KGCI: Real Estate on Air - Winning In Real Estate Strategy Ai Content With Alex Piech

Starting point is 00:00:00 Tactical, focused. Just like a top producer. Here's a sample from this week's Friday focus on KGCI, real estate on air. Seven-figure success starts when you start thinking like a CEO. Welcome to the John Kitchens coach podcast experience. This is your host, John Kitchens. Get ready to think bigger and transform your business into a path to lasting freedom. What's happening?

Starting point is 00:00:27 What's up? Well, happy birthday. Thank you. Appreciate it. It's like, you know, hey, You know, kicking off the second quarter. I said, oh, shit, we're recording on, on April 1st. Yeah, get Alex.

Starting point is 00:00:40 Get Alex on. I won't get to see you today. So I was like, hey, what better yet? Let's just jump on and chop it up a little bit. I love it. Yeah. So what's good, man? How was the first quarter?

Starting point is 00:00:53 Man, first quarter was okay. You know, it was rough. I think there was still a little bit of a lag and a hangover. Just, you know, people with the election, a little bit of uncertainty through January. February, you kind of couple that with the normal seasonality curve of the market. And now I think the spring market is going to be fantastic. So hopefully everybody was doing the work in January and February in March so that your April, May, June are explosive.

Starting point is 00:01:23 So we're already seeing that. We've got a bunch of listings in the pipeline. We're getting calls from sellers. Yeah, there's been opportunity, man. That's the good thing. In a challenging market, there's always opportunity. Got back to dial and expires and setting a couple appointments off of that. You know, there's always opportunity.

Starting point is 00:01:44 You, you know, we've ridden in this game long enough. I mean, kind of for you, kind of what's that process? What are you always looking for to see where the opportunity is? Well, I think, I think that's why you need a bunch of tools in your tool belt, right? Like if you're a one-trick pony, well, you could be screwed. You know, like if I was 100% percent. just listings and the average days on the market went from seven to 71. Well, that poses a big challenge, some carrying costs for your, for your listings and your marketing, where if you had

Starting point is 00:02:17 a little bit of buyers, now you've got buyers that could take advantage of the opportunity in the market. So I think you have to kind of see what's coming. You need those tools in your tool belt. You know, for example, expired. You know, I didn't call expires for years. Why? Nobody's home expired. You put it on the market. You had 50 offers 100 grand over asking. Nobody was concerned about selling. Once the market started transitioning, expired is a home run because you still have a bunch of real estate agents

Starting point is 00:02:48 who don't know how to properly position homes in a changing market. So you have a lot of homes that are failing to sell, but those sellers want to sell. So those have become a fantastic opportunity. I live in a market where new. construction is the biggest opportunity. So resale is slow, but new builds are booming because you can get your closing costs paid. You can still get a four and five percent interest rate that the builders are providing. That's the opportunity in the market. The question is,

Starting point is 00:03:21 are you pivoting your business? Are you looking around the curve? Can you see what's happening with the leading, you know, I'm always looking at the numbers, days on market, inventory, buyer sentiment, you know, keeping current matters, listening to what's happening in the market. And then you just got to look at like, okay, what are all the opportunities in this market? Well, people want to sell, but they're probably not getting the right advice. So homes are going to expire. If I could just get these homes positioned correctly, there might be an opportunity to pick up a bunch of listings and be successful. And that's exactly what we're seeing right now.

Starting point is 00:03:57 Yeah, that's wild. I mean, are you seeing with the new construction and, just how sexy the offer is, being able to get in. And I mean, are you seeing people, I mean, for you, is it a lot of move in or is it a lot of move up type of buyers? Yeah, we're still a big move in market. So the net migration coming to Dallas, Fort Worth. We fluctuate between the number one, number two net migration all the time. I think sometimes Houston kind of pops up, then Dallas pops up.

Starting point is 00:04:25 But we still have more people moving here every single year. And, you know, we still have a housing issue. where we don't have enough homes, enough new construction. So it's still a great offer. And you know, you could walk in and you could buy an $800,000, $900,000 home at 4.5%. Now, if you compare that to a $600,000 resale home at 7%, your payment might be the same. Would you prefer a $600,000 home or a brand new $900,000 home where you got to pick all the finishes, all the colors, you get all the warranties, everything is new, and your payment's the exact same.

Starting point is 00:05:06 That's a really big competitive advantage that builders have. And I think that's also a reason why our resale market might be a little sluggish. Yeah, I would agree, especially when you, when you have all the new shiny, you know, object out there, right? And if they have the, like you said, it's a lot sexier. It's going to be where it is. Man, I was talking, love your take on this. I was, I was chatting with our boys up north this morning as, as, you know, they project it to see a massive climb in inventory and little to no sales, right? Just with all the noise and any time that there's, like you said, kind of what we were shaking out of coming into the new year after the change of administration and just causes a lot of people to become paralyzed. that especially get trapped into, you know, the main mainstream, you know, narrative. But we were talking through, right?

Starting point is 00:06:02 And like you said, there's always an opportunity in every market. And so that's what I was kind of asking, you know, are they coming out, you know, from out of town coming in or they move up? And what they were kind of talking through as the inventories climbing is that, man, this is the great opportunity right now in their market to move up. just because of the ability to negotiate. And if they're in that little bit lower price point, you know, Kyle,

Starting point is 00:06:27 Kyle Davis came into KT last week. And we were talking about just kind of the market in Norman. And he's like, yeah, man, that down below, like, it's crazy. Way up above. Crazy. There ain't nothing much in the middle happening, man. It's real quiet. So stay out of there.

Starting point is 00:06:47 And so that's kind of what they were saying is like, oh well I got opportunity in here because things are starting to sit and if I'm in a position where I can move up and I know mine can can go that might be a dang good message to market you know how strategy going after where the opportunity is yeah for sure man I do think you know again opportunity in every market right like if I'm looking in the resale market right now yeah interest rates are a little bit high but guess what homes are taking 70 days on the market if I can go in and I can negotiate a $15,000 seller credit, which is easy because they have nobody else writing any other offers, I can buy down my own interest rate and make it more

Starting point is 00:07:31 affordable. You just have to start thinking about the opportunity. Now, where I think for real estate agents, what I would be doing is whatever the opportunity is that I want to go all in on, what is your content strategy behind that? So what I would be doing is I would would go out and let's say that move up buyer, right? If our whole, if our whole theory is right now is the best market to move up, what are the 10 videos you can do that are targeting a move up buyer seller, right? Double sale. And then create that those video, those pieces of content and then get those pieces of content out everywhere. Create it as a mini series. So one of the things I'm working on right now is how do I create mini playlists of videos content that are all

Starting point is 00:08:22 targeting a specific message. And then I'm going to use that targeted playlist and I'm going to go then use that for attraction of lead generation and my ability to convert those people. So if I start doing a bunch of videos of, hey, have you been dreaming of moving up to your bigger home, but you're unsure if now's the right time? Well, that right there, that dog whistle in that video is going to capture everybody's attention who wants the bigger home, wants a newer home, but they're unsure. Then I can go create a series of 10 that says, here's why right now. Here's how to get a low interest rate. Here's how to sell and buy at the same time, right? Then you could have a testimonial of one of your clients who actually took advantage and got an

Starting point is 00:09:04 interest rate buy down. You can then do a market update video explaining and showing look at the average days on market. Look at the percentage of home sellers that are dropping their price. So those are all content that you can run ads to. Those are all pieces of content that you could then send to the people that become leads to indoctrinate them, to earn their trust, to position yourself as an expert. And you will get people to raise their hand and say, hey, I've been watching your videos. We've been thinking about moving up and we were just unsure, but, you know, we saw your video where you said X, Y, and Z that resonated. And that's why we're picking up the phone to call you. That's why I think content, video, those are, you know,

Starting point is 00:09:43 know that I'm all in on that versus any other type of paid advertising and marketing right now. Yeah, you're so spot on. And one of the things that, you know, you had mentioned kind of just as we were chatting, just kind of where your focus is and what, you know, kind of the strategy for you right now, given, I think taking into a lot of consideration, right, because you've done it all. You've owned the brokerages. You've had the massive teams. you've had, you know, just you've done this.

Starting point is 00:10:15 Now it's just really back down to you, rocking and rolling. And how much of a factor, you know, to where do you start to be like, okay, this is the season of life I'm in. This is the season of the market. This is the season on how you kind of go about making those decisions instead of just like banging your head up against the damn wall, right? You know, the whole definition of insanity. And so like for you, how do you kind of go about that?

Starting point is 00:10:42 And because I know a lot of people out there are struggling, right? And there are certain agents that have no business trying to go alone, right? They don't have the capabilities, the skill set. They need to be on a team that has great leadership. You know, when, you know, for you, like I said, you have all the skills. You definitely can be doing it on your own. You can do it any which way you want. So like, you know, agents out there that are kind of like, man, I'm just out a weird season of my life and in my business.

Starting point is 00:11:07 Like, what's the advice? Not the sugarcoat advice, but the hard, tough advice that, that they need to be really getting. Yeah. That's a great question, man. I think with, you know, and I'm just going to say it, I think you need to look at yourself in the mirror and say, you know, is real estate for me? Yeah. Because like you said, there's buyers and sellers, their sales happening every day. If you're not participating in that, then you've got to really be honest and ask yourself the hard questions. Are you putting in the effort? Are you doing what it takes to be successful. And I, you know, I'm just going to go on a limb that I bet you a majority

Starting point is 00:11:46 are not. They're not prospecting every single day. They're not working on their skills. They're busy doing busy work, but they refuse to pick up the phone. They refuse to network. They're not doing open houses. They're not having conversations. They're doing everything passively in the hopes that something's going to fall into their lap. And that's just not the type of business we're in. Okay. And it never has been. Now there's periods where it gets easier. And now we're at a period where, by the way, this is not a hard market. This is a normal market.

Starting point is 00:12:19 So I just don't think agents do the work, man. And I know that's harsh, but I've coached and trained enough people where I'll lay out the plan. And then I'll say, great, how many conversations that we have this week? Oh, I really didn't get a chance to pick up the phone. Okay. Well, you haven't had the chance to pick up the phone in three. months. Explain to me how you're going to get business. And they can't. The reality is, are you putting in the work? Now, if you're like, dude, I prospect every single day. I work on my

Starting point is 00:12:50 skill every single day. I'm coachable. Okay, go align yourself with a really successful team leader who has systems, processes, and lead generation in play where you can plug in. If you're a hard worker, you'll get the sales and the support. Get that going to build up your financial nest egg. So I think those are the two avenues. And if you're just a hustler on your own and you're being successful, don't stop hustling. This is the best market for hustlers. This is the market where every top real estate agent in the country is laughing and smiling because they know when shit gets hard, skills matter, systems, processes, proven repeatable systems. And those things become really valuable to the customer. They will seek you out. And you'll get a line.

Starting point is 00:13:39 share of the transactions and your market share will skyrocket in this market. The last, you know, during COVID, nobody cared how good you were. Their aunt, their uncle, their step so-and-so, anybody with a pulse with a real estate market who could put you in the MLS was getting the same result as you are. They didn't care. Now that's different. When you go look in 40, 50% of the homes are coming off the MLS failing to sell, man, I'm going on expired and I'm saying,

Starting point is 00:14:09 Hey, tell me about your last list price. How'd you come up with that price? Oh, we just told our agent what we wanted. You hired that fool. But you know what? The sellers, that's what they think they want. And they just, the agent says, okay, the agent doesn't know that they're either misrepresenting that seller, that they're setting that seller up because here's the facts.

Starting point is 00:14:31 Now, when that seller comes to me, I'm going to get their home sold. I'm not going to sell it for what I possibly could have sold it at when it was a brand, new listing that nobody had seen. It was the first time on the market and we had momentum. You lost the momentum. We've been sitting here for six months. Right. So agents, you know, unfortunately, and I think this is just the turnover in real estate. I don't know what it is. Every five years, 80% kind of changes over in real estate. So if you think about that, let's just go back five years ago from 2000. Most real estate agents who are in the business right now have never seen a normal market. They've never seen 7%, 6% interest rates. They've never had

Starting point is 00:15:10 conversations about price adjustments. They've been used to a hot market. They were a product of a market that just made them look better than what they really were. So right. 100% man. And that's why like you said, if you have that that that's you know the skill set. You're showing up every day. You're coachable. It's the, you know, hungry, humble and smart. Right. If you if you carry those those characteristics and you're struggling. struggling, get on a damn team. Like vet out a great team that you jive the culture. It's a culture fit. They've got great leadership. Like you said, they got proven systems, proven processes. And, you know, they've got some, they know how to acquire some opportunities for you.

Starting point is 00:15:50 Because that's the, that's to me is the biggest thing being able to have that. Absolutely. If you, if you're going to do the work and you've proven to yourself that you'll do the work, then get some with somebody who creates the opportunities, you know, that has listings that you can go sit and sit those listings Thursday, Friday, Saturday, Sunday, try a Friday after work open house. Try Saturday, try Sunday. Be creative. If you're going to put in the work, go with somebody who has those opportunities to go to put that work to use versus just trying to figure everything out on your own. I want to get your two cents on this just because you're always, you know, thinking ahead. So we know, you know, all the all the sexiness and craze with AI. And,

Starting point is 00:16:35 Of course, you know, agents are utilizing it, you know, they use it the right way. Most of them are not, you know, being able to have it, right, just allows them to collapse time and go faster. My question to kind of what maybe you have thought about it or maybe not, but as the consumer gets smarter utilizing AI in their home selling and home search process, where do you see the agents that are going to thrive? position themselves to now as as the consumer gets a little, a little smarter or so they think, right, they're getting further down the process. How do you, because I know you're,

Starting point is 00:17:17 you're all about being, you know, a marketer first, how do you start to market to where we position at the right time, right, where the timing is where the agent now becomes part of the process? Yeah, um,

Starting point is 00:17:31 that's a great question. You know, I don't know if AI is going to impact, like the consumer wanting to take over more parts of the real estate transaction. I still think it's very, I do think there's still a lot of moving parts to that. And it's like you go back to the for sale by owner, right? Like people have always freaked out about for sale by owner and instant cash offer buyers, eye buyers.

Starting point is 00:17:55 And they've always talked about how this is going to impact real estate. And at the end, I think if you look at it, it's like 9% of all sales are impacted by these things. So it's such a small number. Yeah, maybe the consumer might be a little bit more educated on the process, but I still think in real estate, it's so hyper local. Your ability to market a home to the local market, the relocation market, manage that process. You know, these other people are going to have jobs and things that they need to do? Are they really managing it?

Starting point is 00:18:25 I had a guy that asked me a really great question about, or I'm sorry, it was a lady and her daughter are selling a home. And she was like, we have the house on our market ourselves. but how do we know the people that are coming to our home? Like you don't. You don't have a system to vet whether they're a licensed real estate agent. You don't have an electronic key system that ties to the licensing software to make sure strangers aren't coming in. And sure don't put a combination lockbox that can get out there and then buyers can come back

Starting point is 00:18:54 unaccompanied by their agents. So I don't know how it's going to impact it. I think the smart agents right now are leveraging it for things like, you know, creating some email copy, some text message, auto replies, maybe helping you put together a business plan. I used it here recently. I took all of the homes that went under contract in Frisco in the last 30 days. And then I went to my single line, MLS view, and I added in all the categories, all the detailed categories about the home. And I had to analyze that and say, look for similarities.

Starting point is 00:19:29 where like buying patterns, what type of home, the age, what are buyers looking for? And it broke down this chart and gave me a chart by price brackets, how many buyers were buying, where the hottest parts in the segments of the market in. And then it just really summarized like, hey, people who are moving to Frisco, they want a home on average that's built between 2017 and 2020. That's newer, clean. It's a minimum four bedrooms, minimum three bats, about 3,200. square feet is the sweet spot and they're willing to spend up to $700,000, $750,000.

Starting point is 00:20:04 If you price these homes at $800,000 or above, those homes are significantly taking longer to sell and are having price adjustments. I was like, damn, that's like good insight. Now I've got that prompt saved and I can take that on a listing presentation. By the way, I got it so dialed in. I said, okay, well, I'm going on a listing presentation for a home in this area, in this zip code. It has this feature, this feature, this upgrade.

Starting point is 00:20:29 this, this, this, this, this, based on the buying patterns over the last 30 days, what's a good price point? And it pulled and it gave me a little bit higher price point. I was like, that's weird. Let me go look at the listings. And it started pulling from like a gated community in Lexington. I was like, okay, now do that, but remove this community because those are gated homes. I want non-gated homes. And this thing was like, this home should be priced between 769,000, 775,000. I was like, damn, that's the exact number that I had when I did the CMA. So I was like, wow, you know. So I think it could be a great tool.

Starting point is 00:21:01 I don't think the average consumer's going to be able to figure that out. You might have a few. The real, the tech ones. It would be a small percentage. But don't let those small percentages drive you crazy and dictate, you know. Now, if it's a mass movement, okay, you want to. But I just think that's going to be a small 3, 5, 6, maybe 10% of the market that goes that direction.

Starting point is 00:21:24 I think you can do very well serving that 80% of the market. the market that I'm not trying to do this on my own. I want an expert. You know, I want it to be you know, as stress less as possible, stress free. And just build your systems and processes then being able to like articulate and show your systems, I think is is really important. Are most of the, most of the markets, I mean, because you have, you know, just, just working with people all over the country plus, you know, routes back up in the Northeast. Are you, are you seeing, you know, and everybody that you're dealing with, but obviously just such a, hot spot for people to come to. I mean, are we still kind of in the in the half two phase,

Starting point is 00:22:03 but rather than the want to phase, uh, from buyers and selling? I think so. I was on a call today, uh, with my team in Jacksonville. And we were just looking at the sales trends in Jacksonville. I think last month, 35 or 36 percent of all homes had a price adjustment. The number of home sales is down year over year. Think about that. Last year, I believe was the lowest number of recorded home sales in the last 30 years. And their first quarter, is down below the first quarter of last year. So the number of homes selling is still a challenge. A lot of that is going to be interest rate driven. There's still a lot of people who are stuck in homes with 3% interest rates that they're just not willing to upgrade to a 6% or 7% interest rate.

Starting point is 00:22:47 You know, they're kind of frozen in that inventory. So yeah, I still think this is either a half to, must have, you know, I'm relocating for a job, school. Something is making me do this right now. That's probably a majority of the people. Now, I do think there might be some really smart people who say, you know what, markets down. I'm going to make that move. I fully believe rates will come down,

Starting point is 00:23:15 but I'm going to go get the best damn deal I can right now before that happens. I'll refinance it later and get all the upswing of equity when buyers are back competing. because if rates do get down, I think into the fives, I think it would be crazy the amount of people that come off, you know, off the bench to start buying homes again. Yeah. Yeah, it is, man. That's what I'm seeing.

Starting point is 00:23:37 Just everything is, you know, last year we know, I mean, we were like, okay, well, statistically, you know, historically, you know, historically after, you know, election cycles, the year after home sales go up. So we're like, it's the worst home sales that we've had and, you know, 30 years. And then, you know, okay, hey, we're trending. should see, you know, historically we should see more, but that ain't the case right now. And so it's, it's, it's really wild. And maybe there is still some, the shock, right? And obviously we've got, we've got an administration that's, that's, that's shocking all, right? And definitely shaking things up.

Starting point is 00:24:14 So it really is, it really is interesting. Plus a lot of noise out there with, you know, all the, yeah, Al and I were just talking about a little bit earlier talking about like, like the compass deal the attorney still going back after it's just so much just noise out there right now there is a lot of noise a lot of changes in real estate you got a rocket mortgage with their acquisition strategy and companies that they're buying trying to really uh you know take over the entire consumer process start to finish um i don't yeah maybe i'm the minority i don't let that shit bother me like I kind of stay like, all right, where's my opportunity? Like that stuff is going to happen no matter what.

Starting point is 00:24:59 We have no control. So control the controllables. And that's, you know, listen, most of the most successful real estate agents I've ever met, you know, they've done so many transactions and built an incredible past client raiding fan system that they're living off 30, 40, 50 referrals a year. They're not doing any paid ads. I believe those relationships will pay them forever, no matter what. happens in the real estate business.

Starting point is 00:25:25 100%. You know, Zillow's going to do what Zillow does. They're going to buy other companies. They're going to acquire, you know, real estate companies are going to merge. At the end of the day, I don't care the real estate company you work for because the consumer is hiring you, the real estate agent. You might work for the number one real estate company in the world or the smallest real estate in the company.

Starting point is 00:25:47 If you suck as an agent, they're getting a shitty experience. If you are world class and you know your market better than. and everybody, you're a great market or negotiator. They're going to have a great experience, irregardless of the name that hangs on your shingle. So I think that's the thing I always, I always, you know, when I meet with sellers, I don't ever talk about my brokerage because that's irrelevant.

Starting point is 00:26:07 My brokerage is not doing anything. The 90,000 realtors with my brokerage aren't doing anything about your listing. They can give a shit about your listing. They're worried about their business. That's the same with Coldwell Banker, Remax. We don't work together. I think there's this thing that people think we work together. We're independent.

Starting point is 00:26:23 Like we're competing against each other to be honest with you. So I don't ever talk about brokerage. I don't care about any of that. Here's what I do and why you want to hire me. These are my systems and processes that I would take with me any brokerage I go to. So I always talk about that individually. What are you, what are you paying attention to most right now on the, you know, marketing? Definitely if it is, if it is on the marketing, like where are you like given a lot of your time and energy and attention to?

Starting point is 00:26:53 Yeah, you know, video. So YouTube is still my bread and butter. That thing produces appointments every single month like clockwork. We've got people who will be in town tomorrow. We had three Zoom consultations this week already with people. So that's my bread and butter. That that works again because because they've seen me, they've seen my content. They've consumed it. I'm positioned differently. They've already built trust in me. We've connected with my personality. They like. that they reach out those are easy easy sales so that's like an autopilot that i'm never going to stop uh doing because i also believe video content not just for youtube but anywhere is is beneficial in growing and scaling your business so i would say that's that's my number one um yeah that's probably my priority that's where like 90% of my attention is going yeah i would agree man i think it's it is the most critical thing in and either you know like you said video and some some form, right? Being able to have it like, you know, long form strategies of what you're doing. And then you also got, you know, the shorts and the reels and the stories, but it's just the video

Starting point is 00:28:03 grasping of it. And then I think, you know, especially when it comes down to real estate, man, just I think the consumer out there, man, they want to see eye candy and they want to see the stuff that's appealing. He's talking with, you know, Sam at at KT, right? Like his whole, everything he's doing is built around. He's got, I mean, lives, you know, one of the best spots on planet he's got all the eye candy you know when it comes to real estate and just really leaning into you know what opportunities you have in the market that you're in yeah yeah and i think you know basic consumer behavior is never going to change it's what's in it for me are you serving the information that i care about right if you want to buy a home they want selection if you want to

Starting point is 00:28:45 sell a home demonstrate you can sell the home fast and for the most amount of money possible because that's what sellers want they want top dollar and they want it in a specific time frame. Yeah. Buyers want selection, affordability, and convenience. If everything you do talks about that, if your systems are built for that, you're demonstrating and you're speaking their language. I think so often agents go on this tangent of what they do.

Starting point is 00:29:08 But if what you do doesn't align to what consumers care about, it's irrelevant. Yeah. I think it's just remembering that, you know, the consumer only wants one thing, right? They want a result. And they either want an ROI result or they want a pain. pleasure result. And most people right now, like we, like we were just talking about, right, the half to's versus the want to's, the have to is because they have a pain. And, you know, how can you remove that pain for them in the value exchange? It's just as funny as you were,

Starting point is 00:29:37 you were saying that. I was like, yep, that's the only thing we would say. Remember, sellers only want to know how much money you're going to put in their pocket and buyers want to know, what's my payment going to be. That's it. It's only been 15, 20 years. We've been saying the same damn thing. Yeah, yeah, that's it. It might be, we might be, we might be, right, Alex. We actually might be right. We might be right. It's so good, man. What are you, what are you excited about right now heading into? I mean, you got, you know, birthday today. What's the, what's the birthday wish? I mean, like heading into the future. What's, what's this next year? What's this next year? What are you excited about? Man, I would say the thing that's front and center for me right now is

Starting point is 00:30:18 I'm really kind of going all in on my partners, my opportunity for partner. I think there's a unique opportunity to help real estate agents right now that are struggling. Plug into things that are already working, having the accountability, not having to reinvent the wheel, not having to become digital marketers, not having to understand lead generation and funnels. Just plug into what we have. So I'm doing a little bit more traveling. I've got five events that I just signed the contract. X-4. So I'll be kind of doing a little bit of that around Texas, which is fun. But really just

Starting point is 00:30:55 connecting with agents. So that's kind of my big one on my brokerage front. My YouTube getting to a whole new level. I don't know if you saw, but I just bought a whole bunch of new gear. So like, you know, I'm having fun with that. And I'm building things that I enjoy. So like new construction, talking about real estate being on video. I love that shit. So, you know, that was my gift. to myself as I bought equipment to go film and do more work. Like, I love that. Um, and then how key is that though? How key is that though to, to find that love within the thing, right? Yeah. I think it's everything, right? Like last night we're sitting on the couch and and Sarah's like, man, you've been working hard. You're at 1130, 12 o'clock every single night before you come. I don't even

Starting point is 00:31:40 feel it. I'm not even tired. Yeah. I just want to sit down and crank out what I'm working on. Yeah. That's what it feels right. That's, that's not. That's not. when it feels that way to me, that's when it's right. Yeah, it doesn't feel like work. Like I'm like, all right, cool. Hey,

Starting point is 00:31:53 I want to get back to, you know, that document I was working on. Like, I'm excited about solving that problem. So that's kind of work related. And then, you know,

Starting point is 00:32:04 family, you know, the kids will be out of school here right around the corner, which will be crazy. And then we got the whole summer thing and trying to figure out all of that. And it's, you know, there's a bunch of moving parts on that with Sarah back at work.

Starting point is 00:32:17 having to go into the office. You know, so I've been taking Mondays off. So yesterday we did an afternoon movie. Just knowing I in the middle of the day. We had a lunch date last week. So, you know, I'm just enjoying all aspects. But I think, you know, when you could build your business and make the type of money you need to make, but still do those things that you enjoy, you know, going to like I had an event schedule for April 10th.

Starting point is 00:32:46 and then my son's kite, uh, kite day with dad was supposed to be tomorrow. It's going to rain. So they moved to table 10. And I'm like, I just booked this event. Yeah. I could easily just said, well, it is what it is. It's only a kite day. Man, I got the event moved to the ninth so I could be there for the 10th. He doesn't know that, but I'll surprise them. You know, so I'm just trying to be present and do those things that actually matter. Real estate sales will come and go. My kids aren't going to remember that, you know, they'll remember whether or not I was there. So that's kind of where I'm haul in on it. Yeah. And, you know, I've told you many of times. I mean, you know, enjoy it because it goes by super fast. And when it's gone, you'll be like, fuck, man, I wish, I wouldn't have, I wish I wouldn't have done that.

Starting point is 00:33:28 Like, you know, I don't, it's the thing looking back over, especially, you know, the kids your age and they get a little bit older. It's not the, you know, it's that I didn't need to, I didn't need to be at the office that late. I didn't need to be there that late. Right. Like, it made no difference. It made no difference. And so, but, you know, them missing out or missing out on time, especially when they're that age. Because it goes by, man, once it goes by, it's just, I mean, you know, I mean, shit, Colton, I'm seeing what, if I'm good, if I'm lucky, see him once a year. So, I mean, I just get to that point. And yeah, man, enjoy it while you can.

Starting point is 00:34:03 That's it, man. That's a season of life, right? That's it. It was kind of prompting the question earlier, right? You know, designing your business based upon the season of life, the season of the market. and in the season of commitment, right? What are you willing to commit to at this time? Yeah.

Starting point is 00:34:18 And I would say I've been, I've always put my personal goals and income on the back burner for my kids. And that's probably not the right thing either. That's probably one of my biggest things that I've come to clarity on is, you know, I've always pride of myself on always being there. But you can't do that in sacrifice of really, truly taking care of your family. So it's shifted. like, okay, I'm going to go do these events on the road, which if you, I have not traveled in years.

Starting point is 00:34:46 I don't like it. I don't want to be away from my family. Yeah, I don't like it. I don't want to do it. But if I do this strategically in a couple, like, I'll be there forever. I won't need to ever do it again, right? So you have to, my whole point is don't over index like I did because I probably sacrificed a lot of opportunity, a lot of money that would have provided and taken care of my family even better. Maybe change, you know, so I would say that's something to be aware of. You've got to hustle. Don't just say, well, I want to be there forever.

Starting point is 00:35:19 There's a, there's a yin and yang to that. Like there's a balance you got to figure out and you've got to hustle. Yeah. I just remember, like, yeah, I mean, you're so spot on, right? It was the same thing like with with Zane and going down the endurance side of things and just like, okay, well, what sacrifices? Well, you know, I'm going to miss, I'm going to miss Saturdays, but I got Tuesday and Thursday. I can go and be there with him on those practices, right, those sessions. So it is, like you said, it's a little give and take and it's not fully all the way,

Starting point is 00:35:47 either way or the other. Yeah. Yeah, because it can become an excuse for not doing the work. Yeah, in the way of actually doing the thing, right, that's required, the necessary required actions. So part of that schedule is the end of June coming to Pittsburgh for KT, right? No. If I'm in Connecticut, if I'm there for.

Starting point is 00:36:07 for the winter break for the summer break with the kids uh i will get in the car and i will i will drive over kevin and i were talking about that i said we got we got we got to we got to twist his arm make sure he hates i yeah i used to love it but it's just you know how it is i mean right now it's like we don't have i don't have somebody to come watch the kids take him to school so like yeah there's so many moving parts um it becomes hard so not impossible but hard impossible but hard we figured out so brother i appreciate you man thank you for uh i know you said man i ain't doing nothing today i was like well you what can we can i can at least hang out with you for a little bit so i appreciate you uh jumping in it's always it's always uh great connecting and

Starting point is 00:36:50 i learn i learn something every time chatting with you so i appreciate you brother i always say i'm always good for one nugget but once i once i drop it i'm you're like you're like will feral and old school right where he just goes off and just doesn't remember what he says That's it. Don't ever ask me to repeat because that ain't going to happen. That's awesome. Brother, I appreciate you. Love you.

Starting point is 00:37:09 Enjoy your birthday. All right. See you guys soon. Thank you. See you. That's a wrap for today. I hope you got something valuable from this episode. If you did, hit follow and visit john kitchens.comch for more ways we can work together.

Starting point is 00:37:22 See you on the next episode.

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