KGCI: Real Estate on Air - Building a Sustainable Real Estate Business Through Systems

Episode Date: January 10, 2026

Summary:This episode features Jennifer Jones, a veteran real estate agent, who shares her expertise on creating repeatable systems for a thriving business. She emphasizes the importance of a well-defined CRM, consistent communication with leads, and automating repetitive tasks. Jennifer provides actionable steps for agents to organize their operations, manage their time effectively, and ultimately create a business that can run smoothly without constant, hands-on intervention.

Welcome to the power half hour. Today we have our very, very special, our very own Jennifer Jones from King City, Ontario. Jennifer, welcome. Thank you so much for having me. It's always such a pleasure spending time with you, John. And I tell you over and over how amazing you are. I think you're one of those rare people where everyone is always welcome. You always want everyone to feel warm and fuzzy.

and, you know, it's truly a special trait. You're very much focused on everyone else, and I think that's why you have such a high level of success that you have, not only with your team, but your organization. So thank you. It's an honor. Oh, my goodness. Thank you for that.

Gave me goosebumps. You know, I do try, so thank you for recognizing that, Jen. Jen, so number two team in Ontario, And also number two team for many years at EXP as well. But it seemed untouchable from the very beginning before I knew you. And so now we got into know each other. You're like the sweetest person I've ever met, I swear. And, you know, I could talk about you all day.

But I want to have you talk a little bit about you. Where did you come from and how did you get started in all this? So it's, yeah, fascinating, right? Well, back in my 20s, my husband at the time, he and I were actually flipping properties in Sarasota, Florida. So we were actually buying properties, renovating, and flipping, holding some, and went through a divorce, got into horse racing because it's so related. Like, absolutely related. I was like, well, if I'm not doing this, I should just be in horse racing, right, John? So I actually, as I do with everything, when I decide I'm going into something and I'm going to do something, I'm all in.

I'm like 100% focused in in. So I became a trainer. I actually went down to Kentucky, bought yearlings, hired a trainer up here. We trained together and then race them all over through North America. So I was in training and racing in the harness industry for seven years. And then we had the Ontario government, the Ontario Lottery Gaming Corporation come down and restrict the slot machines that were paying out. So it affected the purses, the purse structure, the value of horses, et cetera, et cetera. So I got out of horse racing because at the time it seemed the smart thing to do.

And just after that, I ended up meeting Keith, who's my husband. been now. We've been together 14 years. And at the time, he had come out of a divorce. He'd been about a year out. I was already five years single by that point. So we ended up getting together. And he had, he was a fire captain, but a second full-time job, as they all have, a second full-time job. It was working for a very high-end contractor in Aurora, which was right by us. So he'd been doing that for like 25 years, right? Oh, boy. So we ended up buying a power of sale property and we did it.

And then as it was up for sale and being sold, we were having challenges moving it. And I was coming up with all these creative ways to sell it, right? Like doing videos showing the short boat ride from the bay out to the lake, putting that, you know, into the house. All the prep that you do, overcoming all the objections that you're hearing. And at that point, we both looked at each other and I said, what am I doing? I should just go get licensed. Like, this is stupid. Flip properties.

Let's retain that commission. So went ahead and got licensed. And what was interesting was, I do believe that some things are meant to be that you're purposed in things. And I just had all of these people starting to come to me and asking for me to also list their property. but my major focus was in serving other people and figuring out how to help them net more money, right? By helping other people win, then you have a lot of repeat referral business.

But I think one of the interesting things, like people always say like, how did you get started, right? As a new realtor, we moved to an area we knew no one. So newly licensed area I don't know anyone. There was a very, there was about three super dominant agents in that pocket. So this is the lakefront area, a lot of high ends along the lake, and then sort of average stuff in the rest of the town. So it was funny, the three dominant agents, I would, to overcome this, right, because when you have agents that are entrenched in a community for so long,

it can be if you perceive that you're competing against them right then it would be challenging but i just looked at it and said okay i just have to visualize this and literally create this happening for myself so i would drive the lakefront every day i would drive along the lakefront sit my tim horton's coffee one half hour one way half hour the other way and i would visualize and say and declare i'm so grateful all these buyers and sellers are mine, right? Wow. The next year you drove the lake, almost all of those listings were mine.

Wow. Yeah, so it's that power of, you know, being very careful with your mind and your words. What are you speaking and what are you thinking? Because you're literally creating your experience in the world, right? Wow. So that was kind of my major focus. But, you know, there's other things that we did. I put, you know, for lists with signs on the lawn that look like for sale signs.

People don't read, as you know, they just drive by and go, oh, it's for sale. And then I would hold, you know, little parties in the community, invite everybody over. I would get to know them and then say to them, hey, if someone came along and wanted to buy your property, what's the number it would take to actually move you? So I ended up with like this whole group of neighbors with incredible properties that I had access to. And some were serious about selling. So when people would call the sign and say, hey, you know, that property that's for sale, which by the way, it was mine and it was for list, I would just say, oh, I'm so sorry, that one's not available. But I do have these two other off market properties I could show you. And then I would show them the ones that were on the market too.

but then again that that showing up prepared right i would have a folder i had all the information about them i came with like gift cards or coffee it was always you know give before you receive and treat people with that seven-star service so yeah in a long story in a nutshell it was simply yeah just just what you're what i was believing and what i was saying to myself about where I was going to be, right? You created the whole thing by your thoughts and your words and your thoughts. And word creates world. So be very careful with your words and your thoughts.

Did you learn that or did you develop that as you went through your course of business in many, many years of flipping property, then horse racing? Where did you learn that? I think that's more. like an intuitive kind of knowledge and then then personal development like working a lot on personal development. I do and I know this is really big for you as well. I do believe, you know, we are getting exactly what we,

in terms of our finances, we're getting exactly what we are attracting. Like where we are resonating is literally the amount of money we're making. So even now I look at my situation. I was saying that to Glenn Sanford last year backstage. He was asking me about my commitments for 2024. And I was saying to him, yeah, you know, like this is what I see. And he's saying to me, well, is that big enough, right? Does that scare you?

Okay, what's that number? And now add a zero to that. That's what you need. That's what you need. And now you need to reverse engineer that. Wow. And as he says, like the plan that you have to come up with to achieve that is not where you could continue doing the same thing you've been doing to get it. You literally have to allow your creative side to take over and come up with, you know, some crazy ideas about how you're going to accomplish those numbers, right?

So it's, yeah, I think I think you learn as you go, but when you fully understand that your personal development is, is directly related to the amount of money that you're earning and what is in your bank account, then you do the work. And it's the same thing. I know for you as well, like that, that fitness, that commitment to health, to exercise, those are those directly correlate as well. Like the fitter you get, the better you eat, you know, the more careful you are with allowing those thoughts, you know, it's interesting. I don't know if you've had this experience, but you know, when you think something, like you think, oh, you suck, right?

Mm-hmm. Or, or like, they don't like you. Like, you think something like that. Yeah. And I've had that epiphany of realizing over time that that, that voice that's speaking, that's not me. Right. So it's like, huh, as a spiritual being in my soul, I wouldn't say that to myself.

So who is that? And where is that coming from? So I think you start to move to a place more as an observer of your thoughts. And knowing that your brain, this voice is lying to you and it's just a software program repeating on your brain, which is the hardware, right? So I think I've had a lot of a lot of deep reflection, a lot of a lot of work on myself to get to this place, but I'm nowhere near where I want to be, right? I love that. So it's a, it's that constant journey into self and figuring out how do I remove more limitations? Where are the blind spots that I have that I don't see, right?

Yeah. Do you believe that you'll be at the perfect place where you want to be in terms of your thoughts and your results? And that small voice will never come up. Yeah, I think by the time I am old that I'll have that master. Yeah. You're not old. Okay, so it's a long time from now. But it's a journey, right?

Right. That's what I'm saying. I'm thinking like when I'm 90, right? I visualize like, I'm going to pass somewhere in my mid-90s and I visualize by my 90s of really having that under control. Like, do you feel like sometimes you have some control over it? Like for yourself? Wow. I don't think so.

I think I'm all over the place. But then I have all these reminders around me. Like my vision board, like the goals that are right down on. a daily basis then it reminds me because i'm my mind if i let it get out of control it's always out of control that's why i do these things so to remind myself so do i have full control over my mind i don't but i i have control over my actions then when i put it down somewhere then it reminds me later right so i don't know if that makes sense or not but that's how i do it yeah so then it really affects me through years and years of this uh these actions that i take

that it's i can i'm not going to say i control it but i'm less influenced by it yeah and that i think that's the exactly what you said and i like the way that you explained how you're kind of managing it yeah but i do think it's more like managing it's like you manage it's a you know like the monkey brain the the negative you want to call it yeah because you get distracted and it kind of starts going all over the place. I think that is the key to success, though. That is the key to getting anything that you want is just becoming like singularly focused on that, right?

I always think emotions are temporary. Okay, so I feel down at the moment. Yeah. But, you know, do I retreat to Netflix and eating bonbons lying in front of the TV? Right? You know, like maybe once in a while, but for the most part, I can like manage. And that's the thing. Like, I'm sure for you, too, that exercise that you're doing, that diet is also what kind of helps keep you in that place of managing.

Managing that the part of your brain that wants to go do that sometimes, right? Like, do you have, do you have days you wake up and you think, oh, gosh, I don't want to do this today? tons I mean majority of the time really but it's I think it's um years and years of exercising discipline and knowing that what I don't want to do is is exactly what I need to do to get to where I want to go and through years of doing the hard stuff now it becomes easy but so you know, coming back to, if we're talking about an agent, especially in this market, their monkey brains going wild and mindsets everything, right? So what do you think agents who are, you know, two, three years in are like, okay,

I got in in the pandemic, it was easy. And now it's like, oh my God, there's so much fear. What would you tell them right now? So we have three agents. Well, there's four of them actually out of our team of 55 that last year increased their GCI, like year over year. So in a down market, they made over 300,000 gross commissioning. That's what they took home. So four of them, right?

And they increased. And so what I would say is you want to figure out who are the people around you and go get aligned with people that want to win. That people that are working on and aware of their mindset and understand that that's a super important piece to the puzzle in terms of being successful. And you have to, if you don't have that success level, go find someone like John, right? Like you, who actually is successful. And then they need to model your behavior. They need to basically copy you in a version of themselves and stop making excuses, right? The truth is that you and I could both sit here and say, yeah, you know, the market's been tougher for the past two years.

And we could have, you know, gone home and cried and like just given up, right? Yeah. Just given up. But we didn't, right? So what did my inside saleswoman Corny do, right? who made over 300 last year, she just goes, okay,

well, two years ago, it was 258 dials to get an appointment. Oh, it's 478 dials to get an appointment. Okay.

She just doubled down, right? And that was the message to the team was, yes, there are less people transacting. That is a fact, right? Let's look at the facts.

And if you want to win in this market, it means you need to double, down the activity. So if you did two hours of door knocking, now do four. You did two hours of dialing, now do four, right? Like just double down. And the bigger part of it becomes if you believe that you're going to succeed, I always say whether the market goes up or down, we outperform the market, right? What we have. If you look at how much we've decreased comparatively to other teams or groups or individuals, it would be less. Because of psychology with that, therefore affects the energy that we bring to a client.

When they say, you know, is it a good time to sell? Well, that depends. Like, walk me through what it is we're selling. If we're selling a luxury property, no, this is not the best time to sell. If you're doing an upsize, this could be a great time to sell. If you're buying and selling in the same market, it can also be great. If you're moving areas, it depends on where you're selling and where you're going. So I think when agents approach this from, you know, there are always people transacting.

I know there's different ways of saying this, but ultimately, you know, these kids being born. Families are up sizing. You have families that are downsizing because people are retiring. There's people passing away. There's people going through divorces. So ultimately, there's always going to be business. and the truth is we know that about the 80-20 rule, which is probably more like the 90-10 rule, right?

Yeah, yeah, I agree. Even 80-20 anymore. So let's say it's 90-10. So the truth is you want to be at the top. The cremos res is to the top. Go out and find someone or a team, right, who can sort of lead you into the path of doing the work, accountability systems processes,

and the knowledge and support and training to get you where you want to be, right? Yeah. So what would be your advice, John, if we had agents right now, new agents that are struggling? I think same thing with you. I, you know, I beat a dead horse, I feel like, on a daily basis because I'm always going to play the numbers game. And that if you just do the work and you track your numbers at some point in, time, the law of numbers will take over and the law of ratios, you start to realize that the more you do it, the better you get at your ratios.

100%. And the more predictable and duplicatable your business is. What I've seen, Jennifer, is that people give up way too easily before they can see it through. So why do people give up, even with leadership around? Sometimes they give up. Why do you think that is? I just think people are, there's a couple different reasons.

One, I don't believe everyone is purpose to be in sales, right? They actually have something else in their heart that is really there and then kind of ignoring it. I do think that, again, they struggle with themselves. So they haven't done the personal growth work to get to a place where they're willing to take responsibility. Yeah. You know, and look themselves in the mirror and say, it's not you, John. you're not you're not giving me leads you know you're not teaching me you're not coaching me you're not training me you're not spending enough time i'm not getting enough handholding but it's me

because you've given me everything i need i know what i know what i need to do you've even got groups where i can live dial right yeah you know what i mean so do we yeah but they don't take that responsibility and say it's actually me and i've disappointed and myself and I really need to do some work here and get an accountability partner and kick my own butt. Yeah. So what is that one action that I'm going to commit to take every day? Just one.

Just one habit, which takes approximately 66 days. We used to do this foster care with our kids, right? You have one thing you want to work on. That's great. We know it takes 66 days. Let's get out a calendar. Let's have a, you know, a colored marker initial that. day when you have that win, but essentially, okay, I'm going to do one hour allegiance. If that's,

if that's my challenge and I can't even do anything at all, I'm going to do one. And maybe for the first 66 days, maybe I'm doing it with someone, right, who's my accountability partner for showing up. Maybe I'm door knocking for 66 days. Maybe I'm showing up at your live dial or my live dial. Right. But I think that as soon as they start to put a habit in place and actually do the activity, they'll start to develop the self-esteem. But self-esteem isn't there to start with. You have to actually get out and start to hold, it's almost like holding integrity with yourself first. Yes.

It's broken so many promises to themselves. Oh, boy. Speaking my language here. Okay. Love it. Yeah. If you can't hold a promise to. to yourself, you have no integrity with yourself and you feel like crap, right?

So the starting place is starting to hold and when you're, when you say something to yourself like, I'm not going to smoke today, right? Okay, so can I do that myself? I'm not a smoker, but let's say I was a smoker. Can I do it myself? Maybe not. Maybe I need to go to the doctor and go get medication to start that. but then having an accountability with myself and saying, I've gone an hour, check, I've gone two hours, I've gone three hours.

The minute I fall off the wagon, I can't just go and beat myself up and say, well, I'm done. I'm done. I'm done. I go. Right? It has to be that integrity. So I feel like once someone has won and mastered themselves, even in one thing, where they can discipline themselves and get it done, that actually can be transferred. That skill can now be

transferred over to other things, right? Yeah, absolutely. You know, we find the best agents on our team have gone through university or a college program. So why is that, right? Why is, why are we seeing that high level of success with team agents who've done that? It's not about going to university. It's not about, you know, going to a college program. It's that they learn to show up for themselves. And whether they felt sick or whether they felt depressed or sad or whatever it is, they still went to class, they still handed in their homework and they got their degree.

They showed up for themselves, right? they're already starting from a place of having that commitment. What I find, you know, you have a lot of people attracted into the industry that just say, well, this is going to be easy. I'm going to get in. I'm going to go Lambo. I'm going to do whatever. Yeah, sure. And you absolutely can.

Anyone can learn to do this really well if you treat it like a serious career. If you mask it, if you do the scripts and role plays with you. Right. If they live dial, if they actually look to educate themselves on rent to own, you know, on like asbestos and mold and water tests and waterfront and, you know, what are luxury items in a luxury home, a sub-serro fridge, a wolf range. Like, I think not enough people really take the business super seriously and work to elevate their. their skill and have the have real passion about this business because it is life changing and the people we get to meet. I mean, not only through EXP and all these incredible like you and and all these incredible people that we now know all over the world, right? Look at even the relationships that you've had an opportunity to build. Wow. It's just it's been amazing. It's crazy.

And from there even it's the you know, with the clients with A. agents and their clients. Like we've had the opportunity to sell for some just like unbelievable people and people that have achieved incredible things. And then the agents, there's this additional layer of amazing people that have been attracted to this industry. I think just you have to be, you have to get serious with yourself and say, am I going to continue to let myself get away with these and make excuses for why I'm doing this

and blame everybody else for wearing that right now, or am I going to take my life seriously, and am I going to take full responsibility for absolutely everything that happens in my world, financially, emotionally with other people, your relationships, your health, your fitness, your mental health, all of these things. Am I going to take full responsibility?

And when someone starts to do that, even on that, small commitment level, that's where I always see them starting to take off. And you and I have talked about this, but I do believe, you know, with team members coming on within teams and groups, I am not that team leader that goes, okay, well, you didn't do the work or you don't, you're not there yet or you're struggling with stuff. So I don't do that, right? For me, I believe that life is a journey and it is about personal growth and development. And we do have agents on the team.

It has taken them two, three, four years to get up to a place where they really produce at a high level and are happy with where they are. But it's because they went to other things. Like they were immature. They had to learn how to take personal responsibility. They'd been allowed to get away with things in maybe even their parental relationship. relationships growing up and their friendships. So I feel like there's there's so much hope and anyone that wants to achieve something

in this business absolutely can. They just have to stop allowing themselves to get away with everything that isn't serving them. Yeah, I really think so. And what I heard from that was basically integrity. integrity is everything. If you don't have integrity, you have nothing. And self-belief is really making a promise and fulfilling that promise.

Therefore, you believe yourself, right? And people don't do that. They just make a promise and then they go, you know what, maybe tomorrow. I won't do it. And next thing you know, they're asking the question, how do I build self-belief when they haven't taken responsibility of making and fulfilling their own promises? So what I also heard was it probably takes. about four years to get it up to a point where you think you got this a little bit handled

when it's never handled but people quit within two years so 90% quit within two years so if they just get over that hump of the second year don't quit you're gonna get it right so wow that's that's huge were you gent were you always a team leader from the start or did you start solo no so I started solo and then third year of real estate I did 1.1 million gross commission on my own. So we had an average price point of like 550 I think back then. So when I got to that point, I could no longer provide that really high level of service for clients and I started slipping. So I ended up bringing on and starting team. But it was interesting. First year team, I absolutely failed. So we made a lot of money and I lost $150,000, right? Not tracking P&L, not paying attention,

being too generous with splits, paying for too much. So yeah, it's, it's a, it's a learning, right? So I looked at it and said, okay, well, this is broken and clearly, clearly I suck at this. So, but that's it. It's like, it's like, it's like, you're being so honest. Nobody would really actually say that. Like you lost 150,000. You're, yeah, totally. Wow. This is the thing. So how do you learn? You learn in life through failure, right?

You learn in life by, you know, making, some people will say they're not mistakes. They're mistakes. Okay. They're mistakes. That's okay. But as long as you learn something from it and grow, and that's what I did. I looked at it and went, well, clearly I don't know what I'm doing. So I went and looked at it.

But the Loken Group, who is the biggest team that was in the U.S. at that time, they'd done 2,400 deals that year. This is going back seven years ago. Holy cow. He had gone through a bankruptcy, okay, because he totally, like, blew team. He blew it. So he had to entirely reset, start team again from the beginning. So we looked at his model. He was generous enough to open his doors to.

lots of different agents. And I flew down Sarah Park, who was my licensed office manager. She went down, looked at all of the systems and processes. Oh, my goodness. And we did everything, brought it all back up and we implemented it, right? Yeah. So I feel like you don't, and this is why I say, you're a new agent, you're struggling. This is really easy.

All you have to do is go find someone to mentor you who is winning. and you know what, just copy what they're doing. And that's what I did. I copy team and that's how you make it work. Wow. Okay. So you got some help. And so did he, was he a coach or he was just open and honest with you about his systems?

Yeah. Because here you go. They basically just opened up their systems to us. We took like we brought back Trello board. There was some other things that we brought back and implemented right away. And then from there, you know, it becomes, okay, I would say things to myself like, all right, when I, and I would say to our management team, because we started to put in place like listing, like a listing specialist, right, who

looks for liabilities even within what we list, you know, a deal processor, a marketing person, a customer care, we started to put these people in. And I would say to them, okay, imagine that the business doubles this year. What's going to break? What is, going to break and then what do we need to already work on to make sure that that doesn't happen, right? I'm writing that down. Yeah. And then we were, you know, something goes, but, you know, you have something go wrong.

And so it was never like, oh my gosh, you did that. That happened. Totally. Right. It was like, okay, walk, walk me through what happened. All right. So what do you think that we could do? Like, A, how are you handling it?

Right. Let's figure out how you're handling it. What do you think you should do? And then we would work on solutions. And then it would become, okay, so this is what's happened. What can we put into place? What processor system can we put into place to make sure that this never happens again, right? So fix, prevent, prevent.

Yeah. And so- Fix, prevent. And if we were to double our business today, what's going to break, identify that? and start to create in advance, right, what we need. Yeah, because that's such, it becomes an issue. Like as you get, as you're a producer and you get more and more busy, you don't have the time once you get to that place that you're, you know,

at that super high level and really being stretched in every direction to attend to that. So it's just looking at it saying, when I double the business, because that's what you should be doing. Yeah. doubling your business. When I double it, who are the players that I need in what roles and what is going to break and how do I make sure that I have something in place, a workflow or, you know, a part-time person to already start managing that in preparation for where we're going.

But I think, yeah, it's too much of this business is like chasing your tail and on damage control. It's like... Always, I feel like... reacting right yeah yeah you need to be like way ahead of the game play chess not checkers as they say you need to be like five moves ahead of yourself to prevent these things so fix prevent prevent you know you rather not fix you rather prevent prevent way in advance this is a high level team leader conversation um but like on a bigger picture like what advice would you have for aspiring or team leader is existing right now.

What should they be doing in 2024 and beyond? What's the one thing you think they should do? Well, I think it depends on who, right? And like where their level of production is and where it is that they want to go. Or for a team, like, where are you looking to go? Are you just looking to increase transaction volume? Or are you also looking to increase, you know, the number? number of team members, right? Yeah. And we always say recruiting solves all issues, right? Meaning

you, you, by bringing on new people, you'll constantly find new amazing talent. And you'll always have a percentage of people that are happy, you know, just doing four to six deals a year. That makes them happy that like being a part of a team environment. So I think it's that it's figuring out where are you now and where do you want to be? I think that based on the economy, like hopefully we're going to get this interest rate decrease, but even a quarter point. Okay. Like it's like it's, it's more psychological, I think. Quarter point. Exactly. Yeah. And that's what I was saying. It is psychological. We've had that capital gains come in and I think that slowed the market again. Thank you. Government. Thank you. So I think what it is is exactly

what we need to do, which is just get back to the basics on doubling down. If you want the production there, you want the success for this year, you need to double down. For people wanting to grow teams, the first question I would ask is, why? Why do you want to team? So I actually believe that you would probably be more profitable, like based on the conversations and the rooms that we've been in, we've been blessed to be in some rooms of some serious high producers for years.

I believe the more profitable place is actually when you're smaller. Like you're maybe a lead agent with a couple of agents who are really strong and a couple of really strong administrators, right? Like your core management group. I feel like that is. is a more profitable group than running into really large numbers.

You know, there was someone even, you know, we heard different ranges even, you know, where some people are saying our profit, our net profit is 9%, okay, versus let's say 20. Well, if it's 9%, okay, why are we doing this anymore? Like what would be the point of that, right? But I think it is. It's like you have to look at it and say, why am I doing it? So for me, and I'll ask you the same question, for me, it really wasn't a purposeful action at the beginning of starting a team. It was kind of like I need it, right?

And then you get more and more people that keep coming. And then you put in more and more systems and then you add more and more legion in, which requires more agents. Right. And so it becomes this kind of machine. But I think at the, you have to ask yourself, why do I want a team like that? And what do I think it's going to do for me? Because for me, I love seeing agents grow. I love seeing agents.

I love the personal development side. I love seeing them win when they haven't had a lot of success. And all of a sudden it starts to click. And they start doing deal after deal. and they're getting momentum and you're watching them grow, I love that. So that for me is worth the fact that I'm making way less money than I would if I actually stayed small.

Yeah. So for yourself, John, what would you say? Why are you doing this? Well, I built the team out of necessity, just like yourself. I was doing 149 transactions and I was like, I'm dying. I can no longer keep this up physically. So I had to start scaling. And by default, I had a few agents and it was a revolving door until I had systems in place.

And then I stepped back more from my own production to start supporting the team. And the team grew that way. And through this journey just like yourself, you know, and I'm trying to get where you are at. Right. And, you know, main thing right now, I'm focused on profitability. No matter how you look at it, it's like, why would we want to be in business if we're not profitable? It's the point. Right.

So if I had advice to all the team leaders right now, just stay profitable. Wherever you're at, whatever team size you're at, please just stay profitable. That's all I got to say about that. But like, how do we get there is the key. It's like, okay, if I'm in production and I have a bunch of agents, like what profit margin do I have? And if I'm out of production, what profit margin do I have? And at the end of the day, if it's not profitable, don't do it.

Why are we doing it? And if it's not fun, why are you doing it? Exactly. Well, and I love, there was a moment at the previous brokerage. I was in the top 200, so it was Keller. And I remember Gary standing up at the front in the top 200 group and saying, we have a lot of big cowboy hats in the room, and they don't have a lot of cattle. Right?

It's like, what's your neck? what's your net folks it's not about your gross it's not about your numbers of agents it's not about all this what's your net oh boy and it's it's true like it is it's true so you have to be it's the balance of loving people and wanting to serve which is so great i mean really if you think about it how many people john have you you know gotten started in the business or brought along as agents who their lives are really changed and impacted, not to mention the clients, right, by that high level of service that you're training in, right? Yeah.

Yeah. I mean, I love changing agents' lives and I love improving our clients' lives. I mean, that's why I'm still in business today. But at the end of the day, we're running a business, not a charity. So it's not a nonprofit. It's funny. So that's, it's so true. But I also look at it and say, like, I'll actually say to myself, this is a ministry.

Like, it's essentially like, I feel like there's spiritual growth. There's opportunities to teach people. It could be agents or even clients on how to manage a stressful situation, right, where you're reframing it for them. You know, you get an agent that says, oh, the other agent is this or that, or, you know, they're terrible and then they want to take that energy and what the other agent is said back to the clients, right? So it's like, it's like teaching the agent. Okay, so A, maybe the agent's had a bad day. Maybe there's something going on at home you're not aware of, right? So let's just

give them the grace, you know, of and the benefit of the doubt that they're having a bad day. Let's not bring that energy back to the client. Right. So you help them kind of reframe through things, even, you know, not becoming emotionally into the emotional roller coaster ride with the client when things are going on and reframing their perspective. Yeah. You're like, oh, the buyers are this or the agent is that. Okay. Well, you know, like, is that true?

Right. Let's start with. Is it true? And then looking at, you know, even you get a low ball offer. Oh, they're just insulting us, right? Yeah. Yeah. You make it be stories.

We do a lot of the shoe and the other foot. If we were going out and buying, don't you think we would want to be kind of testing the same thing to see if we could get a better deal in the house? Right. The fact is you had 20 showings. And this is the one group that actually came forward because they love your house the way that you do. So let's start there. So the truth is that, of course they're going to want to negotiate. This is the price they would love to pay for the property.

And the reality is that we want to do a signback, any kind of signback, even $1,000 that just gets it going and let's see how much they're going to jump up, right? Then we'll know if they want the house. But that's what I want to hire you right now, Jennifer. That's so good. It's so calming. And you don't make the seller wrong. You don't make the buyer's agent or the buyer wrong. Everybody wins.

You know, I love that. And that's what it is, though, right? The truth is if you look at people, I believe we're all just spiritual beings having a human experience. And if you, how do we want, how would we want someone else to treat us in that moment? And do we want the grace when we're having a bad day? So it's like, let's just put that energy out there. And then that will come back and be reflected to us when we're in that spot, right?

I absolutely love you, Jen. Like, I'm so, my energy level. is just up 10 notches by chatting with you. Jen, thank you so much. It is the power half hour, but it's seemingly more like a power of 45 minutes right now because I enjoy talking to you so much, Jen.

I wish we could talk forever. If we want to get more of your content, where do we find you? So right now I banned on Instagram apparently. We're blocked. You can see my join underscore Jennifer underscore Jones Instagram account. But not your own? The team one we should get back in about a week. Yeah, we don't know what we did. Yeah, Instagram's fun.

So it's all fun or email me at Jen, J-E-N-N at JJ.com. I'm always happy to help. We share a lot of information or buyer questionnaires or seller questionnaires, whatever you like. Thank you. Guys, if you want more of JJ here, an absolute phenomenal human being, follow her or email her, Jen at JJ Team.ca or dot com? So it's Jen, J-E-N-N at J-J dot team, T-E-A-M. J-J dot team. Yeah, it's a Gmail account. It's all good.

It's a Gmail account. Got it. Okay. Follow her guys and we'll have more of her. July 8th and 9. She will be speaking in Bill Vancouver. I cannot wait to see you again, Jen. Thank you so much for today.

Such a pleasure. Thank you so much, John. I can't wait to see you. Thank you. Thank you.