Digital Social Hour - How to 10X Your Real Estate Career (Top 1% Agent Tips) | Johnny Richardson DSH #900

Episode Date: November 18, 2024

🏠 Want to 10X your real estate career? 🚀 Top 1% agent Johnny Richardson spills his secrets in this must-watch episode! Learn how he closed 45 deals in his first year and now manages a team of 156 agents. 💼 Johnny shares his relentless work ethic, starting at 4 AM daily, and how he built a thriving real estate empire. Discover the mindset that separates top performers from the rest and why personal development is crucial for success. 📚 From negotiation tactics that saved clients $500K to insights on the changing real estate market, this episode is packed with valuable tips for agents at any level. 💡 Don't miss Johnny's advice on: • Building a powerful database 📊 • Adapting to market changes 📈 • The importance of providing value 💎 • Expanding into multiple markets 🌎 Whether you're a seasoned pro or just starting out, these top 1% agent tips will help you level up your real estate game. Watch now and subscribe for more insider secrets from the industry's best! 🔔 #RealEstateTips #Top1PercentAgent #10XYourCareer #DigitalSocialHour #SeanKelly #lasvegasrealtor #milliondollarlisting #ryanserhant #drhortonlasvegas #realestate #highpayingrealestatejobs #realestaterecruiting #milliondollarlisting #realestate #buyersagent CHAPTERS: 00:00 - Intro 00:27 - Real Estate Market Overview 01:52 - Closing 45 Deals First Year 03:18 - Clark County Title Insights 04:18 - Successful Event Strategies 05:31 - Daily Work Hours in Real Estate 08:17 - Favorite Real Estate Podcasts 08:56 - Succeeding in Different Markets 10:04 - Team Size and Structure 11:16 - eXp Realty Approach 14:22 - Retiring with $100 Million 16:44 - Honeymoon Plans Discussion 18:55 - Real Estate Market Changes 24:17 - Home Buying Process Challenges 26:53 - Annual Home Sales Performance 27:51 - Ranking in Las Vegas Market 30:04 - Coaching in Real Estate 30:54 - Upcoming Event Announcements 32:57 - Finding Johnny’s Program & Final Thoughts APPLY TO BE ON THE PODCAST: https://www.digitalsocialhour.com/application BUSINESS INQUIRIES/SPONSORS: [e-mail] GUEST: Johnny Richardson https://www.instagram.com/thesharkjr https://allmylinks.com/the-shark? 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

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After decades of shaky hands caused by debilitating tremors, Sunnybrook was the only hospital in Canada who could provide Andy with something special. Three neurosurgeons, two scientists, one movement disorders coordinator, 58 answered questions, two focused ultrasound procedures, one specially developed helmet, thousands of high intensity focused ultrasound waves, zero incisions. And that very same day, two steady hands. From innovation to action, Sunnybrook is special. Learn more at sunnybrook.ca slash special. 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 checks 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

Alright guys, we're talking real estate we got Johnny Richardson here today. Thanks for coming on man. Absolutely. Thanks for having me Yeah, excited a lot of information coming out on whether the markets 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 gonna do well now our market conditions gonna change they are I this conversation with somebody a term here They're they they're like well. Now, are market conditions going to change? They are. I had this conversation with somebody at Terminator

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 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, but last 20 years, interest rates at one point, they went up to 18%, a little bit more than 20, but and 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 four percent Yeah, yeah, they get comfortable and everything else. They see that's just like anything. You don't miss it till you lose it Yeah, you know

Yeah, they got a taste of like I'm waiting till it comes back. It's not coming back Yeah, 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 6.7 deals. So now 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 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. And I said, I don't care. I'm burning the boats, man. I'm going to 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 and 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, 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. Yeah. Yeah. You're one of the top guys in Vegas, right? Yeah. Yeah, definitely. That's impressive. Yeah. Cause there's some big ones out here. I know John Gafford's pretty big. John John's an amazing person. Simply Vegas. Yeah. John very well. I think he's what, second biggest out here? 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 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 was some JV models entering 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 and hit the ground running. 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 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 meet 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. You're hanging out. You know, I mean your events are great. Thank you 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 noticed they're really good at networking. Yes definitely. I love Ryan's stuff. I read his book so sell like Serhan. BetMGM, authorized gaming partner of the NBA, has your back all season long. From tip-off to the

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Yeah, hey, who should I take in the Boston game? Well, statistically speaking. Nah, no more statistically speaking. I want hot takes. I want knee-jerk reactions. That's not really what I do. Is that because you don't have any knees? Or... The ScoreBet. Trusted sports content, seamless sports betting. Download today.

19 plus, Ontario only. If you have questions or concerns about your gambling or the gambling of someone close to you, please go to connexontario.ca. 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. He talks about his one, two, three balls. It's like, who you spending most of your time with, going after them, helping those clients, providing value. At the end of the 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 How many hours a day are you working right now? I mean I don't stop and the reason why and 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 Yeah, I'm pretty much addicted at the end of the day. I love what I do. So I'm up every day at four o'clock in the morning with my trainer at five. I bust it with her back at the house in the office

between 730 to eight 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 six 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 have to sit around and watch TV? Am I gonna watch Modern Family? No, no. I'd, what's the point? Do I have to sit around and 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 They're 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, but where is it taking 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 so yeah, I've never read a fiction book actually no 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 nonfiction books man. Oh, I cranked those 2x speed audible. No, there you go, man You're up there 2x. Yes. What are you up? Yeah, 1.5. Okay, I do one five if 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 I was like, let me make sure I get this. That's how I feel about like two two two five It's like I'm just trying to You listen any podcasts or any YouTubers? As far as podcasts goes, big fan of Bradley. I have a 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, I watch his stuff. People I like to follow I'll tell you as far as not as much of a 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 are looking to do something amazing. I talked to realtors I explained 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 podcast 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 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 bucks to figure it out. Get out there. Get some real estate done. 100%. There's a show about that. Yeah. Yeah. Grant Cardone. Yeah. They did one with him. Yeah. So zero to four and a half million dollars 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 playing everything else. Clog up your memory.

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And 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 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 Groupouper Company within a company. I'm part of Real Broker LLC. So we're 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, a 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 outgrow you. They're a type A personality, they wanna go out and do something else. They wanna 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. Not a real enemy, but just competition. Yeah. Did EXP Realty approach you at one point?

I worked with EXP. Oh, you did? Okay, because they have so many people. Yeah, so I was an EXP icon, I was short 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. 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 were 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, it's 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, rev share 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? 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, a hundred percent. 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's 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 gonna 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. 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 RevShare. So it's like it's no point. You'll just lose at that point. It kind of gives you no choice. Right.

So it's either. But one of the benefits, let's say you decide to, you're going to will your RevShare model, you're making 50 grand a month, 100 grand 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 she do real, you're gonna will that she's got that 50 grand a

month coming to our 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 I has a lot of cool components. Yeah, I love that. So if you had a hundred million you wouldn't retire So it's pretty cool. I has a lot of cool components. Yeah, I love that. So if you had a hundred million, you wouldn't retire? Wouldn't. 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,

over the years, has my career evolved a hundred percent and will it continue? Ten years from now, will it look different? A hundred percent. But not different to where it's like, oh, that's it, I'm going to hit the cruise ship, you know, 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 it 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, 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 rockin' 73. He's out there kickin' butt and hangin' out in the casinos and hittin' 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 talk to other people his age that retire. I mean, they're a sinkin' Titanic. For real. Yeah, so I don't want that. So I'm not retiring.

I'm not retiring, are they? Yeah, forget it. 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 I was in Orlando, so I was at an event spoken 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 No, so I was like, I'm I'm not one of these guys takes five days off or ten days off. I'll go nuts I'll go crazy.'s absolutely crazy what about your honeymoon you go you go hard for that for my honeymoon yeah well I'm not married oh you're not married yeah I'm married was 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 with respect and I want to spend time with them and I do. But it's like the more time I spend, I'm just like, holy crap 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 six o'clock. I want to worry about somebody's like hey, are 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. Yeah. I mean in 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. Those people leave with lead with their best foot forward. Yeah, they're gonna tell you what you want to hear Is your Southern dog? 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 way surpassed them, like, okay, I see what you mean, but this doesn't make sense.

We're like, well, yeah, I work really hard nine to five. And then after that, we need to watch a movie. I'm like, no, that's not the way it works. Yeah, that communication's important, man. When I told my girl I'm starting the show, I told her upfront, I'm like, I'm going to work more than normal. You know what I mean?

Like at the time I was taking weekends off and 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 going to have to lock in. Yeah, there you go. 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. Um, yeah. She sacrificed a lot because 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. Eight hours a week. Yeah. What is that a day? That's like, 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, cause I'll loop the self-help into work cause 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 in 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 in 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 meantime? 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 your company actually because it's 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 It's no hundred percent. You're not even doing shit like see it. Yeah, you do definitely real estate markets changing right now and just Constantly looking at what direction is going to go. We got to be looking pretty much 12 months ahead constantly and where we're at because

there is an NAR loss. I saw that, yeah. Yep. So there were 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 would. They're going to have to decide, are 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 gonna be very interesting over the next 12 months. Only the tough will survive.

It's true. Yes, so how does it work now? Because when I bought the house, I didn't pay any commission. Didn't pay any. When you came in, because 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 commissions disappeared from the MLS. So now that they're not there, what we have to do is one, we're going to 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, is say, hey, we're always gonna go to the seller first and ask them to pay our commission.

In the event that they cannot do that, we're gonna 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.

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. Right in the middle.

Just the median I just left from just before this. I mean, it's just like nonstop with the division right now. 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. 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 is like, well, how is somebody going to tell me I can't advertise? I want to sell fast. And I know what's going to sell fast is money is 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. Let's say it's a guy that's like, listen, I gotta 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 gonna bonus

somebody ten grand to go. I didn't do this. Can't do that. You used to be able to say, hey, you sell up in the next seven days. You bring me a buyer. I'm gonna offer you ten grand. Mm hmm. It's no longer allowed. Damn, that's annoying.

Because yeah, some people need to sell in a hurry. It's the truth. When I was shopping for houses, there were people that were moving the next week. Yeah, it's the truth. They're motivated. They wanna 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 why I sell for how is it You can tell me how I'm gonna advertise it. So it's pretty crazy. Yeah. Yeah the home buying process would gnarly man I learned a lot I realize it's not really made for business owners and entrepreneurs as far far as when it comes into the financing. Getting a loan, 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 to take a close three weeks ago. So you got basically five months in one week and they go ahead and refi. Rachel's dropped on Friday.

Oh, they did? Oh, I didn't know that. I got in at 85 but I bought it down to 75. 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? About a week ago. Oh wow. 7.1, 7.2. That's amazing. Yeah so I could refi. Oh depending where you'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 yeah on Zilla. I mean 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 going to 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 does. Yeah. I mean, we're supposedly getting NBA, MLB, so Vegas is going to be hot. I mean, we're blowing up. I mean, I notice every time I take a look at it month to month, when I go out there and hit the road, I'm like, man, it's being 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 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. We have

5,000 people moving here every month from California. Holy crap that much? Wow. I mean we're busting at the seams. Yeah that's 5,000 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 Coat 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 you saw last year last year was 226 damn That's almost one a day dude. Yeah, it's impressive super busy this year gonna surpass out 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 then 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 ten of these in the front line We could double these numbers going in the next 12 months rolling. Wow, that's cool, man

So where do you rank in Vegas now? All right now in Vegas and ranked at 51. Oh wow. Yeah, there's some 22,000 Oh, that's really good. Yeah, solid man. I didn't know there was 50 ahead of you. That's yeah. Yeah, so right now Yeah, you got 22,000 agents It'll be interesting to see what it looks like over the next 12 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 Yeah, it's pretty easy to get right? I know it is. I mean, you have practically pick up a license over an 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. No, well it's over at the, uh, at the, uh, Pearson view. Oh, so you have to take it in person? You have to take it in person, yeah. Okay. I think they have one program where you might have to improve certain items. Damn. But for the majority, you're down there taking it.

But I mean, it's nothing at the end of the day, you memorize the stuff. Yeah. I mean, but it's not street tactics at the end of the day. It's not teaching you negotiation. It's not telling, showing you how to find deals for your clients. That's what your clients want.

It's great you gotta 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, 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. That's crazy. Where'd you learn to negotiate? Yeah, so I train 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, 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 is currently right now, as far as I'll 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 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 we're going to be doing is besides as far as within my real networks, I want to see where it really fit in with them first. And now we're going to 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 stick 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 gonna build you? No, it's becoming a better person. Because quality people wanna spend time around quality people. You wanna get into a luxury market, it's what most realtors say. But you wanna spend time with these luxury people. They don't wanna spend time with somebody

that's not like building, wanna 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 and 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's the best way answer everybody at back. That's gonna be the shark JR Alright, 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. Absolutely. Thanks for having me. Yup, thanks for watching, guys, as always. See you next time. See ya.