KGCI: Real Estate on Air - System Discipline: The Boring Playbook and High-Volume Strategy Powering a Multi-Million Income

Episode Date: August 7, 2026

Summary:In this episode, host Kevin Kaufmann introduces a guest-led mastermind session featuring top producers Dustin Runyon and Cody Whitesell. The discussion centers on executing high-volume real estate strategies, maintaining daily lead generation discipline, and overcoming mental barriers. Cody shares his "Level 10 Open House" process—combining circle prospecting, door knocking, and consistent database follow-up to build a multi-million dollar business. Real estate agents will learn how to maximize lead generation efficiency, build structured daily habits, and implement disciplined database management to drive consistent sales.

Welcome to Next Level Agents, the podcast that's all about breaking barriers and building empires. I'm Kevin Kaufman and together with my crew bringing you straight up fire. Interviews with top tier agents, game changing thinkers, plus the strategies and mindset shifts to dominate in real estate. Whether it's personal growth, leadership packs, or next level tactics, we've got you covered. So tell me, what does the next level look like for you? Buckle up because we're about to take you there right now. Hey guys, welcome back to Next Level Agents. This is your host, Kevin.

Today's episode is a little bit different. Many of you know that I run a weekly, friend and I run a weekly Zoom mastermind with our group over at EXP, with our community. And from time to time, we have a really great, well, we have actually a really a lot of great conversations, but sometimes we just have like a speaker or two. And what I want to share with you is one of those. My good friend Dustin Runyon, who you have heard from many a times over the years, came on and hosted, effectively hosted, and was the speaker for a Zoom weekly mastermind for us a couple weeks ago while we were out of town.

And this is not just Dustin, but another previous podcast guest, Cody Whitehall, who works with Dustin on his team. And so while this is mostly Dustin, there's a little bit of back and forth conversation. and interview between Dustin and Cody. And this was just so good. I just couldn't keep it all to herself. So I decided to release it here on the podcast. And I just wanted to give you a little context for what you're about to listen to.

So I hope you enjoyed as much as I did. Well, what I love to do is go over and discuss the things that you guys want to discuss. I brought Cody on with me today because Cody is, he's an agent on with Apex Real Estate Group with us here in Lake Havasu City, Arizona. He's on track this year to close about $130 million in real estate, on track to net about net net, 2.4 million in income, as well as has a full life. So he's got a condo out in Scottsdale. He's going, he goes out there every other weekend with his wife. He's got season tickets to the son's game.

He's out to dinner every other night with his wife as well. And so he's living a full life. He's not succeeding at the expense of everything in his life. He's also incredibly fit. He's financially sound. He's emotionally fit. And so I think he's a great example of what's actually possible in this real estate industry just by just by following some of the basics that we tend to sometimes abandon when we feel

we've arrived. And so I brought him on here with us. But what I would like to do is in the chat, if you guys don't mind, because I don't want to talk to you about what I want to talk to you about. I want to talk to you about what it is that you guys are struggling with today and want to make it and curtail it for you guys. What I tend to like to talk about is I think you should get your home life dialed in. I think you should get aligned with your spouse. I think you should get your personal life shit together.

I think you should get your habits and your personal life together. I think then we should figure out what it is you want inside of your business, figure out what that mission is for you, figure out what values you need to align with, figure out what the principles and actions that you need to take are. and then we need to be consistent with those consistently, and then remove conditions. That tends to be what, like, the things that I see that stop people the most is they put conditions on their success.

They have inner conflict because they're not aligned, and their home life is a disaster. And what I mean by, like, home life being a disaster is, like, their health's not good, their friendships aren't good, they still have toxic family in their life. They're not aligned with their wife and those different things. But I don't want to just talk to you guys about what I want to talk to. So in the chat, if you wouldn't mind just sharing with me some things that you're struggling about that you feel Cody and I can touch on today to where that when we leave today's call, that you can leave here and be excited and or at least have one or two things that you can take into your business and apply.

So, okay. So mindset's really exciting to talk about. All the stuff that you guys mentioned is really boring because we're going to give you, I'm going to give you exactly how to do it. And you're going to be like, that's it. We're going to be like, yeah. Okay. So open houses, we'll go over open houses. We will go over circle prospecting.

The mindset of your never too old to change and level up. I agree with that. Who are you talking to for those 20 connects a day? 20 connects. Okay, converting potentially interested people into leads, lead conversion, lead gen follow up, circle prospect, talk about the market and the mindset. Okay. Door knocking.

All right, I'm going to let Cody talk about like all the strategy stuff with you guys. We're the biggest opportunities that are in the market right now. Okay. So if you guys really quick, and I'm going to hop on the soap box really quick, then I'm going to hop off and let Cody hop on. So if you guys were at the next level mastermind, I talked about this a little bit with regards to real estate. I've been to a few masterminds so far this year.

and there's this general feeling that I get from people. And it's that most people are wanting to get out of real estate sales or team leaders are wanting to get out of production or they don't want to do this anymore. The market's very, very difficult. It's hard to make a profit. There's a lot of this like, I don't know, they just call it like negative aura around our business.

And I don't know if that's a me thing or like just the mastermind. that I'm going to or the rooms I'm getting involved in. But I use this as an example. If I wanted to have a really good relationship with Cody, would I talk down on Cody? Would I talk bad about Cody? When he wasn't around, would I say negative things about Cody? Or would I talk good to Cody?

Would I spend time with Cody? Would I connect about Cody? When people ask me about Cody, would I say good things about Cody? When I thought about Cody, would I think good things about Cody? And if my goal was to have a great relationship with him, what were some of the things that I would do inside of that friendship, would I go to dinner with Cody?

Or I'd take Go to the Sun's game. Would we go do things together? Would I help try to better his life? Yes. So if you have a goal of like having a bigger and better real estate business, why are we talking shit on it so much? Why do we talk bad about it so much? I said this at the next level.

I was like, I love this business more than, this is the single best business on planet earth, period, end of story, fight me on it. It literally takes $0 to join, $1,200 is $0. Okay, $0 to join, no capital, it's all effort-based. The market never matters. Literally, it never matters. You should have to increase your efforts. That's it.

You just go from 10 connects to 20 connects. If you have zero pending, you're not doing anything anyway, so do 40 connects. There are so many other industries that are not like that. Like, I'm in development. It's not like that. More effort doesn't make my development better. There's municipalities. There's there's there's, there's, there's, there's, there's, there's, there's

municipality problems. There's market does affect my developments. It affects new home building. It affects lot sales. It does affect that. residential resale, it does not affect your units. So I just get this gist of like, why is everybody hate this so much? Why is everyone not like sales?

I don't want to work with buyers and sellers. Why? You're fucking way overpaid to do it. Like, what else do you want to do? Like, you want to just do nothing and get paid like hundreds of thousands of dollars? So we have to really change our mindset when it comes to real estate guys. like this is the best business of all time. Takes no capital, strictly effort-based.

It does not take an insane high level of skill. The opportunities we are paid so much money, even at 2% guys, what other industry on planet Earth are you getting a $6,000 check set into your mail? And where you get to help people and just build relationships. Like you get paid to like go golfing and go to dinner

with people. You get paid to help first time homebuyers and their kids and their family, like go find a dream home or their first home. You get to help investors invest. Oh, by the way, hey, if you love this game a lot and you help people, it rewards you like a shit tongue. And if you're not a dumbass with your money and you actually save it, instead of giving all the investor deals to the investors, you get to become one. So, then it compounds. Now you have what's called, you have specific market knowledge that no one else has.

It's not like the stock market where everybody has all the same information. You have different information based on where you live because of how long and the experience you have as an agent. So we've really got to change our mindset guys. And I'm not saying you guys feel this way about it. But like, we got to quit demonizing real estate. Quit demonizing buyers. quit demonizing sellers, quit demonizing the market, quit demonizing discipline, quit demonizing

hard work. And by the way, if you're one of those people that just wants to sit around, do fucking nothing and get paid, you're not my person. And so I'm probably not going to be, you probably hop off the call now. Because that's a life of like no meaning and no purpose. And so that's what I would tell you guys with your mindset stuff is like we got to fall back in love with the game. It rewards so much.

So I've been able to see what Cody, and Cody will tell you a little bit about a story, but I met Cody, my wife goes to a gym, Cody went to, and I met Cody, and Cody was running a grocery store. Cody, really quick, what was your gross revenue at the grocery store per year? What was your gross revenue when you left? You had built it out. 40 million. 40 million a year.

Okay, I want you guys to see this. 40 fucking million dollars a year was gross revenue. What percentage of net profit did the grocery store? When you started, what was it at? When you started? When I took over that location, I was there for about three, three and a half years, we were negative. They were losing about two to five percent a year.

Hold on. Guys, the grocery store business, they were losing money every single year. I don't know if you have friends that are in the restaurant business. Ask them what their net profits are. Okay. So losing, when you, left, what did you have it at?

So when I left, we were making anywhere from five to seven percent profit per a year, which was average for the grocery business for a store. Five to seven percent net profit. Guys, if that doesn't make you fall in love with real estate even fucking more. So just to give you a gist, what is, what's, I'm going to do this, Cody. So 40 million, 40 million times 0.05. Cody's going to make more than Albertson's made. And he's been in real estate for three and a half years.

But I was running a store and I was only making 120. Correct. I'm just giving you guys a gist of how badass this business is. How badass this business is. My buddy's got a restaurant over here in town. It's one of the nice restaurants in town to $6.5 million gross revenue. It's packed every single night, every night, Monday through Sunday, every night. He goes on vacation.

He doesn't get a day off because if a manager calls in or somebody calls in, he literally just doesn't go on vacation. He nets $350,000 a year. Six and a half million, Monday through Sunday. And where are they open? Nights and weekends. Okay. So I met Cody. Cody came onto our team and he was, I've recruited 650 agents or so over my tenure just as like a, I used to work at a brokerage and I was the team leader there.

and then with my team here. And Cody was the only person. You guys know what a tweaker is, right? If I get on this call and I give you all the systems and processes that you're going to need in order to dominate like in order to net multiple seven figures, I'm going to give them up,

Cody's going to get them all to you today. But what you're going to do is instead of doing exactly what Cody tells you, you're going to tweak it. I want you to think about this when you think of systems and processes, guys. I want you to think of it like a phone number. If I gave you my phone number, 928, 412, 3570, that's my cell phone number. And you're like, yeah, Dustin, but I don't really like fours.

Yeah, yeah, I got this weird, like, fucking thing about fours. I don't like fours. So I'm going to dial 928512 instead of 4123570. Are you going to ever get a hold of me? No. It's why when we have a system to operate, you have to follow the entire system. and you have to quit tweaking the system and quit tweaking everything we give you. If we give you the level 10 open house, which we're going to give you and we'll send it to

Eric and you guys can all have it. You need to do exactly what the level 10 open house does. Not like, all right, I'll do that. I won't do that. I'll do that. I won't do that. Cody was the first person that just did every fucking thing that we told him to do. Everything.

And he didn't tweak any of it. And your first year, what did you sell, Cody? first full year in real estate i sold 64 deals for 27 million second year second year 200 units for 50 something million and this year was 242 for 72 million and this year right now it looks like we're on track for like 200 and 30 to 240 units for somewhere around 100 to 120 million very cool and each year have we tweaked your focus a little bit on like dialing things in but we're still focused on the exact same principles every single time and it's all the basics yeah so let's let's go through some of these if that's okay so when you started when you started out

you were you focused mainly on open houses correct 100% i put like almost all of my focus into open houses and the reason for that is open houses kind of hit like every form of lead gen that you need and in the beginning when you don't have anybody that you're already following up with open houses are an incredible way to start padding your database full of buyers and sellers so so in really quick before you guys start rolling your eyes at open houses i don't know would you would you do open houses for a net seven figures a year like wouldn't be that that difficult. And so our system, what was our standards on the, what was the standard that we had together and still have today? Standards of the team. Yeah. Well, yes for the team, but the standards that

you and I discuss is how many connects today? 20 connects every single day. Show up to all the team meetings and all the trainings and then don't be an asshole. We just have three standards. They're pretty easy to follow. And then standards around like hosting open houses, we have what has been created as a level 10 open house system and all I did was follow the level 10 open house system week after week after week to an exact T of exactly how the process was written. And how many open houses would you would you throw a week? Four a week every week. Four a week every week. And here's what a level 10 open house is. It's 200 door knocks. So you're knocking on 200 doors. Your circle prospecting 200, you're calling 200 of the neighbors in the in the area. Really simple. Ring ring. High is

Jim there. This is Jim. Hey, Jim, this is Dustin. I'm a local real estate agent. I just listed a property in your neighborhood. The reason for my call is we love to give the neighbors an opportunity to choose who they live next to. You know of anybody who'd be a great fit for the neighborhood? Nope. Awesome. Well, as a courtesy, we're giving away free home equity reports to let you know exactly how much equity you have inside of your investment. I'm dropping one off for your neighbor tomorrow at two. Would three be a good time to drop yours off? Over and over and over and over and over and over. We have brand new agents. Amaya, Maya, Cody? Yes, sir. Has she been showing up hitting the connects every single day?

Every day. What did she just pick up? What does she just penned? Got a buyer broker signed and got a $975,000 listing pending in like first 60 days in real estate, knowing nothing about it. So you would do this for open houses. How long do you think you through four open house level 10 open houses a week for a year plus year and a half two years consistently just rinse and repeat over and over and over again that's it no 200 per week no 200 per open house so it would be 800 per week what you're going to hear two out of this guy's stuff is if your output doesn't feel like too much here's what ends up happening guys we get out of business shape. You had a business shape. So like what your level like what when I sit across from

somebody, it's like Cody's level six is most people's level 20 out of 10. But because Cody stays in business shape and I do the same thing, I stay in business shape, right? What is a lot of output for the average person is like average for me. So Cody doing 20 connects a day, how easy is 20 connects a day for you? Simple. Simple. But you're in business shape and you stay in business shape, correct? Yeah, truly though, people make that like 20 connects a day.

They make it sound way harder than it really is. If you do the math, right, and you truly just have two minute conversations with everybody, let's say it averages a three minute conversation with everybody you talk to. 20 connects three minutes of conversation is one hour of your entire day. It's not that hard. It's not. But we get out of business shape. So the way you want to get into business shape is you need to do what feels like too much.

That's also called growth, right? Growth doesn't feel good, guys. So you got to do things that feel like too much for you. So you can stretch your bandwidth and we can normalize excellence. okay we don't want excellence to be this like one off one like excellence i i operate out of excellence like once every tuesday it's like we want to normalize that by staying in shape like if i ask cody cody you want to go on a 10 mile hike tomorrow could you do it sure yep yeah because i don't know if cody but he stays in insane shape see it's the same thing with other people it's like if you

ask someone else you want to go on a 10-mile hike tomorrow they're like uh i don't think i can do that i know you're out of shape same thing happens in business okay so we were doing we do four open houses we did it for two to three years we were doing level 10 open houses which was 200 door knock you were door knocking like crazy circle prospecting 200 we were doing our facebook event page we're doing live video pages we're also putting it in the white sheet which is our newspaper because we're 50 our average age is 57 years old where we live. And then we were also doing, you were dropping off flyers, correct? We were mass emailing it out, correct? We're trying to get as many eyes as we possibly could on this. And we're talking right now, we're not even doing the open house yet. So this is just the

pre-work before the open house to mainly attract and pad your database full of sellers. Because when you're door knocking and when you're cold calling, you're setting home equity report appointments, you're going on those appointments and then you're putting those people into your database and you're following up with them until they buy or sell something. Hopefully it's with you. That's really good. What's I tell people, you don't even need to be at the open house. Truthfully.

It's just a reason to call. It's a reason to doorknock. It's a reason to circle prospect. And it's a reason to reach out to people. It's a reason to send an email. It's a reason to send an email. It's a reason to send, like you don't even need to go to the open house. Because you'll say, if you do this correctly, I mean, on average, Cody, with 20 connects

when you were circle prospecting through our auto dialer, how many appointments would you set a day? Four. Four. Yeah, I was going to say our average on our team, like just our brand new agents, it's two. So they follow a two, 10, 10, 10, a week, 40 a month. You know, Dustin, who are you calling?

We're just buying data. Just shitty data. Vulcan, we buy it straight from Mojo now. I used to go and buy it from like coal data and then scrub it and do all this shit. and then I realize that that's just like phantom value that it doesn't matter. So he's just buy it straight from Mojo. And then we do a triple line dialer.

And the only people on my team that get triple line dialers are those who hit their 20 connects a day every day. All right. Here's what I want you to talk about too. Then you'd have people coming to the open house, correct? Yes, sir. And this was a conversation in our last, at the last mastermind,

but you make them sign in, don't you? Yeah. Yeah. The only reason that I am at the open house is to meet somebody who wants to buy or sell a home. So if I'm going to step away from my family to go and do an open house, especially on a Saturday or a Sunday, you're going to sign in. And if you don't want to sign in, that's cool. Seller doesn't want you looking at their home then. Have a nice day.

And guys, I know that if that's not your style, no worries. But I'll tell you this, when you've got multiple seven figures in the bank and your feet are up and borahora and you live in your dream house and you're driving whatever car you want, and you've got a ton of money saved and there's mutual funds and index funds, you're not going to give a shit what Jimmy who walked into your open house said. You're not going to give a shit, guys. Like, I want you to hear about that. Like, most of us don't go after what we want because we give a fuck what people think. Nobody is thinking about you.

They're walking in the open house. They're walking out of the open house. They don't think about you again. If you get them to sign in, you can follow up with them to get them to think about you again. Yep. You just make sense, guys? Like, I just think of this all the time when I'm, like, at dinner with my wife and we're not looking at the price and we're ordering whatever steak we want and we're at the nicest place there is. I'm like, I don't give a fuck what anyone thinks.

Like, I just don't. And so Cody's got that same demeanor. Here's what I, Kevin Kaufman said this last week. It blew my fucking mind. He goes, I want people to like me. I just don't give a fuck if they do. Okay? Now, you have them sign up, Cody, this is one thing that you are religious about,

that I just love about you, that I'm not as good at, you're significantly better. You put every single person into your database, even if they, like, were in your vicinity of eyesight, you're like, you'll put them in your database. Talk to me about... I think that's one of the most important things of what a ton of agents miss on is putting people in their database and then properly categorizing them once they're in there. So like legit, anybody you meet, I don't care if it's on an open house. If you're at the grocery store, if you just cold called them, if you door knocked them, however you met someone, put them

in your database. Now, what I hear a lot of is like, well, I was driving and I forgot or this or that. That's great. I drive around a ton too. I'm always doing more than one thing at a time. Send yourself an email right there. Talk to text, like talks to text straight into your phone. Send yourself an email with that person's information. That way, as soon as you get back to your and wherever you're going and you can put them in your database. You have all the notes. Like you just word vomited that you met Jim and Susan at the open house and they're looking for so-and-so property.

They live here. They worked here, whatever, as much information as possible, straight into your email. So then you can put them into your database because what I see a ton of people do is they'll meet somebody at an open house and they'll meet them at the grocery store out and about wherever. Let's say you do put them into your database. So you get step one done. You put them in your database and then you don't do anything with them. You put them in your database.

You don't put them on a market report. You don't put them on a listing alert. You don't put them on a task. You never follow up with them again. And then all of a sudden, six months goes by and you run in across that name in your database. And you reach out and you call them. And they say, yeah, I bought a property three months ago and I bought this address. That should hurt.

So the point where you do not forget to put them on all of those tasks and forget about them again. Because what I do is when somebody tells me, if they're in my database and they tell me that they bought a property, first thing I do is I go and I enter their last name into tax records. And then I look at that house and I go, holy shit, I missed out on a $7,500 check because I didn't properly follow up enough. So it's super, super important that no matter where and when you meet somebody, put them in your database. And if you can't do it right there on the spot, shoot yourself an email, put them in there

as soon as you get back to your computer. You said you missed on a $7,500 check because you didn't do what you needed to do? Yep. Most agents, it's because they're too cool for school, Cody. They're too cool to put people on a listing alert. They're too cool to throw a market report. That's not sexy enough. But I want you to get here, guys.

And I'm going to be honest. Cody, can we be honest here, brother? Always. What Cody's superpower is, is that he's not charismatic. He's not like, there isn't this, like, when you walks into the room of the house, He's got this glowing personality that's like, hey, lights the room up on fire. He's got the wife eaten out of his palm. The husband just got him in his sports car.

No, no, no, no, no, no, no. Cody just sticks to the boring bullshit no one else wants to do. No one wants, it's like, do you guys know DJ Khalid? Okay, you guys know that guy? Okay, I love that guy. He's so funny. You should YouTube like him, like looking at his watches. It's fucking hilarious.

But it's like, he's like, they said we couldn't do it. Look at us do it. It's like Cody, Cody just does what you, what the average agent just refuses to fucking do. You won't do open houses, he will. You won't doork, he will. You won't circle prospect, he will. You won't put people into your database and then follow up with them.

No worries, he will. There's a lot of money to be made in like exactly what agents refuse to do what a lot of agents refuse to do i just make i go to my masterminds and this is what i've been doing and i said this about 10 years ago i'm going to build a career off of just doing all of the things everyone no one else wants to do so if you go to masterminds i just listen to whatever all the agents are bitching about they're like i just don't like my agents and i go okay so i need to like my agents okay like my agents i just don't want to work with buyers and sellers anymore okay so i'm going to work with buyers and sellers.

Okay. Cool. I want to go on vacation like twice every other week. Okay. I'm not going to go on vacation every other week. Okay. And I literally just make a list of all of the shit, none of the agents want to do.

And then I go, I'm just going to do that. Because there's no competition there. Like, this is why, like, I love pay-per-click, and that's fine. But Cody, we do pay-for-paper-click for Cody, because it's earned it. But Cody, out of your 240 deals that you'll do this year, how many do you think came from pay-per-click, truthfully? Less than 10. Less than 10.

And why I don't like pay-per-click for us, just for us. I'm not saying it doesn't work for you, is I find that most agents use pay-per-click as a way to avoid working hard. And so it makes them, remember this, just because you're spending money, guys, doesn't mean you're working. So spending money is an illusion that entrepreneurs have that if I spend money that I'm actually doing something. And it's not true.

I want you to spend less and do more. Less and do more. And so every other agency is buying paper click too. So now they're signing up on freaking 20 different sites. And if you're not the most aggressive guy or gal in the land, you don't get them. But how many people are circle prospecting offering free home equity reports? No one.

How many people are door knocking, offering free home equity reports? No one. How many people are doing four open houses a week? And you would do a lot of them, Cody. Would you not do the open house at the same open house? Yeah, I like, I preach it. And I coach agents all across the country on open houses. And one of the things that I like to do is sit the same open house over and over.

And how I trained on that is pick a house that is in your market that is a little bit higher or substantially higher than the average price point, not like not a 10 million. dollar home probably is the best thing right but if your average price point your market is 500 700 whatever sit something like between 750 and 1.5 million pick a house maybe it's a little bit over price but it's in a good area of town door knock that entire area circle prospect that entire area continue to do it over and over again and the reason i like to sit the same house over and over is when joe and susan walk in and they ask me how tall are the ceilings is this on natural gas is the pool heated whatever, I can answer the questions like this rapid fire. I find that when I'm bouncing

around from house to house, now I'm door knocking in different areas. I'm cold calling in different areas. I'm not owning that neighborhood. And when the people walk in, now it's harder for me to answer these questions because I don't have all the facts and features of the house. When I first started in this game, I sat the same house. It took 114 days to sell. I sat at Thursday through Sunday every single weekend. If you walked into that house, I knew any question that you could possibly ask about it. And from sitting that house over and over again, I met all of the neighbors in that area. It's a small pocket in town. They saw me put the open house signs out Thursday through Sunday. I still have pocket listings in that neighborhood. I have a guy building a two and a half

million dollar house right around the corner. And then I'm going to sell his $1.5 million house. And it's going to be done in about six months. And I met him four years ago. So if you are the professional in that market and in that area and on that house, you'll be able to have deeper conversations and better connections with the people that you're meeting when they walk in because doing an open house truthfully is the icing on the cake of the entire level 10 process. So you make the Facebook posts and you get leads from that. You do the door knocking and you get home equity report appointments. You do the circle prospecting cold calls.

You get home equity report appointments. Then you get to actually sit that open house. Now when I'm at the open house, computers open. I'm still working. If nobody comes to the open house that day, fine. So be it. I still connected with people in my database from. making my calls in front of my computer and I work the whole time. But you get the home buyers or

possibly sellers that are interviewing agents and going to open houses. They're walking in there. Now I get to have face-to-face interactions with them. And you want to meet them outside of the open house. If you can, greet them, maybe crack a joke. It's a perfect day to buy a house. Whatever you want to say to them. Get them inside and psychographics. Don't be the guy that talks about yourself or gal. Don't be the person that constantly just talks about real estate. My main goal when me, people at open houses is to just drill them with psychographic questions. Where are you from? What do you do for a living? Do you guys have kids? What is it that you're doing in town? Whatever the case may be. And then just go as deep as you possibly can on personal questions to build rapport with

these people because that is how people connect with you over and over and over. And that is how they will not call another agent and they will want to work with you when they are ready to buy or yourself. You have to create a deep relationship. So sitting the same house, over and over again helps you do that. So then you're not stumped when somebody asks you a question and then you're trying to look at it on your phone. You can just answer it and then go right back to psychographics. Love it, Cody.

And I agree, Ryan, we do that same thing as Cody AI. We do the same thing, Ryan, which is like we'll do like an open house extravaganzas. We'll have like three in the same area. And you can do that with your people in your organization or friends or whoever you have. You guys have open houses next to each other. but it's re-knocking all of the doors over and over and over and over and over and over again and then going out a little wider and then a little wider but yeah great love it what's great

cody said too about the open houses it just forces you like Cody only has five pillars to his business okay here's what they are circle prospecting open houses door knocking okay social media sphere of influence Another word for sphere of influence would be past clients too. Past clients. That's the only thing he's working is those five things over and over and over and over again. You could add that now in three and a half years, he has over 9,000 people in his database in just three and a half years. So he's working, he's in his database following up consistently with people as well.

So part of that would be just part of his 20 connects a day every single day. Yep. So do you guys have in, how long do you host your open houses for? 10 to 4. See him working. Yes. Agree, Frank. Do you guys have any?

That happens all the time. Do you guys have any questions on anything that, that Cody just went over? If you do, hit him in the chat. What I'm going to do to is I'm going to send, I'm going to send you guys all over the open house, the level 10 open house. I'll send Eric also all of our scripts. Here's what's really cool about this script. that we're sending you. Cody uses these scripts today to a T. Cody sounds today the exact same as he sounded day one. It just sounds more internalized now. The coolest thing is the longer that you

do this for, the better that you get and the more confidence you build. Like you knock a door your first year, you probably don't sound super polished. But then as you do it and you build more confidence, you're able to knock the door and get the appointment at a better rate. Correct. Correct. What sources? So we currently use, we currently use Bribity, but I know that their system through follow-up boss or whatever CRM that you guys are using. It, I will tell you this.

Guys, honestly, I swear I tell people we're like the prison team. You know, there's like Equinox? You guys have ever been to Equinox? No. Have you guys ever heard of Equinox? Like, it's like the super fancy fucking super fancy workout place. I don't know, it's like 500 bucks a month or something.

guys we're like the prison team we do we do sit-ups push-ups pull-ups and fucking air squats military workouts because that's what works and we're more fit than all the people at equinox who need all the fancy machines so i would tell you guys this when it comes to like you're the stuff that you're using like either it's equity reports or market reports where it don't matter just send them whatever we use brevity brevity is okay It's not the greatest, but it's not the worst. It don't really matter. And then listing alerts, I like sending them through,

I like sending listing alerts through our CRM instead of the MLS. It's just like, just keeping it all in one hub is like just nicer. That way you can see what they're looking at. And then sometimes too, like you get notifications when somebody views a property over and over again or maybe they favor it on your site. Now I can look like a magician when I text that to them from the MLS. I'm like, hey, did you guys get a chance to see? you this one and they're like, holy shit. I was just looking at that one and now I sent it to

him. So I think you touched on it a little bit in the beginning of the call on like agents are constantly like kind of talking down, trying to figure out and what that really boils down to is people are always looking for like the easy way to make a lot of money in this business. And if I had a really easy way that I could teach you, like if I could post on Facebook three times a day and sell 100 houses a year, I'd have my Facebook post done by 530 in the morning and then I do whatever I wanted the rest of the day. Unfortunately, that's not the case. I have to knock doors. I have to make calls. I have to go on appointments to sell the amount of houses that I want to sell. And whatever that goal is for you guys, just put in the work and whatever effort it takes, do that.

Don't try to look for the easy way because truthfully, there is no easy way and you're just making the right way take longer. So have you guys read the book, The Sautil Art of Not Given a fuck? Great book, if you have it. I mean, Jenna, it's like, I shake your head that you didn't. Get it, honey. It's phenomenal. It's phenomenal. It talks about he coins like a phrase called Manson's Law of Avoidance,

which is people put more work into avoiding doing the thing they need to do. Good job, Jenna. Doing the thing that they need to do than just if they were to just do the fucking thing. So meaning that they're working harder at avoiding, which puts them into conflict, inner conflict, which creates stress. So it's actually more, have you guys ever found this?

It's actually more stressful and harder work to avoid than it is to surrender to just do the thing. If you guys have ever done this, subtle art and not given a fuck by Mark Manson. If you guys have ever done this, I want you to really hear this. They put more effort into avoiding, put more work into avoiding,

which causes inner conflict, which creates more stress, okay, than if they were to just do the thing. Have you guys ever, like, thought something, and then you just surrendered to it, and you were like, you felt lighter? It's because it's less stressful to just do the thing. But what losers do is losers take small things and make them big in their mind.

What winners do is take big things and make them really small. Like this morning, straight up. And I do this often. And this is going to sound ridiculous. But it fucking works. So I, this morning, when I got up, I got in the shower, I put on the SpaceX video of Starship. Okay?

Literally, this is the video I put on this morning. It was the SpaceX of Starship. And it's a 25-minute video, and I watched 18 minutes of it until I got to work. because that's what we're not doing in real estate. We're not sending rockets to space. Even in our developments, we have 1,300 acres of development. It's easier than a flip.

Do you know all the development is? Flatten the shit. Put water sewer electric in it. Pave it, put curbs in it, sell the lots. It's that simple. Cody netted $2 million this year. He netted a million dollars last year. Just doork, circle, prospect, follow up, put in your database,

give a shit care, be consistent and be disciplined. end it done. But we have to make it like a Pythagorean theorem. Like if it's not super complex, then it's just not, me and Cody are just too dumb to complicate it. Dave, you ask a good question. Where? Yeah, CMA market analysis lane. So yeah, you don't want that to be too long, honestly. So you want to give somebody a market analysis, CMA, home equity report, whatever the hell you want to call it. The goal is to set those appointments to then get sellers in your database, whether they sell now in one year, seven years, whatever, you want them to sell with you. So that's why you want to their info. So when you go on that appointment, you want it to be like short and sweet, right? It's

going to be a five to 15 minute appointment. Five minutes is if like they're really not interested in and selling right now and you're just going to be in and out quickly. But the goals to this whole thing is you must get inside the door. So when you're calling somebody in circle prospecting, you're telling them that you're going to drop it off or your door knocking, you're telling them you're going to drop it off. Well, when you get there and you knock on their door and you're standing there with the folder in your hand, you let them answer the door. And then you say to them, it would be very unprofessional with me to give you an exact value of what your home's worth without seeing the inside. Would you be offended if I just ran through the inside of your house real quick? Guess how many people want to tell you that they're offended? Very little. So you get inside the house. Same thing like an open house. Psychographic them as much as you can. Ask little questions about the house. If you have some questions while you're walking through, but we're all full-time realtors here. We can get a pretty good idea of what something's worth just by seeing it. So walk around the inside and outside quickly. Don't spend a time. the time there. I don't want you guys on the appointments for like an hour unless you're actually

getting listing docs signed. So then finish it, wrap it up like the kitchen table. You want to provide with them like five comparable homes that are similar to theirs that are active right now, five comparable homes that are just sold on like the last 90 days, hopefully, depending on how detailed you can get that number, and then give them the exact value of what you think their homes worth. Depending on where they're at, guys, if you guys are comping something that's in a neighborhood and it's like thousand houses and there's five different floor plans, you know what floor plan this is you probably have a pretty good idea of what that home is worth so you can already get that number for them. I would have a net sheet there. And the reason I would have a net sheet is to just show

them exactly how much equity they have in their home. Most people, 99% of America have more equity in their home than they have in their bank account than they have in their 401k, then they have in their crypto account. But 99% of people don't know how much money they exactly have in equity, but they do know how much they own in stocks, how much is in their bank account, how much crypto they own. So you are going there to update them on that equity and then put them in your database and when they are ready to sell, you're the person that they call because 80% of people or even more than that, they don't meet with more than one agent. So if you're the agent that somebody meets with a year or two years, three years ago and they go to then call you,

boom, because you took that appointment and stayed in contact with them by phone call, text, and email, now you are getting a paycheck one year, two year, five years, seven years down the road from the work that you're putting in right now, and that is how the compound effect works. Perfect. Hey, Cody, when you're doing the nets, are you doing like three nets or just a single net as far as a sheets? I'll usually bring a couple, right?

So if it's like, if I'm going into the appointment and I think this house is between 550 and 600, but I haven't seen it yet, 550 would be the low, 575 would be the mid, 600 would be like, wow, this house has everything it's dialed in. I'll show them the six. But if it's the 550, they're not going to see the 575 of the 6 net. So you're keeping separate.

Okay, I have mine side by side like, hey, here's our dream, here's this, here's where it should land. So then just circle the dollars. Yeah. Thanks. You're welcome. Any other questions in the chat? Fubb is the CRM.

We use brevity. We're moving to follow up boss, but yeah. Again, one of my partners, Scott Lander, he was selling 156 homes a year out of Excel. So it's just are you calling the people and doing the thing? Cody, do you leverage showing agents, listing coordinator, TC assistant,

etc. Yeah, so I have a full-time partner now. I have a one VA that helps me with some backend stuff and then we have TC. But 99% of the showings, 99% of the listing appointments, it is me.

The goal is to have yourself go on appointments all day long. And that's basically what you're doing. Today, it looks like, partner is the production partner model is said again Ryan what's the question brother i was just curious how you're paying your partner cody so is it like w2 plus bonuses or how does that go for you

yep exactly okay so basically i'd share with you guys like i'll give you guys like a structure for this until you're doing 50 deals a year you really don't need anybody you may need an you'll need an assistant to a transactional coordinator to help you over 30 deals. But once you get to 50 deals, you will need to get in a partner to get you to that like 80 to 100 plus deals. Here's ideally is what this looks like is once you're in the 100 plus deals, you have a showing assistant that's helping you with things. Okay. You have a transactional coordinator. Okay. And then you, that should get you, you should be able to do with a transactional coordinator and with an showing assistant. That should get you to 150 deals.

If you want to get into the 200s, you want to get a VA that helps you with your database on the back end, that should get you to 250 to 300. I have a question. I think the biggest thing that people do is when they add somebody to help them is they're adding someone to help them to work less. So make sure that if you plan to add somebody to your business, you need to take that serious. And you are now employing someone and you are responsible for them and their family eating. So you need to get more business by adding somebody to your business. It's so good that you said that, Cody.

The way you turn an administration into an investment and not an expense is now it's your job to go out and get more business, not chill more. And I'll tell you this to two guys, guys, this stuff doesn't take more time. It takes more discipline, more commitment, and more focus. It doesn't take more of your time. It takes different. but we get really dogmatic about how we behave and how we act and how we run our business. Oh, it's just the way I've always done it. I know, but if you were to change two or three things, and you could make 40% more income,

would you not be interested in that at any level? Yep. So do you manage all the direct client communication, lead gen negotiation, lead gen, negotiation updates, etc. Most of it, yeah, I mean, I leveraged some of that, but most of like lead gen, face-to-face interaction, phone call interaction is 99% myself. So there's some update stuff that you can leverage out and stuff like that. But you want to be the face of your business to continue to grow it.

And you send out, we sent, I mean, most of all of us send out our listing updates every Tuesday. Yep. Every single Tuesday via email. And I'm not doing all this work in 24-7. and I still go to dinner or even my wife every single night. Like Dustin said, I have to go to Phoenix for business, like almost every other weekend. So you can still get this all done. If the guy goes to New York City one more time to take helicopter rides, I'm going to throw up in my own mouth.

I mean, this guy, it's unbelievable. I mean, he's going to Hawaii, he's going to New York City, then he's going back to New York City, then he's going back to New York City. Then he's a helicopter rides. I mean, it's, guys, it's exhausting. Okay. Ridiculous. I'm just kidding. Yeah, Tristan, if you don't mind just messaging me on, like, social, that'd be awesome.

I'll help you with anything. Here's the issue I have. I'll follow up with people weekly, monthly for months and years with no response. When do you stop following up? Never. Until they block me, until they buy, sell, block me or die. That's it. So, I mean, I could show you a million examples, right?

If somebody, like, not answering my calls and I'll send them 30 texts. Like, for instance, like an investor you work with, you'll continue to send them properties that are good flips. I could scroll up on my phone of like a guy that didn't respond for 30 messages over, I don't know, six, eight month period. And then all of a sudden he replied, I went and showed him the property and we were under contract like four hours later. Or I closed last week on a deal of a cold call I made in June of 2022. I talked to this guy named Jerry, had a rental property in town. And I've continued to update Jerry on emails. I looked back. Jerry has not answered a single phone call for me since late 2024. All we've done is left messages, but he's still on my market

reports and he's still on my mass emails to my database. And he replied to one of my emails, like three, four weeks ago, said that the tenant moved out of his rental, asked if I was still in real estate in Havasu. Immediately then I picked up the phone and called him. I got the listing document signed, went and walked to the house. I gave him two options. You could either put a 20, 30,000 into the property because the tenants had trashed it and we list it for X or I probably had have an investor that'll pick it up for this. He said, I'd like the investor option. We closed on it last week. My investor's doing like a seven day quick like paint and refresh and I have listing photos getting taken on Wednesday. So from a call that I made in 2022 from just putting somebody

on a drip that has not answered my phone calls, but I've still continued to leave messages. I just got one paycheck from it from selling, one paycheck from the buyer, and now I'm listing it again. So it's that simple. Don't stop following up with people. Yeah, and really just focusing on the process, guys, and I know this sounds crazy, but like, if you guys just like, for instance, if you guys just ate like a high protein diet and you worked out every single day and you slept well and you didn't drink or eat shit, do you ever have to worry about your fitness or what you look like? No, you don't. The only time you worry about what you look like is when you're not doing what you need to be doing. the same thing inside of your business is like if you're just hitting your 20 connects a day i'm the only team leader i swear god i'm probably the only team leader that we're doing over 800 deals that

doesn't focus on like i wonder what of our appointment to close ratio is and what our listening to this ratio is and i wonder what all these ratios i don't focus on none of that shit i don't care all i care about is are the agents in the organization hitting 20 connects a day period it takes care of all the other stuff that's it question four open houses a week but also hosting an open house in the same neighborhood so you're doing four houses each four at the same house four at the same house and then just circle prospecting like you do these 200 people and then the next day it's the next 200 people okay yep and then while you're at the open house what are you doing cody same thing that i do in the office cold call connect with people that are in my database i just

continue to make calls continue to post on social media like continue to lead generate and connect with people to make your 20 connects every single day no matter where you're at. And yes, Nick, 10 to 4. 10 to 4. You can do them whatever time. You know what time that open house is good to do an open house is whatever time you schedule to do the open house.

There is no secret time to do the open house. That's just works well for us here. And I'll give you this last little secret that both Cody and I abide by. We have no bullshit in our private lives. Zero. Toxicity with family, boundary. Oh, but they're my uncle's best friend's cousin. I know, and they're toxic.

Have you ever heard that this, guys, if toxic is toxic. If a best friend puts cyanide in your coffee, you're still dead, right? So, like, there's zero bullshit in Tocody's life, and there's zero bullshit in my life. I do not tolerate it. We are very quick if there's any victim or lack of personal responsibility inside of our life. Done. Out. It's just that quick.

And it's all out of love. I just protect my peace at all costs. So he goes to the gym, hangs out with his wife. He doesn't hang out with any bullshit. He doesn't have any riffraff in his life. He doesn't break in he doesn't party. He doesn't drink. He doesn't do any of the bullshit.

It's just, and he doesn't tolerate it. And I would say that is what allows him to be as pretty. productive as he is. And he has the people in his life that love him and that he loves. He has them on board with the mission. With the mission, he's building his dream house in one of our luxury subdivisions. They go up there every single night and walk it with him and his wife, walk it to check it out. Like, he's not sacrificing his health.

He's in better health than probably anyone on our team. We got to get away from this. You make a choice and then you make a change. You got to understand, we got to get rid of this or mentality. I'm a good mom or an entrepreneur. No, I'm a good mom and I'm an entrepreneur. I focus on my health and fitness and my finances. Life can be and, and you can have boundaries,

and you can have self-respect, and you can get the bullshit out of your life. So just like as a thing, Cody has zero tolerance for bullshit in his private life. And it's what gives him mental space to take on more. because his brain isn't filled up with garbage garbage fills up more of your brain than productivity does that's a fact 100% all right guys we got to dude we don't spend any money Dave zero dollars brother as much as we can I think the white sheet in here is free

oh my god it's hard to manage a professional and personal life too it's hard oh my god if it was easy what would you do Kelly if it wasn't hard if it was easy if it was What would you do next? But thank you guys for having us, Eric. I appreciate you. I got to go to meetings. Cody's got to too. Love you guys very much.

If you guys don't mind, if you post this on social, just share what your takeaway was from today's calls from Cody today. Cody, thanks for always contributing, buddy. I love you very much. Thank you, guys. Thank you guys. Thank you guys. Thank you.

Great fire. Awesome. Thank you. That's a wrap for this episode of the next level agents. I'm Kevin Kaufman, and we've just draw some serious heat with my crew to level up your real estate. game. What does the next level look like for you? Subscribe to the podcast now so you don't miss a

single strategy and head over to next levelagents.com. Check out our events tab so you can find out all the information on our next virtual and in-person mastermind calendar. Let's keep this momentum rolling. See you next time.