P043 How Josh Vernon went from 34 sales his 1st year in real estate to 362 sales in his 8th year

P043 How Josh Vernon went from 34 sales his 1st year in real estate to 362 sales in his 8th year

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[00:00:01] This is the get sellers calling you marketing podcasts for real estate agents. And I’m Beatty Carmichael.

[00:00:06] For simple to do proven marketing strategies focus exclusively on finding sellers and getting more listings. Visit our Web site, get sellers calling you dot com. And now let’s begin our next session of get sellers calling you.

[00:00:22] All right, well, hey, this is Beatty Carmichael again. And welcome back to the Get Sellers calling you realtor podcast. I’m really excited today because I get to visit with not only a real top producing agent. One of our early clients, but also another one of my personal friends named Josh Vernon. And what’s really interesting, we’re going to talk about this a little bit, but this as a real quick background. Josh catapulted into his fourth year doing over 100 transactions a year. And he’s done a lot in this business. He’s got a great balance and just a lot to share. So, Josh, welcome to the call and thanks for being with us.

[00:01:06] Thanks, Beatty. Appreciate the opportunity. And always get to spend a few minutes talking with you. So I enjoy it. I’m glad to be here.

[00:01:13] Well, I appreciate you taking the time, because I know how well I was going to say I know how busy you are, but I’m not really sure you’re all that busy. I think your team is. But I don’t know about you.

[00:01:24] It’s you know, it’s funny. It’s it’s been busier for probably the last month than I’ve been in a while. You know, we just recently made a brokerage change and there’s been a lot of a lot of fun with that, but also a lot of a lot of extra work. But yeah, the people on our team are definitely be the ones responsible for most of the business now. So we’re thankful for it for all they do for. For us. For sure.

[00:01:46] Great. Well, I’m also for the listeners and viewers.

[00:01:50] This is an Internet interview that I’m doing. So please pardon any type of Internet interruptions that may occur like what may have just happened. Did I lose you, Josh? I think we may have lost Josh.

[00:02:08] Ok.

[00:02:09] All right. So we’re back. And I think, Josh, we just got to pack. I was just reminding everyone that this is an Internet interview and take part in any type of interruptions. And just at that moment, everything idea and shut down. Perfect timing, right? It is perfect timing. So.

[00:02:28] So, Josh, I’d love to find out this little bit about your actually, I know a lot about you, but for the folks listening, can you share just a little bit about about who you are and how long you’ve been in business and just just a big picture overview.

[00:02:43] Sure. So I’ve been in business going on nine years now, about 8 1/2, 9 years. I got in the business in 2010, very end of 2010. I’ve been in banking for almost 10 years. When I got into this, I was a branch manager at a local bank here. I really loved what I was doing, but I felt like I needed more time with my family and just, you know, really to be rewarded more firm for my efforts that I put in and felt like getting into a business like real estate would would offer me those things. One of the things I and I know you know this baby and you know, I always point to this when I when I first started, I’d been almost 10 years at the bank, had a great career and just felt like I was led to go do something different. And I felt like real estate was the right option. And, you know, I thought that I really fought it for about six months. And the more I thought it, the more I knew that it was what I needed to do. And so obviously, it’s been it’s been a good run. I had a goal of selling 12 homes my first year just to keep my family afloat. We sold 34. So it was it wasn’t too bad of our first year and then while that early been up ever since. So anyway, that’s kind of the high level overview of that.

[00:04:10] I love it. So. OK. So that’s a high level overview. Now, let’s fast forward a little bit. Thirty four homes in your first year of business. You were expecting to do twelve.

[00:04:21] And last year, which was, let’s see, eleven, twelve, thirteen, fourteen, fifteen, sixteen. Said last year was your eighth year in business. How many transactions did you do last year?

[00:04:31] We rented 62 last year. So you’ve had quite a growth rate. Yeah. It’s been pretty good for sure.

[00:04:39] And then I gotta ask you this high level.

[00:04:43] Average hours a week you put into your real estate. This is how many hours do you think it is?

[00:04:48] I would say, you know, it’s different every week, but on average, I’d say around 20 to 30 in 20 to 30 hours a week.

[00:04:55] I love it. So. So now we’ve got encapsulated why people need to listen to this call.

[00:05:01] I want to roll the video back just a moment. You felt led to go from banking where you had this secure, secure job, great income, and to go into straight commission sales with real estate. When you say let me give me a little bit more idea of what you’re talking about and what you think was the reason for that. Well, sure.

[00:05:23] So let me probably take one even further step back from that. I was actually part of a networking referral group, and I most people probably heard of that. I was the banker in the group. We had a real estate agent in the group. And I had been sending her a good bit of referrals. And she kept saying, why don’t you get your real estate license so that when you send me referrals, I can pay you a referral fee on those. And I’m sure, you know, I can do that. But, you know, I wasn’t really in a big hurry to do it. I’d always dabbled in real estate. And that was kind of right after the time when flipping homes was a big thing. I’d flip a few homes with some family members and had good success with that. And so I always thought about real estate, but never, never as a full time job for sure. So that being said, after she made that suggestion, I went ahead and started the course and started working my way through that. And about halfway through that course, my wife was actually pregnant at the time with our second child. About halfway through that course, I started feeling like I was being led by my my God to to make a career change. And I’ll always call it my Moses moment where I argued with God. You know what I mean by that? Know, Moses argued with God saying, I’m not the right one. I can’t do this. You know, that’s that’s kind of where I was.

[00:06:42] And, you know, I was I was fighting it from a standpoint of, you know, I’ve got one child already, one on the way. My wife doesn’t work. She she works hard at home, but she doesn’t work outside the home. So it’s all me. So if I don’t make money, we’re gonna be in big trouble here. So that’s where the whole twelve homes a year came from. I basically was figuring what it would take to really more or less keep our current lifestyle that we had. And anyway, like I say, I I thought God for I would say probably close to six months. And it was literally all I thought about. I couldn’t eat without thinking about it. I could I couldn’t go to sleep. It was first thing I thought of when I woke up, like there was no question in my mind it was where I needed to be. So I actually mentioned it to my wife. Finally, after about probably four or five months of this personal battle that I was having with myself, and her response was, well, OK, let’s do it. And I’m like, are you serious? You know, you’re supposed to be the one to talk some sense into me and tell me, you know, we can’t do that. We can’t afford this. But no, she was supportive. And anyway, so it was. It all has worked itself out. Obviously, I was always say if you’re where you’re supposed to be, it’s all gonna work it.

[00:07:54] You know, that’s really neat because I actually have a similar story. I won’t tell you the full story.

[00:07:59] But I we had a young child. My wife was pregnant. She was like, you’re your wife. A stay at home mom. Very busy. The only difference is, rather than me having a really successful career and a nice, steady paycheck, we found ourselves at the beginning of that year with me being unemployed and my wife being a stay at home mom. You know, we had the mortgage on the car and mortgage on the car payment and those type of things. And through a series of events, that’s when the Lord led me. I didn’t realize he was leading me. It’s just something I did. And actually it was October of nineteen ninety seven Euro, October 2010. So October of 97 we started this little business and put in perspective how difficult that year was. My adjusted my adjusted gross income for that year was eleven thousand eight hundred eighty two dollars. Okay. So you know, nothing really happened. But let me see if I get this right. So when you when you’re in the center of where God’s leading you, you mentioned that things just happen. I think it was so two years later, we bought the home that we just moved from that you helped to sell and we pay that home off in five months. Okay. I mean, the thing had just taken off and it was obviously a God thing. And and seeing how your business has been growing, I would say is definitely a good thing for you to know that.

[00:09:33] A question. When I started, people would ask me all the time, like, you know, what do you attribute your success to? And I would say lots of prayer. Just kind of get a giggle and I’m like, no, I’m saying I’m serious, you know. But that’s that’s what I attributed to. So.

[00:09:49] Well, let’s talk on that for a moment, because you’ve had you know, you you started your career hoping for 12 transactions. You got over 30. And then the second year you got how many transactions in your second year?

[00:10:03] Well, it was mid 40s, I wanna say was forty four. Forty five, something like that.

[00:10:07] Ok. And then your third year was fifty.

[00:10:11] And then in North Wales, 108. That was the first year I had someone helping me. I had Jamie Reynolds. You know Jamie. Yep. They joined me from outside of real estate. You never sold a home? No. Really? No clue what he was doing. And he actually joined me, I think was March or April, if I remember correctly. And he had actually. He’d been kind of helping me behind the scenes a couple of months. But he really he quit his job and jumped in both feet in March or April with me. And we had a good run that year, for sure. No question.

[00:10:44] So I want to you know, a lot of times I think a lot of the interviews will, especially with someone of your track record in growth, will focus on what did you do in the natural. If that makes sense, you know, what did you do as a real estate agent? I want to find out. You know, the battle is won in the spirit realm and the spiritual side before it’s won in though natural. Does that make sense? Yeah, yeah. Yeah. You know, you mentioned the Moses moment. Moment. Well, there is a really significant Moses moment in the Bible. God had just brought his children out of Egypt. They’re battling. I think it’s the malachite. Moses is up on the hill with his staff and and down in the valley is the battle going on. Do you remember that? That section of the Bible? Yes, that’s right. OK. So here’s what’s cool. He takes his staff and as long as he holds his staff up. Right. The Israelites win when he lowers his staff because his arms get tired. The Israelites lose. OK. And then Malachi went. So they two guys prop up his arm. All the staff. Right. And I think this is a perfect picture of how life really is, is the activity we do in the natural. That somehow in this spiritual causes victory and then that manifests itself back out into the natural circumstances. Are you following that connection? Yes, definitely. So talk to me in terms of what was your practice in the as. As a Christian. OK, what do what do you contribute? Because you keep focusing this back, you know, is prayer. Talk to me in terms of of what you think, you know, when you say prayer. What do you mean? How did you live your life? What are you what are the things that you feel are really the things that cause you to win in the spiritual realm where God had favor and right. Last you in the natural?

[00:12:44] Well, and I think to kind of point back to even my career as a banker, you know, I was I was one of the youngest bank managers they had ever had in one of the smallest branches out of about two thousand in the company. And I think when I went out the year I quit, I was actually number two out of two thousand branches in the company in one of the bottom one hundred branches based on size in the area. Wow. You know, I feel like I always point back to when you do for others that it comes back to you. I’ve always focused on doing what’s right for others. One of our our team models that we talk about, it cost us some money sometimes, but we do what’s right. Every time no questions asked. There is not to be any any discussion if it’s the right thing to do is what we do. The agents on our team know that and we just put others first is what it comes to. And I feel like that’s one of those things. My focus wasn’t, you know, God, please bless my business so that I can make lots of money. It was please give me opportunities to help others. And that’s what I’ve looked for throughout the career. And I wish I could say I’ve been perfect on that. You know, obviously, weight, we’re all week from time to time. But that’s been my focus and my my prayer since the beginning has helped me to help others and use me to help others.

[00:14:03] So, you know, it’s interesting as as he said that my mind popped back to Solomon and ah, and God asked him, what would you like Solomon? And he says, Give me wisdom to rule your poor well down. And God said, Well, since you asked for that, I will do that. But since you did not ask for riches and stuff, I will blessed you with even more riches. What a greater great testimony. So you’re if I were to look at your daily practice. OK. In terms of your walk with the Lord, your daily attitude as you approach. Things peel back that onion a little bit more, help us help me understand more of what you mean. You know, asking the Lord for opportunities to help people and and what that really means. I don’t have. I’m not sure how to couch the question. I’m trying to pull out of the.

[00:15:01] I’m really trying to think how to answer that question. I mean, yeah. I think, you know, obviously having a strong prayer life, having having that daily Bible readings, things like that. You know, there’s there’s there’s a lot of good information in that in that Bible sitting on your table, you know, pretty much any answer to life that you wants in there.

[00:15:23] You just gotta know how to read it, know how to find it. That being said, I mean, I don’t know if that’s answering your question or not, if that’s what you’re looking for. But I do I do make it a point everyday to find time to read. One of the things I made a decision to do. I felt like I kind of slacked off on on those things. And I actually just personally made the decision. I really don’t watch TV anymore. We’ve got TV where we haven’t cut the cord. First day I do still watch football on Saturday is when football season is on. But we just we don’t watch network television in the evenings and you’ll be amazed at how much extra time. You know, I mean, like one of the things we are I personally set a goal for last year was to read 40 books throughout the year or actually read 42 this year. I’ve got a goal to reach 60. And these are, you know, business, personal development, threesomes, some Christian. And there, you know. I’ve got some some favorites that I’ve read recently, but one of them was a rhinoceros success from from you, actually, that I thoroughly enjoyed. But I’ve just tried to really spend some time working on myself over the last couple of years. And that’s made a big difference, too. And I mean, honestly, the the better you do, better you build yourselves, the more you’re able to help others as well. So I don’t know if that answers your question. That’s kind of the model at this time.

[00:16:46] Know, and what it also shows me and tells me is you’re not just saying, OK, I pray to the Lord and I ask for him to guide me.

[00:16:55] And then I do sit back and wait. I mean, just your goal of reading 40 books and you did 42. OK. You’re driven. And so let’s talk a little bit about if we were to look at. If I were to ask you, Josh, what would you say are the top three reasons you have been successful both and what you did in the banking business and now what you do in business? How would you rank those top three reasons? And and what do you tell us? What those are littlest. Let’s start.

[00:17:30] There was a. So that’s a really tough one.

[00:17:36] I mean, I do think obviously the focus on others is is high up there. I mean, I think a strong drive for success is in there as well. You know, I mean, that’s something when I was running by myself, you know, you mentioned 30, 40, 50 homes a year that I was selling when it was just me. I would work 20 to 25 days in a row without taking a day off. And my wife would be like, you’ve got to stop. And I’m like, no, I’m fine. I’m I love what I’m doing.

[00:18:02] Like, you know, when you love what you do and love what you do, it’s never work. You know, they say it never felt like work. No, I mean, I can even remember. But maybe one or two days in the last nine years that felt like work. But at the same time, she needed to be happy here. You know, she. She needed me to stop and do things around the house and things to help her out. So that being said, like, I would say that that strong drive to to just be successful. I know. I’m not giving you a one, two, three. You know, this is this is Colby’s dance around the questions when you ask me things like this. But, you know, I mean, I think it just I think a drive to be better to, you know, to to better myself and to better others. So I think we’re all capable. We just have to put the effort in.

[00:18:50] Well, let’s let’s talk about Tom. So you’re working all these hours.

[00:18:53] You’re working all these days without stop and then you started to change your model. Let’s talk about how do you go from being that one man show, doing all the work, working all these hours and start to put a team together? Can you guide us on that which you did? Sure.

[00:19:13] I can actually kind of tell you where it where it all started. And I’m just going to throw the the the credit on that to Jamie. Jamie, actually, I mentioned before I was part of a bee sting when I left banking. I got that great call. Jamie joins that group a year or two later and his business was different. Like I said, he was he was actually selling carpet for covering artwork, things like that. And he wanted to connect with me being a realtor. Well, he saw I was doing an open house one day, but I wasn’t doing one. I was actually doing three at the same time on the same street that I had for sale. Go big or go home. Right. So I was I was doing three open houses at the same time. Jamie stopped by, met me. We started talking and more or less built a friendship. And from there, he had actually read the millionaire real estate agent book. Gary Keller kind of had a vision that this team model would work. Well, I was kind of at a phase, I guess I was around 50 sales where I did not feel like I was really getting great customer service anymore at that point. And it honestly kind of got out of control. And to a point where I really wasn’t able to manage it well. So I was doing my best, but I wasn’t doing great for anyone anymore. I was getting more complaints than I had ever had before. More disappointing customers than I’d ever had before. And honestly, the reason was just I was dropping the ball because I couldn’t I could not manage that many people at one time. So that’s when Jamie got his license to kind of more or less be a support system for me. And from there would run into a pretty great partnership and a really, really great friendship, too.

[00:20:56] So, you know, I remember in Gary’s book, It’s Been Fat is fascinating for me because as you know, I have never sold a house profession in my life. Right. All right. And I’m reading this book and it’s like peeling back the onion of all the things that people been told. But now it measures that in one of the things that I remember so clearly, because I thought, wow, this is you know, it’s it’s it should not be it should be common knowledge, but it’s not. And that is as soon as statistically when someone hires an assistant, their volume doubles on average in that per share. And and you know, what you’re talking about with with what happened with Jamie is know you’d reach that level of you could spin no more plates because they were starting to follow. Fall in customer service. Now you bring someone else on board. Tell me what happened at that point. Not not just by me. I know the volume came up a lot. I would talk in terms of what it meant to you in business to have an extra pair of hands and someone who is capable.

[00:22:08] And it’s funny you mention spinning plates. We always use the description of juggling balls, but I describe real estate as juggling a bowling ball, a basketball, a tennis ball, a golf ball and a football. All right. Well, there’s so many different tasks that you’re doing, you know, and so each one is a different weight, a different size, a different texture. You try juggling all those different balls at the same time and see what happens. So that’s. One of the things, again, that we took from the real estate model that Jamie believed in so heavily when he joined me that I had to read this book. You just got to do it. So I did. And we bought in. And that’s actually what brought us to where we are today. I don’t want to get ahead of myself here, but you know, where we do have a specialist model, where we have someone who is an expert at listening and that’s all they do. And, you know, our by a team, that’s all they do in our admin team. That’s all they do. So that being said, when Jamie first joined, we jumped from 51 sales to one hundred and eight sales the very first year. So like you said, is actually just over double, double the business.

[00:23:09] And that’s with Jamie. And I don’t think January would be upset with let me say this. He’s never written a contract to date. Never really until he saw how I got.

[00:23:18] I got to stop. Got to stop. I’ve always thought that Jamie was a buyer’s agent for you.

[00:23:25] He was you know, he’s never written sales contract and he’s never written a sales contract.

[00:23:30] That’s not to say he doesn’t review every one of them that goes out. But he has never himself sat down with a paper or typed on the computer and written the contract. And again, that’s one of those things. Figuring out leverage. We’ve got our wives involved. And and, you know, it’s changed the game for us. You know, I became the listing agent solely Jamie became the buyer’s agent solely. And our lives kind of were support on the backside. My wife read all of our contracts, helped support us. Therapist She had learned that over time. Help me. His wife did a lot of our marketing and helped with that stuff, you know, and she was influential when we first started with you designing our postcards and things like that.

[00:24:07] So we figured out really quickly that we, you know, and the support of our wives obviously could take this thing to the next level. We really didn’t know how far we could take it.

[00:24:19] And we jumped 100 a year for the first two years from 100 to 200, 200, 300. And then we can really close to doing it. The third year in a row. We got to 390 for that. That third year. And then, of course, last year we were just under that. Like I said, around 360 to. So we fell just short. We actually we made some big changes last year. And, you know, I mean, obviously, I wish this. I wish it always went up. But eventually it’s got got to shift a little bit. So we feel like our our move to Keller Williams recently, you know, we moved last month.

[00:24:53] Like I told you and you know, we actually we’ve hired three new buyers agents in the last 48 hours. So we’re about where I to see this. This thing’s going back up again. We’re pretty excited about it.

[00:25:05] Oh, this you’re listening to the get sellers calling you podcast to increase sales from past clients and sphere of influence or from a geographic farm. Learn about Agent Dominator.

[00:25:15] We guarantee your sales in writing or give your money back to learn more. Visit our Web site and get sellers calling you dot com. That’s like Agent Dominator from the menu.

[00:25:24] And now back to the podcast.

[00:25:27] It’s real interesting. So.

[00:25:29] So when I work with client agents across the country, a lot of times there is a disdain for the millionaire real estate agent because from their perspective, is the competitors book. OK. Yeah. And and I look at it as a great resource. But you just move to Keller Williams. You were not working with you were not a Keller Williams agent back then and all of this was happening.

[00:25:54] That’s right. Yeah. So it was the competitors book for years. We always knew Keller Williams was a great place. But we for whatever reason, we had great friends in the business that we were working with. And, you know, for for a multitude of reasons, we didn’t make the move. But we’re seeing the light now, so to speak, in a way. We went ahead, made the move. And I mean, it’s been incredible for us, without a doubt. I mean, this is it exceeded every expectation we had so far and where we’re right at 30 days and at this point. Wow. I love it. It happen. It was all in our minds right now.

[00:26:30] So I love it. I love it.

[00:26:32] I don’t want to make this a promotion for Keller Williams, but I do as much as I want to make this point. The content in the book is great. And even if it’s the competitors book, still learn from. Because what you guys did, you were pretty much modeling your business after what the model was in the book.

[00:26:53] Isn’t this right? I mean, we’re about 95 percent after the model in the book. Very, very little tweaks. Yes.

[00:27:01] So it really works how it really works.

[00:27:05] And I think a lot of people that I’ve spoken to, they fight it for. For, again, different reasons. And I’ve heard some I’ve heard some some good, good excuses and I’ve heard some really bad excuses, too, just like anything. I think I think that anything, anything that you buy into an implement properly is going to work to some extent. But why not follow after someone who has the history and the knowledge that Gary Keller has? Right.

[00:27:33] All right. So let me ask you and your so you went from into simple numbers, 50 to 100 to 200 to 300.

[00:27:44] What were you doing? So I know you’re building a team, but somehow you’ve got to drive business to that team. What? Sure. What’s the big rock stuff that you did that drove the business and.

[00:27:58] I think a lot of it, you know, to some extent there was a lot of buying zilla leads. They haven’t been down leads. That paper like leads. Google stuff like that. Obviously, we did the postcards. Are you guys that worked great. We actually do you we took over a neighborhood that we had never even sold a home in. It was a neighborhood that we wanted to be in. And I pretty much thought was unattainable for lack of a better word. I guess, you know, I called it a day that it was, you know, basically saturated, you know, with two or three who are our really good friends, actually. But they were pretty much only my neighborhood. And I’d never sold a home in there. And I got with you and we teamed up and came up with a plan. And in less than a year, we were number one. Not only in that I report in that zip code had been number one. And there’s a sense of 25th through current number one and trustful trust. Alabama’s where we are. It’s my hometown is where most of our team lives and where up until just recently our office was located. But, you know, we have we have a great reputation in the community now. And I feel like we have a pretty strong base here. It’s still where we work. You know, we all who we all work from trustful. It’s just our our home base is now in Keller Williams Stadium. But anyway, that being said, yeah, a lot of a lot of purchased advertising like as the Zillow needs, things like that. We’ve tried a lot of different things. But I think honestly, the thing that’s helped us the most is just having a lot of homes for sale and selling them quickly. I say all the time signs that go up and then go right back down are probably your best advertising you can do. The challenge is getting those signs up in the first place. So that was the where where we got some help from you and from two other sources as well.

[00:30:00] So let me ask you. So.

[00:30:01] So you use a lot of advertising dollars in various forms to drive this Zillow boomtown. Working with us and other things, we want to hit a mass. Do you have to keep that spend up or is just your exposure now driving a lot of business to you automatically?

[00:30:24] Well, I mean, I think we have what we’ve done is we’re still spending almost the same amount of money we have pulled back. So no question. Last year we pulled back a pretty good bit, actually. Just there was some market shift in our area. Definitely a lack of inventory. I think every realtor who has been a realtor for more than a year can attest to that. But at the same time, we have we’ve been able to shift our dollars. I feel I can the more dollar productive areas and I mean, I think we’re probably spending 10 percent less to produce about the same results. So we did have about a about a 8 percent drop from 2017 and 2018. And again, I feel like that was as much a lack of inventory as it was some changes that we were making for our team structure last year. We’re on pace to do better than that this year already. So that’s all right. A little 10 percent reduction in spans.

[00:31:19] So what are you finding right now is where your dollars are best spent? What’s puts most productive?

[00:31:26] I mean, I still go back to the tried and true as the lone boomtown for buyers. As of right now, we’re not really spending a lot of money to bring in sellers. We have some things that we think we probably will do over the next six or eight months.

[00:31:43] But mostly at this point we’re Lionel’s sphere and referrals and reputation to drive that ship. And I mean, that’s been huge for us to be able to, again, like I say, shift those dollars over to paper, click and Zillow and stuff like that, and let the reputation and sphere kind of drive the listings.

[00:32:04] You know, something we’re experimenting with. And right now, just to kind of throw Allen in case you have interest, is a video OK? Just like we’re doing a video interview here. But video testimonials drive, you know, multiples of, you know, four to eight times more responsiveness than a written word. What you get out of the millionaire real estate agent is that I met list is much more productive than a non met. And so one thing you might want to consider doing, and this is what I’ve been doing, experimenting on this in a plug for me, I’m just saying that. So I’ll interview people like I thank you. You do remember suits Gerard Sutton. Did they reconnect you all together? Yes. Okay. So, like, I did two interviews for him because he’s targeting two separate farms. And the interview is basically. I may say so, sir. I live in very critical. Why should I do business with you? And it’s a back and forth that then can be promoted into that farm to these people who’ve never met him. They’ve seen his signs and now they get to meet him and get to understand more. So as you guys are. Are working with you through referrals and other things. One thing if you can create a strategy around it to work would be to generate know do it through a video of some sort that now vicariously allows you to meet the people they get to get comfortable with you and probably drive even more business. Gotcha. That sounds great. Hey, let me ask you this. Just curious. The best day. KW branch, is that Jenny? Is she the team leader? Jen tumour. Yeah. OK. Yeah. Okay. Because, you know, we have more connections than I realized that you started every day.

[00:33:56] Yeah. You started similar to May the Lord led you into it. Yeah. Young child and one on the way. All risk. And now your team leader is the daughter of my pastor.

[00:34:08] Right. So she told me so.

[00:34:10] So that’s really neat. Hey, I want to shift gears real quickly and talk about family work life balance. Talk to me a little bit about that, because you went through that period time where you were way out of balance from your wife’s perspective. Now, at the beginning, the call, you said you were maybe 20 or 25 hours a week. Quite a number. What have you done deliberately to manage on that and why?

[00:34:36] So I think obviously having a team like I mentioned. So wait, we do have a specialist model. So there are basically three three categories in the specialist model.

[00:34:47] Honestly, we truly believe one is not any more important than the other.

[00:34:52] So we do have a team of listing agents, only a team of buyers, agents only and a team of admins. A team of admins are probably many, if not the most influential group on our team because they’re the ones that keep the wheels of this bus turning. They’re the ones that keep our contracts in order order all of our services that have to be done prior to closing the schedule or closings and manage. They they check with the lenders to make sure everything’s on pace. And I can keep going for four hours, you know. That to me is by far the biggest, most important thing that we added to the puzzle, because I do take so much time off of our our agents. So the agents on our team get to do what they’re best at. We just focus on nurturing leads. People who are interested in buying, selling and get them in homes, decide what they want, help them get the contract ready to write up and then handed over to the admins and then start the process over our listing. Agents were able to go out, meet with sellers, help them get their homes staged, get the home listed, hand it over to the admins, move on to the next one. So it’s a it’s a great model. One of the one of the highlights of billionaire real estate model is Leeds listings leverage. That leverage to me is by far the most important thing because we can do this over and over and over again and we can replicate it without anyone feeling the burden of of that extra work because it spread over everyone equally.

[00:36:23] But I can certainly attest to that because you guys were the listing agent on my home.

[00:36:30] We bought this home and then after we bought it, so that one. And it was such a smooth process and everything was you know, everything was I was looking at it from a business owner standpoint a little bit. And I think, man, you know, everything is systematized. Everything happens at the perfect time. I’m dealing with this person for one thing, where I’m dealing with the listing agent for something else. And then even after the sale, there is this process that I’m thinking, wow, this is why you guys have such a phenomenal business, because you have driven a process around that.

[00:37:06] So right on that. Thank you.

[00:37:10] So talk to me in terms of what I want to go back, if we can. I want to kind of open up the door a little bit more in your relationship with the Lord, with what? That how that drives your behavior. Okay. So real simple. This is kind of what I’m trying to get to. You know, our belief drives the behavior which drives the action. And your belief is up here with your relationship with the Lord. And I want to talk about how does your relationship with the Lord, how is it driven if you can? And I don’t know if you’ve ever thought about it, but, you know, how does it driven what you do in your business, what you do in terms of how you structure it so you have time with your family. Can you talk to us a bit about that?

[00:37:58] Yeah, I mean, I I would say a couple of things. I mean, one of the things I mentioned was, you know, in the beginning, I was working 27, 28 days in a row without a day off. I mean, obviously, now I don’t work Sundays anymore. It’s just one of those things. It’s it’s a personal thing. I don’t work on Sunday. My team knows I don’t. I will check messages Sunday evening. Make sure I haven’t missed anything important. But otherwise, I spend that with family and just just get my mind focused on the Lord rather than on 20 things at work. And that as far as I think you and I talked about this a little bit before we get started. But one of the things we strongly believe in is do the right thing every time, no questions asked. It doesn’t matter how much it cost, doesn’t matter what it is. My my desire is to when I get out of this business one day. There can’t be anybody that said Josh didn’t do the right thing in this instance. And honestly, just I’m speaking about myself here, but I don’t know that there is an instance where we haven’t done the right thing, even when it meant costing thousands of dollars in costs, because, you know, if we’re responsible, we’re we’re going to take care of it.

[00:39:10] So I’d like to I’d like to pipe up on that because I’ve experienced it.

[00:39:16] So you and I are in addition to being personal friends. There’s also a vendor client relationship between us under vendor. You’re my client. And we’ve gone through a number of different opportunities to work together in various capacities, each with its own agreement. Well, the thing that’s always impressed me with you is doing the right thing. You know, you would follow you. So we were. I remember we were doing something and working with you on a farm. And you wanted to get out of that agreement because there was something else that you felt would be better. But a big conflicting. And this is when you were working with Isaiah, if you remember that. Yes, that’s right. And so you called me up and you said, you know, can I get out? What would I have to pay you? Okay. And this is just one example of where, you know, a lot of agents we find when they get to the end of wanting to be someplace. Then at that point, they usually choose to just pull out, OK. And and force their way out. But in every single instance where we would make a transition, you are always there to do the right thing and to make sure that the way it was managed was done properly. And I just really appreciate that that well.

[00:40:42] And I always point back to my grandfather. He was in business for years when I was growing up, and he didn’t always have the most successful business, but he had the best reputation in the business. And he told me all the time there’s more time and make money than there is time to rebuild a reputation. So I try to try to always live that well.

[00:41:00] I just think that’s really neat. So in what other ways has the your relationship with the Lord impacted besides doing the right thing?

[00:41:10] Is there anything else? No, I’m not trying to get to anything specific. I’m just trying to figure out if there’s anything else there.

[00:41:16] I don’t know that anything necessarily comes to mind.

[00:41:21] I think that we’ve I mean, we’ve sold homes for free before.

[00:41:26] I mean, I don’t love it. It’s not what we’re in business to do. But, you know, for instance, I always point to this one because it made sense at the time. But there was a guy moving from our area out of out of state to go start a church. He didn’t. He needed some help. He wanted to sell his house and basically I couldn’t make a commission. And he said his house is what it came down to. And I said, you know what? I’m just gonna take care of it. We’re gonna we’re gonna do it. We’re gonna sell it for you. But what I need from you is I need a referral like this. That that will help pay me back. Since then, he sent me twelve. I love it. You know, I mean, that’s just one of those things. I mean, I don’t recommend selling homes for free for everybody. Obviously, we wouldn’t be in business for long if we did. But at the same time, it was the right thing to do at that moment. I had no question about it. No. No care or concern. And since then, he’s become just a great friend that I followed. And he’s now moved out of state again to start another church. And, you know, I mean, I feel like, if nothing else, I was a very small part of him helping reach others for the Lord. And in south Alabama now, now he’s out.

[00:42:33] So my great job, I am someone I remember someone saying you can’t you can never lend to the Lord.

[00:42:43] Without getting a whole lot more in return, we don’t you know, we don’t give to get. But when you give from the heart, you can never be.

[00:42:51] It’s always in your life is the way I look at it. So, I mean, I’m just doing you know, I’m just trying to show my thanks.

[00:42:57] Yeah. Hey, let me ask you something else. And and I don’t want to probe too deep that there’s something there that you don’t want to talk about. But it’s an open ended question so you can do whatever you want to with it.

[00:43:08] I know a lot of folks who so they they call themselves Christians. OK. They they are. They bash Christ into their life. But maybe their relationship with the Lord is just kind of part time or it’s on the side or it’s just something Sunday. OK. But they don’t really focus on it. I get the impression that your relationship with the Lord is an everyday event and not just an everyday, but it’s it’s a part of who you are. Am I correct on that?

[00:43:40] I would like to think so. I mean, obviously, I still say, like I said, I’m not perfect by any means. I mean, I have my my moments just like everybody else does. But I do try to make it a focus. No. I can always do better. I think we ought to know. But at the same time, I try to try not to just let it, but to show it, you know, and at least try to at least try on a daily basis to do that.

[00:44:07] Well, I wanted to say if because, you know, we go through struggles in life all the time and, you know, this is as humans and as Christians.

[00:44:17] Is there anything, anything that you can share that you like to share where maybe you or your family went through some sort of tough, challenging times, things that were nerve wracking? Anything that may wear. You can see God’s hand really involved. That would just be an encouraging story.

[00:44:40] You know, I have. I think of this from time to time and you never know when you do it. I always said I feel like you never know when God’s taking care of you until it’s done. And then it’s like, wow, you know, that was that was definitely God in that. I’ve got moments. You know, it’s hard to just like recall. I mean, I know one of the things that, you know, my first home that I had. It was amazing. Very nice. We loved it, but it was not in the greatest neighborhood, you know. And it was just it was what we could afford at the time. I had my first daughter, and from there we knew that we needed to move just for safety reasons and stuff. I mean, I had a car broken into. Things like that. You know, it just we felt like it was the right place to go. So we my wife actually found a home that she loved while she was out one day. This is when I was working for the bank. I was even in real estate. So she’s I come see this house. So I got off of one of them and looked at it. I’m like. Love the house, too. And we prayed about it. We thought we could make things work. And, you know, we. We made the decision to go ahead and do it. And then I realized that’s when banking kind of started making some changes.

[00:45:46] And I realized I had made some decisions based on bonuses that I was receiving, not off of my paycheck alone. And it was probably not the greatest business decision I could have ever made. Almost a little more expensive. And and it was just it was tough to make payments. But I was actually another bank called and offered me a job. And this was about thirty or forty five days later, you know, and again, we were just praying that we made the right decision. You know, this is what we’ve done. And we felt we needed to get out of that other other place because it wasn’t necessarily a safe neighborhood. The other bank offered me the job and it was a 50 percent pay raise. But what’s funny about that is the pay raise was exactly the difference in the mortgage payment from one else to the other. Oh, wow. This isn’t this isn’t coincidence. You know, I mean, and I’ve got dozens of stories like that, but like, I don’t feel like it was a coincidental thing at all. I mean, it was it was dollar for dollar. The difference in the mortgage payment and the kind of the lifestyle difference there. So anyway, I mean, like I said, I’ve got I’ve got plenty of those. But, you know, we didn’t we didn’t need the bonus money anymore. You know, the the regular salary covered. So I love it.

[00:46:58] Well, the Lord is good, isn’t he?

[00:47:00] Yeah. That’s just one example that, you know, I guess I can I could give you many, but that one’s the ones by one of my favorites.

[00:47:07] I like that a lot. And kind of wrapping up. This has been really a lot of fun. I would love to delve a lot more into some things, but just kind of netting out what I’ve heard. OK. There just seems to be a reliance on the Lord with your business that he led you there for, you know, even before then with this house and this your new job that paid for, you know, pay for the increased mortgage, you’re trying to follow him and you’re not doing a perfect job. I get that. In fact, I was just reading in Romans 7:00 this morning where Paul is talking about you got the law of God, which is spiritual, the law of the flesh, which is contrary, and that the sin in me does the things that I don’t want to do. So there’s constant, constant struggle. Absolutely. And yet you follow the Lord’s leading and to real estate. And he gave your wife a wonderful piece about it that surprise you. And he started to bless you. And I think that, you know, a lot of these blessings you guys have had has to be because the Lord has chosen to bless you. He’s put you there for a reason. And and to add to that.

[00:48:27] It seems like every time I follow what when my wife has a piece about something, it’s the right thing to do. I’ve learned that over time, you know, there’s God gives us to help me, as he says in the Bible. So, you know, I mean, she she she is definitely a great partner for life for that kind of stuff, because she gets this pace. And I’m like, well, if you’re comfortable, I’m comfortable. You know, I feel like I followed that, that God, every time that works and is.

[00:48:54] You’re saying how the Lord uses different people in our life to direct us in his will?

[00:49:01] Yes. Well, this is really cool. Is there anything else that you’d like to share either on business or personal or spiritual?

[00:49:09] Before we close up, I’m nothing I can think of. I’m I’m an open book. I love to share and say anybody has questions. I’m always up for answering them. You know, I get calls from time to time from people that have talked to you. They want to. Want some feedback. I love getting those calls and hand on that and giving you a good testimonial. You’ve always been great to partner with for us.

[00:49:31] I appreciate that.

[00:49:33] Hey, I don’t do this on these calls, but and I don’t know if you’re wanting to offer this because this will be out there for a long time. Are you offering that? People can call you. And if so, we can have you tell, you know, how to reach him or.

[00:49:51] Yeah. Absolutely. I’m always open for having the conversation. If I can help somebody, I’d love to. So. OK. Wonderful.

[00:49:57] So how did they reach out to you?

[00:49:59] If they want help in business or help with just maybe they want to apply, you know, serving the Lord and really following them a little bit closer. And they want to talk with you about that. How did they reach out to you?

[00:50:14] They can call or e-mail. And I don’t know if you can if you can post the information on their phone numbers, 2 0 5 7 0 6 5 2 6 0 email address. Is Josh Josh for an income?

[00:50:26] Ok. That’s pretty simple. And thanks for allowing that. Oh, very good. Well, I’ve really enjoyed visiting with you, Josh. This has been a lot of fun.

[00:50:36] And for those who are listening or watching, if you’ve enjoyed this podcast too, please subscribe to it. That way you’ll get more podcasts coming out like it also on iTunes and on YouTube. And please go to our. Get sellers calling you Facebook page and in like that as well. And if you want to learn more about what we do. Or maybe there’s some services we offer, then feel free to go to our Web site and get sellers calling you dot com. You’ll see a link up there that says Agent Dominator and you can go into it from there. My light just went off, so that must mean that the power bill wasn’t paid. So this must be the time to close off the call. Josh, thank you so much. I’ve really enjoyed it.

[00:51:22] Thank you, Beatty. Same here.

[00:51:26] If you’ve enjoyed this podcast, be sure to subscribe to it so you never miss another episode. And please, like our get sellers calling you Facebook page. Also, if you want to increase sales from past clients and sphere of influence, dominate a geographic farm or convert home valuation leads. Check out our Agent Dominator program. We create custom content that differentiates you from other realtors, then use it to keep you top of mind with your prospects with postcards, targeted Facebook ads, email campaigns, video interviews and more. And the best part is we guarantee your sales or give all your money back. Learn more. Get sellers calling you dot com and select agent dominator in the menu. Thanks for listening to the Get Sellers calling you podcast.

[00:52:09] Have a great day.

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2019-09-17T12:42:08-05:00 By |

About the Author:

Beatty Carmichael (jh)
Beatty is a Christian businessman and consumer marketing expert. He started his marketing services business in 1997, helping over 11,700 sales agents dramatically increase sales. In 2012 he shifted his focus to work exclusively with real estate agents, helping them increase listings and sales quickly. He is CEO of Master Grabber. Learn more at MasterGrabber.com

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