KGCI: Real Estate on Air - Uncover the Secret to Real Estate Success with Frank Montro, the King of the South Side

Episode Date: October 2, 2025

SummaryIn this episode, real estate legend Frank Montro, also known as "The King of the South Side," shares his hard-earned wisdom from over four decades in the industry. He reveals that the secret to success isn't a single trick, but a powerful combination of consistency, integrity, and adaptability. Frank's no-nonsense philosophy provides a masterclass on building a career that not only withstands market shifts but also generates predictable, long-term success.Key TakeawaysConsistency is Your Greatest Asset: Frank emphasizes that long-term success in real estate is a marathon, not a sprint. It's about consistent, daily action—prospecting, following up, and honing your skills—to build an enduring business.Lead with Your Why: Your passion and integrity are the true drivers of your business. By leading with a clear "why" and a commitment to serving your clients and community, you will build a business that is both profitable and fulfilling.Master the Market, Don't Be a Victim: Frank's four-decade career is a testament to the power of adaptation. Learn how to pivot your strategies and embrace new technologies to stay relevant in a constantly changing industry.Personality is Your Superpower: The episode highlights how understanding your personality type can help you lean into your strengths, build a complementary team, and communicate more effectively with different types of clients.Keywords/PhrasesFrank Montro, Real Estate Success, King of the South Side, Real Estate Longevity, Consistency, Real Estate VeteranCall-to-ActionReady to build a real estate career with longevity and success? Listen to the full episode on your favorite podcast platform and learn from the King of the South Side himself!

Welcome to Real Estate Riches, where Kathy Burns empowers realtors to achieve the success they've always dreamed of. Starting her career at 55, Kathy built a thriving business that offers the freedom of time and financial independence. And now she's sharing her journey to help others do the same. Whether new to the industry or looking to level up, this channel is your hub for proven strategies, inspiring stories, and the tools you need to grow your real estate business. Join Kathy each week to explore global opportunities, successful systems, and expert insights to take your career to the next level. Get comfortable. Pick a video and start learning. Your journey to success starts now. Hey everybody, it's Kathy Burns here on Real Estate Riches, and I am with Frank Montre who's just told me, watch out. This is going to be so much fun. I love that kind of attention. So Frank, tell, how are you?

I am groovy. And by the way, you're welcome to dress. me by my nickname, which is the king of the south side. Because I've closed so many houses in the south side. Back in 2002, I had a friend of the industry come down and see what I was doing. He's on the video on YouTube. If you go way back in the beginning of time, 2002, you can see the, he goes, oh my God, I'm here with the king of the south side. So now I do a lot of public speaking. So, Kathy, when I get on stage, I'm introduced as king in the south side. I'm like, you know, so, and I have a crown. I could have worn it today. I have a crown. I had to run a base with a crown and a velvet cape as well too. So I can't. What do you call it? One of those

sticks or whatever. Yeah, I can play the role. I can play the role. But yeah. So if you're looking to move property in the Chicaland area on the south side, the king is here, baby. The king. We are here to learn from the king, man. So, Frank, I went on your website and I did a little more work on you. And I saw, I feel like you're a man of passion for people who need help. So let me talk to my realtor audience that's here. It is not about the money. So when you, I just happen to be a born-again Christian.

You don't have to do that. I'm not here to preach. I'm just telling, you know, if people want to know how I'm wired, why I do what I do, it's because of my faith. So I don't need things to go my way to be happy. I was asked today in my team meeting, you know, what makes you happy? I said, waking up, these two things open up. I've already trained my mind, and I want to encourage agents. This is a time where you're going to learn to grow or are you going to go? You're going to grow or go. When I pray in the morning, I'm like, make it as hard as possible.

I bother because that's where I grow. I don't want easy. Remember the post-COVID nonsense? How easy you just sit there with a bucket. And then I love, Kathy, I love when I see these agents online all of a sudden, oh, the Lord has blessed me because of my hired work. I'm like, come on, man. You haven't closed more than five deals in the 15 years.

I know you. You're lazy. and you're taking advantage of this low interest rate run. I said, let's see what happens when the government stops by buying MBSs and the rates go back up to the real normal. And so those people are no longer. You know, those people are out of the game completely. They're out of the game.

Yeah, I got so much to talk about. So listen, you agents that have come in during post-COVID, you come in when it's easy, I don't envy you. I came in back 43 years ago when interest rates were 14 and a half percent, Kathy. I had to grind. I had to crawl for business. It made me what I am today. You folks out there that have come in where you're just holding a bucket and just people are falling in your lap and checks are falling in your lap. That's not real estate. That's not what real estate is about. Real estate is about delayed gratification. Real estate is about consistency. If you are,

I don't care what league generation you do. First and foremost, every day, top producer in the Schauldand area that I know and across the country that I know, we all do the same thing. We prospect. We're still prospecting. It's in my blood. I can't get that. I'm in line at Starbucks.

I'm talking to people. You know, what do you do for a little? What do you do? And of course, I'm a little bit cray-cray, so I get away with maybe a little bit more than you not hide these can. So, okay, let's continue. Look, what I would recommend agents in the industry to do. is find three things that you like to do, prospecting,

and then also throw one in that you don't like to do, because that's when you grow when you stretch yourself. And let me explain something else. I said, Kathy, what do you think people make decisions based on? 95% of our decisions are based on our feelings at that moment, right? Would you agree? Yeah. So here's the problem.

Okay, so look, I'll give you a real, life example. Okay, I was out of control with my weight, just didn't care about it, wasn't paying attention to it. I'm like, hey, I'm successful all these areas. Then I just realized, hey, I'm going to kill myself. Yeah. So that was enough. That was a wake-up call about a year ago, Kathy. So I scaled up to 393. And today, I got on a scale. A year later, I'm 298.4. So yay. But you know what? That, you know, that wasn't eating healthy one meal. That was consistently eating healthy. And then once in a while, I trip and make a mistake.

But 99% of the time, I'm on it. So it's a consistent, hard work over time. I've got to work out and I've got to eat healthy. Yeah, consistent. It's key. Consistent. Isn't it? Wouldn't you agree?

Wouldn't you find the same thing in your business? That consistency is probably the number one thing? I mean, it went out. Consistency, tenacity. I love it. Open-mindedness so that you're willing to grow, right? I love it. And another thing is open-mindedness with opportunities.

So I was talking to my, so here's an example. I go in and this is my area. So to all my other realtors across the country, you may or may not be experienced this. In Chicago, specifically Chicago and in the Cook County, they're running a deficit with a budget, a million of dollars of deficits. and a budget. So they're looking to

find money. So what they're doing, Kathy, is they're coming and astronomically jacking the taxes up, as if we don't have enough issues going on. Right? So now the South suburbs got hammered, the West suburbs got hammered, and now this year, 2025, the South Side is going to get hammered. So

here's the opportunity, though. Okay, okay, bad stuff, right? All right, that sucks. That's horrible. Whoa. So, like I told my team, wait a minute. So I always look for opportunities. So over my 43 years, I have a shift mindset. I'm always, I look, I have two things I tell my agents every day. And you need to drill this in your head. This needs to be in your subconscious. Guys, you, number one is you need to constantly be asking for referrals. And number two is you need to constantly be looking for opportunities. Because there's always different markets you're going

to be working in. There's different scenarios that you'll be put in. And there's also the market in general is constantly shifting. And very rarely, you know, Kathy, very rarely do I see a market at an absolute standstill. You know, there'll be times like when post-COVID was, and the government just kept buying mortgages and banks are like, okay, I don't need to charge 7%. I go down below 3% because the government's going to back my, my securities. They're going to literally pay for any foreclosures. I don't need to charge these rates. And we're going to, and there's so much business now, we're going to hire all these loan officers and we're going to hire you know they're a mortgage company they're like hey let's go we're hiring us we're doing all these refis all this crazy stuff so they've created

a whole other problem for us now you get all these people to say hey these rates are bad are crazy now well they're actually normal yeah the fanny may 30 year average is 7.74 percent don't talk to me about interest rates y'all you need look um you're some of your credit cards are at 30 percent don't talk to you about interest rates yeah some of your car payment. are running at 8 to 12%. Don't talk to me about 7% and when the national average was 7.74%.

Man, come play with me, man. Let's get back in a time machine where rates were 14.5 percent and we didn't have computers. We didn't have people, great people like Kathy doing podcasts and helping you learn. I had me, myself, and I had a rotary phone, ta-da-da-da-da-da-da-da-ta-ta-ta-ta-ta-ta-ta-ta-ta-ta-ta. And I had the white pages.

So I call the white pages. and so you want to know what hard work really is, by the way, too. It's not post-COVID while waiting for people to walk in the room. It's what I did, Kathy. I had a very good job working as an accountant for Arthur E. Anderson and Houston, Texas, and I just decided, you know, I've got no business being an accountant. I mean, in case you all haven't figured out, this personality. Well, that doesn't go for your personality at all.

Yeah, I didn't know. But nobody told me until after I got out. at this test. And I took, so, hey, agents, okay, huge lesson here. You know where I'm going. You know exactly where I'm going, Kathy. Go get you, go get your personality test. Look, I do it with every agent that comes on my team. And so if I got a high deed, they're going to work with sellers and investors. But if I have a high eye, then they're going to work with buyers. If I have a high S, high C, see you, because you belong in your seat is an admin. So you are get out of the real

state world because every high ass every high s i've hired kathy have they haven't failed they epically failed epically because not because they're bad or because they're terrible it's because they are wired to do admin work and they're excellent admins one of them i ended up making a admin yeah yeah well whenever i would hire an admin i'd give them the disc profile and i well that was part of their they had to go to tony robins dot com forward yeah yeah get it free that's free yeah and i would say submit that with your resume and if they were in a seat they weren't in i didn't yeah yeah i mean really these are the best eyes talk too much and you know i mean the best no the top all the top producing agents are d's so when i get a d i'm like you know i roll out the red carpet

what's your favorite me let's go out you know but you know high eyes they're going to drive let me ask you do you find like a high eye i find this out here high eyes don't like to co-call. They don't like, they hate the call call. That's me. I hate it. I forget it. I haven't done it. So, you know, this could be a really interesting conversation between you and Maine. Because I, then I try to, I look for

different venues for the high eyes. What type of process? I said, you need a minimum of three, preferably four roads of prospecting. And then you've got to build your database. But so, but how do you get business? I mean, obviously is my member of BNI,

Business Network International, which networking and I've been a member since 2008. That has brought me so much business. But I'm also a nurturer. One of the things that I did if you've ever heard of send out cards, I created a card that said, I want to be known as the connector because that's an high high style. I got a card and every month it goes out and it says, I got a guy or a gal. And on the inside left of the card, because it's a card I do online, but I send it through U.S. mail. So people open it. So And it's a nice shiny card, and it says that nice blue cover on the front with I got a guy or a gal. And they open it up.

On the left hand side, it says all about whatever vendor, which is usually one of my B&I guys, that I'm featuring. Then on the right hand side, I say, hey, this is my monthly card where I feature somebody I know and trust. And I'm not paid for this. If you don't need somebody like this, maybe someone you know does. And if you need something else, you know, I probably have a guy. and if I don't have a guy, I got a guy who's got a guy. I love it. Yeah. Paragraph. And then I ask for referrals because that's how I asked for them in there.

I love it, man. Why not? And then the back is branded. And so, Kathy, here's how I ask for referrals. So, yeah, I'm very similar. We're identical. So I come from excessive value. So I'm always, like, if I'm talking to buyer in general, you know, I'm trying to feel them out. I'm like, hey, you know, I have zero down programs, grant programs, credit repair. We do we have off-market inventory.

inventory that I have like a group of wholesalers on my team. We get a lot of inventory off market. So I said when you work with my team, you have access to that. You will not if you work with other agents. Is that a value to you? Can you say, you know, so then I always want to give them at least three options. You know, which one of those options makes sense to you? Because, you know, there's a little psychology. Whenever we close, we're just talking about this. Another thing, agents, if you haven't read the book exactly what this is. by Phil Jones. It is the Bible.

It is the Bible of real estate. You need to get that, incorporate that in your sales tactic. Kathy, are you with me? Yes, yes. And you know what? The best way to do it is an audible. You're out driving all day long anyway. That's your college education.

No doubt, man. Yeah, great thing. Great call, man. I do audible. My number one loan officer does audible. I mean, I'm obsessed with self-improve. movement every morning, Kathy. So you know, you'll see and for you agents, if you want agents, look, if you want to be a top producer, there's no magic. There's certain things that we all do.

Now, we may have, we may be in different markets. We may work with different, I work with investors. I know some top guns that work with buyers, some sellers, a combination of all of the above. So you need to find out what you love doing. And then you need to, then you need to get your prospecting down. And then you need to get your CRM down and you need to build your passive long-term business. Because that's a great thing, Kathy. I'm sure as you would agree, is when the market gets rough like this, I still got, yesterday I got two calling for listings. Today I got one.

And then I got a new investor. I'm like, hey, how did you hear about me? Oh, man, everybody knows she's the king of the south side, you know. So I'm ready to buy it on the south. You know, I'm like, perfect. I got a bunch of off market inventory. He goes, oh, man, great. Let's go.

I'm cash buyer. So, you know, these are the things that. producers they don't you know when we're asking we first set a stage of extreme value you know we're coming from a place of giving we're coming you know so we're giving all this excessive value and then you might be thinking well yeah you know i could probably you maybe i'll move maybe i'm going to sell them in the spring or whatever but you know i got other friends that can use your value and that's what you want to draw out of them i can you know i just say hey if you had to think about it. Can you think of anyone that would be interested in buying, selling, investing, and taking

advantage of the value that I bring? So I would, you know, and you can see them. So what I love to do is disarmament. If you know, so I go, Kathy, if you had to think about it, then I pause. And then I see you just drop your shield and you kind of like, you know, who's going to ask me, kind of look. And then I throw the value out. Because when you come from value, people are going to want to to do business with you. People do business with what I've learned over the years, Kathy, they're going to do business with me if they like me and or if they think I'm the best of the best. Some people, some of my investors don't necessarily like me because I'm so direct, but they respect me. And I don't want them to like me because I got to keep them in place

because those son of a guns will cut corners and do all kinds of goofy stuff. So I'm trying to say this without swing. I'm here to keep them. in line. And sometimes it ain't pretty. And I'm not looking, when it comes to my investors, I'm not looking for a popularity contest. I'm looking to help them get the highest return on their investment in the shortest period of time. And that's what they want. So that's what I'm getting greedy. Then I'm there to punch them in a face and wake them up. So yeah. That's your integrity. That's your integrity. And if they know that up front, they're also going to respect it. You know, because you said, hey, my integrity is a core value.

This is where we're going. You want to deviate. No, I'm going to pull you right back. That's exactly right. That's why even some of these people may cringe, it may be afraid of me when they seem of defunerate. Because they know a lot of times I'm calling, it's not going to be pretty.

Because I see something that's going wrong and that's going to hurt both of us and hurt our brands. Yeah, I'm going to protect. I protect the brand. First and foremost, when I look to hire. someone, the number one thing I look at is integrity. And so I will question you a thousand times asking you a thousand times the same question till I, till you finally talk. I'm going to wear you down to you finally tell me who you are and what you want. Yeah. No, I just want to come in here

and basically steal your clients and leave in a year. Is that okay? Let me get back to Janette. Yeah. I'll get right back to you on that. I've got to take this call. You know, so, bye-bye. But yeah, so Yeah, you want to learn and you want to train yourself to come from value. So what I would do today, if you're an agent, is take your personality test, is create a value proposition of what you provide for a buyer, for a seller, for an investor, determine who you really are. The person I test doesn't lie. It's like, I'm a high D.

Frank's got to be Frank. If Frank, if the king of the south side tries to be the king of the north side, tries to be the king of the North Side or the king of Detroit or something. Frank can't be in Frank. I got to do me. And what I do me is when the magic happens, is when my energy flows, is when my passion flows, is when I come to life. I was going to retire back around 15 years ago. And then I say, let's just retire.

You know, I had a great run. Blah, blah, blah, blah. My wife's like, well, you're going to be dead in the year. I'm like, wait, what? And she goes, you're too connected to this. This is, you know, and she's right. This is, see, what I believe is that I was put together for a reason by God, by Jesus Christ. And I believe that I have a divine purpose.

I'm not doing this for the money. I'm doing this to provide excessive value to others and to put them in a better place. And I do get paid in the process very well. But my main purpose, my drive is to. to help others. And with that type of drive, and then I also create mindset's critical. I spend half hour every morning brainwashing myself. And I use the term very direct. I do brainwash because everybody else is brainwashing me. Social media is brainwashing me. I come in contact. Everything I'm listening to is definitely if I have influenced me. So I need to make sure that I'm

putting. Put the right stuff in. Right. That's it. The heart. hardcore good stuff in. And that includes affirmations and that includes ideas that I know that work. And I'll tell you, agents, if you don't have a sense of urgency, then you are going to have a rough ride. So you're going to be inconsistent. So what I do every morning is, I think to myself, one of my most, Kathy, one of my most, I need no motivation at all when I'm like in the zone. Well, a perfect example is when a speeding car is coming at me across the street, I'm going to get out of the way. I'm not going to think. I'm not going to put it. My back hurts. I'm going to run faster than I've ever forgot in my life.

Yeah. Because I have a sense of urgency to live. Now, if, and I tell my team this, you have to find that, that why. You have to create that why that brings you to life, that drives you. And that sense of urgency. is if I could share what I watched my brain with. I said, look, Frank, if you do not work and give 100% today, and if you don't minimize your distractions today, you're going to fail today. And if you start, if I start compounding failure, I said my bank account will doondo. And I will lose my house. I will lose my cars, I will lose my properties, I will lose my family. I will lose

everything. I'm saying everything in the affirmative, like I'm going to, this is exactly what I'm going to do. I'm going to give this. I'm going to empower these people. My license plate is empowered. My whole focus is reprogramming the negative that's coming at me non-stop

and saying it, I'm reversing it because your subconscious is so powerful. It's what it's cold and what we tell it. Yeah, I do a lot of positive affirmations. And I also do this sense of urgency thing because it works for me. So, and that's a key. So see, what's cool is that we're all wired differently and we have different languages that set us off.

Right. If I tell myself, if I don't work today, my kids won't eat, I will run through a hundred brick walls without even thinking because that is my life and that is my joy. And so I do everything from my family. I mean, it's not debatable. So I found my triggers. So you need to find your triggers. What makes you go hard, fast consistently? You need to have us do a serious audit of your life and get it and be goal driven.

95% of the people base their decisions and actions, the feelings in a moment. I don't, Kathy, I do, I base it on goals. Yeah. I'm sure you did your business plan already for the year. Absolutely. So I've been working on it this week. And I had Chad TPT help me a lot because I'm a big fan of Chad. That's awesome.

So I asked it to ask me 25 questions about where I thought next year was going to go. And here's what I wanted and asked me all the questions and now help me design my business plan. So it comes up with 25 questions and how you replay that back in case you're not using chat. at GPT is you just say number one, here's the answer, number two. You do it all at once. And I said, here's the answer to those 25 questions. If you got more, asked me more. It asks me six more.

So now it's got the whole thing. I said, okay, now design my business plan based on everything that I said. It does. I'm looking at it, and I'm thinking it's okay. And then I'm on Facebook, and I see a woman I know who her first year in a business, she did half a million dollars in gross commissions, Rockstar. this was back in 2016. But then she said, I'm going to double that next year.

And so she manifested, much like you were just talking about. She visualized what she wanted. Now, of course, you don't just sit back and it doesn't just happen. It's focus. It's commitment. And it's going and doing the steps, right? But she said, I'm going for a million. And she did a million one.

And I said, you know what? I went back to chat GPT. And I said, I set my sights too low. I said, I want you to double what I said. but I want you to break it down now into weekly and daily tasks of what I need to do to accomplish that. And remember that cold calling? Well, I didn't want to do it. It's full of it, damn it.

And so I realized I can be a high eye who doesn't want to do it, but the reality is I need to do it to achieve the goals that I want to do. And that's part of this business. You've got to do what you don't want to do when you don't want to do it to get where you want to go. to make it happen. I love it. Do it no matter how you feel. Yeah.

It's like I go to the gym three times a week. I don't feel like going three times a week. So maybe once in a while I do. I guess what? I go because that's my goal. Not because that's how I feel. I eat like today I ate like crazy healthy. I do it.

But do I want pizza? Do I want all the other fun stuff? Yeah. But you know what? I do it. I eat healthy. and I, before I walk, if I go eating in a restaurant, I know already what I'm going to order. And it's not, it's not negotiable.

I eat healthy so that, so that I feel better, have better energy. I can better work and play with my kids. I mean, the whole, everything. So anything you do in life, you have to be goal-driven. And to these agents out there, you will continue to fail and fail your way out of the business if you do not, if you don't set goal, for 2025 and you don't focus on them. You cannot focus on your feelings. Look, your money is tied into your activities here. You know, Kathy, I said this to my agents today. I said, hey, this is a 9 to 5-5 job and you get a paycheck for $5,000 a week, but you have to make, you know,

X amount of phone calls. You have to do X amount of hours of lead in. I said, how many of you would do that. And I said, I bet every one of you in the room would do it. So the problem here is we don't have those things to help us. So you need to find out how can you mimic that type of accountability? How can you mimic that? I mean, that's where I go back to my sense of urgency thing. So we have the freedom to do whatever we want to do. And we don't have the necessarily like what a nine to five job has the requirements that they do. So it's easier. If we don't want to work today, you know, if we don't show up to work for a nine to five job, we get fired. Here, it doesn't matter because, I mean, I can't follow my team and we don't meet in one place. So even individual

agents, you know, there's no accountability for showing up by the company. So that is a problem. So you have, so the issue is you have to self-manage. You have to learn as an agent how to self-manage, You know, and I like what you're doing, Kathy, setting your goals up for 2025 and then have your plan, know your numbers cold and track your numbers. And because a lot of times myself, if I'm not looking at my numbers, I might start doing other things that are not ROI producing activities. And it easily can sneak. So the other thing I do, Kathy, is at the end of every day, I ask myself, what did I do right? what did I do wrong today? And did I hit my numbers?

Why, what got in the way? If I didn't hit my number, what got in my way? What got, just real simple, what got on my way? And I mean, it could be an event. It could be, oh, you know, I had this fire came in, which prevented me. Okay, that's fine. Then tomorrow I double up on my production to prospecting. Or if it was, you know what?

You know, I got sidetracked doing stuff I shouldn't have done. I spent too much time on Facebook, so I did whatever. And I'm just as guilty as anybody else. That's not going to happen tomorrow. So I need to double up on my, if I did half of my prospecting, I'm going to double up on it tomorrow. Because the one thing is consistency leads to numbers. Numbers leads the conversions,

and conversions leads to dollars, and dollars leads to your goals. You know, it's a very clear system. Once you start tracking your numbers and you get comfortable with it, and you don't even, you don't need to buy expensive programs like CCU or, You don't. You can just use a Google drive, a Google, just put it on a Google sheet. Yeah, yeah.

And just every, but you got to do it every day. The other thing I learned with people on my team is if they put their numbers on every week, then they make the stuff up. Oh, yeah. Yeah. Yeah, Monday I made, you know, I made 50 calls and Tuesday, I think I made like 200 calls, you know. We're just guessing to fill in the numbers. Yeah. Yeah.

You know, guessing doesn't pay the bills. No. So, make, being accountable, self-accountable, and then I review it once a week with everybody, but you need to be as an agent to drive. So you see how got, you know, see how this is different than post-COVID with all the stuff falling off the trees. This is, so many asked me, what is real estate agent? I'm telling you what a real estate does. If you don't want to do prospecting, get out of real estate or be part of the back office.

Maybe you belong in the back office. Do you personally test? If you test high ass, high C, you are not wired. You are not designed to be an agent. You will not, you will burn out. You may be attracted. Most SCs say, oh, I want to make that money, baby, yeah, let's get that money. And then they get in it.

They're like, oh, can I help the admins with this? Yeah. I'm like, yeah, no, you're an agent. I mean, why would you want to do again? You know, and then why are you doing all this admin work when I've got two admins for you? What I said, let's, you know, so that's when I started realizing, I said, let's do it at this test. And I'm like, son of a, you're at a SC, man.

All right, you're fired in so many words. But, you know, there's one that I actually hired off of that and made her an admin because she was so good. But, yeah, a lot of these other ones had to go, man. And they're actually, they're a good admin because they've been trained in real estate. They've been in a real estate office. They make a great action. Facts. Yeah.

So, and another thing, too, pro tip, do not hire a high eye for your secretary. Terry. Oh, no. She will destroy your business. She'll just, you know, keep, yep, yep, yep, yep. You know, a two-minute phone call is a 20-minute phone call to I-I. That's their definition of two minutes. So imagine how ineffective you're going to be. Right, right. Now, I know. Well, this has been great. I really loved having you on, Frank. So we had many nuggets in here, which was my goal for the agents, because, you know, we're really talking about 2025. You've got to have grit. You've got to have a focus. you've got to have that plan. You've got to track it.

That's something I never did. And that was also something I put in my whole business plan. I want to track it. Game changer. Because I am not. I'm an ID. So the D's there. Thank God.

And it's close, but my eye leads. But you know, it's funny. Your personality do change through life. I mean, you evolve where you have some strengths. My C was invisible. I had no C. But I need a C in my. life because I need that order and that's what SD brings and the S was small too you know

but the bottom that makes sense you got a low S personality yeah I can tell you're very in touch with your feelings and stuff yeah you definitely I can tell right away you're a low S yeah well and I think the bottom line is I think you've got to do personal development I'm a big believer through great audibles get all these books I was just I'm listening to a marketing that Sirhand has it about branding yourself. And actually, the other thing that's really important for an agent today is you've got to be visible. Like you just said to me, I don't know why I just got blurry.

Oh, I'll get closer. You've got to be visible in social media today because if you're not visible, you're invisible. The way our technology has taken us, we have got to be there in front of everybody. That's great. I think there was a lot of nuggets here. I hope everybody picked him up. I'm excited to have the King of South Side.

Yep. The King of Southside, baby. The King is outside, yeah. All right. And thanks so much, Frank. It's been wonderful. Thanks, Kathy. You and your family have a merry, merry Christmas.

Back at you. Thank you. And to all the agents out there, too, happy holidays and crush it in 2025. Yeah. Let's go. Thank you. So thanks for joining me on this episode of Real Estate Riches.

Wasn't that great? I'm sure you've got a nugget or two. I know I did. So if you liked it, please subscribe below. Share it with everybody. make some comments we really find that invaluable and if you're thinking that you would love to talk about this a little bit more let's get to a business strategy call i'll have the link below let's see if we can't mastermind together and see if we can't empower each other that would be

great so until next time signing off hope to see you on the next one