> 00:31:13,200
And you're just sitting there.

844
00:31:13,200 --> 00:31:14,640
You're just on the bench.

845
00:31:14,640 --> 00:31:16,200
You gotta get an at-bat.

846
00:31:16,200 --> 00:31:17,960
And with there being thousands and thousands

847
00:31:17,960 --> 00:31:21,320
and thousands and thousands of agents.

848
00:31:21,320 --> 00:31:22,200
That was thousands.

849
00:31:22,200 --> 00:31:23,440
Thousands.

850
00:31:23,440 --> 00:31:24,280
Thousands and thousands.

851
00:31:24,280 --> 00:31:27,760
You have got to make your mark.

852
00:31:27,760 --> 00:31:28,600
You've gotta stand out.

853
00:31:28,600 --> 00:31:32,200
And quite frankly, I don't care if it's good or bad.

854
00:31:32,200 --> 00:31:33,040
I don't care.

855
00:31:33,040 --> 00:31:34,880
Controversy creates cash, baby.

856
00:31:34,880 --> 00:31:36,720
I was gonna say, what was the thing we wrote down?

857
00:31:36,720 --> 00:31:39,240
Yeah, so my favorite author.

858
00:31:39,240 --> 00:31:41,000
That's a podcast title.

859
00:31:41,000 --> 00:31:41,840
Maybe that should be.

860
00:31:41,840 --> 00:31:42,680
Kind of, yeah.

861
00:31:42,680 --> 00:31:45,560
So Eric Bischoff.

862
00:31:46,960 --> 00:31:49,960
It's maybe three of you will know who Eric Bischoff is.

863
00:31:49,960 --> 00:31:54,960
Eric Bischoff was the, he rose to fame

864
00:31:55,040 --> 00:31:57,600
as the executive vice president

865
00:31:57,600 --> 00:31:59,400
of World Championship wrestling.

866
00:31:59,400 --> 00:32:00,240
Back in the night,

867
00:32:00,240 --> 00:32:01,280
I remember it was mid to late 90s.

868
00:32:01,280 --> 00:32:05,080
Wrestling was five million, 12 million a week watching.

869
00:32:05,080 --> 00:32:06,760
It was crazy.

870
00:32:06,760 --> 00:32:08,800
Coming back, actually, it's doing pretty well now.

871
00:32:08,800 --> 00:32:10,080
I'll follow like I did then.

872
00:32:10,080 --> 00:32:12,080
But Eric Bischoff took your company

873
00:32:12,080 --> 00:32:14,040
that was never making money,

874
00:32:14,040 --> 00:32:15,560
did some different things,

875
00:32:15,560 --> 00:32:17,760
created some controversy in those things,

876
00:32:17,760 --> 00:32:19,040
and then turned this coming around

877
00:32:19,040 --> 00:32:20,840
and almost took down the WWF at the time,

878
00:32:20,840 --> 00:32:22,960
which was a huge thing.

879
00:32:22,960 --> 00:32:25,960
Eric wrote a book called Controversy Creates Cash.

880
00:32:25,960 --> 00:32:28,720
And so I read that book.

881
00:32:28,720 --> 00:32:29,960
When this was a long time ago,

882
00:32:29,960 --> 00:32:30,800
when I was on the air,

883
00:32:30,800 --> 00:32:34,640
I actually used a lot of that book in my radio stuff.

884
00:32:35,960 --> 00:32:39,080
And it is, it's my favorite book.

885
00:32:39,080 --> 00:32:44,080
It's fun, it's light, it's deep, it's sad, it's scary.

886
00:32:44,600 --> 00:32:48,200
It's all these different things about his journey there.

887
00:32:48,200 --> 00:32:50,200
And actually, he just wrote another book called Grateful,

888
00:32:50,200 --> 00:32:52,480
which I just read last week, which is really-

889
00:32:52,480 --> 00:32:53,320
I like the progression of that.

890
00:32:53,320 --> 00:32:55,000
Oh, it's incredible.

891
00:32:55,000 --> 00:32:56,080
I just got goosebumps.

892
00:32:57,000 --> 00:32:57,840
I love it.

893
00:32:57,840 --> 00:33:00,440
I got a chance to meet him and invite him during,

894
00:33:00,440 --> 00:33:01,440
he's a great guy.

895
00:33:03,440 --> 00:33:05,440
But it's true, controversy creates cash.

896
00:33:05,440 --> 00:33:07,600
Now, we're not just talking about going out

897
00:33:07,600 --> 00:33:10,360
and Justin Cage is at $30 a month,

898
00:33:10,360 --> 00:33:11,840
you smash the front window out.

899
00:33:12,960 --> 00:33:15,280
Controversial, I don't think.

900
00:33:15,280 --> 00:33:16,120
Show me the money.

901
00:33:16,120 --> 00:33:18,280
Yeah, exactly.

902
00:33:18,280 --> 00:33:21,800
But there is ways for me, look, I get who I am.

903
00:33:21,800 --> 00:33:24,000
And I know there's people in this market who like,

904
00:33:24,000 --> 00:33:24,920
oh, that's Justin Cage.

905
00:33:24,920 --> 00:33:27,520
He said blah, blah, blah for years and years.

906
00:33:27,520 --> 00:33:30,800
And so there could be some controversy on that.

907
00:33:32,080 --> 00:33:34,120
But again, like we're saying, now they see what I'm doing.

908
00:33:34,120 --> 00:33:36,200
They see the education, they see the entertainment,

909
00:33:36,200 --> 00:33:37,320
they see all that stuff.

910
00:33:37,320 --> 00:33:39,600
But you still have to press it.

911
00:33:39,600 --> 00:33:42,720
When I said, it was funny when I started doing the videos.

912
00:33:42,720 --> 00:33:46,640
And actually I own Melvin a lot because

913
00:33:46,640 --> 00:33:50,080
as I was on a former team and doing some other stuff,

914
00:33:50,080 --> 00:33:52,200
like I can't say enough about the source group,

915
00:33:52,200 --> 00:33:54,040
they were fantastic.

916
00:33:54,040 --> 00:33:55,720
I just untied my shoes, I picked my foot up,

917
00:33:55,720 --> 00:33:56,960
so enjoy that.

918
00:33:56,960 --> 00:33:58,360
There it is.

919
00:33:58,360 --> 00:33:59,360
Enjoy that, I'm not tying.

920
00:33:59,360 --> 00:34:00,200
We're not tied down.

921
00:34:00,200 --> 00:34:02,720
Not tied, you can't tie me down.

922
00:34:02,720 --> 00:34:05,360
I felt like I wasn't doing,

923
00:34:05,360 --> 00:34:07,920
I wasn't embracing the things I should be embracing

924
00:34:07,920 --> 00:34:09,160
because like I said, I was trying to get away

925
00:34:09,160 --> 00:34:11,920
with some certain things and, you know,

926
00:34:11,920 --> 00:34:14,280
Melvin actually really helped me.

927
00:34:14,280 --> 00:34:15,840
He's like, dude, you know,

928
00:34:15,840 --> 00:34:17,360
you should be doing this video.

929
00:34:17,360 --> 00:34:18,560
And it was a lot of technical stuff

930
00:34:18,560 --> 00:34:19,720
because I had been doing some videos,

931
00:34:19,720 --> 00:34:21,320
but he's like, well, think about this, think about this,

932
00:34:21,320 --> 00:34:22,280
think about this.

933
00:34:22,280 --> 00:34:24,160
And I'm like, okay, I start implementing other things,

934
00:34:24,160 --> 00:34:25,800
write down to put captions on.

935
00:34:25,800 --> 00:34:28,040
I don't fucking know, I don't, yeah, okay, captions.

936
00:34:28,040 --> 00:34:28,880
Right?

937
00:34:28,880 --> 00:34:29,720
You know?

938
00:34:29,720 --> 00:34:30,560
Do one thing today, add captions to all your videos.

939
00:34:30,560 --> 00:34:31,880
What's that? It's not everything.

940
00:34:31,880 --> 00:34:32,920
Everything.

941
00:34:32,920 --> 00:34:33,760
Everything.

942
00:34:33,760 --> 00:34:35,000
And CapCut is amazing.

943
00:34:35,000 --> 00:34:37,000
Go get CapCut, get Pro, it's great.

944
00:34:38,800 --> 00:34:39,640
Not sponsored by the way.

945
00:34:39,640 --> 00:34:40,480
Yeah, not sponsored at all.

946
00:34:40,480 --> 00:34:41,320
True.

947
00:34:42,720 --> 00:34:47,440
But, you know, going out and creating those new things.

948
00:34:47,440 --> 00:34:48,680
And I remember the first time I said,

949
00:34:48,680 --> 00:34:49,880
fuck in one of my videos.

950
00:34:49,880 --> 00:34:53,000
And I'm like, well, because I can't say it on the air.

951
00:34:53,000 --> 00:34:53,840
I could never say it on the air.

952
00:34:53,840 --> 00:34:55,000
And how I never did.

953
00:34:55,000 --> 00:34:56,320
Yeah, let us say, how'd you get away?

954
00:34:56,320 --> 00:34:57,160
It's insane.

955
00:34:57,160 --> 00:34:58,000
How'd you even talk?

956
00:34:58,000 --> 00:34:58,840
Very terrible.

957
00:34:59,840 --> 00:35:02,040
That would be so stressful for me.

958
00:35:02,040 --> 00:35:05,600
But I was like, and I beeped it out the first time.

959
00:35:05,600 --> 00:35:08,840
And I'm like, I don't think so.

960
00:35:08,840 --> 00:35:09,680
Yeah.

961
00:35:09,680 --> 00:35:10,520
I'm like, I don't think so.

962
00:35:10,520 --> 00:35:12,120
Because if our experience is that bad,

963
00:35:12,120 --> 00:35:13,480
then we're not gonna work together.

964
00:35:13,480 --> 00:35:14,840
The interaction's gonna be, yeah,

965
00:35:14,840 --> 00:35:16,520
the interaction's gonna be rough.

966
00:35:16,520 --> 00:35:17,920
Because let me be honest with you,

967
00:35:17,920 --> 00:35:20,120
and you guys in the industry, and you in the industry,

968
00:35:20,120 --> 00:35:21,840
how many times you've called another agent,

969
00:35:21,840 --> 00:35:24,280
or a lender, or a title company,

970
00:35:24,280 --> 00:35:25,960
or whatever the case may be,

971
00:35:25,960 --> 00:35:29,200
and they drop the first buck, and you're like, oh yes.

972
00:35:29,200 --> 00:35:30,040
So excited.

973
00:35:30,040 --> 00:35:30,880
I can do it.

974
00:35:30,880 --> 00:35:31,720
You're my people.

975
00:35:31,720 --> 00:35:33,480
There's statistics around that.

976
00:35:33,480 --> 00:35:36,880
There's a book that I read, Chris Smith's,

977
00:35:37,760 --> 00:35:39,120
The Conversion Code.

978
00:35:39,120 --> 00:35:40,640
And there's statistics around

979
00:35:40,640 --> 00:35:43,200
if you were to drop a profanity

980
00:35:43,200 --> 00:35:46,200
within the first X amount of seconds of the phone call,

981
00:35:46,200 --> 00:35:47,600
the phone call goes better.

982
00:35:47,600 --> 00:35:48,440
The guard goes down.

983
00:35:48,440 --> 00:35:49,280
For most.

984
00:35:49,280 --> 00:35:50,120
Yeah.

985
00:35:50,120 --> 00:35:50,960
It's crazy.

986
00:35:50,960 --> 00:35:51,800
The phone call goes on.

987
00:35:51,800 --> 00:35:54,200
You're not saying you just immediately, hey.

988
00:35:54,200 --> 00:35:55,240
You don't get a lead from Zillie.

989
00:35:55,240 --> 00:35:56,800
Hey, what the fuck is going on?

990
00:35:57,760 --> 00:35:59,400
I see you love this freaking house.

991
00:35:59,400 --> 00:36:00,240
Like, no, we're not.

992
00:36:00,240 --> 00:36:01,080
Taking notes.

993
00:36:01,080 --> 00:36:01,920
Yeah.

994
00:36:01,920 --> 00:36:02,760
Don't do that.

995
00:36:02,760 --> 00:36:03,600
Don't do that.

996
00:36:03,600 --> 00:36:05,240
You know, but if it's, you know,

997
00:36:05,240 --> 00:36:06,520
you feel out your person.

998
00:36:06,520 --> 00:36:07,640
You feel out your people.

999
00:36:07,640 --> 00:36:09,160
When you're in a, you can tell

1000
00:36:09,160 --> 00:36:11,920
within the first couple seconds of any phone call

1001
00:36:11,920 --> 00:36:14,280
kind of the direction that you're allowed to go,

1002
00:36:14,280 --> 00:36:15,840
and that you're not allowed to go.

1003
00:36:15,840 --> 00:36:18,800
And if that's something that you don't feel or get,

1004
00:36:18,800 --> 00:36:22,520
one, you might need some training on like, calls.

1005
00:36:22,520 --> 00:36:24,360
I think I have a little one-up on a lot of people

1006
00:36:24,360 --> 00:36:25,560
because I worked like almost 15 years

1007
00:36:25,560 --> 00:36:26,960
in call center environments.

1008
00:36:26,960 --> 00:36:28,800
You know, so I got a lot of training on how to call,

1009
00:36:28,800 --> 00:36:30,400
how to talk, and how to do those things, you know.

1010
00:36:30,400 --> 00:36:32,520
But if you're not picking up on those verbal cues,

1011
00:36:32,520 --> 00:36:33,720
you might need a little help there

1012
00:36:33,720 --> 00:36:36,400
and figuring out how to like read people through the phone.

1013
00:36:36,400 --> 00:36:38,600
It's very different than facial expressions.

1014
00:36:38,600 --> 00:36:39,720
I mean, when you're with somebody real life,

1015
00:36:39,720 --> 00:36:42,000
it's very easy to tell like their emotion.

1016
00:36:42,000 --> 00:36:43,280
You know, but over the phone, it's the tone,

1017
00:36:43,280 --> 00:36:44,960
it's the infliction, it's the way that you're safe.

1018
00:36:44,960 --> 00:36:46,000
How do you know when you're in the phone?

1019
00:36:46,000 --> 00:36:46,840
How quick?

1020
00:36:46,840 --> 00:36:47,680
Oh, that's true.

1021
00:36:47,680 --> 00:36:50,440
Real quick, you gotta make a connection.

1022
00:36:50,440 --> 00:36:51,560
You get two seconds.

1023
00:36:51,560 --> 00:36:52,400
Really?

1024
00:36:52,400 --> 00:36:53,240
Make the connection.

1025
00:36:53,240 --> 00:36:54,680
Make the connection.

1026
00:36:54,680 --> 00:36:56,400
I had, last week,

1027
00:36:56,400 --> 00:37:00,960
I had a random internet lead from Canada.

1028
00:37:00,960 --> 00:37:03,200
And you know, I called, you know, and I was like,

1029
00:37:03,200 --> 00:37:05,760
hey, and she goes, uh, uh.

1030
00:37:05,760 --> 00:37:07,320
And I was like, hey, you're on my website.

1031
00:37:07,320 --> 00:37:09,640
She goes, oh no.

1032
00:37:09,640 --> 00:37:12,560
She goes, I put my number, didn't I?

1033
00:37:12,560 --> 00:37:17,360
And I go, oh no, you put your number.

1034
00:37:17,360 --> 00:37:18,800
I go, damn, I hate it when that happens, right?

1035
00:37:18,800 --> 00:37:19,640
I hate it when I do that to myself.

1036
00:37:19,640 --> 00:37:21,000
When they're being honest, that sucks.

1037
00:37:21,000 --> 00:37:23,760
And she starts laughing and now she's in my sphere

1038
00:37:23,760 --> 00:37:26,960
and she's looking for Anchorage to move on to.

1039
00:37:26,960 --> 00:37:29,960
So, and it went from Canada to here.

1040
00:37:29,960 --> 00:37:32,600
And it was one of those things where it was,

1041
00:37:32,600 --> 00:37:36,840
had I not broken that, had I not saved that call,

1042
00:37:36,840 --> 00:37:38,080
she's gone.

1043
00:37:38,080 --> 00:37:39,640
But that's so naturally you.

1044
00:37:39,640 --> 00:37:40,480
Right.

1045
00:37:40,480 --> 00:37:42,440
To just lean into like the, oh no.

1046
00:37:42,440 --> 00:37:44,560
Oh no, I can't believe I'm calling you,

1047
00:37:44,560 --> 00:37:46,520
how terrible, calling from my website

1048
00:37:46,520 --> 00:37:48,360
where you put your number.

1049
00:37:48,360 --> 00:37:49,200
Right.

1050
00:37:49,200 --> 00:37:50,160
Terrible.

1051
00:37:50,160 --> 00:37:51,000
Right.

1052
00:37:51,000 --> 00:37:53,280
That's, I mean, that's such a cool technique,

1053
00:37:53,280 --> 00:37:54,760
you know, to use.

1054
00:37:54,760 --> 00:37:57,440
Even if it's, even if you don't have that level of like,

1055
00:37:57,440 --> 00:37:58,880
you know, let's say level of personality,

1056
00:37:58,880 --> 00:37:59,960
I don't even know what other word to use,

1057
00:37:59,960 --> 00:38:02,400
but if you feel like you're not there yet,

1058
00:38:02,400 --> 00:38:04,520
be, I mean, be intelligent.

1059
00:38:04,520 --> 00:38:05,720
Is there levels to personality?

1060
00:38:05,720 --> 00:38:06,560
I'm sure there are.

1061
00:38:06,560 --> 00:38:09,480
You can probably, you know, like dial it back.

1062
00:38:09,480 --> 00:38:10,320
Dial it back.

1063
00:38:10,320 --> 00:38:11,160
So there has to be some levels.

1064
00:38:11,160 --> 00:38:12,520
Oh, there is levels, it's true, decibel levels.

1065
00:38:12,520 --> 00:38:13,600
I've heard that before.

1066
00:38:13,600 --> 00:38:14,440
Full volume.

1067
00:38:14,440 --> 00:38:15,280
Full volume.

1068
00:38:15,280 --> 00:38:16,120
Don't dial it back.

1069
00:38:16,120 --> 00:38:18,080
Don't dial it back with us.

1070
00:38:18,080 --> 00:38:19,320
Shoot.

1071
00:38:19,320 --> 00:38:20,160
Amp it up.

1072
00:38:20,160 --> 00:38:21,000
Full volume.

1073
00:38:21,000 --> 00:38:22,080
But no, I mean, like to his point,

1074
00:38:22,080 --> 00:38:23,760
making that connection at the beginning is huge.

1075
00:38:23,760 --> 00:38:26,600
You know, one thing I challenge a lot of my people to do is,

1076
00:38:26,600 --> 00:38:27,800
especially if you're paying for leads,

1077
00:38:27,800 --> 00:38:28,920
or maybe you're not paying for them,

1078
00:38:28,920 --> 00:38:30,000
your broker is just paying for them,

1079
00:38:30,000 --> 00:38:31,440
whomever, your lender is paying for them,

1080
00:38:31,440 --> 00:38:34,360
and dish them back out to you to build some value

1081
00:38:34,360 --> 00:38:36,800
and to build some relationship there.

1082
00:38:36,800 --> 00:38:37,840
Play off of the emotion.

1083
00:38:37,840 --> 00:38:39,480
If you don't know, if you have nothing else

1084
00:38:39,480 --> 00:38:40,920
that you could play off of,

1085
00:38:40,920 --> 00:38:42,880
play off of the home that they sent you.

1086
00:38:42,880 --> 00:38:44,440
You know, keep it simple.

1087
00:38:44,440 --> 00:38:46,760
Hey, I see that you were interested in XYZ Street

1088
00:38:46,760 --> 00:38:48,200
and St. Pete, Florida, you know,

1089
00:38:48,200 --> 00:38:49,720
tell me why that's the one that you're so in love with.

1090
00:38:49,720 --> 00:38:52,000
Like, why is that the one you picked out of every home?

1091
00:38:52,000 --> 00:38:54,040
And then let them do the rest for you.

1092
00:38:54,040 --> 00:38:55,480
I was just showing that house the other day.

1093
00:38:55,480 --> 00:38:56,320
It's a nice house.

1094
00:38:56,320 --> 00:38:57,520
Right, build the connection.

1095
00:38:57,520 --> 00:38:58,360
Blue my skirt up.

1096
00:38:58,360 --> 00:38:59,600
Blue my skirt up.

1097
00:38:59,600 --> 00:39:03,320
Build the connection on whatever you can build

1098
00:39:03,320 --> 00:39:06,640
a connection with, but don't start forcing sales

1099
00:39:06,640 --> 00:39:07,480
down their throat.

1100
00:39:07,480 --> 00:39:08,560
You know, like, oh, I'm so and so,

1101
00:39:08,560 --> 00:39:10,440
and I'm a real stage, and now you can help me.

1102
00:39:10,440 --> 00:39:11,960
They know you're a real stage,

1103
00:39:11,960 --> 00:39:13,920
and that's probably why they submitted the request.

1104
00:39:13,920 --> 00:39:15,920
I mean, like, a lot of people are approaching these things

1105
00:39:15,920 --> 00:39:17,960
with like no common sense, I feel like.

1106
00:39:17,960 --> 00:39:19,240
And they're like, hey, I just want to let you know

1107
00:39:19,240 --> 00:39:21,440
that I am the real street that will be working your lead.

1108
00:39:21,440 --> 00:39:22,280
Do you know why?

1109
00:39:22,280 --> 00:39:23,800
Because you're walking into, again,

1110
00:39:23,800 --> 00:39:25,440
you're walking into a brokerage,

1111
00:39:25,440 --> 00:39:28,320
who gives you your script, and they teach the script.

1112
00:39:28,320 --> 00:39:31,680
And they do call, ring, rings on the script,

1113
00:39:31,680 --> 00:39:34,000
and you do the script, and you do the script,

1114
00:39:34,000 --> 00:39:36,160
and you do the script, and I want to be very clear about it.

1115
00:39:36,160 --> 00:39:38,920
There's good points to be made by the script.

1116
00:39:38,920 --> 00:39:39,760
Correct.

1117
00:39:39,760 --> 00:39:40,600
There's great points.

1118
00:39:40,600 --> 00:39:41,520
If you don't know what you're doing,

1119
00:39:41,520 --> 00:39:42,840
you need a script at least to start.

1120
00:39:42,840 --> 00:39:44,320
You need a script to start.

1121
00:39:44,320 --> 00:39:47,360
But it's on me then, as a team leader,

1122
00:39:47,360 --> 00:39:50,680
to go to my team, and if I give them a script,

1123
00:39:50,680 --> 00:39:51,520
because again, we always stress.

1124
00:39:51,520 --> 00:39:53,360
Evolve, you have to evolve.

1125
00:39:53,360 --> 00:39:54,200
Evolve.

1126
00:39:54,200 --> 00:39:55,040
Oh yeah.

1127
00:39:55,040 --> 00:39:56,640
I don't want to hear the script.

1128
00:39:56,640 --> 00:39:58,440
I want to hear the points of the script.

1129
00:39:58,440 --> 00:39:59,280
Right.

1130
00:39:59,280 --> 00:40:00,280
Give me my points.

1131
00:40:00,280 --> 00:40:01,120
Bingo.

1132
00:40:01,120 --> 00:40:03,320
You know, this was always a thing when I was on the air.

1133
00:40:03,320 --> 00:40:05,040
It's like, you know, we're going to sit there

1134
00:40:05,040 --> 00:40:06,200
and talk for four hours.

1135
00:40:06,200 --> 00:40:08,400
I'm not writing out four hours of material.

1136
00:40:08,400 --> 00:40:10,600
You write a couple bullet points, and you do the job.

1137
00:40:10,600 --> 00:40:11,440
Right.

1138
00:40:11,440 --> 00:40:13,160
We have bullet points in our little beautiful book over here.

1139
00:40:13,160 --> 00:40:14,240
Our little notebook.

1140
00:40:14,240 --> 00:40:15,080
Right, you know.

1141
00:40:15,080 --> 00:40:15,920
It's getting famous.

1142
00:40:15,920 --> 00:40:16,760
Write a couple bullet points.

1143
00:40:16,760 --> 00:40:17,600
My book.

1144
00:40:17,600 --> 00:40:19,240
And do the deal.

1145
00:40:19,240 --> 00:40:20,080
And that's it.

1146
00:40:20,080 --> 00:40:24,280
And again, once you do that, then you're authentic.

1147
00:40:24,280 --> 00:40:26,000
And people see through the bullshit,

1148
00:40:26,000 --> 00:40:27,400
and they're going to find the person who's authentic.

1149
00:40:27,400 --> 00:40:28,360
They do.

1150
00:40:28,360 --> 00:40:29,600
I think people are getting better

1151
00:40:29,600 --> 00:40:31,320
at seeing through the bullshit,

1152
00:40:31,320 --> 00:40:32,600
because there is so much of it.

1153
00:40:32,600 --> 00:40:33,440
There's so much of it.

1154
00:40:33,440 --> 00:40:35,720
And right now, I mean, to your point,

1155
00:40:35,720 --> 00:40:37,400
that's a really good point you just made,

1156
00:40:37,400 --> 00:40:41,520
is we're at the part where people now,

1157
00:40:41,520 --> 00:40:42,840
you know, regardless of the industry,

1158
00:40:42,840 --> 00:40:45,040
they realize that social media is a powerful tool.

1159
00:40:45,040 --> 00:40:46,760
You know, so a lot of people are doing it now.

1160
00:40:46,760 --> 00:40:47,600
You know, people who don't even know

1161
00:40:47,600 --> 00:40:49,000
what they're doing are doing it, right?

1162
00:40:49,000 --> 00:40:50,920
So again, to your point is,

1163
00:40:50,920 --> 00:40:53,840
what makes you different from everybody else?

1164
00:40:53,840 --> 00:40:55,000
You.

1165
00:40:55,000 --> 00:40:55,840
You.

1166
00:40:55,840 --> 00:40:57,440
You know, the same goes with this whole AI world

1167
00:40:57,440 --> 00:40:58,280
that we live in.

1168
00:40:58,280 --> 00:40:59,920
I'd be lying to you if I told you I didn't use AI

1169
00:40:59,920 --> 00:41:02,080
on my everyday life.

1170
00:41:02,080 --> 00:41:03,720
It has changed my life.

1171
00:41:03,720 --> 00:41:05,600
It's changed the trajectory of how I work.

1172
00:41:05,600 --> 00:41:06,880
Big words today.

1173
00:41:07,880 --> 00:41:09,840
Oh, trajectory, tapestry, and a dash of it?

1174
00:41:09,840 --> 00:41:11,840
It is tapestry, tapestry.

1175
00:41:11,840 --> 00:41:13,680
It's a dash of it.

1176
00:41:13,680 --> 00:41:16,160
Yeah, that's going to be the title of the podcast.

1177
00:41:16,160 --> 00:41:18,320
It just blows out.

1178
00:41:18,320 --> 00:41:21,520
That's going to be the title, Unabashedly Authentic.

1179
00:41:21,520 --> 00:41:22,520
Ooh.

1180
00:41:22,520 --> 00:41:23,360
Boom.

1181
00:41:23,360 --> 00:41:24,480
I love that.

1182
00:41:24,480 --> 00:41:25,320
You know, but like.

1183
00:41:25,320 --> 00:41:27,200
You sit with genius and you just have to just be all.

1184
00:41:27,200 --> 00:41:28,040
It's it.

1185
00:41:28,040 --> 00:41:28,960
It's the beard.

1186
00:41:28,960 --> 00:41:30,040
It's coming like it's just.

1187
00:41:30,040 --> 00:41:30,880
Oh no sir, you're being stoned.

1188
00:41:30,880 --> 00:41:32,560
Is it your beard or your beard?

1189
00:41:32,560 --> 00:41:33,560
Not me.

1190
00:41:33,560 --> 00:41:36,400
That beautiful beard you got going on there.

1191
00:41:36,400 --> 00:41:38,000
Yeah, I just got a fresh fade.

1192
00:41:38,000 --> 00:41:38,840
Yeah.

1193
00:41:38,840 --> 00:41:40,400
I remember when I get to get anything.

1194
00:41:40,400 --> 00:41:41,240
Fresh fade.

1195
00:41:41,240 --> 00:41:42,200
Just going around like that.

1196
00:41:42,200 --> 00:41:43,040
Hey listen.

1197
00:41:43,040 --> 00:41:44,200
You got a freshly shaved head.

1198
00:41:44,200 --> 00:41:45,880
I mean, I guess that's cool.

1199
00:41:45,880 --> 00:41:46,720
Keep it shiny.

1200
00:41:46,720 --> 00:41:48,560
I remember Homer Simpson with like four hairs.

1201
00:41:48,560 --> 00:41:49,560
Yeah.

1202
00:41:49,560 --> 00:41:50,640
Homer Simpson.

1203
00:41:50,640 --> 00:41:51,920
Right.

1204
00:41:51,920 --> 00:41:52,520
I can't.

1205
00:41:52,520 --> 00:41:53,080
I can't.

1206
00:41:53,080 --> 00:41:53,800
This is so much fun.

1207
00:41:53,800 --> 00:41:54,640
I'll do it for the next one.

1208
00:41:54,640 --> 00:41:56,240
Remember having that guy grow it out for a couple of days?

1209
00:41:56,240 --> 00:41:57,280
Just grow it out.

1210
00:41:57,280 --> 00:42:00,000
Or like can we braid your beard and just have it like.

1211
00:42:00,000 --> 00:42:01,000
It would be first time.

1212
00:42:01,000 --> 00:42:01,880
Yeah, absolutely.

1213
00:42:01,880 --> 00:42:02,920
Like you just got fresh off a cruise.

1214
00:42:02,920 --> 00:42:04,800
My cousin in West Palm has this and I braid it.

1215
00:42:04,800 --> 00:42:05,480
I braid it.

1216
00:42:05,480 --> 00:42:07,360
We put little beads in it.

1217
00:42:07,360 --> 00:42:07,800
He's it.

1218
00:42:07,800 --> 00:42:11,480
As long as we do like the intro music, it's going to be like frozen.

1219
00:42:11,480 --> 00:42:12,720
Ooh.

1220
00:42:12,720 --> 00:42:14,800
Oh yes.

1221
00:42:14,800 --> 00:42:15,800
I'm going to hit Nicky times.

1222
00:42:15,800 --> 00:42:16,800
I'm going to start talking about my language.

1223
00:42:16,800 --> 00:42:17,800
I'm hidden Nicky.

1224
00:42:17,800 --> 00:42:19,920
Oh, I don't even know where it's.

1225
00:42:19,920 --> 00:42:23,600
We're not going to try to find out where it's hidden.

1226
00:42:23,600 --> 00:42:24,360
I did want to.

1227
00:42:24,360 --> 00:42:25,680
There was a couple things we talked about.

1228
00:42:25,680 --> 00:42:26,720
Controversy.

1229
00:42:26,720 --> 00:42:29,320
Oh, boy.

1230
00:42:29,320 --> 00:42:31,040
He's got a Mickey tattoo.

1231
00:42:31,040 --> 00:42:32,040
Oh, boy.

1232
00:42:32,040 --> 00:42:33,480
Oh, boy.

1233
00:42:33,480 --> 00:42:35,120
No, I mean, I think.

1234
00:42:35,120 --> 00:42:36,440
Of course.

1235
00:42:36,440 --> 00:42:37,400
Oh, Lord.

1236
00:42:37,400 --> 00:42:38,680
No, I think.

1237
00:42:38,680 --> 00:42:41,200
Listen, y'all, like seriously.

1238
00:42:41,200 --> 00:42:44,960
I think if any of you are afraid to be, you know,

1239
00:42:44,960 --> 00:42:48,040
the person that you are in the business that you've run,

1240
00:42:48,040 --> 00:42:49,440
I think that's a huge issue personally.

1241
00:42:49,440 --> 00:42:51,760
I think that's going to be something you need to do some explore

1242
00:42:51,760 --> 00:42:54,800
and some self, you know, figure yourself out.

1243
00:42:54,800 --> 00:42:55,240
You know what I mean?

1244
00:42:55,240 --> 00:42:58,120
And a quote that I wrote down from last week's podcast,

1245
00:42:58,120 --> 00:42:59,720
I'll probably butcher it, you know,

1246
00:42:59,720 --> 00:43:04,400
but essentially what it boils down to is if you're still working on yourself

1247
00:43:04,400 --> 00:43:09,360
in any way, anyway, you are not the person that you want to be.

1248
00:43:09,360 --> 00:43:12,480
So people use this excuse all the time, like, I'm not who I want to be yet.

1249
00:43:12,480 --> 00:43:13,720
Or I'm not where I want to be yet.

1250
00:43:13,720 --> 00:43:20,320
I don't look like I want to look at for my videos or excuse, excuse, excuse, excuse.

1251
00:43:20,320 --> 00:43:23,160
You're we're always constantly working on ourselves.

1252
00:43:23,160 --> 00:43:26,800
And if you're not, I don't think I don't think you're going to ever grow.

1253
00:43:26,800 --> 00:43:29,680
You know, so you're never exactly who you want to be ever.

1254
00:43:29,680 --> 00:43:31,520
Right. No one knows.

1255
00:43:31,520 --> 00:43:32,960
No, they don't care.

1256
00:43:32,960 --> 00:43:34,640
They don't care.

1257
00:43:34,640 --> 00:43:35,800
Plus, they don't see it.

1258
00:43:35,800 --> 00:43:36,840
They don't see it.

1259
00:43:36,840 --> 00:43:38,560
Like, I don't like my voice.

1260
00:43:38,560 --> 00:43:39,880
Somebody said yesterday, we're talking about.

1261
00:43:39,880 --> 00:43:41,480
I hear that all the time.

1262
00:43:41,480 --> 00:43:43,960
I go, I did radio for 25 years and I don't like my voice.

1263
00:43:43,960 --> 00:43:46,080
Correct. So like, I don't want to hear it.

1264
00:43:46,080 --> 00:43:47,720
We don't. Your voice sounds different to me.

1265
00:43:47,720 --> 00:43:49,640
It sounds different to her. It sounds different to you.

1266
00:43:49,640 --> 00:43:52,200
It doesn't matter. Apparently they're very docile tones, though.

1267
00:43:52,200 --> 00:43:53,640
I like them.

1268
00:43:53,640 --> 00:43:55,720
Smooth operator.

1269
00:43:55,720 --> 00:43:56,400
Calling.

1270
00:43:56,400 --> 00:43:57,640
I'm Sade Alde.

1271
00:43:57,640 --> 00:43:59,680
Sade Alde. Sade Alde.

1272
00:43:59,680 --> 00:44:01,400
That's the title. Sade Alde.

1273
00:44:01,400 --> 00:44:02,760
Oh, my gosh.

1274
00:44:02,760 --> 00:44:04,960
That should be a that should be like a shandy.

1275
00:44:04,960 --> 00:44:07,680
It should be a shandy. Sade Alde shandy.

1276
00:44:07,680 --> 00:44:11,080
It should be a shandy at Three Daughters Ruin.

1277
00:44:11,080 --> 00:44:12,400
St. Petersburg.

1278
00:44:12,400 --> 00:44:14,600
St. Petersburg.

1279
00:44:14,600 --> 00:44:16,000
This guy calls it home.

1280
00:44:16,000 --> 00:44:18,840
It's huge. It's huge.

1281
00:44:18,840 --> 00:44:22,440
I mean, cool spot, too, for like corporate events and anything you need.

1282
00:44:22,440 --> 00:44:24,200
We're not calling it corporate.

1283
00:44:24,200 --> 00:44:26,240
Yeah, no, definitely not corporate.

1284
00:44:26,240 --> 00:44:28,280
No HR. No HR involved.

1285
00:44:28,280 --> 00:44:29,520
Oh, God.

1286
00:44:29,520 --> 00:44:30,960
Could you imagine?

1287
00:44:30,960 --> 00:44:32,440
Shut down.

1288
00:44:33,880 --> 00:44:36,720
No, but I I I don't even know.

1289
00:44:36,720 --> 00:44:37,800
I could go for days on this.

1290
00:44:37,800 --> 00:44:39,080
I'm just trying to reel myself in.

1291
00:44:39,080 --> 00:44:40,600
Would you like a bullet point?

1292
00:44:40,600 --> 00:44:41,360
Throw me a bullet point.

1293
00:44:41,360 --> 00:44:42,760
Would you like one?

1294
00:44:42,760 --> 00:44:46,120
OK, so this one I like because it's we're talking about what is a brand.

1295
00:44:46,120 --> 00:44:51,160
One of your comments on your Nonsense Notes was what is not a brand?

1296
00:44:51,160 --> 00:44:53,320
Oh, what is not a brand?

1297
00:44:53,320 --> 00:44:54,600
What is not a brand?

1298
00:44:54,600 --> 00:44:57,800
Put my thing down, flip it and reverse it.

1299
00:44:57,800 --> 00:45:00,200
You're flipping it and playing me up.

1300
00:45:00,200 --> 00:45:02,200
Shut my mouth.

1301
00:45:02,200 --> 00:45:06,120
Uh, you going to make your logo before you know who you are?

1302
00:45:06,120 --> 00:45:09,320
Oh, are you all writing notes?

1303
00:45:09,320 --> 00:45:11,960
Deep. Chantel. Chantel's writing notes.

1304
00:45:11,960 --> 00:45:12,920
Chantel's writing notes.

1305
00:45:12,920 --> 00:45:14,520
She wrote notes for the last one.

1306
00:45:14,520 --> 00:45:16,440
Stop thinking logo before you know who you are.

1307
00:45:16,440 --> 00:45:20,200
My logo, which is right here.

1308
00:45:20,200 --> 00:45:21,800
Right there. Melvin.

1309
00:45:21,800 --> 00:45:24,360
Right there. Move it over.

1310
00:45:24,360 --> 00:45:27,160
Move it over. Up there.

1311
00:45:27,160 --> 00:45:31,160
I'm putting I'm going to put some I'm going to find a really good picture of you.

1312
00:45:31,160 --> 00:45:34,360
It is just going to be your head as a cut out sticker.

1313
00:45:34,360 --> 00:45:35,960
Find one with him in a polo shirt.

1314
00:45:35,960 --> 00:45:42,840
My logo is every bit of my adult life and career.

1315
00:45:42,840 --> 00:45:47,480
It's the rockfingers. It's the font.

1316
00:45:47,480 --> 00:45:52,840
It is 100% what you think if you knew Jesse Cage.

1317
00:45:52,840 --> 00:45:55,560
It's a thousand percent what you think that, right?

1318
00:45:55,560 --> 00:46:00,520
So a lot of people go out and it's like I'm going to I'm going to be a real estate agent and I got a brand.

1319
00:46:00,520 --> 00:46:02,200
So they hear it. You don't know.

1320
00:46:02,200 --> 00:46:03,640
I have to make a brand.

1321
00:46:03,640 --> 00:46:07,160
So you go on Etsy or wherever you get.

1322
00:46:07,160 --> 00:46:08,360
Canva. Canva.

1323
00:46:08,360 --> 00:46:09,560
Everybody does the Canva.

1324
00:46:09,560 --> 00:46:10,200
Real estate.

1325
00:46:11,640 --> 00:46:15,480
You know it's the you know okay cool I got a you know.

1326
00:46:15,480 --> 00:46:16,760
The little house with the windows.

1327
00:46:16,760 --> 00:46:17,080
It's going to hurt.

1328
00:46:17,080 --> 00:46:19,080
Yeah. They don't want to go there even.

1329
00:46:19,080 --> 00:46:20,680
It's going to hurt because you all have it.

1330
00:46:23,160 --> 00:46:26,280
It's the house and it maybe gets into your name a little bit.

1331
00:46:26,280 --> 00:46:29,240
Like it's this thing I'm like guys it's the same thing.

1332
00:46:29,240 --> 00:46:30,520
That's not a brand.

1333
00:46:30,520 --> 00:46:31,000
Nope.

1334
00:46:31,000 --> 00:46:36,760
It's a generic logo that says you sell houses but it doesn't tell me who you are.

1335
00:46:36,760 --> 00:46:38,680
And what a huge miss.

1336
00:46:38,680 --> 00:46:41,320
Go back if you're just for some reason starting at.

1337
00:46:41,320 --> 00:46:41,560
Right.

1338
00:46:42,360 --> 00:46:43,080
Three hours and.

1339
00:46:43,080 --> 00:46:46,360
Seven full minutes and three years later.

1340
00:46:48,120 --> 00:46:51,160
You know go back and see why but that's not that's not a brand.

1341
00:46:51,160 --> 00:46:53,080
And people are like are you a brand?

1342
00:46:53,080 --> 00:46:53,800
What's your brand?

1343
00:46:54,440 --> 00:46:55,560
Here's my logo.

1344
00:46:55,560 --> 00:46:56,840
Absolutely not.

1345
00:46:56,840 --> 00:46:58,280
Tell me about you.

1346
00:46:58,280 --> 00:47:00,680
You are your brand.

1347
00:47:00,680 --> 00:47:01,960
You are your brand.

1348
00:47:01,960 --> 00:47:03,720
The human being the person.

1349
00:47:03,720 --> 00:47:04,200
Yes.

1350
00:47:04,200 --> 00:47:06,760
Your logo goes on your marketing.

1351
00:47:07,480 --> 00:47:10,040
But your branding is more.

1352
00:47:11,080 --> 00:47:11,800
It's you.

1353
00:47:11,800 --> 00:47:12,920
It's what you give off.

1354
00:47:12,920 --> 00:47:15,160
It's what's out there for people to consume.

1355
00:47:15,160 --> 00:47:16,760
Like that's your brand.

1356
00:47:16,760 --> 00:47:19,720
And that's when people say oh that's so on brand for that person that's so on brand.

1357
00:47:19,720 --> 00:47:20,920
We're not talking about your logo.

1358
00:47:21,480 --> 00:47:25,800
We're talking about oh that was so something that person or that company.

1359
00:47:25,800 --> 00:47:26,440
Would do.

1360
00:47:26,440 --> 00:47:26,840
Yeah.

1361
00:47:26,840 --> 00:47:27,400
100 percent.

1362
00:47:27,400 --> 00:47:28,760
That's exactly what it is.

1363
00:47:28,760 --> 00:47:29,400
That's crazy.

1364
00:47:29,400 --> 00:47:38,760
I hope you all are taking notes for real because I know a lot of I know a handful of you all that have had these conversations with me recently about logos and branding.

1365
00:47:38,760 --> 00:47:47,160
And you know I just I urge you to step outside the box that you put yourself in and just watch what happens.

1366
00:47:47,160 --> 00:47:49,240
You know you will search.

1367
00:47:49,240 --> 00:47:52,360
Yeah seriously.

1368
00:47:53,240 --> 00:47:55,240
Listen I do want a TV show.

1369
00:47:55,240 --> 00:47:56,280
You know segue.

1370
00:47:56,280 --> 00:47:57,240
I want to do.

1371
00:47:57,240 --> 00:48:00,120
I want to do.

1372
00:48:00,120 --> 00:48:01,560
I want to do a home improvement.

1373
00:48:02,600 --> 00:48:03,320
Home alone.

1374
00:48:03,320 --> 00:48:04,120
Home improvement.

1375
00:48:04,120 --> 00:48:05,320
Home improvement.

1376
00:48:05,320 --> 00:48:05,820
Yeah.

1377
00:48:06,520 --> 00:48:07,020
Yeah.

1378
00:48:07,020 --> 00:48:07,960
Home improvement.

1379
00:48:07,960 --> 00:48:19,640
No I just want like you know a group of LGBT allies veterans just you know building houses and fixing things and showing the whole real estate process like more than just the HGTV like fixer upper.

1380
00:48:19,640 --> 00:48:20,200
Yeah.

1381
00:48:20,200 --> 00:48:22,440
I fixed your house like no I want to see the whole thing.

1382
00:48:22,440 --> 00:48:25,800
I want to see what happens on the other side and this side and how they get to the table.

1383
00:48:25,800 --> 00:48:28,040
I don't know it's a thought it's a dream to have a lot of those.

1384
00:48:32,040 --> 00:48:32,360
Deal.

1385
00:48:32,360 --> 00:48:35,960
Yeah you'll be the you know the real estate office that we use exclusively.

1386
00:48:40,760 --> 00:48:44,360
I mean kind of goes hand in hand with you know Marshall and the USF bulls thing.

1387
00:48:45,880 --> 00:48:46,360
Similar.

1388
00:48:47,240 --> 00:48:47,740
You know.

1389
00:48:47,740 --> 00:48:49,240
I don't know that I would.

1390
00:48:49,240 --> 00:48:50,600
Some things.

1391
00:48:50,600 --> 00:48:57,640
Be careful.

1392
00:48:57,640 --> 00:48:58,840
Put them away those are dangerous.

1393
00:49:01,320 --> 00:49:02,200
I'm back to the red book.

1394
00:49:02,200 --> 00:49:17,720
So let me ask you this before we get to the red book you know if you if you let's just put you in a scenario real quick I think in my head I was thinking this earlier if you were to have a new agent that came to you right and you vibe but then you like them like oh yeah I definitely hire them you know and then let's say.

1395
00:49:17,720 --> 00:49:37,240
In that interaction you got a certain vibe and then they kind of don't match that later on like what would you do to coach them into like hey man like let's let loose let yourself go like be yourself like what what tips would you give someone either in that situation or just someone who knows that they are quirky and they're this and they're that and they're just afraid to let that shine.

1396
00:49:37,240 --> 00:49:39,000
You can tell it's not happening for him what are you gonna do.

1397
00:49:39,000 --> 00:49:39,960
Yeah okay so.

1398
00:49:39,960 --> 00:49:58,520
With anybody on my team new or whatever the case may be we're all about being together we're all about you know every this is not just for three hours by the way but every Friday at four thirty as long as you're not doing money making activities as much as I.

1399
00:49:58,520 --> 00:50:19,160
As much as I can demand you do something at four thirty we need your office right on the streets right three hours right on the other side of our rear and I need to know that so it's an easy thing for me to do in that type of situation if I see something happening on my part that's not you or this is not working for whatever reason.

1400
00:50:19,160 --> 00:50:30,520
It's easy to wait for a moment so radio I was taught to listen right the art of listening is gone.

1401
00:50:30,520 --> 00:51:00,440
I'm not the next thing you're going to say it's always always you know you will miss so much good bad and different you miss so much because I'm like oh shit I've got something I'm gonna oh yeah I'm gonna say some of that point so in radio I got a single thing you'll listen and see what happens and then you can reply appropriately and sometimes it's fun to listen because people will just talk themselves into corners and then you get your own argument with somebody just shut up for a sec yeah let them talk themselves into a corner.

1402
00:51:00,520 --> 00:51:19,240
That's my favorite because you know you're saying one thing and then another thing and another thing and nothing matches up so when I'm with our people I sit down listen to what they're saying to me watch how they're interacting with other people and go sorry.

1403
00:51:19,240 --> 00:51:33,800
That's your moment yeah you see how you talked about bartender right that's who you are so why when you're doing fucking ring rings are you you sound like a robot this is who you are so true so just be you.

1404
00:51:33,800 --> 00:51:53,880
You know what just came to mind that I don't know this came like this is in the depths of my brain I don't know like I was like you did you touch me that's what it was it was when I was in like my private school there was this there was this I went to Baptist private school for half my life.

1405
00:51:53,880 --> 00:52:14,760
I don't know if you ever heard this song this little light of mine remember that song this song gonna let it shine this little light of mine and let it shine let it shine don't dull your own light don't put out your own candle you know I think I'm guilty because I put out my candle for I mean hell I put my candle out for 22 years.

1406
00:52:14,760 --> 00:52:44,680
Let me tell you it takes a toll on you mentally you may not think it but it will take a toll on you mentally it wasn't until about three and a half four weeks ago when I got my blood test and everything done through my buddy who owns this evolving vitality he explained to me we were in the military together he is just a beautiful human being man and him and one of my other good buddies I deployed with started this company they're talking to me about just health and you know in my head I'm thinking I'm healthy I'm fine I'm not really I don't have any ailments and I'm doing all right I don't get sick.

1407
00:52:44,680 --> 00:53:14,600
Often you know but just get checked just get checked because you never know you're burning the candles at both ends and you know it's crazy when you take the time to look inward and let yourself go because I could have sat there and been like the rest of my family and like I'm good man I'm totally okay nothing's wrong with me you know I'm seventy five to seventy eight years old according to my blood work right you know and that's because of high stress levels and with bonkers to me is I don't feel like I'm stressed because the way that my brain the way that I function

1408
00:53:14,600 --> 00:53:44,600
is I relate it back to things that happen when I grew up things that happen in my past life things that I went through before coming out coming out whatever the case may be and I go oh my job's not that stressful like this is not that bad I need this I need to chill out like this isn't stressful at all but I was told you know what your stress levels have been so high for so long that your body is now adjusted to that level of stress and that's your new norm that's why you don't feel the difference I don't feel it mentally or emotionally a lot of times but physically it's

1409
00:53:44,600 --> 00:54:14,600
taken a toll you know so I'm telling you guys right now you know if you're playing this you know I like to call it the chameleon you know if you're just the chameleon and you just want to mold and adapt to everybody that's fine but be conscious of what you're doing if you're doing something like that and you're like oh god this feels weird is this I'm totally not vibing with this person or this is not really what I'm doing but I'm just gonna do it anyway you got to be conscious of that you got to shut it down because over time that will build up and that will create the stress

1410
00:54:14,600 --> 00:54:44,600
levels that you probably don't even know you have and it's gonna start causing issues mentally emotionally in your relationship in your business I mean in the business is huge because I've worked with so many brokers and it's crazy how quick the agents can pick up on something's off here something's not right you know it's one thing to wear on your sleeve but what are you doing what are you doing to adjust what are you doing to adapt and evolve and become the person that you really know that you should be regardless of what the outcome is going to be with your business like it's going

1411
00:54:44,600 --> 00:55:14,600
to end the way it's supposed to if you do the right thing I think sometimes it's just give yourself grace grace that's good word good word we take so much to heart so much personal and we have to do just this this is this and we have this regiment and all this other shit going on that we forget that we are human beings love affection shit outside of work you know when shit goes bad but we have all had

1412
00:55:14,600 --> 00:55:44,600
deals that go bad of course whether it's your fault or not and sometimes it is your fault sometimes it is sometimes it is yeah and then in those moments those are learning moments and you give yourself some grace as soon as you give yourself some grace then you can start feeling a little bit better about yourself yeah okay look I am human but I'm a perfectionist of perfectionists I want everything to be perfect I just do I want every client to feel exactly the same perfect I want every client to feel loved and we give so much of ourselves so much that sometimes

1413
00:55:44,600 --> 00:56:14,600
you have to remember you do have the ability to give yourself grace and that is okay yes you know and you were saying if you're in a situation that you don't like or you're not messing with somebody you have every right every single part of your being knows what you're supposed to do it doesn't matter what somebody else thinks you're supposed to do do it take the risk

1414
00:56:14,600 --> 00:56:44,600
figure it out it doesn't mean it's not going to be messy it doesn't mean that there's not going to be you know a backlash for every action there's a reaction so know that things are going to happen but at the same time you've got to be unabashedly you yes see you and that means you're in charge of yourself and whatever you is just be you if you is tattoos you is you is if you is if that's what you if that's what you is if that's what you is that's who you is you know it's

1415
00:56:44,600 --> 00:57:14,600
learned to the grocery store and somebody asked him like I really wanna know like did anyone actually close a deal From someone that they met at a grocery store with their Rap try gone like maybe they had a high but he

1416
00:57:14,600 --> 00:57:15,600
It does, it does.

1417
00:57:15,600 --> 00:57:18,600
It puts you in this box that I'm a realtor.

1418
00:57:18,600 --> 00:57:19,600
Ding!

1419
00:57:19,600 --> 00:57:21,600
And it's like, oh, okay, that's great.

1420
00:57:21,600 --> 00:57:28,600
But it'll be the same as me saying, did the guy holding the repent sign on the side of the road ever save anybody?

1421
00:57:28,600 --> 00:57:29,600
I don't know.

1422
00:57:29,600 --> 00:57:33,600
I think, that's what you want to do, good for you.

1423
00:57:33,600 --> 00:57:35,600
But I don't know, what is the effective?

1424
00:57:35,600 --> 00:57:38,600
In my mind, what's the rate of return on that?

1425
00:57:38,600 --> 00:57:39,600
What's the rate of return?

1426
00:57:39,600 --> 00:57:40,600
Rate of return on that?

1427
00:57:40,600 --> 00:57:41,600
I don't know.

1428
00:57:41,600 --> 00:57:43,600
How many souls have you saved?

1429
00:57:43,600 --> 00:57:44,600
How many souls?

1430
00:57:44,600 --> 00:57:47,600
Oh, Murakanda, your soul is mine.

1431
00:57:47,600 --> 00:57:49,600
But my thing is, get over here.

1432
00:57:49,600 --> 00:57:51,600
Get over here.

1433
00:57:53,600 --> 00:57:55,600
But I just, you know, again, the name tag, what am I going to do?

1434
00:57:55,600 --> 00:57:57,600
I'm going to be like, I'm going to put this over here.

1435
00:57:57,600 --> 00:58:00,600
I'm going to be real nice about this.

1436
00:58:00,600 --> 00:58:03,600
You're a name tag, I'm like, no, trust me, lady.

1437
00:58:06,600 --> 00:58:08,600
I like it, I like it.

1438
00:58:08,600 --> 00:58:12,600
Like, you know, like, I'm going to lean in and see, oh, okay, cool.

1439
00:58:12,600 --> 00:58:14,600
I'm going to nail it a fair way.

1440
00:58:14,600 --> 00:58:16,600
Right, the writing is the best part anyway.

1441
00:58:16,600 --> 00:58:17,600
I don't know, man.

1442
00:58:17,600 --> 00:58:18,600
What are you?

1443
00:58:18,600 --> 00:58:19,600
I'm like, great excuse.

1444
00:58:19,600 --> 00:58:20,600
I'm like.

1445
00:58:20,600 --> 00:58:21,600
Right.

1446
00:58:21,600 --> 00:58:23,600
I was reading your name tag.

1447
00:58:23,600 --> 00:58:24,600
I was reading your name tag.

1448
00:58:24,600 --> 00:58:26,600
I was reading your, oh, your real thing.

1449
00:58:26,600 --> 00:58:28,600
Oh, Sasha.

1450
00:58:28,600 --> 00:58:33,600
I really think you nailed it though with the box thing.

1451
00:58:33,600 --> 00:58:35,600
Like, don't put yourself in a dang box, you know?

1452
00:58:35,600 --> 00:58:41,600
And this is personal opinion, you know, for me personally, when it comes to your social media and things that you're doing,

1453
00:58:41,600 --> 00:58:43,600
I don't know why I get irritated in this.

1454
00:58:43,600 --> 00:58:45,600
Obviously, this is not genuine specifically.

1455
00:58:45,600 --> 00:58:48,600
So if you have this, it is what it is.

1456
00:58:48,600 --> 00:58:55,600
But I think it irritates me when someone's Instagram name is like, so-and-so, realtor.

1457
00:58:55,600 --> 00:58:56,600
So-and-so, realtor.

1458
00:58:56,600 --> 00:58:59,600
Or realtor this person or realtor with your name.

1459
00:58:59,600 --> 00:59:00,600
I don't know.

1460
00:59:00,600 --> 00:59:08,600
To me, like, before I even get to know that human being, I just, I mean, you're a real estate partner for life, right?

1461
00:59:08,600 --> 00:59:09,600
Me, yeah.

1462
00:59:09,600 --> 00:59:12,600
But I don't know, it's very different when you're a real estate partner for life.

1463
00:59:12,600 --> 00:59:14,600
Like, that stands for something bigger.

1464
00:59:14,600 --> 00:59:20,600
But I don't know, I feel like when you're like, hey, realtor, you know, John Smith, is your Instagram name, you know?

1465
00:59:20,600 --> 00:59:21,600
Jesse Cage, man.

1466
00:59:21,600 --> 00:59:22,600
Jesse Cage.

1467
00:59:22,600 --> 00:59:23,600
Well, then.

1468
00:59:23,600 --> 00:59:24,600
Oh, no, that's perfect.

1469
00:59:24,600 --> 00:59:26,600
That's not the username.

1470
00:59:26,600 --> 00:59:28,600
No, that's a search.

1471
00:59:28,600 --> 00:59:29,600
That's a search.

1472
00:59:29,600 --> 00:59:30,600
That's search optimization.

1473
00:59:30,600 --> 00:59:31,600
So, at Jesse Cage.

1474
00:59:31,600 --> 00:59:37,600
When you see mine, like, right, when you see mine, when you see Jesse's Instagram, right, mine's just at Melvin Ray.

1475
00:59:37,600 --> 00:59:39,600
It's been like that since forever.

1476
00:59:39,600 --> 00:59:40,600
That's my Xbox gamer tag.

1477
00:59:40,600 --> 00:59:42,600
I mean, that's been my name forever.

1478
00:59:42,600 --> 00:59:43,600
Ray is my middle name.

1479
00:59:43,600 --> 00:59:47,600
You know, I can go in there and change it, put Melvin Ray mortgage guy.

1480
00:59:47,600 --> 00:59:48,600
Like, I don't know.

1481
00:59:48,600 --> 00:59:52,600
To me, that feels like you're already selling to me and I don't really want to know you.

1482
00:59:52,600 --> 00:59:53,600
But it's different.

1483
00:59:53,600 --> 00:59:58,600
Like, I have Melvin Ray Bermudez and then next to my name, I have Fairway Mortgage, right?

1484
00:59:58,600 --> 00:59:59,600
Underneath.

1485
00:59:59,600 --> 01:00:00,600
Underneath.

1486
01:00:00,600 --> 01:00:01,600
Like, yeah.

1487
01:00:01,600 --> 01:00:02,600
So, that is like, that's search optimization.

1488
01:00:02,600 --> 01:00:06,600
For those that wonder, you know, Google typically can only, typically it's querying either your username,

1489
01:00:06,600 --> 01:00:08,600
or your real full name.

1490
01:00:08,600 --> 01:00:09,600
So, I did that.

1491
01:00:09,600 --> 01:00:10,600
So, someone types in Melvin Mortgage.

1492
01:00:10,600 --> 01:00:11,600
Melvin.

1493
01:00:11,600 --> 01:00:12,600
Whoa.

1494
01:00:12,600 --> 01:00:13,600
Yeah, listen.

1495
01:00:13,600 --> 01:00:14,600
We are just.

1496
01:00:14,600 --> 01:00:15,600
I am queer.

1497
01:00:15,600 --> 01:00:16,600
I am queer.

1498
01:00:16,600 --> 01:00:17,600
You're querying it.

1499
01:00:17,600 --> 01:00:18,600
Let's be queer.

1500
01:00:18,600 --> 01:00:19,600
Let's be queer about it.

1501
01:00:19,600 --> 01:00:20,600
Let's be queer.

1502
01:00:20,600 --> 01:00:21,600
Queer.

1503
01:00:21,600 --> 01:00:22,600
Queer.

1504
01:00:22,600 --> 01:00:23,600
So, querying is the next podcast.

1505
01:00:23,600 --> 01:00:24,600
We'll get more questions.

1506
01:00:24,600 --> 01:00:25,600
Yes.

1507
01:00:25,600 --> 01:00:26,600
I like that.

1508
01:00:26,600 --> 01:00:27,600
It's actually quite queer.

1509
01:00:27,600 --> 01:00:28,600
Querying.

1510
01:00:28,600 --> 01:00:29,600
We should do a live one day.

1511
01:00:29,600 --> 01:00:30,600
That'd be fun.

1512
01:00:30,600 --> 01:00:31,600
People want to be in the audience when we do these.

1513
01:00:31,600 --> 01:00:32,600
So, I think we should.

1514
01:00:32,600 --> 01:00:33,600
Yeah.

1515
01:00:33,600 --> 01:00:36,600
We can do that.

1516
01:00:36,600 --> 01:00:37,600
We can make that happen.

1517
01:00:37,600 --> 01:00:38,600
I'll be in the audience, certainly.

1518
01:00:38,600 --> 01:00:40,600
But, no, I mean, like, I don't know.

1519
01:00:40,600 --> 01:00:45,600
For me personally, I think that's always as soon as I see an Instagram account like that, I'm like, oh, God, they're going to try to sell to me.

1520
01:00:45,600 --> 01:00:46,600
They're going to try to buy it.

1521
01:00:46,600 --> 01:00:47,600
So, yeah.

1522
01:00:47,600 --> 01:00:50,600
There's just this negative annotation for me personally, and I don't think I'm the only one that feels that way.

1523
01:00:50,600 --> 01:00:51,600
You know?

1524
01:00:51,600 --> 01:00:54,600
So, I think it's very important to have your name somewhere in your username, for sure.

1525
01:00:54,600 --> 01:00:55,600
Your name?

1526
01:00:55,600 --> 01:00:56,600
You know?

1527
01:00:56,600 --> 01:00:57,600
But.

1528
01:00:57,600 --> 01:00:58,600
You know, like.

1529
01:00:58,600 --> 01:00:59,600
You are who you are.

1530
01:00:59,600 --> 01:01:01,600
You got to think of how people are going to look for you, too.

1531
01:01:01,600 --> 01:01:02,600
You know what I mean?

1532
01:01:02,600 --> 01:01:03,600
So, a lot of people do these nicknames.

1533
01:01:03,600 --> 01:01:04,600
You know, you have a Jeep.

1534
01:01:04,600 --> 01:01:07,600
I use this joke all the time, but it's like, you know, Jeep Lover 27.

1535
01:01:07,600 --> 01:01:09,600
Cute, but like, I don't know who you are.

1536
01:01:09,600 --> 01:01:12,600
And then, Jeep Lover 27 typically puts their real name as some nickname, too.

1537
01:01:12,600 --> 01:01:16,600
So, like, when you go to find them on Instagram, you can't ever find this person.

1538
01:01:16,600 --> 01:01:27,600
And if you think people aren't trying to find you a picture, a video, some sort of like tangible something for the person they're about to spend the most money they've ever spent with in their life, you are mistaken.

1539
01:01:27,600 --> 01:01:28,600
You know?

1540
01:01:28,600 --> 01:01:35,600
And I, you know, this is not to be rude, but I know a lot of my old school realtors who've been doing this for 20, 40, 30, you know, whatever, how many years, right?

1541
01:01:35,600 --> 01:01:37,600
They use that as a crutch and it drives me up a wall.

1542
01:01:37,600 --> 01:01:39,600
I've been doing this for 40 years.

1543
01:01:39,600 --> 01:01:40,600
I've never needed it.

1544
01:01:40,600 --> 01:01:41,600
Well, that's great.

1545
01:01:41,600 --> 01:01:42,600
40 years ago, things were a lot different than now.

1546
01:01:42,600 --> 01:01:44,600
You know, what you didn't need then.

1547
01:01:44,600 --> 01:01:48,600
That's a cute art code.

1548
01:01:48,600 --> 01:01:49,600
Yeah.

1549
01:01:49,600 --> 01:01:50,600
Yeah.

1550
01:01:50,600 --> 01:01:51,600
Like, you know what?

1551
01:01:51,600 --> 01:01:52,600
What worked then does not work now.

1552
01:01:52,600 --> 01:01:53,600
You know what I mean?

1553
01:01:53,600 --> 01:01:57,600
So, again, I was very strategic in picking my shirt today for.

1554
01:01:57,600 --> 01:02:01,600
For a reason, because I do feel like you do need to evolve.

1555
01:02:01,600 --> 01:02:09,600
You know, if you are not evolving, if you're not constantly growing, if you're not constantly adapting and overcoming, you know, you're going to get left in the dust.

1556
01:02:09,600 --> 01:02:11,600
You're going to wonder why so many people are doing better than you.

1557
01:02:11,600 --> 01:02:14,600
I get this a lot of times from people.

1558
01:02:14,600 --> 01:02:16,600
How come the young guys are doing so well?

1559
01:02:16,600 --> 01:02:17,600
I'm like, well, look at them.

1560
01:02:17,600 --> 01:02:21,600
A lot of them are just out there networking, socializing, making friends, making relationships.

1561
01:02:21,600 --> 01:02:22,600
They're not going about it.

1562
01:02:22,600 --> 01:02:26,600
The old school method of like cold calling and hoping you answer and hoping you get connected.

1563
01:02:26,600 --> 01:02:28,600
Like, no, let me take you out to lunch.

1564
01:02:28,600 --> 01:02:29,600
Let's go.

1565
01:02:29,600 --> 01:02:30,600
Let's go walk around.

1566
01:02:30,600 --> 01:02:31,600
Let's go do this place.

1567
01:02:31,600 --> 01:02:32,600
Let's go.

1568
01:02:31,600 --> 01:02:32,600
Whatever.

1569
01:02:32,600 --> 01:02:33,600
Let's go do life together.

1570
01:02:33,600 --> 01:02:34,600
Let's go do life together.

1571
01:02:34,600 --> 01:02:36,600
Let's, you know, let's share experiences.

1572
01:02:36,600 --> 01:02:41,600
You know, for those of you that want to ease your way into this and you feel like, oh, man, you're speaking to my heart.

1573
01:02:41,600 --> 01:02:44,600
You know, start photos.

1574
01:02:44,600 --> 01:02:45,600
Start.

1575
01:02:45,600 --> 01:02:49,600
I just want people to make some money off that stuff.

1576
01:02:49,600 --> 01:02:55,600
You know, but like, take your social media, take your Instagram, start sharing those life moments.

1577
01:02:55,600 --> 01:02:56,600
Start sharing those experiences.

1578
01:02:56,600 --> 01:03:01,600
A lot of that stuff you can share in a story disappears in 24 hours, but it still gets it out there.

1579
01:03:01,600 --> 01:03:08,600
You know, one thing we talk about all the time in our coachings is, you know, it's I have to make a conscious effort to watch someone's story.

1580
01:03:08,600 --> 01:03:16,600
I can't get mad that I sat through the five hundred things that they put on their story because I chose to do that because I'm not interested in that human being.

1581
01:03:16,600 --> 01:03:23,600
Another thing I took from a podcast in the last couple of weeks is, you know, human beings are most interested and intrigued by other human beings.

1582
01:03:23,600 --> 01:03:30,600
So, like, putting those elements into your social, putting those elements of your real life into your stuff is huge.

1583
01:03:30,600 --> 01:03:36,600
And someone just yesterday told me this and, you know, I wanted to just deep dive into it.

1584
01:03:36,600 --> 01:03:38,600
I'm like, why do you feel that way?

1585
01:03:38,600 --> 01:03:42,600
But you probably heard this too, like, oh, I don't really have a life.

1586
01:03:42,600 --> 01:03:44,600
Bullshit. You have a life.

1587
01:03:44,600 --> 01:03:47,600
Everybody has a life. You're putting yourself in a box.

1588
01:03:47,600 --> 01:03:51,600
You're putting yourself away because you think your life is not interesting enough.

1589
01:03:51,600 --> 01:03:54,600
This particular person I know has a life, beautiful human being.

1590
01:03:54,600 --> 01:03:56,600
They have a Rottweiler just like mine.

1591
01:03:56,600 --> 01:04:00,600
When I found out they had a dog like mine and that was it for me, I was like, oh, we got to hang out with dogs.

1592
01:04:00,600 --> 01:04:01,600
You know, like that is a life.

1593
01:04:01,600 --> 01:04:06,600
You may not look at it that way, but you need to change the way that you think what you're doing on a day to day basis.

1594
01:04:06,600 --> 01:04:08,600
That is your life. What you're doing with your family.

1595
01:04:08,600 --> 01:04:13,600
If your family is your life, if your kids are your life, that's your life.

1596
01:04:13,600 --> 01:04:16,600
You have a life. People are going to relate to that.

1597
01:04:16,600 --> 01:04:23,600
When you hold that stuff back and all you're putting out there is the beautifully curated content that makes you look like you have a perfect family.

1598
01:04:23,600 --> 01:04:28,600
We all have those friends. We watch on social media like that. That is not that's not true.

1599
01:04:28,600 --> 01:04:30,600
They were just about to get divorced yesterday.

1600
01:04:30,600 --> 01:04:33,600
Now they're the happiest family on earth, taking family photos with Santa.

1601
01:04:33,600 --> 01:04:36,600
Like we know from behind the scenes, right?

1602
01:04:36,600 --> 01:04:40,600
But like you're mistaken if you think people aren't always looking.

1603
01:04:40,600 --> 01:04:42,600
They're always watching Mike Wazowski.

1604
01:04:42,600 --> 01:04:48,600
Always. Always watching Mike Wazowski. Always watching.

1605
01:04:48,600 --> 01:04:50,600
Is that a realtor? Who's that?

1606
01:04:50,600 --> 01:04:52,600
That should be a shirt for social media.

1607
01:04:52,600 --> 01:04:56,600
But no, I mean like let go. Let it go. Let it go. I'm hitting you with the Disney today.

1608
01:04:56,600 --> 01:04:58,600
Like let it go. Let it go.

1609
01:04:58,600 --> 01:05:00,600
No, like just let it go.

1610
01:05:00,600 --> 01:05:04,600
Also, if you feel you don't have a life, that's a problem.

1611
01:05:04,600 --> 01:05:06,600
That is a problem. That is a problem.

1612
01:05:06,600 --> 01:05:12,600
Like we should probably address that first versus like how you're going to show your life on social media.

1613
01:05:12,600 --> 01:05:17,600
But like if you're working so hard that you're not taking time for yourself or your family or your life.

1614
01:05:17,600 --> 01:05:19,600
Huge. Huge.

1615
01:05:19,600 --> 01:05:21,600
You have nothing to relate to people.

1616
01:05:21,600 --> 01:05:23,600
I mean people can't relate to you over real estate alone.

1617
01:05:23,600 --> 01:05:25,600
They have to relate to all these other pieces.

1618
01:05:25,600 --> 01:05:31,600
And that's something maybe spend some time doing that because we talked about we want some actionable items to talk about today.

1619
01:05:31,600 --> 01:05:33,600
So spend some time.

1620
01:05:33,600 --> 01:05:39,600
What's something in your life that you can really feel comfortable sharing with everybody else?

1621
01:05:39,600 --> 01:05:40,600
Like what is it?

1622
01:05:40,600 --> 01:05:46,600
I was telling you, I was telling KJ this morning, you know, one of my one of my favorite brokers I've ever worked with in my life.

1623
01:05:46,600 --> 01:05:49,600
He's just an amazing human being altogether.

1624
01:05:49,600 --> 01:05:52,600
You know, I'm helping him out with his social media and getting some things spun up.

1625
01:05:52,600 --> 01:05:58,600
And you know, he shared some personal stuff last night for the first time, sent me a text and you know, pictures of hey, is this like what do you think about this?

1626
01:05:58,600 --> 01:06:00,600
And I see it. I go immediately.

1627
01:06:00,600 --> 01:06:03,600
Wait, I didn't know you had goats like you have a farm.

1628
01:06:03,600 --> 01:06:07,600
Like, you know, that's the stuff that people want to connect with.

1629
01:06:07,600 --> 01:06:14,600
Like me personally, I've known this person for a very long time and I never knew those pieces about his life because it was never shared.

1630
01:06:14,600 --> 01:06:15,600
You know what I mean?

1631
01:06:15,600 --> 01:06:18,600
And a lot of people are scared to share those moments because they're like, well, what if you don't like that I have a farm?

1632
01:06:18,600 --> 01:06:19,600
What if people don't like that?

1633
01:06:19,600 --> 01:06:21,600
What if people don't like that I'm out doing this?

1634
01:06:21,600 --> 01:06:28,600
You know, and to that, you know, my you know, yeah.

1635
01:06:28,600 --> 01:06:35,600
Yeah, I'm like, I'm all like, yeah, no, seriously, you know, really, that's that's really what it boils down to.

1636
01:06:35,600 --> 01:06:38,600
You know, I think, you know, I don't want to keep you guys.

1637
01:06:38,600 --> 01:06:41,600
We'll wrap it up here shortly, but I don't know, I could go for days on this.

1638
01:06:41,600 --> 01:06:45,600
But you know, one thing, there are more episodes.

1639
01:06:45,600 --> 01:06:50,600
You know, for me, I had a place to go with this and I really wanted it.

1640
01:06:50,600 --> 01:06:51,600
I was going to ask you a question.

1641
01:06:51,600 --> 01:06:53,600
Now my brain just.

1642
01:06:53,600 --> 01:06:54,600
We were talking about.

1643
01:06:54,600 --> 01:06:58,600
So yeah, there's a lot of you never knew about goats.

1644
01:06:58,600 --> 01:07:00,600
You didn't know about the goats.

1645
01:07:00,600 --> 01:07:01,600
Goats.

1646
01:07:01,600 --> 01:07:02,600
I showed you a goat.

1647
01:07:02,600 --> 01:07:04,600
Holy shit.

1648
01:07:04,600 --> 01:07:05,600
There's goats.

1649
01:07:05,600 --> 01:07:06,600
There's goats.

1650
01:07:06,600 --> 01:07:08,600
Let it go.

1651
01:07:08,600 --> 01:07:09,600
Let it go.

1652
01:07:09,600 --> 01:07:11,600
That was a bad joke.

1653
01:07:11,600 --> 01:07:13,600
Oh, no.

1654
01:07:13,600 --> 01:07:14,600
This is us.

1655
01:07:14,600 --> 01:07:15,600
This is us.

1656
01:07:15,600 --> 01:07:21,600
What's really great is like people are probably going to see the transition of us like holding back at the beginning and not holding back.

1657
01:07:21,600 --> 01:07:22,600
You know, episode four.

1658
01:07:22,600 --> 01:07:24,600
I know.

1659
01:07:24,600 --> 01:07:25,600
So yeah, we're going to we're going to wrap it up.

1660
01:07:25,600 --> 01:07:27,600
But you know, I think we have some stuff to give away.

1661
01:07:27,600 --> 01:07:29,600
Do you want to give us some give away stuff?

1662
01:07:29,600 --> 01:07:30,600
I'm sorry.

1663
01:07:30,600 --> 01:07:31,600
I'm trying to think of my thought.

1664
01:07:31,600 --> 01:07:32,600
I really want to get my thought out there.

1665
01:07:32,600 --> 01:07:34,600
Metacognition is hard.

1666
01:07:34,600 --> 01:07:35,600
It is.

1667
01:07:35,600 --> 01:07:36,600
It's very tough.

1668
01:07:36,600 --> 01:07:37,600
I don't know what word you said.

1669
01:07:37,600 --> 01:07:38,600
I had to throw in a big word.

1670
01:07:38,600 --> 01:07:39,600
You guys said big word.

1671
01:07:39,600 --> 01:07:40,600
What did you say?

1672
01:07:40,600 --> 01:07:41,600
Metacognition.

1673
01:07:41,600 --> 01:07:42,600
I did.

1674
01:07:42,600 --> 01:07:45,600
Is that part of like the ability to understand that you're thinking?

1675
01:07:45,600 --> 01:07:47,600
Oh, wow.

1676
01:07:47,600 --> 01:07:50,600
You know, humans and a few other species have it, but not everybody.

1677
01:07:50,600 --> 01:07:58,600
And right now, the logo, the more you know, oh, no, really testing my editing skills.

1678
01:07:58,600 --> 01:08:02,600
My editing, my editing to the extreme.

1679
01:08:02,600 --> 01:08:08,600
No, but I mean, to close it out, I think, you know, there's a lot of power in being authentically who you are or whatever that is.

1680
01:08:08,600 --> 01:08:19,600
You know, if that is curse words, that is tattoos, that is, you know, certain brands, certain colors, certain look, be the look that you want to be, you know, be the person that you need.

1681
01:08:19,600 --> 01:08:24,600
Now know that you want to be in and just let it go.

1682
01:08:24,600 --> 01:08:26,600
Work towards being that work towards being that.

1683
01:08:26,600 --> 01:08:37,600
Yeah, you know, that every day at the end of the day, you're going to get so much more quality interaction and engagement out of being that person.

1684
01:08:37,600 --> 01:08:39,600
And not only that, the quality of your life will go up.

1685
01:08:39,600 --> 01:08:42,600
The mental your mental state will change.

1686
01:08:42,600 --> 01:08:46,600
I mean, a lot of the things that stress you out will no longer stress you out because you're just like, this is me.

1687
01:08:46,600 --> 01:08:47,600
Take it or leave it.

1688
01:08:47,600 --> 01:08:50,600
You know what I mean? It was crazy as most of them won't leave it.

1689
01:08:50,600 --> 01:08:59,600
They're going to take it because everybody else is out there being fake and putting on the show, putting on the filters, putting on the fake, you know, backgrounds and the fake this and the fake that.

1690
01:08:59,600 --> 01:09:03,600
They're doing the fake money thing with the fake cars and the fake houses.

1691
01:09:03,600 --> 01:09:06,600
You know, that's people can see right through that nowadays.

1692
01:09:06,600 --> 01:09:12,600
And if you can be the opposite of that, your business will definitely grow.

1693
01:09:12,600 --> 01:09:15,600
Are you going to show me spinning in here in the Jeep?

1694
01:09:15,600 --> 01:09:18,600
Probably.

1695
01:09:18,600 --> 01:09:20,600
We're going to make you redo that.

1696
01:09:20,600 --> 01:09:23,600
Like, while you are peeling in.

1697
01:09:23,600 --> 01:09:28,600
I don't even know if this is your flavor, but for some reason when I think of you, you know what track comes to mind?

1698
01:09:28,600 --> 01:09:32,600
Coating Cambria.

1699
01:09:32,600 --> 01:09:33,600
Yes, absolutely.

1700
01:09:33,600 --> 01:09:36,600
We're going to have to wait and find out.

1701
01:09:36,600 --> 01:09:38,600
We can put that as the opening intro.

1702
01:09:38,600 --> 01:09:40,600
I heard bandos from like the river.

1703
01:09:40,600 --> 01:09:42,600
Not bandos from the river.

1704
01:09:42,600 --> 01:09:46,600
It doesn't feel like them.

1705
01:09:46,600 --> 01:09:47,600
That's hilarious.

1706
01:09:47,600 --> 01:09:50,600
I was like, I don't get that vibe from Jetty Hill.

1707
01:09:50,600 --> 01:09:52,600
But no, we do have some giveaways.

1708
01:09:52,600 --> 01:09:56,600
I don't remember my thoughts, so we'll save that for another day.

1709
01:09:56,600 --> 01:09:59,600
But yeah, we're going to be kind of pick this hack.

1710
01:09:59,600 --> 01:10:01,600
It's cool.

1711
01:10:01,600 --> 01:10:03,600
Yeah, we know we've got some stuff, y'all.

1712
01:10:03,600 --> 01:10:04,600
We got some stuff.

1713
01:10:04,600 --> 01:10:07,600
We'll probably put a gift card in a hat.

1714
01:10:07,600 --> 01:10:08,600
Yeah, we're going to have some giveaways.

1715
01:10:08,600 --> 01:10:09,600
We're going to do that.

1716
01:10:09,600 --> 01:10:13,600
Like we always do on our Instagram, we'll make sure to be announced at for everyone.

1717
01:10:13,600 --> 01:10:17,600
We're actually recording the winner from the Levin Brewery.

1718
01:10:17,600 --> 01:10:19,600
I can't say the freaking word.

1719
01:10:19,600 --> 01:10:21,600
Brewing.

1720
01:10:21,600 --> 01:10:23,600
It's not brewery.

1721
01:10:23,600 --> 01:10:25,600
I'm trying to say it sometimes.

1722
01:10:25,600 --> 01:10:26,600
We're out of your league.

1723
01:10:26,600 --> 01:10:28,600
I'm a brewery.

1724
01:10:28,600 --> 01:10:30,600
Business is brewing.

1725
01:10:30,600 --> 01:10:35,600
But yeah, we'll take care of the giveaways.

1726
01:10:35,600 --> 01:10:36,600
We're super excited.

1727
01:10:36,600 --> 01:10:38,600
It's our first special guest.

1728
01:10:38,600 --> 01:10:40,600
Again, we're going to get better as we go along with this.

1729
01:10:40,600 --> 01:10:42,600
I hope you guys took something from this.

1730
01:10:42,600 --> 01:10:43,600
There's somebody.

1731
01:10:43,600 --> 01:10:44,600
We appreciate Jesse.

1732
01:10:44,600 --> 01:10:46,600
And I love being a part of everything that he's done.

1733
01:10:46,600 --> 01:10:52,600
I love seeing how he's grown in this industry, which is absolutely insane in such a short amount of time.

1734
01:10:52,600 --> 01:10:54,600
And I think the sky's the limit from here.

1735
01:10:54,600 --> 01:11:03,600
If you guys can adapt those ideas, adapt, just kind of lean into who you are, what you're about more.

1736
01:11:03,600 --> 01:11:07,600
With the understanding you may scare some people away with anything.

1737
01:11:07,600 --> 01:11:09,600
But you're going to gain so much more.

1738
01:11:09,600 --> 01:11:14,600
If I could make a guarantee logo, that's what I would do.

1739
01:11:14,600 --> 01:11:16,600
Because you can definitely...

1740
01:11:16,600 --> 01:11:18,600
Or your money back.

1741
01:11:18,600 --> 01:11:20,600
You don't need any money to do that.

1742
01:11:20,600 --> 01:11:22,600
No, there's no money.

1743
01:11:22,600 --> 01:11:24,600
Just let go.

1744
01:11:24,600 --> 01:11:28,600
Let go and let your freak flag fly.

1745
01:11:28,600 --> 01:11:30,600
Wow, I'm still one more five.

1746
01:11:30,600 --> 01:11:32,600
Let your freak flag fly.

1747
01:11:32,600 --> 01:11:34,600
Flag. Fly.

1748
01:11:34,600 --> 01:11:37,600
And if I may.

1749
01:11:37,600 --> 01:11:42,600
If you're doing videos, you're doing things, and you're just curious, and you want somebody to take a look at,

1750
01:11:42,600 --> 01:11:45,600
do add Jesse Cage on Instagram.

1751
01:11:45,600 --> 01:11:49,600
I would be more than happy to look and be like, yeah, that's cool, or I'll tell you, it sucks.

1752
01:11:49,600 --> 01:11:51,600
But you know what? It's not going to suck. It's you.

1753
01:11:51,600 --> 01:11:53,600
You. Not going to suck. It's you.

1754
01:11:53,600 --> 01:11:55,600
Call me. My cell phone.

1755
01:11:55,600 --> 01:11:59,600
727-742-9694.

1756
01:11:59,600 --> 01:12:01,600
That's my personal number.

1757
01:12:01,600 --> 01:12:04,600
Any questions, comments, concerns?

1758
01:12:04,600 --> 01:12:06,600
No concerns.

1759
01:12:06,600 --> 01:12:09,600
Whatever. Watch. For you OCD people, it's me.

1760
01:12:09,600 --> 01:12:11,600
I have my shoe right there.

1761
01:12:11,600 --> 01:12:13,600
There it is. Shoe is tied.

1762
01:12:13,600 --> 01:12:17,600
It also brought me back to when I was in middle school.

1763
01:12:17,600 --> 01:12:19,600
LimeWire days.

1764
01:12:19,600 --> 01:12:21,600
Napster.

1765
01:12:21,600 --> 01:12:23,600
Did he say middle school?

1766
01:12:23,600 --> 01:12:25,600
On that note.

1767
01:12:25,600 --> 01:12:27,600
So good.

1768
01:12:27,600 --> 01:12:29,600
You're really good. Thank you guys for having me.

1769
01:12:29,600 --> 01:12:31,600
Yeah, I appreciate you.

1770
01:12:31,600 --> 01:12:33,600
I love drinking and talking.

1771
01:12:33,600 --> 01:12:35,600
Me too.

1772
01:12:35,600 --> 01:12:37,600
More to come next episode.

1773
01:12:37,600 --> 01:12:41,600
We're working on securing a location for that, so stay tuned.

1774
01:12:41,600 --> 01:12:46,600
But it's going to be a lot of fun. We're working on some new content, new ideas to talk about.

1775
01:12:46,600 --> 01:12:52,600
We'd love to hear from you guys. So if you want to shoot us a message, DM at re underscore brue on Instagram.

1776
01:12:52,600 --> 01:12:54,600
Everything will be in the show notes for you guys.

1777
01:12:54,600 --> 01:12:58,600
Jesse's Instagram. Everything we talk about. We'll always make sure that it's notated in there.

1778
01:12:58,600 --> 01:13:07,600
But we'd love to hear from you guys on topics that maybe you want to discuss or maybe some controversial things that people have told you to try or not to try that you don't know what to do.

1779
01:13:07,600 --> 01:13:12,600
KJ and I are here to help as well. If you have any questions, want to get into this, don't even know where to start.

1780
01:13:12,600 --> 01:13:16,600
Even if it's as simple as I don't even know how to use Instagram. I just made an Instagram account.

1781
01:13:16,600 --> 01:13:21,600
Whatever. Get with us. Let us know. We can hook you up and make sure that you're well taken care of.

1782
01:13:21,600 --> 01:13:24,600
We'd love to be a part of your journey.

1783
01:13:24,600 --> 01:13:29,600
And in the same sense, let people be a part of your journey. Stop holding back.

1784
01:13:29,600 --> 01:13:38,600
Let people take the journey with you, whether that journey is through your business, whether that journey is your weight loss goals, whether that journey is through your health accomplishments.

1785
01:13:38,600 --> 01:13:46,600
Let people be a part of your journey because that will build such better reports of stronger relationships because they have something out of relate back to.

1786
01:13:46,600 --> 01:13:49,600
So don't hold your journey back and hide it.

1787
01:13:49,600 --> 01:13:55,600
And don't just stay. Don't disappear and then just one day pop up and look like a different human being. That's what's going on.

1788
01:13:55,600 --> 01:13:58,600
Yeah, what happened to you? Let them be a part of your journey.

1789
01:13:58,600 --> 01:14:04,600
So with that, you guys have anything else? Good. We love you all.

1790
01:14:04,600 --> 01:14:10,600
I don't do like the Hadouken thing. Like just a flame ball. Like it's going to like the.

1791
01:14:10,600 --> 01:14:26,600
No, perfect. And.