KGCI: Real Estate on Air - Avoiding Burnout and Embracing the Fundamentals.

Episode Date: May 6, 2024

What's going on, everyone? You guys know I have a great passion for entrepreneurs. And I'm going to admit that I probably even have a more so passion for women entrepreneurs. I am pumped to have a fellow lady boss on the podcast today. Welcome, Lisa Cole. Thank you. I'm so excited to be here. Girl, I am so excited for you to be here because, you know, it's funny because you've been crushing it on real estate,

those who follow you, obviously, no. And if you guys aren't following Lisa, you better follow her. But she's been crushing it in real estate. And it's so easy to people assume, especially when you're first getting into a business, whether it is real estate or just your own business, breaking off. It's so easy for people to assume that they can't do it because they're not, quote, unquote, they're not Lisa. So let's talk about your journey and then leading up to the professional that you are today.

And I would just love to share that with everyone listening in. I'm from a big family, so I'm one of eight kids. Wow, that's good. Yeah, so number three and just had a really awesome, you know, upbringing and really great family life and all that good stuff. And I think I always wanted to like, I think when I was in high school, I was always thinking like, okay, I don't know exactly what I want to do, but, you know, I want to get into a business and just like work my way up in the company is how I thought I was going to do it. And my big thing when I was in high school was my friend and I, we were going to go to California and we were going to be MTV BJs. And we were going to have so much fun after we graduated.

And things kind of shifted a little bit because I actually got pregnant when I was a senior in high school. So that's incredible because I can totally relate to that. I was always one of those people. I'm like, I'm never going to have kids until I'm 30. And then you know what? I am going into my senior year as a mom. Really? same thing wow okay so yeah I mean it was like midway through my senior year and you know I was the one that held out

having sex because I had the Catholic mom and she was like you know you can't no birth control no sex you know no pregnancy before marriage so I was the one that held out and it was like the first time I did I got pregnant so it was it actually was like the best thing that ever happened to me my Nicholas because he really just got me to just kind of realize what was important in life and just kind of get grounded again because I think I was kind of just all over the place and just having so much fun and all that good stuff. So yes, my Nicholas came along and after I graduated high school, I got married. And so I was 18 when I got married.

And my husband was in the military. And so we lived in Washington State and we lived in Kentucky. and that's where my Bella was born. So I was 21 when I was pregnant with Bella, and that was just like the irony of itself, because here I am finally legal age, you know, to drink, and I couldn't drink. So that was funny, but no, so then, you know,

we had Nick and Bella, we ended up, he got out of the military, we moved back home. And it was like, okay, what are we going to do? You know, so I actually got a job, as a full-time condo association manager. And so at that time, I think Bella was like maybe one, and Nick was three or four, and my husband was going to the police academy,

so I would work during the day, and he would go to school at night. And so I was kind of like the breadwinner for a minute, and I just remember the moment where I came home from work, and I went to go, you know, reached for Bella, and she would have come to me. She wanted to stay with Jason. And I was like,

Oh, that was like, no. Absolutely not. This is not happening. So I literally, I was like, no, my babies are only young ones. I'm not being this like working mom where I never see them and she doesn't know me. So I ended up, you know, just, you know, quitting. And I like sucked up my pride and I started cleaning houses. So I was cleaning houses like three times a week.

and it was. It was kind of like embarrassing for me. And, you know, I wasn't proud to be a cleaning lady, but I was also making like $20 to $25 an hour. So I got to like work 12 hours a week, make more money than I did as a manager, and I got to spend all my time with my babies. So I did that for a few years.

And then my husband was like, okay, the kids are about to go to school. Like, what are you going to do? And so I just, that's when I decided to get into real estate. because his aunt was actually a really successful agent in Los Angeles, and I really looked up to her, and she was always telling me, you know, I'd be amazing in the business, you know, I'm such a people person and all that good stuff.

So, yeah, that's when my journey into real estate began. That's amazing. And I think I can totally relate to so many different stories you just kind of briefly told us. But, you know, when you're having kids, like, so young, especially whenever like it's not planned or intended like it really helps it almost forces us to grow up I mean I obviously know women like we mature quicker than men but it makes us grow up and it makes us think about like the stuff like you know especially in those developmental years that you think is so important like what people are thinking of you or what clothes you're wearing you're now focusing on a little

human that's like dependent upon you you know what I mean like that's going to shift your focus Right. It just, it really changes because I can totally relate. And I know any other team mom listening in could say like, you know what? Yeah, like at the time, it totally like sucked. It wasn't part of the plan. But looking back, it's like I could never imagine like my Zachary not ever being in my life. Like, you know what I mean?

Right. And I'm like, exactly. And I actually, I recognized it like when I was in the midst of it because when I did go out with my friends, which was rarely maybe once a month, maybe, you know, once every other month, I would go out with them. And I was like, oh, I'm not missing anything. Like, yeah. I felt like they were looking up to me going, wow, you have this, like this beautiful family and this husband and everything like that. And I feel like they were looking at me like, oh, you know, like I was a lucky one.

Because I think because I felt like I was lucky one. So, so, yeah, I mean, I always say like Nick staged me. Like he just really, I mean, even. into this day, you always just brings me back around and just helps me remember what's important. So, yeah. That's awesome. So you suck up your pride and you take on this job that's like, obviously, you know, a lot of people are like, you know, what do you do for living?

And you're like, I clean houses. You know, unfortunately, there's like that stamina with it. But at the end of the day, like, who freaking cares what they think? They're not your kids. They're not your husband. It's allowing you. You're probably making more money than the person asking the question all while you're having more time with your children.

Right. I mean, I need to pull with my kids. I'm having a great summer. Yeah. So it was all worth it for sure. Okay, awesome. So let's talk about like now you're getting into real estate. Let's talk about like your first real estate, like your first year in real estate.

Because for me, it was super easy, not easy in the sense of like I didn't have to work, but it was easy because my first and only broker was Jay Kinder. So like that's all I knew. getting into real estate. And it's always interesting because I'd love to hear how people, like how their first year went because it's either extremely horrible or terrible. And it's all dependent upon like who like who they find. So let's talk about like the first year in real estate. Yeah. So basically I get in all gung ho. I joined this brokerage called and it was actually Smyth Kramer at the time. It's now Howard Hanna. So it's more like an Ohio,

Pennsylvania-based company. And so I did everything everybody told me to do. I was even knocking on doors and nobody knocks on doors in New York, at least I know of. I mean, I was doing everything. And we had just bought a house and we needed my income. And so I was just, I was making calls. I was sweating through, like calling everybody in my database, like talking about real estate and, you know, all of that stuff.

I just, you know, did all the things you didn't want to do. And it was just nothing was happening. And so I literally, I did. I think I was in the business for maybe just like a month or two, but I had to make money. So I ended up going to my manager and I was like, I, you know, I can't do this. I have to go get a job. I have to make money. And he's like, you know what?

He's like, now he's like, there's no way we could, you know, let you leave. It's like now that you came to me and you said you're going to leave, I can actually now refer you to this team that I've been wanting to refer. refer you to, the Crockett team. So I was like, wait a minute because I had read, you know, Gary Keller's, Millionaire, oh my gosh, how do I not know this book? You know, Gary Keller's book, The Millionaire Billionaire Real Estate Agent. Yeah.

And so David and Judy Crockett were in the back of that book. And I was like, oh, my gosh. Them? Oh, my gosh. So he actually introduced me to them. And it was just like, from that moment on, it was just like the place I was supposed to be. So, I mean, they just took me under their wing. And at the time, they were the top producing team in the state.

And they, I just did everything that they told me to do. And I ended up selling like 38 houses my first year because I, I just modeled them. Which is phenomenal because, like, I think the average real estate agent, this is average people who've been in the business is less than like 12, I want to say. It's not very much. Right. Like brand new. And I think that's a big lesson learned too for people listening in. It's like almost having that childlike mindset.

When you're in your first job anywhere, you have that childlike mindset. You don't know what you don't know. So where these majorly successful people, especially in a book like Gary Kellers, they come in and they mentor you and they're there to guide you. You just come in with that childlike mentality of, okay, like I'll do whatever. you tell me to do because obviously doing something like successful with your life and you know what you're doing. And I think a lot of people like like, you know, it's crazy because we almost get like hard. We almost like harden ourselves to like or ego or something to where we think we know it all

of a sudden and we really forget the fundamentals. So like you've been licensed since, I mean, how long, how long have you had your real estate license? Um, since 03. So 17 years. So 17 years. And I'll ask you this, do you still make cold calls or do you still call people? Do you still do the fundamental 101 step? Yes. I mean, yes. So actually not today because I have appointments all day. But yeah, I mean, last week alone, I prospected 10 hours. So, yeah, I make those calls. And it's funny when you say the fundamentals, like when I started on the Crockett team and he gave me my first, David Crockett gave me my first prospect. And I was like, wait a minute. I don't. know what to say to these people like what are I supposed to do with this if he goes just go make a

friend and I'm like okay I can do that and so literally that was my first sale because I just made a friend and that was my training but it's to this day that's exactly what you're doing when you're making those cold calls and you're calling those people who are selling by owner you're making a friend you're trying to find out hey can I help you you know um maybe I could sell your house for more maybe I You know, maybe I could help you with some suggestions on staging or, you know, let me see what I can do in just making that connection with them. They open up to you and they feel like you're, they don't feel like you're trying to push anything on them. They feel like you're actually coming from, you know, that good place. So it makes a difference.

That's so good because I think especially in sales, I'm talking to all you sales people out there, we are so focused on numbers and metrics. We're so focused on, oh, I got to make, you know, 100 aisles. I've got to make 10 appointments. I've got to make, you know, five contracts. I've got to close one cell a week, whatever your numbers are. But that's what they are to you as numbers. And that's how people get so burnt out, so fast. I mean, you've been in real estate since 03.

So obviously, you're still active in the real estate. And I think that's essential when it comes to like how successful you've been, because you're not, I mean, obviously you're focused on numbers, but you're not solely focused on numbers that you get. You're also focused on cultivating relationships, changing lives, making an impact. I'm sure that has a direct, you know, impact on your mentality when it comes to your view on real estate

and the whole real estate profession that you do. For sure. I mean, our clients, we, that's part of the reason why, you know, I just, I love having my own team because I can kind of just like infiltrate my mindset of, you know what, our clients are, they just, they come first. And we treat them like gold and we treat them like how we would want to be treated. And we treat them as we would our very best friend. And we, I really look at my clients that way, you know, and I talk with my clients that way.

And I hope to keep that relationship with them after closing. And, you know, as time goes on. So, yeah, I think that just, it does. It adds more meaning to it all versus just closing the deals, you know, just putting the sales on the board. So that's so good. So let's talk about, obviously, you know, you're coming out from a new agent. You have, I don't want to say all the time in the world, but you have a lot of time to focus on new prospects. But then as you get into the business or any business, you start to notice that once you generate leads and build out your pipeline,

the time that you had to build up that pipeline kind of quickly disintegrates because now you're hoping with home inspections, now you're helping with showings, now you're helping with coordinating closing. So let's talk about like what's made Lisa, what's made you so successful when it comes to productivity and then like what's kind of like your productivity hacks that you've kind of implemented into your daily schedule? So I mean the biggest thing is really just setting your day up right because if I don't, I am just in a fog and I just feel like I'm chasing my tail. So the biggest thing, well, there's a, I mean, I have my morning routine, which I love. So I set my alarm at 445 and I'm up at, you know, five.

And my favorite thing to do is hit the gym first if I don't have a lot of projects that I'm working on that, you know, require a lot of like intense brain activity. Like if I'm working with something, you know, with numbers, I'm creating like a pre-listing guide or something like that, then I'm going to take my morning to work on that. But if I'm lucky, I'll be able to hit the gym first and come home. And then just really jump right into what I call my hour of power. So usually from like eight to nine, I am reading, whatever my book is of the moment. And for at least 10 minutes.

Right now I'm reading too because I like to read like a soulful book to give me that inspiration and everything like that. And then, and I just started reading a business book as well. So I'll do 10 minutes of each. And then I used to meditate, like, for about 20 minutes with that Deepak, Chopra, and the Oprah app. I love those apps. I, like, bought so many of them.

And I do them. I've done them over and over. But I was, I'm reading this book. Actually, again, for the second time, it's called Spirit Hacking. And it's by Shaman Durek. And it's the most amazing book. I think it might be one of the most amazing books, life-changing books that I've ever read. And one of his spirit hacks is to do this thing called fire scrying.

And so I don't even know, I think the only person I told they do this is Bella, because I feel like people are going to be like, what are you doing? You witch? What are you doing these candles in your room, in a dark room with door clothes. And so, but anyways, it's like really cool. So basically, the whole point of it is to strengthen your will because it's kind of like, you know, just your, you know, when you focus on your perfect day or your perfect week, you know, you're kind of like operating at that level and you're attracting those things into your life. Well, this, in this, the whole point of this is to strengthen your will and your focus so that you don't let things pull you off course. you're operating at a higher vibration and you know they're by just like attracting those things and so

basically what you do is you put a candle in front of you and then you put one in front of that and basically like north, south, east, and west. So there's five candles there. And you start off with five minutes and you stare into this one candle that's in front of you. And you just focus on like an intention or a feeling that you want to have. have or something that you want to create in your life and you're supposed to do that you know five minutes and then every week you up it by another five minutes so right now I'm up to like 30 minutes and so it's kind of crazy because basically what I mean it's fun for me because I just sit there and I'm basically like daydreaming about this amazing life that I want for 30 minutes and so then

after you're done with that then you're supposed to go you're just supposed to say this mantra about increasing the fire within you so that you can see in all directions and you do that for five minutes. So that's like that's my morning hack. Now everybody thinks I'm crazy. I'm laughing because you said you like what are you doing you which that just cracked me up. I know I literally look at these candles. I'm like oh my god if I ever told me what I did this. I just told everybody. That's actually amazing like if you like if you were to visually look at least, so sitting down with a bunch of candles. Yeah, it might look a little weird.

In the dark room. In the dark room, like, you know, but if you really think about it, though, like, it's just all about, like, bringing things into fruition and then, like, kind of, like, you know, throwing it out there into the universe. And I'm a huge fan.

I know people always like, oh, the secrets, BS, this, that, and the other. Yeah, it's BS if you don't do anything about it. Like, everyone wants a million dollars. Everyone wants to have the perfect family. Everyone wants to have the perfect life. But, like, you know, you've really got to take time, like you said, and get crystal clear on what you want.

Focus on it. But then afterwards, like, Lisa, you go out and make it happen versus some people like throwing a fit because they're dealt a bad hand of, you know, cards in their life. Right. I mean, it really just like, it elevates you. And it's just like now everything that you do that's on your schedule for the day. I mean, it's for that purpose. And so it's just more invigorating, you know, to do it that way.

versus kind of like trudging through and just like, okay, prospecting and going on appointments and things like that. It's like you're building this life for yourself. So it's fun. That's super cool. And you said that like that process that you discovered it, that was in that book. What book was it? Spirit hacking.

It's called. Yep, Shaman Durek. He is the coolest, funniest guy. You should follow him on Instagram. And he's got a podcast too, which I haven't really gotten into listening to. too yet but no he's really he's awesome that's super cool so um let's talk about like you know obviously you have a bunch of productivity going on but still i mean you've got to the progression of your life you know when you first start real estate i keep going back to real estate because like that's what

i can relate to um obviously you guys listening in you guys can think about like you first started your career whatever you're doing now but when you first start real estate you get into real estate to pay, you know, essentially pay bills or to do whatever. No one wants to just go to a job just to hang out. So when you first start, it's like, okay, you got to get sales, you've got to provide for your family, you've got to provide for yourself. But then I feel like as the journey goes along, things change. You've become more successful. Maybe you're starting to find that you're not as stressed about bills, but now you're looking at bigger picture. So let's kind of talk about like 2020, Lisa, and what, what's your goals this year? And then what are you doing to,

kind of set the pace for the year. Yeah, I mean, so in, yeah, because that hamster wheel of just selling, it does. It gets to be a grind. And I did get burned out about a year or two ago because I just was like, oh my gosh, how long do I have to do this for? I mean, even though I enjoy it and it's a challenge, it's a challenging job. It's intense too. And so I just didn't see really like an exit strategy. So, um, so. So that's part of the reason why I joined EXP is because when I was with KW, I was responsible for bringing so many agents over and just because I loved the company and they would come over and they were naming as her sponsor and so that was part of my passive income.

And as you know, EXP is like that, but just to the end degree. So part of my focus this year is really just getting the word out there to more agents about EXP and how amazing of a company it really is and just building that. And then the other part, I've been wanting to do this for so long is to get into rehabbing properties and just owning rental properties too. So it's so cool because it's like one of those things where I don't know, I think you would believe in this too. It's just like I don't believe in coincidences.

I just I believe that when things happen, like, oh, what the coincidence? No, that's like the universe synchronicity, just like winking at you saying, okay, you're on the right of trap. So I've been wanting to do investing for a while and I'm just like, I don't know how to get started, even though I know the business, but it's like it just seems like you have to have so much money to get started and it's kind of a little scary, you know, when you think about it, there's a lot of risk involved. And so I just happened upon this Tony Robbins webinar that he had about investing. And so I signed up for it and he had on Van Merrill, who is worth about, I think, $83 million. And he got there by flipping properties.

So, you know, at this point in his career, he does like 10 to 20 at a time in San Diego. And Tony interviewed him and it was awesome. And Tony's like, this is like, I've never seen a curriculum like this if you want to get into investing. So I immediately signed up for his, they had a weekend course. which was like the following week in Pittsburgh. So I drove to Pittsburgh, went to it. And then I just signed up for their mastery training. And so I've been doing that.

And it's kind of intense because they require at least 15 hours a week of, you know, you putting it into the coursework and the homework and all of that stuff. But it's been really amazing. I've learned so much. I mean, you would think I would know, like, I do know a lot of it in terms of like comps and things like that, but there's so much more to learn. and it's just it's been great. So, yeah, it's what I'm doing.

I'm just kind of taking the steps to, to start my first flip this year. That's exciting. I know that's what, you know, I feel like we're soul sisters because. Yes, we are. This year, you know, I made the transition of becoming, okay, well, you know, instead of going into real estate,

back into real estate as one-on-one, I'm going to go into it commercial because it's, it's so much and it's all about like education and it's all about being competent that's key in real estate is I don't think people understand like there's a lot like yeah people that wouldn't get in real estate because they want to make money fast and there's a lot of money to be made in real estate however you have to be competent because if not like you can get in so much trouble like so much legal trouble so it's kind of nerve-wracking too even like you said after all these years you're like okay I know real estate but like when it comes to investments and deal

like that and I felt the same way with the commercial but knowing that people have the opportunity and agents have the opportunity to invest their commission and become owners of multifamily apartments like to me I'm like that just collapses time you don't have to be doing you know hundreds and hundreds of you know single family residents like you said it's a rewarding and it's amazing however you know you kind of onto a different journey in your life to where you're like now you want to make a more of impact on more people and how do you do that whenever your time's tied up with cold calling right so good absolutely yeah so that is that's like the ungoal is to own apartment buildings and just i mean just get to that place where you work because you want to work not because

you have to work you know and then just do the things that matter to you i love it Lisa i appreciate all of your time and kind of sharing all your journey what you've been up to so for those listening in and they want to follow you and connect with you. What's the best way for them to get in touch? Well, my favorite social media platform is Instagram. So my handle is Lisa Cole Realty. And I'm on Facebook too. And you could email me at Lisa at LCgrouphomes.com.

And my cell phone number, I don't know if I should do it. I meant my cell phone number. I would say email me. Email me or social media would be good. I love it. You guys, make sure to connect with Lisa. she's amazing as you've heard her journey is incredible and I am so grateful to have you on today thank you for taking your time you thank you so much for having me