KGCI: Real Estate on Air - Proven Tactics for Thriving in Today's Market with Wayne Salmans

Episode Date: December 9, 2024

Hey, hey, hey, it's time for real estate real world. And today we have a super fun guest that I met a few years ago at a Scare Rocket event. And I'm wearing his shirt because I think it's a really cool shirt. It says radical, unapologetic success, Hero Nation. I can't read the back because I can't see the back of me. But I'm sure we'll get Wayne to tell us what it says on the back. But when I saw this shirt and I saw him speak at this event, I was like, I need to get to know that guy for sure. and I had to buy the shirt immediately because I loved what it said.

So let me tell you a little bit about my guest today. Wayne almost died at the age of 17, which jolted him to get clear on his purpose, to empower people to be all they can be and to help them transform their lives fast. Wayne has dedicated his life to developing solutions and strategies that make a significant impact on the quality of people's lives and businesses. In the past decade, he has coached and trained over 5,000 entrepreneurs was one of the top coaches for the number one coaching company in the world, ranked with the top 1% of realtors and voted of one of 30 under 30 top realtors in a nation by a realtor magazine. Wayne has been called

many things, the empowerment coach, the entrepreneur's mentalist, the hurt coach, I like that one the best, an extreme results guy and an epic life strategist. But at the end of the day, his favorite title is dad. When he is not writing, coaching, or speaking, you'll find him rolling around on the floor, playing Legos with his five kids and laughing with his beautiful wife. Wayne's passion is to empower people like you to actively engage and participate in their own transformation and success to be their own hero. Welcome, welcome, Coach Wayne. Thank you for having me, our friend.

I'm so excited to be here. I love that it took us a minute and we are here ready to rock and roll. Yes, I'm so excited. I'm laughing about the Legos part because so we have six kids and five of our kids are boys. and there's no greater pain than stepping on a Lego in the middle of the night. You want to meet Jesus. Step on a Lego in the middle of the night. It is a fantastic experience that you'll never forget.

Yes. The funny things is I put together, I can't even tell you how many Legos in my lifetime. And I wish I had saved them all. But once my kids got of age where they weren't interested anymore, I'm getting rid of those Legos. Now they'd be worth a bazillion dollars, right? Yes, of course. Yes.

Yes. And my middle son, Jake, his birthday is today, the day, we're recording. So we're actually recording on February 16th. This will come out in a few weeks. And he turned 29 today. And we have a grandson now. He was just a blast too. Those are the best ever. How old are your kids? So my oldest just turned 18 two days ago. So 18, all the way to eight. So 18, 15, 13, 11, and eight. Oh, wow. A whole gamut. Yes. Bless you. Bless you. It's a lot. How many boys? How many girls? Boy, boy, girl, boy, girl. So three boys.

and two wonderful girls. So my husband had three with his first wife and then we had three together. So the oldest is a girl, all the rest are boys. Oh, I love it. Love it. Sounds unbunctious and amazing. I'll tell you every gray hair on my head is a result of well earned, well earned. Well earned. So tell me, I want to hear a little bit. I want to hear about what happened to you at 17 first of all. What happened? What was that situation? So I've had a couple different amazing experiences like that. And at 17, I had done some mission work. and some relief work around the world. And I had picked something up along the way. And basically, I had got some parasites and things like that that that were kind of eating me from the inside out to spare you all the details. And to the point where I was at an international hospital

specialist in Toronto, Canada, and they said, we're going to give you one final thing. And this is either going to kill you or kill them. And we'll see who comes out on the other side. And obviously, I came out on the other side. But yeah, that was the first time that I really sat down and go, okay, what was this all about? What am I doing? What's the point? And, that it was good looking back. Yeah. Yeah, 2020 hindsight, right? Like you get to see how much looking back and realize.

Yep. There's that. And then there's my other favorite, the song, thank God for unanswered prayers, right? Yes, there you go. You have these prayers and you wonder where life's going to take you and it takes you a completely different direction, which ends up being O-N, right? Yeah, it does. It does. So how did you get into the real estate game?

I had done a much relief work, those things that around the world, then went to Alaska, one summer and just decided to stay, got into construction, started building homes. And then I tired of being cold outside in Alaska. And I thought maybe there's something better for me. So I went into the selling side. So I started selling the homes that were being built. And I was not a fast start. So I was like looking back, you're like, man, what did you in the beginning? You don't want to know it. It did not work. In the very beginning, I remember I was 20-something years old. And I would have a suit hanging in the back of my car. And I would be working in construction. And if I got a phone call to show a house or something. I'd put my suit on. I'd go show the house. I'd come back to the job site,

take the suit off, put my car hearts back on and go swinging hammer. And that was the first little while in real estate to the point where I almost got out because I was going, it wasn't clicking. I couldn't figure it out. I was trying to do all this. And then I had a mentor that basically set me down. He said, are you all in? I was like, are you all in? I just, what do I do? What do I do? And he goes, are you all in? I said, sure, I'm all in. He goes, okay, we take 10 listings a month. And I was like, you're insane. And he's like, we take 10 listings a month. Now, I'm hallucinating. He's going to give me some sort of game plan, right? So I'm like, cool. He's like, all right, you're serious. I was like,

I think so. And he goes, it's a thousand dollars for every listing you don't take. And I was like, bro, I don't have $200, but I'm in. Then I go, okay, cool. So I make this big commitment to my coach. And he goes, awesome. And I go, what do I do? And he's like, it all works if you work it. Go figure it out. And that was it. You know what? That ties into my favorite quote that I believe I created. I'm not hurting anyone. It says you get paid in direct proportion to your ability to figure stuff out. I love it. I love it. And that was when I had to go figure it out. In that couple of months, I put my own house on the market. And apart from that, that was the beginning. So we were off to the races. And so are you still active or no?

Are you coaching now? Nope. So I've just coached now. Yeah. How long were you active? So I was active for about maybe 10 years, something like that. And then I transitioned to doing both. So I went from there and then I won third end of 30 for Realtter Magazine and everything looked great on the outside. Yet on the inside, there was a lot of turmoil. I had this near-dis experience young. Forget all those things years later. I didn't feel worthy. There was all this conflict and ended up self-sabotage into the point where like I had an affair.

I screwed up my life. My business went to rock the basement to the point where I almost took my life. But looking back so much of that was because my identity was so messed up. You're so in like what I had and what people. thought of me and everything else. So I went through that incredible time. And then from there, got back into real estate, sold my real estate business in Alaska, moved to Texas. And then shortly after I started doing some coaching for Keller Williams and transition to the next area of my life. That's amazing. You know, I just celebrated 30 years in real estate. Wow.

November, yeah, 30 years. And I'm still somewhat active, but I'm not selling at the pace that I used to back in the day. So when you got into coaching, what was? your motivation with that? What inspired you to go coach and help other agents? So I think one of the big things inspired me, I was, I was getting back in a real estate and doing things. I was taking a bold class with Kelly Williams under their bold class. It was really transformative, you know, seven weeks. And I was going through this. I was just getting back into life. And one of the coaches said, hey, I think you should be a bold coach. And I was like, I think you tapped on the wrong guy. I was like, I don't know who you think I am. Like I've done stuff back in the day, but my life is in shabbles.

ready to get back up. Like, I shouldn't walk your dog at this point. You know what I mean? And she's like, no, really, I think you'd be amazed at this. So I was like, I may as well audition because of who I get to hang out with. Right. Like, this would be an incredible experience. I'm going to do it. So I go through this insanely hard audition process. Hundreds of hundreds of people apply all the time. Nobody gets through. One or two get through here and there. And I'm going through this process. And in the leader, she pulls me aside one day. And she says, do you want to do this? I said, I would love to do this, but I don't think I can. I don't think I'm the guy. And she said, I know you are, but you'll have to believe in my faith in you before you believe in you.

And it was such a huge moment where she saw in me what I didn't see in me at that time. And it led me on to realizing that I was going to pay for what so many people had poured into me and led to what I do every day now. But that's been a beautiful, that was a beautiful piece of that journey. That's interesting to me how that is so common in a lot of ways, how others can, can really see more in you than you can see yourself. I don't quite understand why that is, but it just seems like we get so caught up in what we're not instead of what we are. I'm not sure I understand that.

What do you think is the biggest thing that holds people back? I think it's a lot of what you just said. I think people, I'll give this illustration, I think it summarizes how I see it. I think there's a guy, the sculptor that the sculptor is the statue of David, which is this beautiful sculpture. And someone asked him one day, they go, how did you make such a beautiful sculpture? And his response was, I just removed everything that wasn't David. And I think in a lot of ways, like, that's our journey.

Like, we pick up all this garbage along the way, right? I'm not good at this. I'm not a morning person. I'm not whatever. I'm shy. Whatever is, if you pick up all this things along the way, there aren't really who we are, but we've put them on and begin to identify with them along the way. And I think so often,

as well as anybody, so much of coaching is helping people get back to who they really are and get rid of some of that stuff that they've picked up along the way. And I think it's true that a lot of times we're living in response to an outdated version of ourselves. And what really changed my life was when I figured out what ticked me off in the world and what I want to do about it. What takes me off is probably similar to somewhat take you off, right?

Is people that don't see their greatness. So I feel like my call needs to help people really see their greatness, but then give them the tools and in skills and equip them to tap into that. And so that's the problem I love solving in the world. So you now have your own coaching company, correct? You're not, you know, I don't coach color Williams anymore. What's the name of your coaching company? Your own name of your coaching.

Yep. I love that. I wanted you to say it. I knew what it was. How did you come up with that name? So it came from one of my rock bottom moments. You know what I mean? If you want the deep story, I was on the floor.

getting ready to take my life. And I was laying on the floor of this vacant building, late at night in Alaska, and made all my plans, I'm ready to go. And I'm laying there. And what hits me, called the universe, you know, I call it God, was this moment where it became so clear to me. It was like somebody said, you either have, nobody's coming. You either have to be the hero that you've been waiting for or you check out. And there's that moment, I've got to be my own hero. I've got to step up for me. I've got to step up for me. In a way, it wasn't the people that didn't love me and care about me. It's just nobody could have help me in that moment, except for me, I had to make a decision to try one more day. I had to

get back up. And it led to that thing of be your own hero, which is you've got to take responsibility for your life. You've got to be the hero. People will help and support them to us, but you've got to do it. And by each of us becoming our own hero, will inspire other people to do the same. And it's very similar to that being in an airplane, putting your mask on first. And that's the whole, that's the whole philosophy. See some people that are trying to help other people, but they're not taking care of themselves the way they need to. And hero nations, we want a band of heroes. We want people that have incredibly radical, amazing lives that are impacting in the world in a positive way. I love that. I love that. Another thing that I say frequently is that I'm in charge

of my own economy, right? Like, it's me. I'm responsible for my own economy. No one is going to come in and no princes on a white horse or hit the lotto or nobody's coming. No one's coming. I keep waiting going, I'm here. Come on. Do you see me? But it's not there. And over this last, year we've seen some significant changes in the market, right? We've seen a lot of different things happening in the market with interest rates and inventory and all the other gobbly goo. What has been your advice over this last six months or last year? Like, what are you seeing agents struggle with the most and what are you doing to help? What are you doing to help them and coach them? I think there's a couple things that are really important right now. One is like this probably

won't be the easiest year of your life for your business. You know what I mean? And what What got you here won't get you where you want to go. Yet underneath all that, like you didn't come this far to just come this far. So it's like it's helping them recognize what do you want the story to be? And for so many of them, and here's one of the biggest things I see is messing a lot of people up. There's a couple things that I really see. But one is there are so many people that are stuck in either resistance or resentment. And I think that's the first thing, right?

Like they're resisting the market. They're resenting that they have to make more calls than they used to. They're resisting getting better at those kitchens. table conversations, right? They're resenting interest rates, whatever it is. So they're stuck in this resistance and resentment. And it's just, it's causing them to really stall out. And then the second group is the ones that are, you see a lot of people that are, and one of my favorite questions, what are you pretending not to know. And there's a lot of people right now that are pretending to be confused or I just don't know what to do. I just don't know it. It's like, you might, right? Like,

you do though. It's like, talk to more people. Like, right? So there's so much like resistance. And then like confusion and it's not easy. And yet there's big opportunity, but it's helping them realize that you've got to go back to the simple stuff. And I think there's this big illusion. We hear people say, get back to the basics, get back. That doesn't mean they're easy. No. Like basic training is not easy. It's not simple and easy training, right? It's fundamental, but it's not easy. It's get back to the basics. When you hear it said that it's like it implies it's easy, it's not. Right. But it's get back to conversations. Talk to 100 people a week, right get out there get better at your scripts and dialogues get better at wog so i think it's so much of

right now but you got to get out of resistance get out of confusion and being into what it's going to take right now and what i think is so important too is energy creates energy right we've been through these the last three or four years have not been the easiest starting with covid it changed the dynamic of how we do things and a lot more conversations started becoming on zoom and all this stuff we're very connected but disconnected, if that makes sense. That's such a good way to say it because you're like, we're so connected and nobody knows what each other at all. Like it's so weird.

It is weird. It's such a weird dynamic. And so I recently actually moved my office into, I moved into a big office with Brent Gove and all of them. And at first I was like, I'm fine at home. I like working from home. And I was like,

you know what? I need to get my butt out of bed and get up and out of the house, forces me to put my mom. makeup on, do my hair, get dressed, get out of my pajamas, and go be around people. And so I was there yesterday for about an hour. And just in that hour, I had probably six amazing conversations in an hour by just getting up and getting out. And I feel like I said, we've been so connected but so disconnected that we need to have more of those connections, but they have to be in person with humans, like, where you can see them and talk to them and feel the energy because

Zoom is great, but there's something different about the energy of the room, right? Like one of my favorite sayings, too, is be responsible for the energy that you bring into a room. That's literally, I'm going to send you a picture. The mat at my front door is take responsibility for the energy you bring in this space. I swear, it's a minute. You got to send me a picture. 100%. Yes, I so agree. Because when you do that, when you take a deep breath and you go in,

with this different energy and this different mindset. It's different. You show up differently. And to me, that is the basics. You talked a couple minutes ago about getting back to basics. People are like, what's the basics? Make more phone calls? Yes and no.

It is make more phone calls, but it's also get your butt out of the house. Yeah. It's interesting to say, you're probably seeing the same thing. A lot of my clients are doing really well with like doing more events. And like one of my clients is doing a game night once a month. Right. Like another client's doing like a whiskey taste. once. But they're like, they're facilitating not eight hour events and not crazy expensive.

But these smaller 20 people, 50 people, whatever is like Brad Allen's doing a karma keg once a month, right? They buy a keg and everybody donates to the charity and they all have a drink, right? But like they're facilitating those. Let's get together. Let's get a hug. Say hi. High five, whatever. And it's so critical. And I think it would be interesting to see you take. I feel like our market has gone so more relational. It was transitional for a couple of years. And it's really swung to relational. And if you're not, if you're not, if you're not, not taking care of your database, talking to people and actually giving a rip, you're missing out. That's extraordinary advice. So tell me this. In your coaching program, what would you say or

what are you focusing on the most right now with your clients? What are you seeing your clients struggling with? What's working, I guess, would be a better answer. What's working for the clients that you're working with right now? Yeah. A lot of them, it's diving way into their database, which they've been doing, but stay consistent with that. It's taking better care of, like, their service providers. Some of them are doing like a monthly workshop for their service providers. Teach them how to run their companies, how to create income, whatever. So I know, it's not such a good idea. I got that from Dennis Tuttle. So brilliant. Like once a month, they bring their 15, 20 vendors in. They're like, hey, here's our hiring process.

Here's how we do taxes. It's just so interesting. But that's great. And then I think for a lot of them, it's, first of it's the mind game. Like, it's going to be tough. Doesn't mean you need to work more hours, but we got to get better. We got to get better some of stuff. We're looking at mindset, skill set and tool set. Where's the mindset? What's the tools you need? And then you know how to use the tools. And a lot of that is better at the tough conversations, right? People are going, I'm waiting for the prices to come down. It's like, cool, here's what that's going to look like. So way better at that. And I think that a lot of it's like they're doing the deep work. They're making the calls. They're getting back out there with the hand-to-hand.

On the other end of the spectrum, what do you see are the biggest mistakes agents are making right now? The biggest mistakes, and I'll pray some of my clients don't watch this, are my big clients that are relying solely on on internet leads right so some of them they're spending 20 30 40,000 dollars a month on internet leads and I'm not the one I'm not one of the scourge like I hate zillow right yet they're missing out big time on the database in the relationship so if you don't necessarily need to kill that like that's cool and you're missing out on this so like it's the combination I think it's huge and leveraging some of technologies using technology not to replace them using technology them to help them be more human. So not trying to replace themselves with technology,

but leveraging technology so they can go do the wine tasting, leveraging technology so they can do the game night, right? Not trying to replace the human aspect, but using it to help them have more human aspect. Well, you're speaking my language. That's for sure, because my business has always been referral, based for most of my career. I was way back in the day in Joe Stumps, buy referral only program for. I love it. I love it. Yes. I love Joe. And so it is interesting. I remember having a conversation with a top agent.

And she was like so excited that she was going to go speak at a Zillow event or realtor.com. She goes, yeah, they asked me to speak. I go, how much you're spending a month with them? She goes, $30,000. I go, you realize you paid $30,000 to get on their stage. The numbers are astronomical to me. And there are people who are doing really well with it.

So I'm not trying to just say you can't do it. But if you're really looking at your business like a business and you understand to return on your investment. What I know for my career and my years of being in the business, the conversion rate on internet leads are 100 to one at best. Yeah. And your database is three to one. So why would you not, instead of spending $1,000 on Zillow,

why would you not spend $1,000 on a whiskey and cigar night? A hundred percent. Like we had a gal come into my house. This was one of my events because I, luckily, I got to remodel. my house a couple years ago and I have my dream kitchen now. So we hired this gal to come in and do charcutory and chocolate. So we had 40 people here and we had these all everyone got to make charcutory boards and we got to make these like chocolate truffles. It was like the best night ever. And we got referrals out of it that night. And it cost us, I think, $800. Brilliant.

Amazing. Amazing. Yeah. And people spend that on a mailer in two seconds that goes into, to the ether. And it's like with you, we both believe in balance. Until you're nailing this, why are we trying that? Until you've taken care of diabetes, too, you're nailing this. Why are we trying to run after the 20 to one kind of stuff? It's amazing. It's pretty insane. So what are your predictions for the next year or two? Where do you think things are going to go and what should we focus on? I think AI is changing the game for a lot of people. The people that are leaning into it to help them be more human, I think is great. Helping them with reminders and content. and all this stuff is wonderful.

I think that videos, things that are going to get simpler again. So I think we went from normal TikTok to like crazy wild stuff shooting all over the place. I think it's going to go back to real authentic conversations. I think we're going to have to do more of that. I think everyone's watching to do there. I think we're going to have a little bit of a bump up in the real estate market here in the next hour of months. We're seeing at some places and they'll see what happens later on in this year. Interest rates aren't going to come down, right?

They're going to keep going up or stay up there, whatever it is. I don't think we're going to see any major shifts. And I believe that the people that run to their clients, so they run to their sellers, they run to their buyers and they're great and tough conversations are the ones that are going to win. The ones that are not running to their clients and having phenomenally deep care and candor conversations, if you're not able to do it, if you don't go get that skill set right now, or you're going to get kicked in the teeth. I love that.

Even when you're saying getting back to authentic video, so we got to retire my husband a few years ago and his dream was always to be a stand-up comedian. He was in the mortgage business for 40 years. So he became a stand-up comedian. And on top of that, he has Parkinson's. So it's been a little bit challenging for him to figure stuff out. So the other night, we were at dinner for Valentine's Day, and he started saying something. I just started recording him. I said, I'm going to put this on TikTok. This is your first TikTok about Parkinson's jokes. He goes, no, no, no. And I said, yes, I am. So we posted it. So he now has a TikTok, Joey, go check him out. And he got 2,000 views.

And he was all excited. It's the first time I've seen him kind of light up lately because he's had a little bit of a rough red. And I'm like, people are on there saying, we want to hear your jokes. Tell us your jokes. And it was just him. Just no stage, no nothing, just having a good time. And I genuinely agree with you 100%. I think people want to see more.

I don't want to see all the fluff and stuff. They want to see real authentic. what do you have to say what's going on in your life what's happening and because you don't know this has come up a lot lately and maybe it has for you you have no idea who or when or how you're going to inspire somebody to make a change or what you're saying you think is nothing and somebody else is that is exactly what i needed to hear today that got me to get up off the floor or that got me to and maybe it's not always that impactful but I don't think you realize until you are older and later in life when people come back to you and tell you that thing you did, that thing you said, that you helped them with, how that changed or impacted their life. You don't realize it until years later. So you just have to keep putting it out there, don't you think?

I think it's so true. Just like your podcast, right? Like it's not meant for everybody, but the people that it's meant for, it means the world to. And I remember years ago when I was writing my book and I almost stopped. So I was writing my book and I was like, people have written better books. I was like more intelligent people like a five year old could probably read my book, right? Like it's nice, short, easy words, right? But here's what's amazing.

The people that do read my book, they call me to go like, like that saved me or that did this or I felt like you were just talking right to me. Like the people that it was for, it was so far. I'm so glad somebody said that like you're not writing a book for everybody, but the people that this will impact, it will change their lives. And exactly to your point, like our job isn't to judge their reception. Our job is just do our part. and just share it and put it out there.

What's the name of your book? The art of getting back up. Yes. So we'll definitely put that in the show notes for you guys to reach out and grab a copy. Is it on Amazon and all that? It is. It is. Yeah.

Yep. You can just search my name on Amazon. It should pop right up. So I wrote a book too called 100 Things I Love About You. It's available on Amazon. I'll send you a copy. That's why I grabbed your address. Okay.

Send me yours. We'll cross in the night on our book path. We'll exchange books. So my book is actually not about real estate at all. It's about relationships. My husband and I've been together 38 years, married 33 next year. Wow. And it's the story of really how we kind of reignited our relationship and how we brought our relationship together. Plus, it's kind of like a little journal book. It has places that you can write the things that you love about them in there. You can't really see it. But it's a pretty cool story. I'll send you a little video that I did about it. But you know, it's a little video that I did about it. But you know, it's, funny when you talked about your book because same thing I kept putting it I kept shelving it I kept putting it on the shelf and I have a couple other book ideas I'm working on but you go through that whole doubt yourself bit you doubt yourself quite a bit when you're going through that process and questioning your abilities and who's going to bother to read it and yeah yeah yeah so I'm excited

I think I grabbed a copy of your book when I was at Dallas I'm going to have to go look through my bookshelf and and pull it out again and look at it. I'll send another one no matter why. You can give that one away if you want to. So you'll have a giveaway one. There you go. I will. I will. So as we wrap up today, I'm curious what you have written on your white sheet back there. Oh my gosh. So the top, we're talking about different affiliate ways that we're making money in a mastermind. And then at the bottom, I love this. So this down here, wherever it is there, is the delegation funnel. So it's one of the things I talk to my clients about. So the delegation funnel is like every task that comes into your world has to go through these levels.

And the first one is delete. Do I even need to be doing this? thing. Like, how many things are we doing that we don't actually need to do? So it's like, is this even necessary? Is this even moving the needle? So can I delete this? Um, the second level, usually systems and automation. Can I systemize this? Can I automate this? Like ordering paper, right? Let's just set that up on auto ship and never have to do it again. Timpleting emails, all that kind of stuff. What stuff? You see us with our clients all time, right? What am I doing for the 40th time, but acting as if it's the first time, right? So what do I need to systemize and automate? And then the third level is usually like leverage. Like, like,

Who have I already hired? Is this my job, right? Who can I give this to? Is this actually something I need to be doing? Sometimes we make that, I could do not do list of things we're going to leverage down the road. But it's got to make it through delete, automate, systemize, leverage, and then if it gets all the way through, then it's mine. But it's going through with their achievers, I'm helping them figure out, okay, what do I need to be doing?

What do I not do we need to be doing? Yeah, because how much of your day, I know that I'm guilty of this. There's so much of my day is completely wasted doing stuff I absolutely don't need to be doing. It's almost a form of procrastination, don't you think? Yeah, 100%. I want to know, what's your best time hack? Like, what's the best thing you've done to be better with time self-management? I have figured out that I'm probably like most people at my level and age.

I can't focus for very long. I'm ADD. So I have figured out that I can focus in 30-minute windows. I love it. Yeah. And so I literally set a timer in knowing, because otherwise, I'm constantly looking at the clock. Like somebody says you should read 10 pages a day.

I keep looking to see what page am I on? Like, yeah, amen. Focusing for 10 minutes. Now I set a timer on my, I literally set it on my phone. I set it for 30 minutes and I'm like,

okay, I need to work on this for 30 minutes. And then when that bell goes off, I take a break. Maybe I have to go get a drink water, hit the restroom, grab a snack, something,

and then bring myself back. But I know that if somebody says, I need you to focus for two hours. Not going to happen. That's beautiful. You see it. Probably you'll notice this at events because you speak at a lot of events too. If you watch your audience within about 30 minutes, people start squirming.

Yeah. And maybe 45 minutes, but 30 to 40 minutes, people start squirming. And it just seems like it's a little bit human nature. So that to me is my greatest time hack. And I also try to put things into categories in my calendar. If it's not, my calendar is not going to happen. A hundred percent, yeah. It's not going to happen.

And so if it doesn't make it to my calendar, forget it. I'm not showing up. But if it's in my calendar and I have it there, so I started actually putting those blocks of time into my calendar too. I need to record this video. I need to do this. I need to do that. And having virtual assistance is a game saver for me because he reminds me all the time.

Hey, you're supposed to be doing this. Hey, get to go do that. Take care of it. Absolutely. Absolutely. Yes. I agree with that 100%. I would be lost without that.

them. So what is your number one time have? One of the biggest things that helped me a lot is not having, and it may be oversimplistic, but like not having a to-do list. So now I break into three categories. I have my could, my should, and my must. And I only allow myself to put a handful of things on the must column. So here's everything I could do, which is like a manuscript. It looks like I'm trying to start another book. Here's a list. Here's the shoulds and that's smaller. And then the must. And the must, like, these are two or three things that we get those done today. Like, it was a win. and make sure that time blocked with those. That could should must and getting away from like a running to do list was huge for me.

The second thing that was really good for me is not having homework. So if I have a 30 minute meeting, I make sure that's actually a 25 minute meeting. And I've got five minutes to do whatever I needed to do after that before I go in next year. So I don't get to the end of the day with this big list of homework. So things like that have been huge. I love that. You know what that reminded me of completely off topic? years ago there was someone who said when you're asking a man you have to be careful the words you choose

whether you say could you do this or would you do this because if you say could you do this it implies that they might not be capable yeah there you go yes yes those tough sensitive shells yes yes amen amen amen would implies that are you willing to do it could means are you capable there you go there you go the meaning of words cracks me up sometimes and and how it's taken, right? How it's received. And again, with five boys and my husband, I'm surrounded by men. So I have to be careful in the words I choose to motivate them. Yeah, that's probably a whole other book. There you go.

That's a whole different book. Well, Wayne, this has been like one of the funest conversations I've had in a while. So thank you so much for joining us today. It's really been a pleasure. And I'm excited that where are you speaking at? What do you got going on? We've got a couple of things. We're going up to Portland. Washington. We're doing a big KFA event up there with Ryan Surhan and a bunch of other amazing people. And then we've got a big EXP regional event that I'm keynoting in Kansas in a couple months. And we've got lots of good things going on. Oh, you're going to be at the Kansas one. Shoot, I'm speaking at the one in North Carolina in April.

Oh, very cool. At the regional. So yeah, I'm excited about that. That's awesome. Robin Mann. I did a podcast with Robin Mann. Oh, nice. She's awesome. And she's like, you have to come out to North Carolina. It's like, okay, okay. So good. I know I wish they're going to be able. They're so good. We need to get you out here to Sacramento. I'm going to talk to Brent. I'm going to say, get him out here. Absolutely. Let's do it. Yes, for sure. Yes. I'd love to have you out here.

Well, thank you again for being here today. It's been a true pleasure having you on the show. We'll definitely have information about your coaching program and your books and everything in our show notes. And I look forward to seeing you live and in person, hopefully soon this year. Right back at you. Thank you, my friend. Thank you for having me. Absolutely. Thank you, everybody, for joining us on Real Estate, Real World, or get to talk to all the cool people, especially the ones that are the movers and the shakers in the industry right now. Be sure to share us on all your social media channels,

and please give us a five-star review. It helps us rank up there in the rankings. Thank you, everybody, for joining us today. Go out and make it an amazing day.