Digital Social Hour - How This Vegas Realtor Closed 226 Deals Without a License | Johnny Richardson DSH #947

Episode Date: December 3, 2024

🏠 How This Vegas Realtor Closed 226 Deals Without a License! 🔥 Tune in now for an eye-opening conversation with Johnny Richardson on the Digital Social Hour with Sean Kelly. 🎙️ Johnny shares his incredible journey from unlicensed hustler to top 1% Vegas realtor, revealing the secrets behind his success and how he's building a real estate empire. 🚀 Learn about: - Closing 45 deals in his first year 💼 - His unique approach to networking and events 🤝 - The future of real estate and upcoming industry changes 📊 - Why he works 80+ hours a week and loves every minute 💪 Don't miss out on Johnny's valuable insights on mindset, intentional living, and building a quality network. This episode is packed with game-changing advice for realtors and entrepreneurs alike! 💡 Watch now and subscribe for more insider secrets from top performers across industries. Hit that subscribe button and join the conversation in the comments below! 👇 #DigitalSocialHour #SeanKelly #RealEstateSuccess #VegasRealtor #JohnnyRichardson #Entrepreneurship #Networking #realestatecoach #realestate #househacking #wholesaling #realestateresources #realestatewholesaling #realestaterookie #realestatetools #realtornetworking #howtogetreferralpartners CHAPTERS: 00:00 - Johnny’s Start in Real Estate 00:28 - Johnny's Market Insights 03:17 - Clark County Title Overview 06:34 - Johnny’s Strong Work Ethic 08:47 - Favorite Podcasts & YouTubers 09:57 - Johnny’s Potential in Other Markets 11:05 - Johnny's Real Estate Team Size 12:18 - eXp Realty's Approach to Johnny 17:03 - Johnny's Vacation Time Management 17:46 - Balancing Love and Career 21:00 - Real Estate Market Changes 25:18 - Understanding the Home Buying Process 27:53 - Johnny's Sales Performance Last Year 31:05 - Coaching Insights from Johnny 33:57 - Finding Johnny’s Coaching Program 34:27 - Outro APPLY TO BE ON THE PODCAST: https://www.digitalsocialhour.com/application BUSINESS INQUIRIES/SPONSORS: [e-mail] GUEST: Johnny Richardson https://www.instagram.com/thesharkjr/ SPONSORS: BetterHelp: https://www.betterhelp.com/DSH LISTEN ON: Apple Podcasts: https://podcasts.apple.com/us/podcast/digital-social-hour/id1676846015 Spotify: https://open.spotify.com/show/5Jn7LXarRlI8Hc0GtTn759 Sean Kelly Instagram: https://www.instagram.com/seanmikekelly/ Learn more about your ad choices. Visit podcastchoices.com/adchoices

Kick off an exciting football season with BetMGM, an official sportsbook partner of the National Football League. Yard after yard, down after down, the sportsbook Born in Vegas gives you the chance to take action to the end zone and celebrate every highlight reel play. And as an official sportsbook partner of the NFL, BetMGM is the best place to fuel your football fandom on every game day. With a variety of exciting features, BetMGM offers you plenty of seamless ways to jump straight onto the gridiron and to embrace peak sports action. Ready for another season of gridiron glory? What are you waiting for? Get off the bench, into the huddle, and head for the end zone all season long. Visit betmgm.com for terms and conditions. Must be 19 years of age or older. Ontario only. Please gamble responsibly.

Gambling problem? For free assistance call the Connex Ontario Helpline at 1-866-531-2600. BenMGM operates pursuant to an operating agreement with iGaming Ontario. With Uber Reserve, you can book your Uber ride in advance. 90 days in advance. Perfect for all you forward thinkers and planning gurus. Reserve your Uber ride up to 90 days in advance. Uber Reserve. See Uber app for details. Crazy, right? Yeah. So I partnered with an agent. I said, look, I don't have a license, but I

got a deal. So I partnered with him. They took me through the ropes, closed it out, commission check, showed up on my desk probably a week before my license and I was off to the races just like everything out there I was like okay let me just do this over and over and over and I walked out first year 45 deals and build it up six all right guys we're talking real estate we got Johnny Richardson here today. Thanks for coming on, man. Absolutely, thanks for having me.

Yeah. I'm excited. A lot of information coming out on whether the market's gonna rise or fall. How are you feeling? That's true. I'll tell you what, a lot of real estate agents, they ask that question all the time. Are we gonna fall apart?

Are we gonna go up? A good real estate agent, as long as you have a database, people you're working with, you're very intentional, you're always going to do well. Now, are market conditions going to change? They are. I had this conversation with somebody at Turmberry the other day. They were like, well, if interest rates weren't so high, if inventory wasn't so low, when was real estate ever perfect? It never is. And what you're doing is you're just figuring out which side of the wave to

ride on at that time. So is it do I need to look into investing? Do I need to look into some owner carry options? Do I need to look into multifamily homes instead of single family homes, whatever the direction is? Real estate's going to, I mean, take a look over the last 20 years. For the last 20 years, interest rates at one point, they went up to 18%, a little bit more than 20, but people are going nuts.

Now they go nuts over seven. Just find a place to ride. It's not like it's gonna fall apart, especially here in Vegas. People got so used to the two to 4%. Yeah, yeah, they get comfortable in everything else. They see that's just like anything. You don't miss it till you lose it.

Yeah, they got a taste of it. Yeah, they got a taste of it. Like, I'm waiting till it comes back It's not coming back. Yeah, it's just not gonna happen for real and you close 45 deals in a year, right? Yeah, so that there that was my first year in real estate was 2017 So if you take a look at the average realtor across us the six point seven deals So now you got your part timers your single parent stuff like that all mixed in there you got your part-timers, your single parent stuff like that all mixed in there. Now I think if getting started in real estate, if you're not closing 12 within

your first year, I mean you're not taking it serious. I came in, I'll never forget this, my license didn't even show up to my broker's office. I said I don't care, I'm burning the boats man, I'm gonna be in here, I know how to work a database, it's, this is just like any other business Started blowing up the phones telling people what I'm doing and asking for referrals I got my first referral first deal before my license showed up. Wow crazy, right? Yeah, so I partnered with an agent. I said look I don't have a license, but I got a deal So I partnered with him. They took me through the ropes commission closed it out commission check showed up on my desk

Probably a week before my license and I was off to the races just like everything out there I was like, okay Let me just do this over and over and over and I walked out first year 45 deals and build it up six Yeah, you're one of the top guys in Vegas, right? Yeah. Yeah, definitely Percent. Yeah, there's some big ones out here. I know John Gafford's pretty big. John's an amazing person, Simply Vegas. Yeah. I think he's what, second biggest out here? Mm-hmm, yeah.

Yeah, a billion dollars last year, crazy. Crushed it. Nuts. Crushed it. And you just started your own title company, right? Yeah, so started our own title company. That's about a year plus, Clark County Title. So what we did was we partnered with Magnus out of Arizona. So they crushed

the market in Arizona and there's some JV models enter in Vegas. And I wanted to wait for Magnus because I knew they had a strong structure. So I went ahead and did that with a couple partners of mine. So and then when we turned that as far as LLC is Clark County title, now most title companies, when they open up, they got about a year run before they see profits. Wow. We put that company in profits within 90 days. Holy crap. Yeah, we went hit the ground running. We weren't messing around. And now I'm we're running an event space with our title company. And all we're doing is providing more value to agents that come

and attend these events. And the whole idea is to help them gain more business, while some agents are not succeeding out there and showing them the things that we're doing and obviously what we're looking out of it be transparent we want more business to our title company. Smart having those events in the office. Absolutely. Yeah that's what I do too I have networking events. Yeah no I've been to a couple of them they're amazing every time I've been to your events I mean amazing people I mean that's what it's all about. It's like, what's your space look like when you go out?

Look around the room. Who are you spending time with? I mean, that's any business, real estate, title, mortgages, cryptocurrency, whatever. Who's around the table where you're hanging out? You know what I mean? Your events are great. Your database is nuts.

Yeah, I've had some of the top real estate guys on the show, like Grant Cardone and Ryan Serhan, and I've had some of the top real estate guys on the show, like Grant Cardone and Ryan Serhan, and I've noticed they're really good at networking. Yes, definitely. I love Ryan's stuff. I read his book, so sell like Serhan. Kick off an exciting football season with Bet MGM, an official sports book partner

of the National Football League. Yard after yard, down after down, the sports book Born in Vegas gives you the chance to take action to the end zone and celebrate every highlight reel play. And as an official sportsbook partner of the NFL, BetMGM is the best place to fuel your football fandom on every game day.

With a variety of exciting features, BetMGM offers you plenty of seamless ways to jump straight onto the gridiron and to embrace peak sports action. Ready for another season of gridiron glory? What are you waiting for? Get off the bench, into the huddle, and head for the end zone all season long. Visit betmgm.com for terms and conditions. Must be 19 years of age or older. Ontario only. Please gamble responsibly. Gambling problem? For free assistance call the Connex Ontario Helpline at 1-866-531-2600. BetMGM operates pursuant to an operating agreement with iGaming Ontario.

With Uber Reserve, good things come to those who plan ahead. Family vacay? Reserve your ride as soon as you book your flights. To all the planners, now you can reserve your Uber ride up to 90 days in advance. See Uber app for details. This episode of Digital Social Hour is brought to you by BetterHelp. How do you keep cozy during the holiday season?

My favorite way is wrapping up in a blanket and watching Christmas movies with my family and two dogs, Milo and Otis. The holidays can be tough on people and seasonal depression is no joke. Therapy is a great way to bring yourself some comfort that lasts even when the seasons change. It's also a great way to learn more about yourself

and understand any big feelings you may experience. You deserve to be the happiest version of yourself and BetterHelp is here to assist you. BetterHelp's also conveniently all online and ready to work with your schedule. Just complete a brief questionnaire to match you with a licensed therapist today and enjoy the freedom to switch therapists anytime you'd like in case you don't like the therapist assigned to you for no additional charge. Find peace and comfort this December with BetterHelp.

Visit betterhelp.com slash DSH today to get 10% off your first month. That's betterhelp, H-E-L-P dot com slash DSH. So I don't watch, I didn't have a TV in my house for like four years, intentionally just to not be distracted. So I always knew of him, I never watched him. Read his book and I mean, he keeps it very simple at the end of the day.

Talks about his one two three balls It's like are you spending most your time with? Going after them helping those clients providing value at the end of day if you read that book He keeps it very simple and he works really hard. I mean, he's an awesome guy a lot of respect for that Yeah, Charlotte to Ryan and your work. I think is thank you almost the same as his I'd say if not better Yeah, how many hours a day are you working right now? I mean, I don't stop and the reason why people ask me all the time. They're like Johnny like what's the deal here? Even my coaches are like you got to slow down. I'm pretty much addicted at the end of the day

I love what I do. So I'm up every day at 4 o'clock in the morning with my trainer at 5 I bust it with her back at the house in the office between 7 four o'clock in the morning. I'm with my trainer at five. I bust it with her back at the house in the office between 7 30 to 8 o'clock. Running, I'm running appointments. I do client events, whether it's small dinner event or a lunch event that day or getting ready for the bigger event. Doing as far as my luxury side as far as whether I'm showing properties that day. And if I finish up at 6 o'clock and I have a gap in there, even my coaches will say, go home. I don't. I'm like, what else can I get my hands into?

It's like, seriously, I just, what's the point? Do I want to sit around, watch TV? Am I going to watch Modern Family? No, no. I'd rather be building something and helping somebody. That's how I've been able to do this. Yeah, I think spending your off time on personal development is what separates you from other entrepreneurs and real estate people, right?

Definitely. Yeah, I do the same thing. When I'm not podcasting, I'm working on myself. Yeah, exactly. It's like, I mean, it makes no sense. I talk to people as far as reading books or like, why read this? Like, let me ask you a question. What are you getting out of this romantic novel?

I mean, great story. I mean, where has it taken you to? Probably more sad that you don't have that life to be honest Why don't you work on something that makes you a better version? But a hundred percent right? Yeah, I've never read a fiction book actually Yeah, I know people I do but I see it more as an escape. I wouldn't read that to learn. Yeah, I'm with you a hundred percent Yeah, but those non-fiction books man. Oh, I crank those 2x speed audible. No, there you go, man You're up there 2x. Yes on fire. What are you up? Yeah, 1.5. Okay, I do one five of it's a fast talker Yeah, yeah, I'll do one five for it. I found when I get up there higher and I've done it I'm not absorbing I'm not if I my attention goes here for one seconds

Like well, what did he just say that? So it's like let me make sure I get this That's how I feel about like two two two five. It's like I I'm just trying to You listen any podcasts or as far as youtubers as far as podcast goes big fan of Bradley I have personal relationship with Bradley as far as obviously yours as well at the same time. So I don't know, I just ended up being local Albert Preciado as well. Watch his stuff. People I like to follow, I'll tell you as far as not as much of podcast, Tim Grover,

I'm a big fan of anybody at spending Time where the people I just mentioned with entrepreneurs that are doing better things, they're looking to do something amazing. I talked to realtors, I explained to them, I said, look, you don't have to stay in this real estate bubble. There are so many people that are building businesses if you pay attention to podcasts like this one right here. You can take pieces out what they've done in their business and pull it over here and you'll be amazed what it does. I mean, don't do what everybody else is doing. If you're parking in the same parking spot

as everybody else, same area as them all, why don't you park in a different spot and see what it does to your business? That's why I live by forever. Nice. And I love listening to people on your podcasts and so on and so forth that are doing things and have these incredible ideas.

I'm like, that would be great in real estate. Right. So that being said, do you think you could take your skills into another market? You can't prevent early mornings, but you can help prevent certain HPV related cancers with Gardasil 9. Approximately 75% of sexually active Canadians will get HPV in their lifetime. Gardasil 9 helps protect against certain cancers and diseases caused by certain HPV types. It does not treat HPV infections, cancers, and diseases, and may not protect everyone who gets vaccinated.

Side effects and allergic reactions can occur. If you're aged 18 to 45, talk to your healthcare professional or visit getg9.ca today. And succeed? Oh, 100%. I mean, if you threw me on a jet right now and dropped me in South,

well, I grew up in South Jersey or New York or whatever it might be, and say, Johnny, here's the deal. I'm giving you $200 to figure it out. Get out there. Get some real estate done. Yeah. 100%. There's a show about that. Yeah.

Yeah, Grant Cardone. I mean, they did Grant Cardone. Yeah. They did one with him. Yeah. So $0 to $4.5 million in I think a month or something crazy. Yeah. Yeah, it was a crazy number. But that goes to show you it can be done.

If you have skill sets, not like it's in this bubble in Las Vegas, once you go out, you're a nobody. Absolutely not. You have those skills. That's why I explain to people even when they come from a different industry, I'm like, you guys close this book and come to real estate like it's a whole new thing. What are you doing? You're building a community. You're working with people, you're intentional. You're providing value. Don't you do

that in other businesses? Just continue it here. Stop laying everything else clog up your memory. Right? Do now if you shifted here and we drop in Texas or New York, do it again. That's how I've been able to build teams in other areas. Nice, how big's your team right now? So right now, and here in Vegas, I have 156 agents. Damn. Here, then I have a couple small teams, about 15,

another group of 20, group of 17 in California, and we're working on Miami right now. Holy crap, so you're spreading. Yeah, yeah, definitely. Wow. 100%. So I own the Richardson Grouper company within a company. I'm part of Real Broker LLC.

So we're on an umbrella over US and Canada. So it gives me the ability to do other things. And I go ahead and take what I've been doing. I said, hey, I'll show you the model. I'll show you what I do. I'll show you why it's successful. One of the reasons why I'm working with leaders, most real estate companies are brokerage model.

You're training your competition. Once this guy leaves, now he's competing with you. The model that I've built, what happens is if I train them internally within my team and he's outgrown me, because everybody, if they're a hustler, they're going to outgrow you. They're a type-a personality They want to go out and do something else. They want to do their own thing now

I move them out show them how to duplicate it Continue making money with them. He's now like no longer an enemy right not a real enemy, but just competition. Yeah Yeah, so did exp realty approach you at one point. I worked with you. Oh you did. Okay, cuz they have so many people Yeah, so I was in EXP icon, I was short-lived. So I partnered with two guys out of California. And the reason why I did wasn't because of EXP. It's because I love their systems. I was in a boutique brokerage here in Vegas,

about 500 agents. So I was just starting to build at that point. I met these guys and I was like, their systems are on fire. Jumped in with them and it was awesome. I did great. So I'd work with them. They're out of California. In the meantime, I was working with Rene Rodriguez. So I did an event with him three days. This little clinic that he has that teaches how to speak, have constant communication, be very intentional. And I met somebody with real and I started comparing

the models and I'm just like, holy crap, this real model, one, fresh new kid on the block. People are very interested. Number two, they're going through what EXP went through 10 years ago. Stocks were low. Getting in at that time, RevShare was super aggressive. RevShare didn't exist when the XP came in. They brought it to the market. Now, it's more aggressive. I said, okay, this looks pretty awesome. I don't want to be that high.

It turns around, thinks about it. Oh, should I, should I, should I? I said, screw it. Let me pull the trigger. I got a good feeling. Sure enough, I was right. Nice. Yeah, sometimes you got to take that chance, right? Yeah. No, 100%.

Because the XP is like the safe play, but sometimes you got to get bet on the up and coming company. Yeah, it is. Our model is a little different. So EXP can jump in. So if you're a recruiter, EXP, you don't have to sell a house, but that's part of the problem. So I was pitched probably 500 times by EXP, but a guy like me where I'm selling hundreds of homes a year, I'm not going to listen to you if you've never sold a house. You know, this is my business.

You know, granted, there's the building model and everything else spread around it on the rev share. So on the real model, you have to be a producer. So we bring in producers. You have to show you're actually selling houses in order to stay within and take all the benefits of the company. Smart. So if you don't sell a house, you get kicked out? Oh, you don't get kicked out. selling houses in order to stay within and take all the benefits of the company. Smart. So if you don't sell a house, you get kicked out?

You don't get kicked out. You're going to pay MLS dues for nothing. You're going to lose money there. You're not going to make any money off of rev share. So it's like, it's no point. You'll just lose at that point. It kind of gives you no choice. So it's either.

But one of the benefits, let's say you decide to, you're going to will your rev share model. You're making $50K a month, $100K a month, whatever it is. EXP side, you pass away. It's gone. On the real side, you have your wife. She's at home taking care of the kids. You pass away as a realtor. What'd she do? Real, you're going to will that. that she's got that 50 grand a month coming

Oh nice xxx. That's cool. It's pretty cool, right? Plus you can set up as retirement package You decide to get out of real estate whatever your age is. I don't ever want to retire but yeah do So if they go ahead and retire you can continue receiving that rev share also. Mmm, so it's pretty cool There's a lot of cool components. Yeah, I love that. So if you had 100 million, you wouldn't retire? Wouldn't I so I don't see myself like sitting on a beach, staring at the stars. I wake up every day and I want to be hungry. I want to work. I want to build something now has over the years has my career evolved 100% and where it will continue

10 years from now will look different 100% and will it continue? 10 years from now will it look different? 100%. But not different to where it's like, oh, that's it. I'm going to hit the cruise ship, drink some Bloody Marys, whatever it is, fruit cocktails. It would drive me nuts after a while. It would. I'm like, what am I building? What am I doing? I grew up in New Jersey and everybody I talked to in Jersey, this is crazy. So every time they call me or like I retire, I get a call within 60 days. I have cancer. I have cancer. Wow.

Constantly. I'm all joking aside. I've yet to talk to somebody it doesn't happen to. And I think one, Jersey, as far as crops and everything else, it's a garden state. I think that plays a part. Pesticides, yeah. Yep. But another part of at the same time, I think our body knows, shut down time, we're at a

certain age, and it starts taking over. Think about it, the more people you talk to, the more active they are at an older age, they're healthy as an ox. One of my good friends, he's 73 years old, he works within the movie industry out here. I mean, that dude's healthy as an ox and rock and 73 is out there kicking butt and hanging out in the casinos and hitting on young girls. It's so funny, but he's a really good guy. But I look at him. I'm like, man, this guy's healthier than anybody else I know for the most part. I talked to other people his age at retire. I mean they're a sinking titanic for real

Yeah, so I don't want that. So I'm not retired. I'm not retiring either Yeah, I mean, it's so fun what we do when I go on vacations by the third day I'm like wanting to go home to work, you know, I mean my coach had asked me about that recently She goes how many each vacation time you take so I don't take vacation time. That's the thing So if I go do an event and like just a month ago was in Orlando So I was at an event spoke in Orlando and month ago, I was in Orlando. So I was at an event, spoke in Orlando. And I said, you know what? I'm gonna stop in Miami for two days.

So I stopped in Miami, set up two meetings in Miami, have meetings out there. I might spend an evening out to dinner, all my way out, hit the beach and that's it, I'm gone. So I was like, I'm not one of these guys takes five days off or 10 days off, I'll go nuts. I'll go crazy. I'll go crazy It's absolutely crazy. What about your honeymoon you go you go hard for that for my honeymoon. Yeah, I'm not married

Oh, you're not married. Yeah, I'm married. Is that by choice? Pretty much. I mean, I'm a lover definitely. Yeah, I started to think about it lately I'm like I'm really good at the short-term stuff. You know what I mean? Spending time with somebody, but I almost get a little bit of anxiety, I guess you could say, because I'm so bought into my career. And that's why I found it's like, of course I'm human being. I think, you know, women are wonderful and you treat them respect

and I wanna spend time with them and I do, but it's like the more time I spend, I'm just like holy crap my true love is my career it is I'm just I love building it spending time doing what I want to do I don't want to have to worry about coming home at 6 o'clock I want to worry by somebody's like hey where you ready for dinner yet hey what are we doing over the weekend just the way I am right you would need to find someone where they know

the business comes first and they're second, which is gonna be hard. Oh, it is. It definitely is. Yeah. I mean, and the shame of it is, there's a lot of people out there that say, oh, I'm so into that.

Oh, I'm a driver. Most people lead with their best foot forward. Yeah. They're gonna tell you what you wanna hear. Easier said than done. Oh yeah, 100%. But then everybody's level 10 is different. So that might be their level 10 but then as far as where my level 10 is is way surpassed

them like okay I see what you mean but this doesn't make sense. We're like we have I work really hard nine to five and then after that we need to watch a movie. I'm like no yeah that's not the way it works. Yeah that communication is important man. When I told my movie I'm like no yeah that's not the way it works yeah that communications important man when I told my girl I'm starting the show I told her up front I'm like I'm gonna work more than normal you know what I mean like at the time I was taking weekends off and so there you go spending dinners on the weekdays I said that might have to go for this show to grow there you go and does she work within the business yeah she works within the business but she understood that there's there's periods of your time when you're dating that

you're gonna have to lock in yeah there You know that's awesome, and you just got engaged was it six yeah, yeah about yeah getting married next year nice congrats Yeah, that's awesome. Yeah, it's been a lot of growth man Yeah She sacrificed a lot cuz I used to work 18 hours a day. Okay. What do you work now? uh So people have weird definitions to work, but I'd say 80 hours a week still. 80 hours a week?

Yeah, what is that a day? That's like, yeah, 10, 11 hours, I'd say. Yeah. Yeah, there you go. Yeah. Because I'll loop the self-help into work because that is a form of work for me. Yeah. It's funny where you say, you know, as far as definitions of work, there's a difference

between where people get confused, spending time at the office and real work hours. And that's where people get misconstrued. Sure, you could spend 12 hours at the office, but how much work do you get done? An hour? You know what I mean? See the difference. Like, I don't know. I was at the office 12 hours a day for 10 days. I didn't sell one house or I didn't produce one product or whatever industry they're in. I'm like, yeah, but how many cat videos did you watch in the right time? You know what I mean? Yeah, it shouldn't be measured off hours. It should be measured off results Like that's why I like the structure your company actually. Thank you based off results

Oh it is because these days people are kind of entitled and they just want to get paid a salary or whatever You're not even doing shit like see it. Yeah, you do. Definitely real estate market's changing right now. And just we're constantly looking at what direction it's going to go. We got to be looking pretty much 12 months ahead constantly and where we're at because there is an NAR lawsuit. I saw that, yeah. So there are certain real estate companies weren't, what they weren't doing was they weren't disclosing as far as what the commissions were going to be as far as negotiable on the buyer side of everything. And it

really changed the game. Now, what it also did is it also put real estate agents in the driver's seats, like you better show your value, you're not opening a door and just getting a free commission and getting lucky. It's no longer that that person literally has to hire you almost like a lawyer, any other business professional. They're gonna have to decide, are they gonna sign on the dotted line? Are they willing to pay your commission? And it's changing and all these ones, like you just said, entitled,

for example, it's weeding them out of the business fast. It's going to be very interesting over the next 12 months. Only the tough will survive. It's true. Yeah. So how does it work now? Cause when I bought the house, I didn't pay any commission. Didn't pay any. When you came in, cause you just closed two, three weeks ago. Two, how does it work now? Cause when I bought the house, I didn't pay any commission. Didn't pay any, when you came in, cause you just closed two, three weeks ago. Two, three weeks ago, yeah.

Yeah, so when you came in, you were right in the beginning stages where it officially takes effect is August 17th. Oh, got it. That's when it's like, that's like where a realtor could get sued for not following the steps. Really? Holy crap. So at that point, sued, fine, whatever, list goes on.

So now as of October 1st, the commission's disappeared from the MLS. So now that they're not there, what we have to do is one, we're gonna call, say, hey, listen, so we know what direction we're going and what we have to work with, is say, hey, Mr. Seller,

are you willing to pay commission and everything else? So we know walking into that, if you did the proper buyer's consultation, spend time with your person the way we lead, say, hey, we're always going to go to the seller first and ask them pay our commission. In the event that they cannot do that, we're going to have to have a serious conversation. Do you have a brother?

Do you have a cousin? Do you have leverage? Something you can do to pay as far as for the service through that escrow so I cannot work for free. Yeah. Just as what it is. Our brokerage won't even allow you to work for free because then it affects our ENOs and now we're not covered and God forbid something goes sideways. So as far as that goes. But that'll start on October 1st but it's go time. Just the meeting I just left from just before this. Yeah.

I mean, it's just like nonstop with the division right now. Damn. It's a big deal. I mean, it's nationwide. There's a couple of states that aren't a part of the Realtor Association, and they decided not to participate in it. Wow. It's kind of a weird time because a lot of most sellers

you talk to, I would say 95%, they're like, well, I want to advertise the commission. Why can't I? I'm like, well, I'm not allowed to do that on the MLS. And the reason why is what they don't like, it's like, well, how's somebody gonna tell me I can't advertise, I wanna sell fast. And I know what's gonna sell fast is money's gonna talk. It's gonna be the price of my house, and it's gonna be what I want to sell fast. And I know what's going to sell fast is money's going to talk.

It's going to be the price of my house and it's going to be what i'm offering another agent. So there's a lot of things happening right now. So you have a lot of sellers kicking back on it, believe it or not. Kicking back at it? Kicking back. They don't like it. Oh, they don't like it. Wow. They're not a fan. Yeah. How come? I mean they don't like it because now they can't advertise incentive and bonus people. Let's say it's a guy that's like, listen, I got to get out here like yesterday. Right. I get to Florida, my daughter's sick, and I'm buying a house there and I need to sell this first. So, but I'm almost going to bonus somebody 10 grand to go, I didn't do this.

Can't do that. Used to be able to say, hey, you sell up in the next seven days, you bring me a buyer, I'm going to offer you 10 grand. It's no longer allowed. Damn, that's annoying. Cause yeah, some people need to sell in a hurry. It's a true. When I was shopping for houses,

there were people that were moving the next week. Yeah, it's the truth. They're motivated. They want to get going. Everybody has something going on in their life. And then, I mean, I'm sitting here thinking to myself, and I said this down at the board, and I said, I'm like, if I'm selling my house,

I wanna be able to advertise the way I want to. I'm like, how are you gonna tell me? It's just like, you can't tell me what I can sell it for. It's my choice what I sell for. How is it you can tell me how I'm gonna advertise it? So it's pretty crazy. Yeah, the home buying process was gnarly, man. I learned a lot.

I realized it's not really made for business owners and entrepreneurs. As far as when it comes into the fighting alone. Yeah, I mean that was I barely qualified for anything So I had to do a bank statement loan. So that was kind of frustrating because the interest rate was higher So they need to fix that system in my opinion. Yeah as far as that so you have take you close three weeks ago So you got basically five months in one week and they go ahead and refi reaches dropped on Friday Oh, they did. Oh, I didn't know I got in I eat five, but I bought it down to seven five. Did you? Yeah, okay Yeah, so if you take a look as far as traditional rates FHAs FHAs are getting down in the fives right now. What's not a week ago? Wow, seven point one seven point two. That's amazing

Yeah, so I could reply Oh depending where're at, how much you need at that time, go ahead and refi it in the next five plus months. Nice. That's good to know. Plus, the house already went up a little bit. I saw on Zillow. I mean, the inventory out here is rough. It is. It's super light. You have to get creative out here in Vegas.

So if you're dealing with a real estate agent in Vegas, that's just, you know, whatever sells 20 homes a year. He's stopping on the MLS. You're looking at everything. Everybody else is. You really need to work with somebody that's in the game. They know what's going to be hitting the market who has an interest in selling that. You know what? If the right deal comes along, I'm going to sell this sucker. So when you work with people like that, that are really are dialed into the market and dialed into the community You're gonna get more of what you want when you're looking for real estate

That's whether you're looking to buy some primary and vest whatever it might be Yeah, that's smart cuz by the time it's on Zillow 150 people see yeah, I mean it's old news Yeah, definitely is and our inventory out here is not much to pick from not much at all, dude It took me months to find a spot, dude It does. Yeah, I mean we're supposedly getting NBA MLB. So Vegas is gonna be hot. I mean we're blowing up I mean I notice every time I take a look at a month a month when I go out there and hit the road I'm like man, it's be busier now, dude. It's nuts. I'm in traffic every day now when I moved here three years ago I don't think I hit traffic once. Yeah the whole year. It's crazy. I moved here three years ago, I don't think I hit traffic once. Yeah the whole year. It's crazy I moved here 2012 so from South Jersey and I'd look around compared to then night and day. Yeah, it's nuts

It's nuts nuts. We have five thousand people move in here every month from holy crap. It's that much Wow I mean we're busting at the seams. Yeah, that's five thousand just from Cali So it must be must be over 10k just overall. Oh yeah, because we're seeing South Florida traffic now we're seeing, you know, East Coast or New Jersey and New York as well. Yeah, definitely. So we're seeing a lot of those areas. I love it. How many houses did you sell last year? Last year was 226. Damn, that's almost one a day, dude. Yeah, that's impressive. Super busy. This year, you're going to surpass that? Yeah, surpass X. We have off market stuff as well that we're pushing, like I mentioned as

well. Nice. Yeah. So and that's throughout my so I have a unit of agents are on the smaller side besides all of my manage over here in Vegas. And that's just with my small group by itself. So my idea now going into the new year is we're going ahead and we're dialing that in and bringing in and we're building out a Strong admin staff to support that because of what I found I was like we can bring up this count We just need the support staff and I found we were too light on the support staff to kind of help as far as Setting appointments as far as administrative paperwork as far as staying compliant this goes on and on I said, okay

I'm gonna add these components and make this super thick, have 10 of these in the front line. We could double these numbers going into the next 12 months rolling. Wow, that's cool, man. So where do you rank in Vegas now? Right now in Vegas, I'm ranked at 51.

Oh, wow. Yeah, that's on a 22,000. Oh, so that's really good. Yeah. Solid, man. I didn't know there was 50 ahead of you. That's impressive. Yeah, so right now you. Yeah, solid man. I didn't know there was 50 ahead of you. That's that's yeah. Yeah, so right now Yeah, got twenty two thousand agents

It'll be interesting to see what it looks like over the next twelve months what that number goes to you think I'll get cut pretty heavily It's pretty interesting out here in Vegas because you talk to people are like, oh, I know this person's a realtor I'm like, okay, they might hold a license that doesn't make some People are like, oh, I know this person's a realtor. I'm like, okay, they might hold a license. That doesn't make somebody a realtor. Yeah, it's pretty easy to get, right? I know it is.

I mean, you could practically pick up a license over in aisle three at Walmart. I'm like, it's nuts. It's 120 hours. I'm like, a monkey could pass the test. I'm like, doesn't mean he can sell real estate. Yeah, it's an online test, right? Yeah, well, it's over at the Pearson View.

Oh, so you have to take it in view as you have to take it in person You have to take in person. Okay, I think they have one program You might have to improve certain items them but for the majority are down there taking it But I mean it's nothing at the end today you memorize the stuff Yeah, I mean, but it's not street tactics that then a day. It's not teaching the negotiation It's not telling showing you how to find deals for your clients. That's what your clients want. It's great. You got to stay compliant, stay legal. At the end of the day, we all need to. But what are you doing for your client? You're

hired for being the best negotiator. You're hiring for finding the best deals for your client. Where's that training coming? That's where people like me step in. Right. So you actually negotiate? Nice. What's the biggest you've saved on a house? I mean, I would say as far as we have our wholesale department, that's like a lot at that point. Well, depending where we're positioning at,

I've sold some of those deals where I save people 500 grand. Holy crap. That's impressive, man. Yeah, it's crazy. Where'd you learn to negotiate? Yeah, so I trained with Brett Tanner. So Brett Tanner, he's phenomenal in the wholesale market. So he has 17 markets spread throughout the US.

So he showed me how to go out and find these deals and everything else and how to put together a list of buyers and investors. So I spent time with him over in Scottsdale. So we put together a whole system as far as what it takes to get in front of them and then how to construct the deal at that point and what the numbers look like and off to the races.

And now you're coaching too, right? Yeah. So it was crazy. I was invited over there. I'll never forget. This was a couple of years ago. When I stepped in that room, it's interesting when you level up and like, I'm like, I've been in some big places and I started looking around.

I'm like, the money flowing through there was ridiculous. These guys are talking about doing a hundred million dollar deals. And I'm just like, holy smokes through there was ridiculous. These guys are talking about doing $100 million deals. And I'm just like, holy smokes, this is ridiculous. Like, what is this? I'm like, $10 million house at that time was a big deal for me. But these guys are talking about moving huge projects and portfolios.

But yeah, so as far as now, what I'm doing is coaching as well. And that's what I'm providing as far as people that come into real, the Richardson Group, currently I'm providing as far as people that come into real the Richardson group is currently right now, as far as I'll train my teams in California and other states and everything else to where we'll jump on Zoom calls every week. So, and then we're setting that up.

I just got a new house in Vegas, big showy, big daddy place specifically to run events out of it for event space as well. Nice. So as far as that goes, we're gonna do the event every quarter, first one will be starting in October. So I'm bringing in speakers to that. So now what we're gonna be doing is besides

as far as within my real network, because I wanna see where it really fit in with them first. And now we're gonna be going to outside, it'll be driven towards real estate people because that's what I do. But at the end of the day, where the core of it is, it's living life with intention. It's networking and building a database. And you can do that with your entitle, whether you're a loan officer, whatever it might be

out there. You know, what are you doing to raise the level and be a better version every single day walking into that office? I got sick one day, like just sick looking at things and I'm looking at so many realtors coming in. They're like, well, I need this tech tool. I need this. I need this. I need this. I started looking at some of these people. I'm like the quality person they are, how intentional they are with everyday living. I'm like, they're not taking the right steps. If you're not doing this, you're not building yourself. You're not reading books, you're watching TV all day, but you're thinking the next tech tool is going to build you? No, it's becoming a better person because quality people want to spend time around quality people. Right. You want to get into a luxury market, it's what most realtors say, but you want to spend time with these luxury people. They don't want to spend time with somebody that's not like building, want to talk about upper level educational conversations,

it's not going to happen. So what are you doing to build up yourself? So that's when I started building this program. Thomas is assisting me right behind you, putting that together for real estate agents. More than anything, it really comes down to mindset at the end of the day where it worked for everybody. Because it doesn't matter what business you're in.

So if you have networking, you're building a community, you have a strong mindset, you're a quality person, you're living with intention and giving value at any given time in helping solve problems, I don't care what business you start, you're gonna be successful. Absolutely, I love that, man. Yeah.

Where can people find your program, find out more about you and keep up with you, man? So what they can do is they can look me up right on Instagram is the best way answer everybody at back That's gonna be the shark Jr. All right, and that's not junior everybody says that that's Johnny Richardson So everybody knows but go ahead and set me up. We have live zoom calls once a week right now Platforms being built out on high level right now. So that'll be released over the next 30 days. Boom, we'll link below. Thanks, Johnny, for coming on.

Hey, thank you. Thanks for having me. Absolutely. Yup, thanks for watching, guys, as always. See you next time. See ya.